I'm not scared of cold calling anymore! 5 calls = 2 "leads"

33 replies
I did 5 calls today

1. Asked me to call back when the site is finished , Aug-Sep. Might be a brush off but hopeful

2. Said she was about to sign an SEO contract. When asked for just a 10 min meeting she said "I'm so busy etc", but I still pushed for the meeting. Said to email her and she'll get back to me with a time and date. She already committed to an appointment so I will follow up on that.

3. Guy is on holiday next week, his business. Asked me to call back on 23rd 10.30 and ask for him.
[25/04/13 - Update] Appointment has been set for 13th May. BOOM

4. This client was on page 1 of Google #1,2 but slipped to page 5. I asked about that and the current seo company hasn't been truthful from the sounds of it. Said she is working with them to get back to at least page 2-3 of Google
by the end of the month, can't see it happening. She is expecting my call end of the month. She emailed back and said

"Many thanks for the information and I shall look forward to catching up with you at the end of the month"

So I got to all decision makers, I can see 2 strong leads here. No appointment has been set but I can see myself closing one of them for £1,500+

Saying that, the only reason I think these people are listening is because I used to work with their competitors and they know them. Good results so far and promising.

Got another one to make now, GK said try at 2pm.

Feel like Rocky

Update: Got another one to make now, GK said try at 2pm.
In house team, I'll pass
#anymore #calling #cold #scared
  • Profile picture of the author ronrule
    Awesome, man!

    These are standard brush-offs, so pretend you got no leads and keep going - the biggest mistake people make is thinking reschedules might lead to something so they stop doing more outbound because they're afraid of being too busy. I'm not saying this to discourage you - if they actually do follow through that's awesome - I'm just saying that mentally you should always pretend you didn't get a lead and keep dialing new people. Stop when you get a credit card over the phone, do the work they are paying for, then get back on it.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by ronrule View Post

      Awesome, man!

      These are standard brush-offs, so pretend you got no leads and keep going - the biggest mistake people make is thinking reschedules might lead to something so they stop doing more outbound because they're afraid of being too busy. I'm not saying this to discourage you - if they actually do follow through that's awesome - I'm just saying that mentally you should always pretend you didn't get a lead and keep dialing new people. Stop when you get a credit card over the phone, do the work they are paying for, then get back on it.
      First, CONGRATULATIONS on making calls. The hard part is over. Now you know that they don't bite, and you can talk to the owners.

      But....I also wouldn't count them as anything yet. That one of the biggest mistakes in sales I see; Earnest new salespeople thinking that thy have something when the prospect gives them anything but a "No".

      Sure, follow up. You'll need to on many, if not most of these kind of calls...
      But don't count on any of these to become sales.......
      Just keep calling.The sales will happen if you just keep at it.

      And I could be wrong, but you stopped calling after five calls? Is it because you thought "Wow, I'm going to be busy here!"?

      That's a mistake. I'm actually more excited about the SEO client you got through cold calling. Now you know it works! Please keep us in the loop about your progress.
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  • Profile picture of the author Michael Nguyen
    I actually enjoyed speaking to the new prospects I think once you taste abit of "success" whether its reaching the decision maker or getting an appointment the rewards outweigh the fear of cold calling.

    I actually cold call a client last Nov, got the meeting, signed him up for SEO and he's been with me ever since.
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  • Profile picture of the author Aaron Doud
    Sounds like you handled yourself on the phone great. Wish more cold callers who called me would.

    A good sales professional knows how to get those conversations going and once they are going you get more opportunities to close.

    Will all or any of these close? We don't know. What we do know is that you got appointments for meetings and call backs. They might be blow offs but I normally only schedule a call back or meeting with a cold caller if I have some interest.
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  • Profile picture of the author Michael Nguyen
    Thank you for your feedback. The only reason I stopped is because I haven't prepared myself a real call sheet. Still had monthly reports for current clients otherwise I would have steamed ahead.

    You're right, I'm trying not to get ahead of myself until I get a real confirmed appointment but it's been enjoyable so far with the responses.

    Will definitely keep everyone updated. Thanks
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  • Good job, keep going. Have fun with it. Just yesterday I called a fairly large company at 540p and the head of the whole company picked up the phone. I predict that one call will result in tens of thousands of dollars in business over the next year. You never know.
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  • Profile picture of the author Michael Ten
    Nice job! Courage is a great way to overcome apprehensions! Keep doing good work and keep scaling it all up!
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  • Profile picture of the author Jennn
    Here is a quote from the great boxer Mohammed Ali

    I hated every minute of training but I said "Don't quit, suffer now and live the rest of your life as a champion!

    The quote can be reworded for sales calls

    "I hated every cold call I ever made but I said to myself don't quit suffer now and live the rest of your life as a millionaire"

    MASSIVE ACTION = MASSIVE RESULTS

    Keep making those calls every no is getting you one step closer to a yes

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  • Profile picture of the author aZapX
    Best of luck, cold call and a warm attitude goes a long way.
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  • Profile picture of the author Mwind076
    Just a word of advice. Make sure you are getting an alternate (cell preferably) number and an email for these appointments. Especially if you are going to make a habit out of scheduling them 2 weeks out. I can assure you that he had time before May 13, so it's a good chance that this will not happen, or that you will be on the trying to catch him to reschedule loop if you don't handle it correctly.

    My advice is to send him an email NOW, and then another reminder email or call 2 days before the appt.

    One way to avoid the over a week later appt brush off is to stop them and say that you are unable to schedule appointments more than a week out due to your meeting schedule. You can just say that you don't want to agree and then be unable to devote that time to them. Then and ask them if there is ANY opening in the next week, and tell them you will make yourself available. If they insist on the longer appt, then tell them you will pencil it in and you need to touch base with them 2 days before, "do you have a direct number so I can call you briefly to confirm the appointment 2 days before?" That's also when you get the email and tell them you will send a reminder.
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  • Profile picture of the author Michael Nguyen
    Update - 13/05/2013 - Met the insurance broker today.
    Drove 200 miles in total for a 30 min meeting

    Plenty of buying signals

    "How much are we talking about here"
    "We've been fine with referral work but we don't want to be left behind by ignoring the internet"
    "You're the only one that's met us, most have cold call and promised this and that"
    "The new quoting system is nearly finished and just need promoting"

    I asked, "when would you expect to start when the system is up"
    His reply "End of June"

    Shook hands an left.

    To be continued
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    • Profile picture of the author Deidra Renee
      Originally Posted by Michael Nguyen View Post

      Update - 13/05/2013 - Met the insurance broker today.
      Drove 200 miles in total for a 30 min meeting

      Plenty of buying signals

      "How much are we talking about here"
      "We've been fine with referral work but we don't want to be left behind by ignoring the internet"
      "You're the only one that's met us, most have cold call and promised this and that"
      "The new quoting system is nearly finished and just need promoting"

      I asked, "when would you expect to start when the system is up"
      His reply "End of June"

      Shook hands an left.

      To be continued
      This is why I don't do face to face meetings. I would have been pissed if I drove 200 miles and this was the ending result (I have little to no patience lol). I'm not knocking YOU, just saying. Anyway, are you not dealing with a more local clientel? I'm just wondering why you chose someone that far away.

      If you're calling people that far out, you should consider closing over the phone, not necessarily a one call close (for all the people that are just itching to come in and say one call closes don't work, we've been there, read the thread, got the t-shirt, etc.) I'm just saying, it's going to be very time consuming driving that far when the person can still tell you no thanks, or I don't have the money or whatever.

      At the same time, if it's working for you, keep doing it. At least you're doing SOMETHING! Keep the thread updated on your succes, I like hearing success stories.
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      • Profile picture of the author Michael Nguyen
        Originally Posted by Deidra Renee View Post

        This is why I don't do face to face meetings. I would have been pissed if I drove 200 miles and this was the ending result (I have little to no patience lol). I'm not knocking YOU, just saying. Anyway, are you not dealing with a more local clientel? I'm just wondering why you chose someone that far away.

        If you're calling people that far out, you should consider closing over the phone, not necessarily a one call close (for all the people that are just itching to come in and say one call closes don't work, we've been there, read the thread, got the t-shirt, etc.) I'm just saying, it's going to be very time consuming driving that far when the person can still tell you no thanks, or I don't have the money or whatever.

        At the same time, if it's working for you, keep doing it. At least you're doing SOMETHING! Keep the thread updated on your success, I like hearing success stories.
        Thanks. I've worked with a previous client where I gained the result but no longer with with them, so was looking for another client within that same niche to fill it. It is not a localised search term which means there is only a handful of providers for that particular niche. Yes, that drive was time consuming but it for big budgets I feel I have to travel.
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    • Profile picture of the author Bhekizwe
      Originally Posted by Michael Nguyen View Post

      Update - 13/05/2013 - Met the insurance broker today.
      Drove 200 miles in total for a 30 min meeting

      Plenty of buying signals

      "How much are we talking about here"
      "We've been fine with referral work but we don't want to be left behind by ignoring the internet"
      "You're the only one that's met us, most have cold call and promised this and that"
      "The new quoting system is nearly finished and just need promoting"

      I asked, "when would you expect to start when the system is up"
      His reply "End of June"

      Shook hands an left.

      To be continued
      Well done. keep it up.Relationships are nurtured.Soon you'll land a big deal
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  • Profile picture of the author jmharris48
    Congrats!

    Personally I do not like offline marketing simply becuase it is more work for me and I make plenty with online marketing, but I am glad you are having some results with what you are doing!

    Keep up the good work and keep on making those calls!
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  • Profile picture of the author ronrule
    Wait, 200 miles and you left without getting paid?

    "End of June? That's perfect. If I start today, we should be right on track to see the results right about the time you're ready."
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    • Profile picture of the author Michael Nguyen
      Originally Posted by ronrule View Post

      Wait, 200 miles and you left without getting paid?

      "End of June? That's perfect. If I start today, we should be right on track to see the results right about the time you're ready."
      Perhaps I should be asking the right questions before hand before committing to travel. DOH. I've had many mess ups this month. Gotta end somewhere.
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      • Profile picture of the author Deidra Renee
        Originally Posted by Michael Nguyen View Post

        Perhaps I should be asking the right questions before hand before committing to travel. DOH. I've had many mess ups this month. Gotta end somewhere.
        Look at them as learning experiences, not mess ups. Did he know you were 200 miles away? Maybe you could have asked him how serious he was about getting started as you're 200 miles away and can just come around the time he was willing to committ to the project. Or you could of set up a phone meeting or join.me and let him know you would be willing to meet face to face when he was ready to get started, but for now you can go over everything in a quick 15 min/30 min phone call.

        Just try to cut down on those miles! lol
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  • Profile picture of the author Eddie Spangler
    Well you are getting there. You are not afraid of cold calling so thats good.
    Now you just need to overcome your fear of closing.

    This part of your story kinda stuck out to me.

    Plenty of buying signals....
    Shook hands an left.
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  • Profile picture of the author CollegeCEO
    Good job. Just taking the initiative to start calling is more than a majority of people will ever do. Once you get a couple of clients, things will start snowballing with referrals and a better reputation.
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  • Profile picture of the author Kayster13
    Mindset is a huge factor in anything that is challenging. If we give in to the thoughts that it is to hard, then we will give in to the excuses that prevent us from moving on the better and greater things. The start is always the hardest. When one reaches for the phone, it can seem to be a lead weight at first.
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  • Profile picture of the author mjbmedia
    Hey Michael, every time you are in a new situation, you'll learn from it, believe me none of the 'experts' here or anywhere nailed it first time round , keep going over what happened, how can you improve it, then do it , retest, tweak, retest, tweak, until you nail it and then still retest and tweak.
    The first 200 connections are learning fodder , sure some may be landed, but learn from it first and foremost, theres plenty more than 200 prospects for you to nail down but if you don't ever give yourself the time and opportunity to learn and improve from it, you'll never own the hammer
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  • Profile picture of the author kebertt
    Love this thread, Michael - keep up the good work!
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  • Profile picture of the author Michael Nguyen
    This is my wallpaper to keep me fired up. I got this designed but you can have it for free.

    With this one particular client, my cold call has turned into £2,100 in turnover since Nov-12 and counting. Next week we're proposing an $8,000 online solution. He's seen the initial document with prices, so fingers crossed.

    Enjoy
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  • Profile picture of the author RockNRolla
    Nice story Michael. I too was petrified of cold calling, until it landed me my first SEO client for over £2,000 per month. That contract lasted 11 months and netted me £22,000 for one cold call, a few exchanges back and forth for a couple of weeks and then closed the deal in the first, and only, face to face meeting. This sort of thing happens thousands of times daily, most people just choose not to try as they don't believe it's possible.
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  • Profile picture of the author Andy Lemos
    Cold calling can be so arduous but if done right, you will be surprised with the results you get and sales make on top of that!
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  • Profile picture of the author Michael Nguyen
    As much as I hate report this (egg on my face), I'm taking a step back with both of these insurance leads.

    I've chased to much, not on their list of priorities. Ball is in their court now. Starting to feel like a pest and if I'm being honest, not one has actually gave a buying / commitment signal. I mis read "having a chat" is a sign of buying. Starting to regret that 200 mile round trip to be only stringed along.

    I need to learn to qualify better and not to instantly push for an appointment because "its better to talk face to face"

    Onwards and upwards.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Michael Nguyen View Post

      As much as I hate report this (egg on my face), I'm taking a step back with both of these insurance leads.

      I've chased to much, not on their list of priorities. Ball is in their court now. Starting to feel like a pest and if I'm being honest, not one has actually gave a buying / commitment signal. I mis read "having a chat" is a sign of buying. Starting to regret that 200 mile round trip to be only stringed along.

      I need to learn to qualify better and not to instantly push for an appointment because "its better to talk face to face"

      Onwards and upwards.
      Use the old Monkey's Paw approach; I think it will help you a lot in qualifying your prospects.

      Tell them you'll meet, but it's $97 or some figure for an hour. They get the plan, the keyword report, whatever it is you do (and make sure this money figure covers your time preparing the report).

      If they want to continue with you, that $97 or other amount gets deducted from the total investment.

      If they don't, the report is theirs.

      I have found this to be an extremely useful qualifying tool, and use it for corporate clients. If they say it's too much or they can't afford it, I know they are teetering on the edge of failure and I do not want to get involved with them.

      It's called the Monkey's Paw, by the way, from the naval field. The huge diameter cables big ships use to tie up to dock with are too heavy to throw down to the dockhand. So they have this thin, light line attached to the big one that they throw down instead. With this "Monkey's Paw", the deckhand can haul the big line in.
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      • Profile picture of the author Katee
        I think you are doing great. I want to add that IF you ever take another "drive," be sure to find a few different but similar niches in that area, & set appointments. Second, I like what Jason said about the monkey paw. It makes a lot of "cents".
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  • Profile picture of the author ronrule
    That's OK, man, you're getting in the right frame of mind about it now

    When a prospect asks me "When can we get together and discuss" I say "Right after you've paid me". Say it with a smile, they'll hear it in your voice. I do this even if they're within walking distance, and even if I have nothing else going on, because it accomplishes two things:

    1. It makes your time look more valuable.
    2. It tells them that your paid clients are your priority, and that you're busy WORKING for them instead of busy chasing new business.

    If they're ever taken back by the unwillingness to meet for a pre-sales conversation, I level with them and tell them those things. That my job is to deliver results, not sales pitches, so if you're confident that my methodology will work for your business then once you've retained me we'll have a face to face meeting and go over all of the details and put together a plan of attack.

    When you do this, you just put yourself at a higher position than most of your competition. While everyone else is out there begging for new business, you message will be heard as "Look, I'm the best at what I do, if you want to work with me we'll talk, if not I have other shit to do".

    You will not get every customer you talk to when you take this approach - but you will get the serious ones. The ones who know they have a problem, and know you're the solution. And those are the best customers, because you never have to chase them down for payment or "sell yourself". They trust your judgment. And down the road when you say "You know, I think we could get even better results if we added X and it will cost $Y" they'll listen because they trust you because you aren't selling them something, you're recommending something that will improve their business.
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  • Profile picture of the author bsummers
    Congratulations! This is a good outcome with just 5 calls. Do not let this get into your head though Michael. Do not assume that they are really strong leads until you have closed the deal. Make sure that you keep nurturing your leads so that they will not forget you.

    Good luck to your future calls. These are just 5 calls, plenty more to go and more leads to come!
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