best cold calling day thus far

by Jarrod
16 replies
I heard it said once that "when the heart is full, the mouth will speak." Thus this post.

Today is my best day cold-calling ever thus far and I'm feeling pretty stoked.

Here's what I did.

I have Mobile Renegade. I bought it initially to get a list of websites that are not mobile friendly and hit them up with a mobile site. It's worked well for that, but I decided to try it for something else.

I selected a couple of specific niches (plumbing, roofing, & landscaping) and instead of focusing on websites that are working well on desktop but just not mobile friendly, decided to offer redesign of the main sites. So yesterday I went through all the websites (a few hours of copying and pasting here, very mind-numbing and will likely outsource this in the future) and highlighted sites that met one of three criteria:

1-The site is down.
2-They don't have their own dedicated domain. (They use a .weebly.com, .wix.com, or something like that.)
3-They have a yellowbook site. There were a lot of these since I was using Mobile Renegade to scrape yellowbook for data. I targeted these as well based on what I had read here: http://www.warriorforum.com/offline-...ook-sites.html

All I did was call them up and say something like "Yeah, I was just trying to find you guys online. Is www.domain.com your current website?"

Sometimes they already had another website that was working well. On to the next call.

About one out of ten folks I called though were at least interested in hearing what I had to say. I'd give them my pitch, then wait a second, then say "how's that sound?" If it didn't sound good, I'd continue the dialogue and ask questions. If it sounded good, I'd get a good e-mail to send a couple links to for them to review and decide on a design (I'm using pre-designed wordpress templates) and get their permission to call them back in 24 hours after they've had a chance to review.

Made 200 calls, got 17 interested, one of which has already replied back and is sold.

Of the remaining 17, some sounded unsure, but a few sounded truly relieved that I had called. Of the three categories listed above, those whose current site is down is DEFINATELY the sweet spot from which the sale and most the hot leads have come.

I've made 300 calls in a day before only to get a few potential leads that resulted in zero sales. This approach of going after companies whose current site is down is definitely the best thing I've done yet. Feeling pretty good right about now.

PS-I don't post here too often (I don't like to say something unless I have a question or am sure I am adding value, and there are so many folks here offering more value and better advice than I'm currently qualified for), but am on the offline section as a lurker absorbing information pretty regularly. There are a few tenured experts whose information I always slow down to consume which have really helped me a ton. Thank you.

Off to make more calls then get to work on the one I sold.
#calling #cold #day
  • Profile picture of the author kemdev
    First off, congrats on your success. But don't let mild success slow down your efforts.

    A few things I would like to mention...

    1) I use to do something similar - show prospects a couple Wordpress themes and have them decide on a final design. Only once in maybe 12 of these occasions did I make a sale. I think the reason being is that, while it sounds like a great idea to let them see a finished product, it puts you into that 'commodity' situation where all you're selling is what they see. Second, they don't know what is a good design and what isn't. That's your job.

    2) If they're engaged on the phone, why slow things down by getting a email address to show them links? If you absolutely insist on using the above strategy, why not do it live right there on the call?

    "Mr. prospect, what's your email address?"

    "Are you near a computer?"

    "Great. I'm sending you a few links for mockup designs. Which one do you like best?" Then wait while they go look.
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  • Profile picture of the author Jason Kanigan
    Second being on the phone with them to go over the mockup section by section, rather than sending them a blind email.

    You want their live feedback.

    By email and waiting, you may never hear it.
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    • Profile picture of the author Jarrod
      Originally Posted by Jason Kanigan View Post

      Second being on the phone with them to go over the mockup section by section, rather than sending them a blind email.

      You want their live feedback.

      By email and waiting, you may never hear it.
      Oh trust me, I won't be just waiting. Thanks for the tip.
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      • Profile picture of the author hensy
        Good Job Jedi!! keep it up!!.. Yeh you should focus on targeting specific biz niche. Best is to talk to the owners or the GM about your product, educate them don't just sell, once they see what you are talking about it will be easy..

        Within 2-3 weeks I had about 10 closed deal..

        Do not give up
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  • Profile picture of the author Digital Traffic
    This is where desktop sharing comes in very handy as well.
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  • Profile picture of the author kenmichaels
    Originally Posted by Jedi Jarrod View Post

    I heard it said once that "when the heart is full, the mouth will speak." Thus this post.

    Today is my best day cold-calling ever thus far and I'm feeling pretty stoked.

    Here's what I did.

    I have Mobile Renegade. I bought it initially to get a list of websites that are not mobile friendly and hit them up with a mobile site. It's worked well for that, but I decided to try it for something else.

    I selected a couple of specific niches (plumbing, roofing, & landscaping) and instead of focusing on websites that are working well on desktop but just not mobile friendly, decided to offer redesign of the main sites. So yesterday I went through all the websites (a few hours of copying and pasting here, very mind-numbing and will likely outsource this in the future) and highlighted sites that met one of three criteria:

    1-The site is down.
    2-They don't have their own dedicated domain. (They use a .weebly.com, .wix.com, or something like that.)
    3-They have a yellowbook site. There were a lot of these since I was using Mobile Renegade to scrape yellowbook for data. I targeted these as well based on what I had read here: http://www.warriorforum.com/offline-...ook-sites.html

    All I did was call them up and say something like "Yeah, I was just trying to find you guys online. Is www.domain.com your current website?"

    Sometimes they already had another website that was working well. On to the next call.

    About one out of ten folks I called though were at least interested in hearing what I had to say. I'd give them my pitch, then wait a second, then say "how's that sound?" If it didn't sound good, I'd continue the dialogue and ask questions. If it sounded good, I'd get a good e-mail to send a couple links to for them to review and decide on a design (I'm using pre-designed wordpress templates) and get their permission to call them back in 24 hours after they've had a chance to review.

    Made 200 calls, got 17 interested, one of which has already replied back and is sold.

    Of the remaining 17, some sounded unsure, but a few sounded truly relieved that I had called. Of the three categories listed above, those whose current site is down is DEFINATELY the sweet spot from which the sale and most the hot leads have come.

    I've made 300 calls in a day before only to get a few potential leads that resulted in zero sales. This approach of going after companies whose current site is down is definitely the best thing I've done yet. Feeling pretty good right about now.

    PS-I don't post here too often (I don't like to say something unless I have a question or am sure I am adding value, and there are so many folks here offering more value and better advice than I'm currently qualified for), but am on the offline section as a lurker absorbing information pretty regularly. There are a few tenured experts whose information I always slow down to consume which have really helped me a ton. Thank you.

    Off to make more calls then get to work on the one I sold.

    There is a guy in this very forum who does your exact method.
    except he closes then and there on the phone ( most of the time )
    No mock ups. No screen sharing. No back and forth.

    He even uses the same software.

    Over the last year he went from a one man band to several
    sales reps ... and an outside of his home office.

    He also did either 100 or 150k in one month.
    ( I forget which )
    So you are definitely on the right path.

    and NO, i am not talking about me.

    Good job Jedi !
    Signature

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  • Profile picture of the author Jarrod
    Update: Just heard back from and closed another.
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  • Profile picture of the author Jarrod
    Thanks Ken. And thank you so much for mobile renegade! I seriously cannot over emphasize how helpful it has been!
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    • Profile picture of the author abozeb
      But I think the missing part is how much do you charge for this? It's easier to close a 100$ deal than a 1000$ one.

      But good work and you should be proud of yourself ( and I should start cold calling)
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      • Profile picture of the author Claude Whitacre
        Originally Posted by abozeb View Post

        But I think the missing part is how much do you charge for this? It's easier to close a 100$ deal than a 1000$ one.

        But good work and you should be proud of yourself ( and I should start cold calling)
        It is easier but not by much. I would have an instant upsell to a price point about that high. I'll bet 10% would take the upsell.

        Ken; Do you guys try upsells while still on the phone?

        Jerrod; Very good, young man. Keep digging that vein of gold.
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        • Profile picture of the author kenmichaels
          Originally Posted by Claude Whitacre View Post

          It is easier but not by much. I would have an instant upsell to a price point about that high. I'll bet 10% would take the upsell.

          Ken; Do you guys try upsells while still on the phone?

          Jerrod; Very good, young man. Keep digging that vein of gold.
          I do, sometimes - when i feel the moment it right - because i can do it.

          I do not encourage the reps to try. You and I both know
          its very easy to go from SOLD to ... flat line.

          We have a PBX and ALL calls are recorded. All reps know
          each others extensions ... so we can all listen to each other live
          or listen to recordings.

          For some reason, people like to listen to me ... ( butt kissing the boss )
          I have witnessed bookoo reps attempt to upsell, I have even heard
          my exact same words to do it.

          I have not yet witnessed a success.
          It has happened. but i only heard it later. Never in process.

          very .. very few though.

          When I personally say upsell. Its because I pre qualified WRONG.
          Did not listen properly... missed signals ...and then realized

          they had more to spend .. then I originally thought.

          <<< OR >>>

          I realized my evaluation of what they needed was OFF...
          as in I SCREWED UP.

          they needed something more then i was offering for the price...
          So i had to adjust ON THE FLY.


          I don't do it often. I usually ONLY do it when i messed up some where.
          So i might jump from 4k to 8k or something like that.

          hopefully I made enough sense for you
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          • Profile picture of the author jakeduvall
            Originally Posted by kenmichaels View Post

            I do, sometimes - when i feel the moment it right - because i can do it.

            I do not encourage the reps to try. You and I both know
            its very easy to go from SOLD to ... flat line.

            We have a PBX and ALL calls are recorded. All reps know
            each others extensions ... so we can all listen to each other live
            or listen to recordings.
            kenmichaels - How many sales reps do you have and what PBX system are you using? Glad to read someone on here has the same goals I do in terms of a large scale internet & mobile marketing call center type business. You can send me a PM if you prefer.

            Thanks,
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  • Profile picture of the author Jarrod
    Re: abozeb, $400
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    • Profile picture of the author kenmichaels
      Originally Posted by Jedi Jarrod View Post

      Re: abozeb, $400
      That is too damn cheep.

      Hit me up on skype when you have some time.
      I will attempt to open your eyes ( about pricing )
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  • Profile picture of the author Zeal4Life
    Great job Jedi! Keep it going!
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