Cold Calling Tips

by Jack Bastide

Posted: 12 years ago 21 replies

OFFLINE MARKETING

Hey Guys.

Am I the only one who doesn't mind cold calling?

I see numerous posts about people who would rather
jump off a tall building than make cold calls.

It doesn't phase me.

Do I absolutely love it? Probably not

But once I get on a roll its very easy and I do actually enjoy it .. a
little

so what I am going to do with this thread is post some cold calling
tips that might help you.

One thing that you might want to try is record your calls and listen
to them. Most dialers have the abilty to do that.

You might also want to try standing up as you talk. I find that it gives
me more energy and you can hear it in your voice.

its about 10 PM here and im a bit tired but tomorrow morning i wil post
some tips and maybe even post some of my scripts that have worked for me

Remember the 1000 pound phone gets lighter after each call

Jack

#calling #cold #tips

AmericanMuscleTA

12 years ago

Never liked cold calling that's why I learned about Direct-Response Marketing.... but.....

I actually just started cold calling on Friday so I can overcome my fear of cold calling. You only have one life, so time to overcome your fears!

I've been roll playing with my dad over the phone (He's amazing at cold calling... so that's proof you have to learn it... it doesn't just show up in your blood, because if it did I'd be amazing too, ha).

I still sweat like crazy, but it's getting easier and easier as the days (few) go by.

Thanks
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Jack Bastide

12 years ago

It gets easier as you do it

(at least it does for me )

I find that that when i haven't done any for awhile the phone
weighs 1000 lbs but after a couple of calls it gets much easier

are you using a dialer?

Jack

Originally Posted by AmericanMuscleTA

Thanks

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AmericanMuscleTA 12 years ago

Yeah, I'm using a dialer... my fingers! haha

I'm calling expired real estate listings. I'm only looking for the easy ones... owners still occupying, above $200,000, easy to find phone numbers, etc. So, I only have a few at a time. Then, the ones I don't reach I just save for the next day.

I look forward to the day I don't fear it!
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- mak25 12 years ago
  
  Looking forward to your tips.
  
  I've used the phone on and off for more years than I'd like to say.
  OK. I'll say it. 40 years.
  
  Still, when starting a new endevour I sweat like a teenage boy trying to get that first kiss.
  
  As old as I am, and not new to the phone, I would like to hear what you have to offer.
  
  Mike
  
  Thanks
  
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Melinda123 12 years ago

I learned about Direct-Response Marketing, Never liked cold calling.
- Thanks
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AmericanMuscleTA 12 years ago

Hey Jack,

I didn't see any of your scripts posted yet.

I look forward to it!
- Thanks
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Wildfire Results 12 years ago

I generally try to hire someone to do the cold calling but I never have that as my only lead flow.
I always test different marketing campaigns to generate inbound leads.
Right now I'm looking for a good script to give to a cold caller to set up appts for me.
Sending a letter first is always a good idea, that way it is less cold.
If you are making a good profit per client it is always good to make a smaller target list
of say 100 businesses and have several contacts with them. Mail, phone, email another mail piece,
another call, etc. The more touches you have the more likely you will sell them.
They say the magic number is 7 contacts so set up a system to create those 7 contacts.
- Thanks
- 1 reply
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- aross 12 years ago
  
  I used to work as a cold caller, waaaay back in college days. All I can say is I learned some good stuff from the best cold caller in the room, it was simple. Ask for the owner by 1st name, never ask to speak to owner/manager/whom manages the marketing. "Hey whats goin' on is Tom there?", "Hey this is Jay from AAA Construction, can you get Tom on the phone for me?" The guy would literally talk to the gatekeeper (receptionist) like he knew the owner. He'd make up business names (like AAA Construction) and say that he can get someone out there to go over how to get more construction jobs. My co-worker would put on his scruffy acting voice to make him sound like a old construction type guy. He was basically b*llsh*tt*ng his way into a face to face meeting. The funny thing is no one ever questioned him. No one would ever ask about his made up company names, nor anything!
  
  I will say that he targeted construction business owners more than other industries. I guess because he may have done construction in the past, and he'd make construction jokes.
  
  By the way, the company we where working for sent out representatives to consult with owner on how to improve business from all aspects. Basically a business consulting firm.
  
  [ 1 ] Thanks
  
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internetmarketer1 12 years ago

Cool thread. Cold calling is more than just hitting the phone with more calls, but also about making sure each call counts.

I do have to say though that once you have hit your 20th or 40th call, it gets a bit better and easier.
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dantedsmith 12 years ago

I am with you Sir. I love cold calling, and cold prospecting. The worse the person on the other end can do is say NO...But I know that the more no's that I get I am that much closer to a YES...
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Gladiator 12 years ago

Hey there Jack Bastide glad to see that someone in this forum gets it. Guys remember by calling you are doing them a favor! You are the professional (guru) in whatever you calling them about but let it come out naturally from your pitch, that should not sound like a pitch or your done...over and out...If they they hang up, forget about it, pick up the phone wright away and make another call. Create a sub-character of your self and not take rejections personally, its just a call.
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mak25

12 years ago

Originally Posted by Jack Bastide

its about 10 PM here and im a bit tired but tomorrow morning i wil post
some tips and maybe even post some of my scripts that have worked for me.

Jack

Just curious, have many days on your calender determines 'tomorrow'?

Or is it like the song Tomorrow Never Comes?

Other than those wise cracks, I hope you're OK and will be waiting for your return.

Thanks
1 reply

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RDelgado

12 years ago

Originally Posted by mak25

Just curious, have many days on your calender determines 'tomorrow'?

Or is it like the song Tomorrow Never Comes?

Other than those wise cracks, I hope you're OK and will be waiting for your return.

LMAO...Thanks for making my day!

I'm pretty sure he'll get back to this shortly.

r.

Thanks

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JessUBotNinja

12 years ago

For me some other simple tips I use

- Be sure to start with a smile and maintain it through as much of the conversation as possible - remember to do a smile check

- I agree about the standing up

- also remove all distractions, try to stay away from the pad and pen even until you get to the point where you will need info from who you are talking to. No typing!! Have you ever been on the other end of the line and hard the click click click?? So annoying!

- always ask a question like how are you today? How are you feeling today? You can utilize that response in your favor.

- Be courteous and ask them if they have a moment to talk, if they say no be ready with two specific options for them to choose from for when you can call back. Would Monday at 2 pm or Tuesday at 12 be better for you. Most people are trained to pick an option given to you. Then you just need to make sure you follow up. Which will give you some credibility that you have follow through.

Thanks
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marc.v

12 years ago

Originally Posted by JessUBotNinja

For me some other simple tips I use
- always ask a question like how are you today? How are you feeling today? You can utilize that response in your favor.

- Be courteous and ask them if they have a moment to talk, if they say no be ready with two specific options for them to choose from for when you can call back. Would Monday at 2 pm or Tuesday at 12 be better for you. Most people are trained to pick an option given to you. Then you just need to make sure you follow up. Which will give you some credibility that you have follow through.

Don't do this.

What you say: How are you today? How are you feeling?
What they hear: I'm a disingenuous amateur salesman about to try to sell you something.

Same goes for asking if they have a moment to talk.

Just start qualifying and pitching them, and if they don't have a minute to talk, they'll let you know then.

If anyone tried to connect with me in the ways you suggest, I'd be thinking "who the hell is this amateur giving me 2 options as to when I'd like him to try to sell me something again?"

Thanks

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AmericanMuscleTA 12 years ago

I never ask how they are or if it's a good time to talk.

It may be a bad time for them, but if you have what they want they'll put what ever they're doing on hold for you.

This reminds me of the movie Boiler Room when the newspaper guy calls Seth and asks, "How are you today?" Seth: "Shitty. What do you want?" Haha
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New Girl 12 years ago

I think it's best to pretend to be an actor/actress. I used to be in phone sales and that's what I always did! I just told myself that they don't know me and I don't know them and the worst that can happen is they can scream and yell at my character - who cares!
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- 1 reply
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- irinalovespaper 12 years ago
  
  I love this interview, great tips and scrips - http://www.hardtofindseminars.com/au...ng_Secrets.mp3
  
  Thanks
  
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steveproxy 12 years ago

Cold calling was technique at the age when inbound marketing was its novice steps . Now its outdated and become sign of low quality branding.
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quadagon 12 years ago

One area that is often overlooked is list selection. In my 15 years of dialling and managing both for myself and top 100 companies I am surprised at how often this crops up.

I always encourage existing business to try and call similar others to there client base, whilst new business should have a strong idea of their ideal customer avatar.

With this information in place select who you want to call from a list broker or even the yellow pages.

It makes the job of selling easier when you have a good list, remember you can't sell steak to vegans.
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sj1234 12 years ago

cold calling is super easy - did it for 10 years in a brokerage firm in the City of London

simple mind technique to use:

"welcome the NOs because that's a true sign that you're getting closer to the YESs"

Hope this helps
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