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Cold Calling Out of State

by gfrankwick
15 replies
First and foremost a thanks to everyone on this forum, I have learned more than could ever have imagined.

Second, I am starting to cold call plumbers in a neighboring state. This got me wondering if anyone has success with out of area cold calls and if any tips can be shared.

It is very easy to get discouraged and every time I do I come here and immediately the next few calls are better. It would just be nice to have some advice or encouragement from anyone that has been successful.

Thanks!
#calling #cold #state
  • Profile picture of the author kenmichaels
    Originally Posted by gfrankwick View Post

    First and foremost a thanks to everyone on this forum, I have learned more than could ever have imagined.

    Second, I am starting to cold call plumbers in a neighboring state. This got me wondering if anyone has success with out of area cold calls and if any tips can be shared.
    First we call every state in the united states, and in the last year started calling non USA areas
    that speak english. There is absolutely NO difference at all in the sales process
    or what you need to do, if you successful locally, you can be successful any where.

    the only difference is the time zones / exchange rates and IF you can process there credit cards
    or checks (at all) or in a timely manner ... also if you ship, SOME AREAS like Canada
    have a border tax.

    sometime syntax can be a bitch, but if your polite it usually does not matter.

    as a matter of fact ... people LOVE accent. I know people complain that having
    one is a hindrance, but they arent usually skilled, so they don't know better.

    but it's not true, if they understand what your saying ... and you have one ... they actually
    listen more ... and trust you ... weird ... love it, it is a tool.

    sales are sales are sales.
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    • Profile picture of the author TheCG
      Originally Posted by kenmichaels View Post

      First we call every state in the united states, and in the last year started calling non USA areas
      that speak english. There is absolutely NO difference at all in the sales process
      or what you need to do, if you successful locally, you can be successful any where.

      the only difference is the time zones / exchange rates and IF you can process there credit cards
      or checks (at all) or in a timely manner ... also if you ship, SOME AREAS like Canada
      have a border tax.

      sometime syntax can be a bitch, but if your polite it usually does not matter.

      as a matter of fact ... people LOVE accent. I know people complain that having
      one is a hindrance, but they arent usually skilled, so they don't know better.

      but it's not true, if they understand what your saying ... and you have one ... they actually
      listen more ... and trust you ... weird ... love it, it is a tool.

      sales are sales are sales.
      ken,

      What about the "local" factor?

      I run into that alot.

      "I want to deal with someone that is "local" to me."

      I sometimes lose prospects and have heard more than once: "We went with someone "local."

      Do you run into it? How do you respond?

      Otherwise I agree. Not much difference in the process.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by TheCG View Post

        ken,

        What about the "local" factor?

        I run into that alot.

        "I want to deal with someone that is "local" to me."

        I sometimes lose prospects and have heard more than once: "We went with someone "local."

        Do you run into it? How do you respond?

        Otherwise I agree. Not much difference in the process.
        It's a shame that you didn't ask me.
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        • Profile picture of the author TheCG
          Originally Posted by Claude Whitacre View Post

          It's a shame that you didn't ask me.
          Sorry, Claude but you hadn't responded yet.

          So, Claude, how do YOU handle it?
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          • Profile picture of the author Claude Whitacre
            Originally Posted by TheCG View Post

            Sorry, Claude but you hadn't responded yet.

            So, Claude, how do YOU handle it?
            First of all.... Damn You Kanigan! How dare you answer before me.

            CG;
            Everything you do is an advantage to the client. Think of how it's to the client's advantage to work with you instead of someone local...
            My recommendation is to have this answer (or one of your own) memorized so that it just rolls off of your tongue.

            if you get it as an objection or just want to bring it up...

            "Bob, everyone who needs a plumber wants a local one, because the service is faster and the plumber can correct any problem on site, am I right?

            But with online marketing programs for plumbers, the big advantage you're looking for is someone who deals with a large cross section of plumbers to get the widest range of tested marketing ideas that work. When I started, I dealt with local plumbers only, and the marketing all started to look the same.
            You want to be different from any other local plumber. So we work with plumbers across the country, to help them stand out from the local competition. Is that what you want?"

            Something like that. (just off the top of my head.)

            Remember, everything you do is an advantage for the client, you just have to find it.
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  • Profile picture of the author gfrankwick
    Do you ever run into pushback because you can't physically meet them? Do you use screenshare software or close the first call? Also do you ever run into problems with the "buy local" mentality.

    Also thanks for the advice!
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  • Profile picture of the author Jason Kanigan
    You could bring the local factor up immediately.

    As soon as you get the conversation started: "Say, before we go any further...some of the plumbers I talk to believe that a local person can help them better. My clients don't believe that--what they care about is my ability to bring them more customers...but I appreciate that some people do. What do you think?"

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  • Profile picture of the author eClicker
    My question would be how do you handle the client wanting to meet? Video call of some sort? Or is it rarely a problem deep into the sales process.
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    • Profile picture of the author iAmNameLess
      Originally Posted by TheCG View Post

      ken,

      What about the "local" factor?

      I run into that alot.

      "I want to deal with someone that is "local" to me."

      I sometimes lose prospects and have heard more than once: "We went with someone "local."

      Do you run into it? How do you respond?

      Otherwise I agree. Not much difference in the process.
      Originally Posted by eClicker View Post

      My question would be how do you handle the client wanting to meet? Video call of some sort? Or is it rarely a problem deep into the sales process.
      Some will want to do business ONLY with other local businesses. Some will be impossible to convince otherwise, but the majority won't care. We actually don't do much business locally, out of preference. Phone calls and emails work perfectly fine... the question is, can you add value to them? Can you fulfill a need? Pain vs. Pleasure.... What is causing pain for your prospect? What brings them pleasure?
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      • Profile picture of the author Claude Whitacre
        You can also change the definition of "Local".

        "Bob, for a plumber, "Local" means within driving distance...doesn't it? Well, online, "Local" means in the United States. No matter where the online service is located, some farm out the work overseas...and a few do all the work themselves here in the U.S. We never farm our work out overseas. We keep it in house, for better service and better quality control. We find most clients appreciate knowing that."

        It keeps them from thinking of you as an Outsider.

        Just a thought.
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  • Profile picture of the author yukon
    Banned
    You guys are trying to justify local as anyplace in the same country but that's not realistic for a business that has to be state licensed, for example OP is cold calling plumbers, now If OP is trying to generate out of state clients for those plumbers I'm pretty sure that plumber has to be licensed in that other state. So, If an out of state plumber doesn't have a license for other states where the new customers are, doesn't do that plumber much good (If they're not licensed in other states).

    Maybe I'm off track with what OP is trying to do, wasn't real specific other than cold calling out of state plumbers.
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    • Profile picture of the author iAmNameLess
      Originally Posted by yukon View Post

      You guys are trying to justify local as anyplace in the same country but that's not realistic for a business that has to be state licensed, for example OP is cold calling plumbers, now If OP is trying to generate out of state clients for those plumbers I'm pretty sure that plumber has to be licensed in that other state. So, If an out of state plumber doesn't have a license for other states where the new customers are, doesn't do that plumber much good (If they're not licensed in other states).

      Maybe I'm off track with what OP is trying to do, wasn't real specific other than cold calling out of state plumbers.
      He's talking about getting the out of state plumbers to be his clients, for services that help the client get more local business.
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  • Profile picture of the author PanteraIM
    To me, only wanting to deal with a local business is an excuse to get you off the phone if anything. It's a false objection, like telling you they're going out of business when they're really not.

    I would say that calling across different states will not present much of a challenge.

    But if you are talking about international calls, you will face a big difference in customs and business culture that can take awhile to adapt to, even when the countries are similar. The business culture in Australia for example is so totally different to NZ. I would expect the same of the US and CA.

    The business markets are also very different; Australia is only two hours away, yet their online marketing industry is considered a mature market with NZ only just coming into its' infancy!
    I've also found that Australian businesses buy faster and they buy more. They also buy and respond to emails. This stuff would never happen in NZ.
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    • Profile picture of the author ewenmack
      Originally Posted by PanteraIM View Post

      They also buy and respond to emails. This stuff would never happen in NZ.
      A resort hotel, a plain hotel, 2 bars and a cinema bought from me
      from cold emails in a recent week here in New Zealand.

      No phone follow up.

      All outside of Auckland

      Best,
      Ewen
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      • Profile picture of the author Claude Whitacre
        Another tactic is the "Local Generalist VS the Out Of State Specialist".

        "Bob, sometimes the best decision is to buy locally. And I agree..as long as you are comparing apples to apples. Which makes more sense...using a local online marketing company, that takes on any local business, no matter the type of business...and knows little about how to market for plumbers......or a specialist in online marketing for plumbers specifically?"

        I like to have at least two smart answers to every objection. It's a good idea to weave one into the conversation so that the "I want to go local) idea doesn't crop up. It's better to kill that idea before it germinates.
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