Cold Calling

by 19 replies
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I've been following this forum for a while now. You guys ROCK!

This is actually my first post.

So I just recently got back in to marketing and my pitch is coming back. I get past the gatekeepers, hop in to the presentation, they love it and then....
price is too high, have to think it over, send an agreement and they go ghost....

I was wondering if anyone knew better closing tactics?
I use the "sound good?" "usually always get a yes" and "when is your ideal start date?" . tends to work well also but then the flaking begins after that.

Any help or advice would be greatly appreciated
#offline marketing #calling #cold
  • You're presenting to unqualified prospects??

    You haven't found out the real value of whatever it is you offer to your prospect.

    Presenting to everyone who will listen to you is a mistake and a waste of your time.

    http://www.warriorforum.com/offline-...t-selling.html
    • [2] replies
    • Ask more open ended questions:

      What do we need to do to move forward?
      What other questions do you have?

      Do you find their pain points before presenting? Need to do this so you can adapt your approach.

      Can you give details on what you are selling?
      • [2] replies
    • Thank you Jason, for the information! Definitely useful.

      Most of my prospects are qualified. I am working a niche market right now, and a lot of the guys are just too busy to take on more business or can't find good enough help to expand.

      The way our process works is that I draw up an agreement and send it out after I get the verbal confirmation. This is where I am seeing my problems. I have multiple agreements just floating around in limbo.

      My last marketing job, once I got the verbal, I didn't let them get off the phone. I wouldn't let them think themselves out of the purchase, or speak with someone else to talk them out of it. I would say ok, I am going to send you an email and stay on the line, to walk you through it if you have any questions.

      It's different here for some reason.?... They want me to send out the agreement and hope that it comes back in a timely manner. The agreement turns them into ghosts, literally.
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  • If you are spending 30 minutes to and hour on the phone with leads and prospects you may as well give up now. Be sure you have an automated presentation that can explain the product, compensation, etc to each person while you sleep.
    Instruct people to call you ONLY after they have reviewed the webinar, presentation, recorded conference. Implement a call back request form on your site. You only want to speak with people fully informed about your business. Trust me it's an easier sale/close.

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    • What is your point?

      Your post is useless.

      If you have a "better way of prospecting" then SHARE IT.

      Otherwise you're just posting garbage in the hopes people will click on your sig link.
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  • Sales by phone or in person, in my mind it boils down to the same thing. Competent pitch of your product to DM, overcome the objections, sell them on the benefits.

    In this case;

    1. You have to make sure you are pitching the right audience. A business that has more work than they can handle is not the right audience. Find and focus on the businesses looking for more work.

    2. You have to show the prospective customer the benefits of your service and get them excited about it. One way to do that is show prior marketing campaigns for other businesses in the same industry where you tracked the success. Hard stats.

    Business owners really only care about their return on investment. If they spend extra money on a new marketing campaign that increases their traffic and results in a significant increase in business, they will see that as money well spent.
    • [1] reply
    • This is old school selling. It works, but there is another way. And that is finding people who have a problem you can solve.

      You don't need to pitch a thing, overcome objections or push benefits or get them excited. The prospect is in a situation they want out of. That is what impels the process.

      And as to your comment that businesses who have plenty of work not being interested in more, that is false. How odd it is that the companies who most need the help are the most closed-minded, not wanting to talk to anyone....wherease the executives of companies that are doing well are open to talking to just about anybody. If you've been told "We have tons of business already," you were brushed off. And that may be fine; if the leaders aren't interested in ongoing improvements, we can find others who are.

      And it is MUCH easier to help a company doing well to perform even better, rather than get a failing firm to shape up.
      • [1] reply
  • I used to do call calling but not so much anymore. What I did was I asked the person if I could send them some free information on a fantastic opportunity. If I got a yes I sent them a sales letter, website, and phone# to our live recruiting call.
    After a day or two I called them back and got straight to the point and asked them if they are ready to join a winning opportunity.
    My target audience was other network marketers.
    I hope this helps.
    • [1] reply
    • So how much free information did you give away?

      How much time & energy did that cost you?

      This is not qualifying. You spent a ton of time with people who were not a fit.

      Requesting free info is one of the classic brush-offs ("Sure, send me something") of all time.
      • [ 1 ] Thanks
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  • I'm the type of sales person who likes to walk in your office with some mailer print I got in the mail or back of receipts with ads or search negative keywords . Tell them your not trying to take over the entire marketing campaign but would like to replace the most ineffective with your product or service.

    This lets me know they have money, they just don't know how to use it effectively.

    They know damn well those mailers don't bring in business. Ask for yourself.

    Seriously go down to your mailbox pick out all the local businesses doing a print ad. Call them up and ask them if this is working and tell them if not, you have a better solution . Will you be there later this afternoon so I can stop by and introduce myself.

    It's harder for a business to blow you off face 2 face when you are being pleasantly persistent and keep bringing them relevant information.
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