Hey guys I Promised myself 2012 would be my year so I have been trying cold calling today.
I just made my first cold call and it was one of the most nerve racking experience I have had to do.

Some of your maybe laughing at this and one day I will aswell when I get better at it. I am only 19 years old with no experience talking to strangers forget business owners. I tried to do cold call before about a year ago but I was rejected by everyone I called.- I think because I was stuttering and my voice was shacky (They could smell the fear)

Things didnt go well back then; a gazilion number of thought were going through my head. Hands turnded sweaty and I could feel my heart thumping in my ears as if it were about to jump out of my chest. I lost all confidence and decied not to try cold calling again.

Today however I decied to give it another go and had spent almost 3 hours tweeking a script and analysing a potential clients website.

I looked at everything about his website. all the domains he owns, his rankings, when he last updated his website (using wayback machine) and even the javascript element on his website which didnt work on firefox. I used all the info I gathered to write a script.

I had to psych myself up to actually make that call but it wasnt as bad as last time. last time I would even literally hang up while it dialed because I was scared to talk.

I was fine until this time until moment I start dialing where I got slightly shakey but I forced myself to go through with the script.

Heres how to convo went

ME- Hi there is that mark,

HIM-who am I speaking to (I knew its was him he just admited it- so I went in for the kill)

ME-Its malik, How are you doing today mark?..... (cant remember his reply, it was to the effect of am ok thanks)

ME-I have been taking a look at some of the firework pictures of your work on your website and I must say some of your work is pretty nice ( Make this line relevant to the niches of the client. My client owns a firworks display company- tip; this is a very low seo competiton niche)

HIM- he thanked me- (I felt the compliment opened him up to me- in his eye its no longer the typical cold call he get, maybe even he thought I was interesed in his services)

ME- I Found quiet a few errors on your website while I was trying to load your website

Him- What kind of errors?

ME- The javascript animation on your home page

Him- it works on chrome, use to work on IE and I dont give a toss about firefox (got scared when he used the word toss, but I carried on professionally)

ME-have you thought about replacing it or even updating your website design- you havent updated it since 2006 and alot has changed since then.

HIM- yes I have thought about replacing it with a slide show but I have a son who is in the IT industry at a big company- just havent got around to doing it (I knew I wasnt gonna close him after this line but I might call him again in a few month if he doesnt update the website.)

....... convo caried on and we shared a few jokes and I felt more and more comfertable and at easy as time went on. He asked where I was based, if I was calling from a big company. I Thanked him for his time and hung up.

Even though I didnt close I learnt a few things

• confidence is only achieved with practice - I kept him on the line longer and longer to help me practice. I tried so many angles with him. free website analysis report, a design emailed to him he can look at before hand but he had good replys.
• Dont beg- if he says he has someone then thank him and hang up.
• Stand Out- Take the extra time to research. Make it as personal as possible no 1 script would work on everyone. He really opened up to me because of this personal touch. The client mentioned he was frustrated by all the emails he keeps getting with people offering him all types of services- someone one tried to offer him twitter advertising apparently(he asked "does twitter have advertising now?" )
• Know what your talking about- not all of them are web illeterate- this guy knew about web-browser compatibility, google analytics, google places. He was aware about analytics report, his rankings for a few keywords and the amount of traffic he was getting
• Over come your fear like I did by telling myself "The Worst they can say is NO" and if they say that just move on.
• Dont waste too much time thinking of what if?- I wrote a very detailed script which included how I would deal with gate keepers- To be Honest I used about 30% of the script. but you gotta make mistakes to learn right
• BEST ADVICE- Go With the Flow- Dont be super glued to script. the aim of the script is to open the door. After that your a human being like him, not a robot reading a script. Listen to what the client says and respond accordingly.

I learnt all the from 1 call, so my 3 hours planing wasnt wasted. I Acted. Learned. and will React with my changes.



Sorry for the long thread but my contribution is well over due. I have been a member for years but I never contribute I only take- All that is gonna change in 2012 guys.


Do you guys think I should put him in my calender and call him in 6 months or so?


Remember to thank- If anyone can offer me tips please pm me your skype- would really like to talk to you.

Heck yes, when a person decides to keep the conversation, they officially go on your list. Just keep calling OP, you'll be fine.

Thanks for your reply MrVentures

Thats the aim, I will make a few calls everyday and slowly build up.

Originally Posted by MrVentures

Heck yes, when a person decides to keep the conversation, they officially go on your list. Just keep calling OP, you'll be fine.

good job buddy, you're absolutely right, confidence will only be achieved after you have done this enough. so don't stop

Awesome stuff here man. Glad you went along with this. I used to be shy myself until I forced myself through these situations. Now, I love them. And it's why I'm more focused on becoming a better salesman and outsourcing the SEO work, than vice-versa.

Good luck to you in the future my man.

Stay positive bud, it does get easier. It's good you can laugh at yourself a little while still recognizing the learning experience. You'll be a true pro in a month if you keep that attitude

Thanks man, I think the mind is much more powerful than we percieve.
I would say 50% of internet Marketing is in the mind. Its much harder than a 9-5 you gotta learn how to focus with all the distractions at home and work your ass off even though you may not see results immediately which I think is the hardest thing to do.

In a 9-5 job, when you do a job you get the satisfaction of seeing the results of your work. if you are a painter for example not a single day will pass you except that you know I painted this many rooms today. but in IM you may build 200 backlinks and your rank doesnt move a single bit on the first week or so.

Originally Posted by Red Kaiser

Awesome stuff here man. Glad you went along with this. I used to be shy myself until I forced myself through these situations. Now, I love them. And it's why I'm more focused on becoming a better salesman and outsourcing the SEO work, than vice-versa.

Good luck to you in the future my man.

Very motivated now, one of the reasons i started this thread is to keep the momentum and motivation going!

Originally Posted by thetroglodyte

Stay positive bud, it does get easier. It's good you can laugh at yourself a little while still recognizing the learning experience. You'll be a true pro in a month if you keep that attitude

good on you for doing it! and it didn't turn out badly!

yes, i think you should call him back at a later date, for sure.

i'm still too scared to try something like this, i plan on mailing my potential clients.

but good for you!

p.s. thanks for the tips, just in case i do give it a shot.

Well done. You have already done the two most difficult things here -

1. You want to learn about cold calling and selling.
2. You have jumped in and done it.

You need to read these two books they will help you behond belief.

How to Win Friends and Influence People by Dale Carnaige

and

The Jelly Effect: How to Make Your Communication Stick by Andy Bounds

Good luck and let us know how you get on.

Good work bro, at least you're putting yourself out there!

The main thing is, expect rejection, and embrace it, as it's one step closer to a conversion.

I used to knock out 100-150 cold-calls a day, and only convert maybe 5% on a good day (each conversion was worth a bit to me though).

Like anything in life, you need to weigh up potential consequences - and in this situation - there are none.

The biggest tip I can give you is to SLOW DOWN. Without hearing your call it's hard, but confident people that have reason to be heard talk slowly, it shows you're not *expecting* them to cut you off.

Good going, man!

A few things - don't ever assume someone isn't going to take the bait because of what they're saying. I know this was your first call, and you did very well - but think about this: if he says his son hasn't gotten around to it yet, that's an indicator of pain right there. Try asking him exactly how painful it would get if he waited much longer, if it never got to be done because his son is always going to be busy, and all the business he will lose because it's not updated etc. etc.

Most people do more to move away from pain than towards pleasure, a good thing to keep in mind when selling

Check out some stuff from Tom Hopkins, Tony Robbins and Chet Holmes.

Keep rockin'!

I am glad that you decided to take action. Taking action is going to get you to the next level.

My advice is not to slow up now. Once you get the train rolling, keep pouring on the coal. One of the worse things you can do is to stop and start again. You have started the train moving. Now stay consistent and you will be coming back here before long to tell us about your first client.

Congrats on taking that first step. Everyone has to take it, so getting it done now will make you a killer closer by the time you're 21. Here's a quick note:

You were the one that decided he wouldn't use your services, not him.

A son in the IT field who hasn't gotten around to is only a problem, not a rejection. That can be easily overcome several ways. Think about some potential reasons why (figuring them out yourself will help you as a salesman).

As a rule, never disqualify a potential client. Let them take themselves out of your funnel.

What might ease your nerves is knowing that you really don't have anything to worry about, the person on the other end will enjoy the conversation or dislike it. It's not like they can bite your head off.

We only live once, if you want to improve you and your families life you gotta learn how to adapt and overcome your fears or you won't find success at all.

Well done for getting through it OP! It'll only get easier from here

You have taken the first step that so many fail to do. Well done!
Cold calling is horrible, and personally I never got used to it.
I teamed up with a partner who could sell ice in the winter.

Keep it up, it will only get better. Good luck.

I don't know where you are, but if you call in the US, make sure to check the "do-not-call" list. It's $11,000 fine per call...

Originally Posted by Codythebest

I don't know where you are, but if you call in the US, make sure to check the "do-not-call" list. It's $11,000 fine per call...

Uhh...yeah. You have to be a serious offender to even get a warning.

Nice! Good job man, I am also 19 and made my first call today too! Wasn't a cold call though I had already met with my client in person, still didn't close the deal but I got a meeting with her next week.

Cold calling can take some balls!
I tried this, but as usual my lack of purpose came through, didn't make a sale. Good story.

have a few drink first, there's a reason why you always see business men in olden movies have their own mini bar in their office with scotch behind their desk.

I pushed and pushed, but he told me that was his dialema. he told me he will corner his son in a chair and strap a few fuse wires to him to get the job done (the fireworks man was making explosive jokes sorry couldnt resist it)

I think ill call him back in a few months then make him get it through his skull that his son wont do the job for him. I can tell him you told me the same story before.

Originally Posted by iiaok

Congrats on taking that first step. Everyone has to take it, so getting it done now will make you a killer closer by the time you're 21. Here's a quick note:

You were the one that decided he wouldn't use your services, not him.

A son in the IT field who hasn't gotten around to is only a problem, not a rejection. That can be easily overcome several ways. Think about some potential reasons why (figuring them out yourself will help you as a salesman).

As a rule, never disqualify a potential client. Let them take themselves out of your funnel.

Originally Posted by akamafia2009

Hey guys I Promised myself 2012 would be my year so I have been trying cold calling today.
I just made my first cold call and it was one of the most nerve racking experience I have had to do.

I'm in the same boat as you, in addition to social anxiety. After my last campaign failed miserably, I thought why not take the direct approach.

Originally Posted by Codythebest

I don't know where you are, but if you call in the US, make sure to check the "do-not-call" list. It's $11,000 fine per call...

Originally Posted by iiaok

Uhh...yeah. You have to be a serious offender to even get a warning.

It's totally worth the experience. Money comes and goes, knowledge is forever. Especially if you're young and don't have a lot of money.

Originally Posted by highrider778

have a few drink first, there's a reason why you always see business men in olden movies have their own mini bar in their office with scotch behind their desk.

O_O so obvious....why didn't I think about that. +1

Originally Posted by highrider778

have a few drink first, there's a reason why you always see business men in olden movies have their own mini bar in their office with scotch behind their desk.

Agree. If you know your shit well enough, and are responsible with the amount you drink, this can be good.
I was in auto repair service sales for years, and it's no coincidence that I closed more after lunch, + 2 pints.

" Can I register my business phone number or a fax number?

1. The National Do Not Call Registry is only for personal phone numbers. Business-to-business calls and faxes are not covered by the National Do Not Call Registry."

dude thats PERFECT thats not cold market anymore, now he's Warm market.
Now get flashcards, write his name, who he is when u lasted talked to him and when you'll follow up with him again .
flashcards are setting you up for success, because someday youll have to buy more and more and the next thing you know you'll have 2,000 cards and flashcard boxes labeled Mon-sun with cards filled in there ;]

i have like 2,000 contacts from working multilevel marketing, if your in the US i can direct you to the best training for calling and youll learn suggestive selling or share selling which is way better than '' closing '' also start reading massive personal development books like How to win friends and influence people, best book ever best book you can EVER read for this line of work man, im no millionaire but ive workekd with millionaires and each one of them told me to read this book, so i sware to god go on amazon and buy a used copy right now, its the best book ive ever read, you can buy it for less than 4 bucks.

do it NoW!
You will succeed, pm me for info for training aswell goodluck
get that fucking book now IF You want to be successful.

How to win friends and influence people by dale carnegie

Hey there, make yourself a milestone of 100/500 etc calls, I bet after so many you will forget what cold calling fear is.
I've found a book that might help as well. It's called "Cold Calling Techniques That Really Work" by Stephan Schiffman.
Here's the download link for you:

Code:

http://www.mediafire.com/?8jp3gtbgpdm8iog

Enjoy and never give up! ;-)

Originally Posted by mordisk

if your in the US i can direct you to the best training for calling and youll learn suggestive selling or share selling which is way better than '' closing ''

How to win friends and influence people by dale carnegie

Good book. Post your suggestions here, selling if foreign to a lot of us.

Get a bit drunk. Call again. But don't start to yell at people that their websites are lame and that they suck for that =)

Loool what a waste dude I call up 600 companies / DAY at your ratio I would need a year to do that

Originally Posted by Madruga

Get a bit drunk. Call again. But don't start to yell at people that their websites are lame and that they suck for that =)

A little bit of drunkenness is always good in all situations.. Whether you're going to hit on a girl or going to talk to your soon to be father in law or a meeting.. I have no idea why but it really boosts your confidence

I wonder how many of them call you get a straight no from.
My method is about personalising the script as much as possible so that the customer actually listens to what i got to say

Originally Posted by meinewelt

Loool what a waste dude I call up 600 companies / DAY at your ratio I would need a year to do that

Originally Posted by grantrux

Well done. You have already done the two most difficult things here -

1. You want to learn about cold calling and selling.
2. You have jumped in and done it.

You need to read these two books they will help you behond belief.

How to Win Friends and Influence People by Dale Carnaige

and

The Jelly Effect: How to Make Your Communication Stick by Andy Bounds

Good luck and let us know how you get on.

THE JELLY EFFECT? ive never heard of that book and ive read a fair few in my time. theres a book that id highly recommend called CA$HVERTISING. its about the advertising industry and its written by an advertising pro.

the purpose of reading it would be to educate yourself about how advertising works and therefore be able to hold conversations for even longer to give yourself an even better chance of picking up business because in the eyes of your prospects you will clearly be knowledgable about your subject (online marketing & advertising).

does the book teach you how to sell in a direct selling fashion (cold calling prospects)? no it doesnt, but amongst other things, it teaches you about direct mail (useful for your emails and for paid advertising you might do on behalf of your clients). it teaches you about ad headlines, it teaches you about buying triggers and emotional hooks.

it teaches you that your client hasnt got a chance if theyre trying to do 'all this online stuff' by themselves because there are so many interconnected aspects to the industry that you now find yourself in and that knowledge and self belief will come across to the business owners you are speaking to and you will start picking up clients.

good luck with the phone calls.

Originally Posted by meinewelt

Loool what a waste dude I call up 600 companies / DAY at your ratio I would need a year to do that

B.S.

If you call 600 companies a day, you close ZERO business a day. Sorry to hear you suck as a closer.

That number leaves you almost no time to talk to anyone.

If you're trying to suggest that he takes less time prepping for each call (which he should), there are much better ways of going about it without being untruthful.

I definitely recommend reading it. The core principles are simple and very easy to follow / incorporate into daily life.

The best thing about the book for me was noticing a tangible difference with potential clients and clients. They all get much more excited about projects and I have closed some big deals using these principles.

http://www.amazon.co.uk/Jelly-Effect.../dp/1841127604

Originally Posted by britcpa

THE JELLY EFFECT? ive never heard of that book and ive read a fair few in my time. theres a book that id highly recommend called CA$HVERTISING. its about the advertising industry and its written by an advertising pro.

the purpose of reading it would be to educate yourself about how advertising works and therefore be able to hold conversations for even longer to give yourself an even better chance of picking up business because in the eyes of your prospects you will clearly be knowledgable about your subject (online marketing & advertising).

does the book teach you how to sell in a direct selling fashion (cold calling prospects)? no it doesnt, but amongst other things, it teaches you about direct mail (useful for your emails and for paid advertising you might do on behalf of your clients). it teaches you about ad headlines, it teaches you about buying triggers and emotional hooks.

it teaches you that your client hasnt got a chance if theyre trying to do 'all this online stuff' by themselves because there are so many interconnected aspects to the industry that you now find yourself in and that knowledge and self belief will come across to the business owners you are speaking to and you will start picking up clients.

good luck with the phone calls.

Originally Posted by Codythebest

I don't know where you are, but if you call in the US, make sure to check the "do-not-call" list. It's $11,000 fine per call...

You are correct when calling business to consumer. Do-not-call list or not, you're not supposed to do it (with specific exceptions).

However, business to business calls in the U.S. are perfectly acceptable as long as you follow guidelines such as identify your business on the call, respect request to opt out from future calls, etc.

B2B calling is cake. I should know, I voice broadcast up to 10,000 businesses a day.

Good job man. I need to start some cold calling myself. This is motivation for me.

sounds a little nervewracking. i did cold calls for 7 years. you get comfortable with it after awhile. it just becomes second nature. Evenutally you'll be closing every one you call.

Gotta love the cold calling

Excellent story my friend. Do you mind sharing your script to dodge gatekeepers? That'd be awesome.

haha don't worry man. everybody learns from there mistakes, so you should never run; it's only a learning opportunity. I'm 19 myself, and I actually tried cold calling before I knew what it was called "cold calling." And I was just as nervous as you were. The only difference was that I took a chance and learned from them... Because I knew that if I focused on gaining experience with clients, I would eventually get one, and it happened.

My mom was just telling me about a week or two ago that one of the most famous fears in the world were speaking to strangers and speaking to a group of people (speaking to a group of people was, and still is, #1). Then a few days ago, my uncle told me the same thing, and that the problem was simply what you believed in (your fears and cautiousness--those kind of things). I believe them too, because I even watched a video a month ago about why people fear life and death, plus another video by 50 cent and Tyler the Creator, where they basically said they never gave up in believing in what they were pursuing (being the best rapper, and escaping poverty--stuff like that).

So my point is that you just need do the best you can with every chance you get, and with those chances, you need to believe in yourself no matter what your conscience (aka your "body") tells you. You're conscience is your friend, but it's also your enemy, if you allow it to be that.