Cold Calling

10 years ago

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

Thanks
2 replies

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jtr8178

10 years ago

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?

Thanks
2 replies

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misterme

10 years ago

Originally Posted by MarkMadisonSmith

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.

I'm thinking they're not really "loving" the presentation as much as you credit them with.

If they're giving you objections at that point it's because they're not sold on it, obviously.

You probably need to slow the down the process and make sure they're sold each step of the way.

Originally Posted by jtr8178

Ask more open ended questions:

What do we need to do to move forward?

That's opening a pandora's box, isn't it? List of concession demands may follow with that.

Why not rephrase that to "What do you envision is your next step?"

Thanks

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MarkMadisonSmith

10 years ago

Originally Posted by jtr8178

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?

I am selling turnkey online marketing machines. It entails: Running PPC campaigns for businesses on google, yahoo and Bing, formatting 10 specific landing pages specific to search intent, email drip campaigns, call tracking, retargeting ads.....

It's a great program, but pricey.

Thanks
1 reply

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Jason Kanigan

10 years ago

Originally Posted by MarkMadisonSmith

I am selling turnkey online marketing machines. It entails: Running PPC campaigns for businesses on google, yahoo and Bing, formatting 10 specific landing pages specific to search intent, email drip campaigns, call tracking, retargeting ads.....

It's a great program, but pricey.

>.<

Pricey?

What's pricey to you is cheap to someone else.

If you don't show or help a prospect see the value of what you provide, of course they're going to say it's "expensive."

And then they go out for a $300 dinner, driving their $80,000 luxury car and wearing their $5,000 suit.

Go read that thread I linked to earlier. Especially the Monetizing the Problem post at the bottom.

Thanks

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MarkMadisonSmith

10 years ago

Originally Posted by Jason Kanigan

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

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.

Thanks
2 replies

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jamesfreddyc

10 years ago

Originally Posted by MarkMadisonSmith

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.

You said in your OP that they see the price then nothing gets sold. Sounds like they are not actually qualified to me. If they don't have the budget (or think they don't) then they aren't qualified IMO.

Maybe try to better qualify them on price by getting them over that in your conversation? Jason can better explain but this is most certainly part of my qualifying process --- we attach a dollar value to the problem(s) they are having in their business and this usually provides quite a bit of clarity on the value of our solution to those problems. Price is not so much of an issue if we get past this part but if it isn't ever brought up then we would probably get lots of the situations that you are experiencing.

Thanks

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Si6media

10 years ago

Originally Posted by MarkMadisonSmith

... 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.

You may have just answered your own current situation there, the services that you're offering is what the businesses in the specific industry itself can't handle (in terms of supplying the demand).

It seems that the particular niche you're in is quite demanding, and with less competition than other niches (speculating), I would head-on to the next business, as most have mentioned here aren't qualified due to either budget (went cold on you after you reviewed your pricing) or just aren't ready for that much client exposure.

Anyways, I am just speculating on what you've mentioned, get back to us if you hear any replies or have moved on to a new business!

Thanks

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kingofthesouth

10 years ago

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.

Originally Posted by MarkMadisonSmith

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

Thanks

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dash0205

10 years ago

[DELETED]

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Jason Kanigan

10 years ago

Originally Posted by dash0205

Cold calling is not really for me. I did try. But I realized there is a better way of prospecting. It's just me. I know there are many people who do so well with cold calling.

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.

Thanks
1 reply

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dash0205

10 years ago

Originally Posted by Jason Kanigan

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.

Sorry for the late reply. Had a busy weekend.

OK, I am going to share what I think (and what I do) are better ways of prospecting.

Attraction Marketing is a huge one! ( bringing values to the marketplace, relationship building)
--> Through: Social Media, Blogging, Video Marketing and SEO Content Marketing.

Personally, I truly believe that building relationship and trust are very important in my business. Who will join my business or buy my products if they don't trust me?

Here are some of my favorite quotes that makes a lot of sense for me on how I have been running my business and the way I think about making money:

"You can have everything in life you want, if you will just help other people get what they want." ~ Zig Ziglar

"Whoever renders service to many puts himself in line for greatness - great wealth, great return, great satisfaction, great reputation, and great joy." ~ Jim Rohn

"If you want to be rich, simply serve more people." ~ Robert Kiyosaki

My previous post is gone... I am wondering why.

And oh no ... I am not trying to get some clicks on my signature. I come to this forum whenever I get a chance and be of help.

With due respect to those who doesn't agree on what I think and feel about cold calling.... sorry but its not really for me.

Enjoy the rest of your weekend guys! I wish you a more profitable week! It's 2:00am here in New Jersey! Good night!

Thanks
1 reply

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Jason Kanigan

10 years ago

Originally Posted by dash0205

Sorry for the late reply. Had a busy weekend.

OK, I am going to share what I think (and what I do) are better ways of prospecting.

Attraction Marketing is a huge one! ( bringing values to the marketplace, relationship building)
--> Through: Social Media, Blogging, Video Marketing and SEO Content Marketing.

Personally, I truly believe that building relationship and trust are very important in my business. Who will join my business or buy my products if they don't trust me?

Here are some of my favorite quotes that makes a lot of sense for me on how I have been running my business and the way I think about making money:

"You can have everything in life you want, if you will just help other people get what they want." ~ Zig Ziglar

"Whoever renders service to many puts himself in line for greatness - great wealth, great return, great satisfaction, great reputation, and great joy." ~ Jim Rohn

“If you want to be rich, simply serve more people.” ~ Robert Kiyosaki

My previous post is gone... I am wondering why.

And oh no ... I am not trying to get some clicks on my signature. I come to this forum whenever I get a chance and be of help.

With due respect to those who doesn't agree on what I think and feel about cold calling.... sorry but its not really for me.

Enjoy the rest of your weekend guys! I wish you a more profitable week! It's 2:00am here in New Jersey! Good night!

Your other post is gone probably because enough people reported it as junk. I did not, because I wouldn't have responded to it if I had. Anyway, at least you came back to say something here.

Now the OP's question was about why they were getting conversations but not closing sales.

And their underlying problem is they are not qualifying their prospects, just launching into a presentation instead.

Yes, inbound marketing techniques could help you with bringing in better-qualified leads; however, you still have to qualify them fully when you actually talk to them.

As for your "it's not for me" comment, I doubt you have any real training on the subject. So it's like saying, "I tried to make a cake without a receipe and it sucked, so baking's not for me."

Thanks
1 reply

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dash0205

10 years ago

Originally Posted by Jason Kanigan

Your other post is gone probably because enough people reported it as junk. I did not, because I wouldn't have responded to it if I had. Anyway, at least you came back to say something here.

Now the OP's question was about why they were getting conversations but not closing sales.

And their underlying problem is they are not qualifying their prospects, just launching into a presentation instead.

Yes, inbound marketing techniques could help you with bringing in better-qualified leads; however, you still have to qualify them fully when you actually talk to them.

As for your "it's not for me" comment, I doubt you have any real training on the subject. So it's like saying, "I tried to make a cake without a receipe and it sucked, so baking's not for me."

Hi,

Yes, absolutely! You still have to talk to them to pre qualify them --- but this is "after" building that relationship. But cold calling from the start... not for me. And honestly, I did a lot of training on that part... spent money and time just to learn it. I bought courses and books on how to learn the skill of "cold calling". I don't know, for some reason, I personally feel it is just not for me.

I am glad I found my way... and that's attraction marketing! I love what I do, I am a Computer Science Professor back in the days.. and my passion is really in teaching. So I guess, this is where my passion had taken me... teaching and imparting my knowledge for those who can possibly benefit from it.

No one should really struggle and be frustrated of not having enough leads or not being able to generate quality and targeted leads to build their business. It's a skill that all of us must learn... whatever strategies you choose.

Been in Network Marketing since '04. I have seen enough and in my opinion, I found what's really working now.

Sorry, this is long.... good night now! Have a Profitable Monday ahead to everyone!

Thanks

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Jim Anderson

10 years ago

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.

Thanks
1 reply

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Jason Kanigan

10 years ago

Originally Posted by Jim Anderson

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.

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.

Thanks
1 reply

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Jim Anderson

10 years ago

Originally Posted by Jason Kanigan

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.

Its a fair point and your right about companies who most need the help are the most closed-minded. Ive been watching the tv show 'the Profit", its a perfect illustration, its about businesses going under and this guy Marcus tries to help. More often than not all the changes he tries to implement are sabotaged by the existing business owners, they just cant accept that they are doing it wrong and are resistant to any change.

Thanks

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Create With Nate

10 years ago

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.

Thanks
1 reply

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Jason Kanigan

10 years ago

Originally Posted by Create With Nate

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.

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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Johnny Mathis

10 years ago

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.

Thanks

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Cold Calling

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