having problems with cold calling leads - plenty of leads no sales..

15 replies
So I been reading here for some time and started to take action. The end of last week for 3 days I started cold calling businesses mainly on CL to see if they need a website or need a redesign.

I have probably called around 200 + people and got 13 people interested but no sales as of yet.. Although a guy told me to call Saturday and he is going to write me out a check because he will be in the office that day.

So here is how I go about it.. Maybe someone can tell me if im doing something wrong or what.. I did read that it takes an average of 7 contacts to sale someone.

What I do is call a business and say.

Me: Hey! I just saw your ad on CL for the painting service you have.. Is that you?

Him: yea that me, how can I help you?

Me: Well I was just calling to see if you guys had a website?

Him: No, Yes whatever they say..

Me: Ok well im a web designer and just wanted to see if you would be interested getting one built for your business.. What I can do for you is a free mock up to show you what it would look like before you make a decision..

Him: either not interested or call back tomorrow which turns in another tomorrow and another,,, or he says ok ya sounds good!

Me: ok Mike I will have that mock up ready for you in just a few days.

Him: Thanks,, talk soon.

So my problem is that it seems like they always have some excuse when I finish the mock up. When im ready to show it to them they aren't as interested as before and give me the run around. Ahh im busy ill look at it tomorrow an call you back, they never do. Why don't they just say ya know im really not interested.. whats the runaround for?

Is it true that it takes an average of 7 times of talking to them before they buy? I don't mind calling them back but it seems like im just bothering them.

Any advice would be much appreciated.

Thanks!
#calling #cold #leads #plenty #problems #sales
  • Profile picture of the author Jason Kanigan
    You aren't qualifying very well.

    I think you are learning something: people will let you run around all day long and do work for free as long as they don't have to be rude to you. But that doesn't pay the bills, does it.

    Find out more before you do a mockup. How serious are they? Have they thought about having a website before? Why haven't they done it? What do they expect from a website? (If the answer is "Not very much, I've been doing fine without one," that ought to tell you something.)

    Out of 200 dials I would only expect 50 to be available to speak with me. So 13 out of 50 for actual conversations isn't bad. But you are definitely missing the qualification step.
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  • Profile picture of the author design89
    Well that script is just a basic idea of what I say to them.. I try to qualify them before I do a mock up. Like if they say they are interested in a mock up ill start asking them some other questions and try to make sure I get a definite yes to the mock up.. If they seem like they are not interested and just trying to be nice I don't even write them down. I probably actually talked to 100 people and called closer to 300.. I know I should keep better track of stats,..

    I honestly don't mind doing the mock ups because I have a few really nice templates I use depending on their business and it only takes me about 30 to 1 hr to do something pretty nice. I also personalize it to their business.

    Should I keep calling and following up with them until they say NO?
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  • Profile picture of the author design89
    Out of those 13 leads I only did 5 mock ups.. The others want me to follow up at a different time.. Im just tryin to get that flywheel turning ya know...
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  • Profile picture of the author eperkins153
    Originally Posted by design89 View Post

    So I been reading here for some time and started to take action. The end of last week for 3 days I started cold calling businesses mainly on CL to see if they need a website or need a redesign.

    I have probably called around 200 + people and got 13 people interested but no sales as of yet.. Although a guy told me to call Saturday and he is going to write me out a check because he will be in the office that day.

    So here is how I go about it.. Maybe someone can tell me if im doing something wrong or what.. I did read that it takes an average of 7 contacts to sale someone.

    What I do is call a business and say.

    Me: Hey! I just saw your ad on CL for the painting service you have.. Is that you?

    Him: yea that me, how can I help you?

    Me: Well I was just calling to see if you guys had a website?

    Him: No, Yes whatever they say..

    Me: Ok well im a web designer and just wanted to see if you would be interested getting one built for your business.. What I can do for you is a free mock up to show you what it would look like before you make a decision..

    Him: either not interested or call back tomorrow which turns in another tomorrow and another,,, or he says ok ya sounds good!

    Me: ok Mike I will have that mock up ready for you in just a few days.

    Him: Thanks,, talk soon.

    So my problem is that it seems like they always have some excuse when I finish the mock up. When im ready to show it to them they aren't as interested as before and give me the run around. Ahh im busy ill look at it tomorrow an call you back, they never do. Why don't they just say ya know im really not interested.. whats the runaround for?

    Is it true that it takes an average of 7 times of talking to them before they buy? I don't mind calling them back but it seems like im just bothering them.

    Any advice would be much appreciated.

    Thanks!
    PLEASE FOR THE LOVE OF GOD START FILTERING YOUR LEADS!!!

    If your just randomly calling people your wasting a lot of time. Jason is correct you need to qualify your leads. What is the point of calling a business, doing your pitch, making your mockup, just for you to get blown off because THEY CAN'T AFFORD YOU.

    You could put the same amount of effort into creating a smaller PREMIUM list of prospects based on criteria that you define. I use multiple sources for this along with virtual assistants.

    It would be better to do this

    1. get list of leads using yellow pages, google, manta, etc
    2. then have a VA find out EVERYTHING possible about all of them
    3. sort them into groups
    4. then call the best candidates FIRST.

    Once you get them into groups you can choose what marketing strategy you want to do for each group, maybe the ones without a website you use a different script then the ones with a website so your script is customized for each group so you have the best message for each group.

    You on the other hand are not doing any filtering at all and your just randomly dialing people. Not to mention your list is based of Craigslist which suggests they don't charge very much for there service and aren't probably spending any money else where on advertising which makes it UNLIKELY they will spend money with you.

    My Recommendation:
    1. Get off craigslist and use something like manta instead it gives you more info on the company.
    2. Sort your prospects into groups and call premium prospects first.
    3. For each group have a different variation of your script so you have the best message for each group.
    4. Stop making multiple mockups for people that haven't shown any firm interest in purchasing.
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    • Profile picture of the author design89
      Originally Posted by eperkins153 View Post

      PLEASE FOR THE LOVE OF GOD START FILTERING YOUR LEADS!!!

      If your just randomly calling people your wasting a lot of time. Jason is correct you need to qualify your leads. What is the point of calling a business, doing your pitch, making your mockup, just for you to get blown off because THEY CAN'T AFFORD YOU.

      You could put the same amount of effort into creating a smaller PREMIUM list of prospects based on criteria that you define. I use multiple sources for this along with virtual assistants.

      It would be better to do this

      1. get list of leads using yellow pages, google, manta, etc
      2. then have a VA find out EVERYTHING possible about all of them
      3. sort them into groups
      4. then call the best candidates FIRST.

      Once you get them into groups you can choose what marketing strategy you want to do for each group, maybe the ones without a website you use a different script then the ones with a website so your script is customized for each group so you have the best message for each group.

      You on the other hand are not doing any filtering at all and your just randomly dialing people. Not to mention your list is based of Craigslist which suggests they don't charge very much for there service and aren't probably spending any money else where on advertising which makes it UNLIKELY they will spend money with you.
      Thanks man, I really appreciate your advice. CL probably isn't a great place to get leads lol.. To be honest I kinda figured that but just a few days ago I was terrified of calling people, so now im not to scared to be calling people I think im going to take your advice and start trying to make a good list tonight of companies to call.
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      • Profile picture of the author eperkins153
        Originally Posted by design89 View Post

        Thanks man, I really appreciate your advice. CL probably isn't a great place to get leads lol.. To be honest I kinda figured that but just a few days ago I was terrified of calling people, so now im not to scared to be calling people I think im going to take your advice and start trying to make a good list tonight of companies to call.
        Seriously man the best thing you can do is filter your prospects.

        1. It will make you excited to know your going after a company that makes millions per year in revenue.

        2. You NEVER have to worry that they can't afford you.

        3. You actually know who to speak with before you call, so your not being told no by a gatekeeper and taking that seriously.

        Those 3 reason are enough for me to take the time to filter my leads list.
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  • Profile picture of the author design89
    When calling a business that makes a million per year.. They are going to have a gatekeeper. I'm not scared lol or am I?? I just don't really know what to say differently then what I have been saying to the CL people. Should I ask to speak with the owner? And proceed with my offer..

    I don't like to push my offer or feel like a pushy sales guy.. Maybe there is some good pointers you can tell me?
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    • Profile picture of the author eperkins153
      Originally Posted by design89 View Post

      When calling a business that makes a million per year.. They are going to have a gatekeeper. I'm not scared lol or am I?? I just don't really know what to say differently then what I have been saying to the CL people. Should I ask to speak with the owner? And proceed with my offer..

      I don't like to push my offer or feel like a pushy sales guy.. Maybe there is some good pointers you can tell me?
      1. Read Smart Calling by art sobczak or open question selling by val gee

      2. Use a CRM either paid or free

      3. Collect more then just the business name and phone number, you should know who the owner is before you even pick up the phone so you know who to ask to speak with.

      4. Research them before you call - alot of people think power dialing and knowing absolutely nothing about the prospect saves you time or something but it really doesn't. The prospects website could have a major problem with it but if you don't check it before you call you can't mention that to them can you?

      For me slower wins the race. I used to just get a list and power dial and thats fine and works eventually but MAN you get alot of NO NOT INTERESTED and you get alot of "yea sure I'm interested" only to find out their BROKE and couldn't buy even if they wanted to.

      If you don't want to do it call by call do it on weekends or do a monthly schedule like

      Week 1 = prospect grouping / researching
      Week 2 = Calling
      Week 3 = Calling
      Week 4 = Calling

      With week 1:

      1. You Can eliminate bad prospects that you already know aren't likely to buy so you save your self from having to hear NO from people that couldn't buy anyway.

      2. You can put your best prospects first in line so your giving them the most of your energy and time.

      Hope that helps you!
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  • Profile picture of the author misterme
    I think what's happening with you is that when you pitch them the mock up, if they answer either with yes or no, both ways can be just to get you off the phone. Even with your followup conversation if they say yes, they could be just giving you answers because they don't personally like saying "no."

    So while qualifying is always a good step, I think you need to look into your script because you're getting the kind of results your script is written for.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by misterme View Post

      I think what's happening with you is that when you pitch them the mock up, if they answer either with yes or no, both ways can be just to get you off the phone. Even with your followup conversation if they say yes, they could be just giving you answers because they don't personally like saying "no."

      So while qualifying is always a good step, I think you need to look into your script because you're getting the kind of results your script is written for.
      Yes, this is what I mean. He is not getting clear agreement on what is going to happen next after he makes the mockup and shows it to them.

      OP: do you just send them the mockup by email? How do you do it? What are the expectations of both sides after your initial phone call?
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      • Profile picture of the author johniemail
        Originally Posted by Jason Kanigan View Post

        Yes, this is what I mean. He is not getting clear agreement on what is going to happen next after he makes the mockup and shows it to them.
        I find myself running into this same wall. I've revised the closing of my appt setting script (initial call) to try to pave the way for the beginning of my next conversation (follow-up call). I guess this follows the A.lways B.e C.losing mantra.

        I'm also in the process of creating another script that will be used for follow up calls. This will probably be a bit challenging as every client's wants/needs are going to be different, but as long as I hit a few mainstay bullet points re: benefits, I think it'll help me ease them through the sales process towards a deposit.
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      • Profile picture of the author design89
        Originally Posted by Jason Kanigan View Post

        Yes, this is what I mean. He is not getting clear agreement on what is going to happen next after he makes the mockup and shows it to them.

        OP: do you just send them the mockup by email? How do you do it? What are the expectations of both sides after your initial phone call?
        I send the mock up any way and every way I can get it too them.. Most of them are busy working like probably on under a house or on a roof or something.

        First I call them and let them know the mock up is finished an I have sent to their email as well I can text them the mock up or they can go to a link www.mysite.com/theirname.jpg I will usually text them if they say they can text with a link and an image.. hopefully they have a smart phone..

        I expect them to but it if they like it..

        Today I tried the manta thing but after filtering companies and then looking at their websites.. I opened probably 30 website that I found in manta and almost every single website was a "nice" looking a professional site.. I knew they had no need for my service so I figured it would be a waste of my call.. So I did a google search for carpet cleaning companies in my town and surrounding areas and found most of their sites suck.. So I called them, most say they are happy with what they got.. I didn't have much time to call today so only made about 25 calls and sparked no interest. I find calling real deal companies more intimidating then CL folks, I am still trying to perfect what I am going to say to them. I know I sound horrible lol but I have no other option then to try.

        Tomorrow is another day.. Hopefully I make a sale. I am supposed to call this guy back tomorrow, he loved the mock up and he said he is going to cut me a check tomorrow to get started since he will be in the office then.. so hope all the calling this past week at least lands that job
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  • Like jason said get better at qualifying

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  • Profile picture of the author design89
    Anyone mind sharing some numbers? Like how many people would you expect to call to make a sale? I know it depends on your skill and ability to find qualified prospects but it would be nice to have something to try to go by and be able to set a goal.
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  • Profile picture of the author SashaLee
    Hi there,

    You're doing an awful lot of work for nothing. There's a few threads on here that go over how you can create the site, drive leads to the {whoever}, call them while they're getting those leads from "heaven" and then close them or do the takeaway.

    With CallFire you can set up a pre-amble "Here's a lead from Design89" - after they get a couple of calls, they'll be dying to talk to Design89, and won't want the manna to stop falling.

    You're essentially doing the same work - creating a mockup site. The only extra step you're taking is making that mock up site actually useful.

    Nobody wants a website, or website do-over. They want leads and ostensibly sales.

    All the best,

    Sasha.
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