Holy crap I stink at cold calling

[neodregan]

Hey BHW,

I've been trying to get my offline business started up and it relates to setting up online video for local shops and getting them ranked in local search results. I've been looking at print advertising to get leads, but whenever I'm on the phone I start to choke up bad when explaining what I can offer. Not really good at sales over the phone, but if we are in person. It's a whole other ball game. Should I outsource my cold calling to Craigslist possibly?

Thanks

 

[Bross]

It's practice. Thumbs up for someone who tries and fails. We all envy those people.

 

[neodregan]

It's practice. Thumbs up for someone who tries and fails. We all envy those people.

Yeah, I was extremely nervous when dialing. I know it kinda seems ridiculous, but to get results, you have to take action right? I have been e-mailing local businesses as well, but that has not garnered any leads as of yet either. Guess I'll keep on truckin.

 

[oxonbeef]

Keep at it.
Instead of trying to pitch your whole offer before they have the chance to
say no or hang up (which is what you are thinking), ask leading questions about their business and the problems they face so you can offer solutions.
Remember people like to buy but hate being sold to.
Make them think it's their Idea to buy your services because you offer solutions to their
problems.
Remember the formula, AIDA. Attention, Interest, Desire, Action.
Telesales is a skill that once mastered will keep you in work forever.
How many other skills do you know where you can pick up a telephone and
get paid on demand.

 

[stoichen]

Keep at it, cold calling sucks but just like anything, practice makes perfect. I've just picked up a couple of local seo/web design clients after a week of phone drudgery. Its all worth it when the results start to come in.

 

[Sanitarium]

don't do it while in your boxers and Wife-beater

 

[Bross]

Few years ago I was cold calling to recruit affiliates worldwide AND THOSE WERE AFFILIATES THAT DIDN'T WANT TO BE CONTACTED.
I still remember the first few calls as if they were yesterday and I remember the EXACT content of our conversations; I was that much anxious.

And I'll tell you a secret - I was still anxious in the 300 call but I was a million times more effective (and much more relaxed though I don't believe you can get to 100%). I also learned that they were at least as anxious as I was; excluding the mentally ill ones which were plenty.

I did learn that standing up and preparing your tone of voice prior to calling is effective.
And the 3rd call and on at the same day gets much easier.

Yeah, I was extremely nervous when dialing. I know it kinda seems ridiculous, but to get results, you have to take action right? I have been e-mailing local businesses as well, but that has not garnered any leads as of yet either. Guess I'll keep on truckin.

 

[ezlegion]

Keep at it.
Instead of trying to pitch your whole offer before they have the chance to
say no or hang up (which is what you are thinking), ask leading questions about their business and the problems they face so you can offer solutions.
Remember people like to buy but hate being sold to.
Make them think it's their Idea to buy your services because you offer solutions to their
problems.

Oxonbeef and Bross are bang on the money.
You keep trying and DO NOT give up. Before you outsource this you gotta know what's invloved. In my last business I did door to door knocking and lol I gotta tell you - scared didn't come into it, my knees were knocking.

Do what oxonbeef suggests - ask them leading questions

Heres A Little Plan Based On What I used To Do:

• Say to yourself, I'm gonna cold call 20 people before I stop for a break, no matter how tongue tied/nervous I get I'm gonna do 20, no if's no buts, 20!
• Have a v short list of things you wanna ask them (remember what Oxonbeeef said: Leading Questions)
• On your list have (just to start with) 3 things that you wanna get from the caller before the 'fone call finishes (these can be exapnded as your confidence grows)
• THIS IS V IMPORTANT!: Tell them that you're nervous and be honest why, people love that sort of thing, they warm to you when they know you're trying.
• Have a very short opener and adapt it as you go. Example: 'Do you want to {earn money|get extra customers} from the internet for nothing'. (Tell them you're local - if you are) This will at least get their attention, then say, 'It's free because I'm good at seo/webdesign but I'm crap at selling so for the the first few clients who have confidence in me I'm gonna do what I do for free'

neodregon, if you use the openers I've suggested you'll be surprised at the responses you get.

I knocked on about 60 doors, no, no, no, no...and I thought man, I can't do this. Then I thought f**k it, before I finish I'm gonna get at least 1 person to say yes to me so I thought, 'I'll offer my service for nothing IF they do me a testimonial. Hey presto! Worked wonders!

I admire you man, go for it and remember, every hurdle/problem you come to is the same hurdle/problem that stopped your competitors!

GO! GO! GO! ... and let us all know how you got on!

 

[Bross]

Also remember that the phone is very intimate. It's as intimate as whispering to someone's ears which is something we humans don't feel comfortably doing with strangers.

 

[neodregan]

Oxonbeef and Bross are bang on the money.
You keep trying and DO NOT give up. Before you outsource this you gotta know what's invloved. In my last business I did door to door knocking and lol I gotta tell you - scared didn't come into it, my knees were knocking.

Do what oxonbeef suggests - ask them leading questions

Heres A Little Plan Based On What I used To Do:

• Say to yourself, I'm gonna cold call 20 people before I stop for a break, no matter how tongue tied/nervous I get I'm gonna do 20, no if's no buts, 20!
• Have a v short list of things you wanna ask them (remember what Oxonbeeef said: Leading Questions)
• On your list have (just to start with) 3 things that you wanna get from the caller before the 'fone call finishes (these can be exapnded as your confidence grows)
• THIS IS V IMPORTANT!: Tell them that you're nervous and be honest why, people love that sort of thing, they warm to you when they know you're trying.
• Have a very short opener and adapt it as you go. Example: 'Do you want to {earn money|get extra customers} from the internet for nothing'. (Tell them you're local - if you are) This will at least get their attention, then say, 'It's free because I'm good at seo/webdesign but I'm crap at selling so for the the first few clients who have confidence in me I'm gonna do what I do for free'

neodregon, if you use the openers I've suggested you'll be surprised at the responses you get.

I knocked on about 60 doors, no, no, no, no...and I thought man, I can't do this. Then I thought f**k it, before I finish I'm gonna get at least 1 person to say yes to me so I thought, 'I'll offer my service for nothing IF they do me a testimonial. Hey presto! Worked wonders!

I admire you man, go for it and remember, every hurdle/problem you come to is the same hurdle/problem that stopped your competitors!

GO! GO! GO! ... and let us all know how you got on!

This is great stuff! I never thought about asking leading questions. The woman I spoke to earlier was very nice, she said it was a good idea, but with business expenses, it might not be a good time to do it. I'm going to call her back and tell her I can offer my services for free since I'm just starting. I know that sometimes you have to do work pro-bono to get the few clients. I'll post later with my results.

 

[neodregan]

Reporting back!!!!!!!!

Just called the business again and followed ezlegion's advice about going from a different angle and offering pro bono work because I just opened up shop in town. It worked, but I stuttered and choked up like a mofo! Appointment set for tomorrow morning at 11am! Also, it may lead to other work since their website was made on microsoft livepages! Love BHW!

 

[ezlegion]

Reporting back!!!!!!!!

Just called the business again and followed ezlegion's advice about going from a different angle and offering pro bono work because I just opened up shop in town. It worked, but I stuttered and choked up like a mofo! Appointment set for tomorrow morning at 11am! Also, it may lead to other work since their website was made on microsoft livepages! Love BHW!

Ok, cool (now hit me a thanks lol)
Before the meeting, follow similar rules as above, make sure you have a checklist of stuff that's answered before the meeting's end and keep everything really, really simple - jargon frightens folk!
& GOLDEN RULE:
Promise little - Deliver MORE!!!

Good luck to you man

 

[nemernicu]

What i suggest for cold calling is the business to business approach.
Just introduce yourself as a new business in town, trying to drum up some business and get some work out here to show case to the community. What i suggest you is to get the offlineoncrack . com course.It's free.
Listen to all of it at least once and focus on the last 3 series, they are golden and this guy's scripts could open so many doors for everyone.
Just a thought

 

[_richard_]

Yeah, I was extremely nervous when dialing. I know it kinda seems ridiculous, but to get results, you have to take action right? I have been e-mailing local businesses as well, but that has not garnered any leads as of yet either. Guess I'll keep on truckin.

make a list of three people that you know will help, rated from your mom to yo ur old coworker.. write out your pitch (and think of questions you will encounter and the best way to answer), then call down the list

 

[neodregan]

Set another appt today! This seems to be a lot easier now that I'm getting used to it. What I'm noticing is that a lot of businesses are very resistant to embracing the web. I came about it in different and more humanized way and they were more receptive to working with me. Placing one more call tonight!

 

[theconfidenceman]

couple of tips..

-use a script and stick to it -- you shouldnt have to think about what to say just go thru the process and it gets easier faster

-rebuttles - have a few stock rebuttals on hand that you rapid fire when you get some resistance. most of my best most profitable sales came as a result of handling objections well. eg...

"sounds like you get these kind of calls all the time... is that the case? (wait) I know but I want to double you business -- for free - with no obligation - sounds good right?"

"no one is interested in a phone cconversation -- but I bet you are interested in doubling your business -- risk free -- without cost -- that DOES interest you right? "

-have an objective - if its to make an appt. pitch a quick no strings attached meet where you can show them your stats and figures and throw in the no risk closer..-
" if it dont work out well part as friends.. "


good luck man

 

[macdonjo3]

What's the worst they could happen, they could say "No" and you waste 3 minutes of your time practicing for the next successful call?
Oh yeah, for scripts, check out www.bubbl.us, and branch out each possible answer so you just read the bubbles and follow to the bottom.

 

[l0goz]

all the tips and advices given here are great. but let me tell you that i do not do any offline business but i have worked in telemarketing and customer service and i have to say that was thr only ti e i learned how to approach over the phone and eventually lead u to know how to approach in person. keep itt up and it will come easier. good luck

 

[partymarty4870]

I sat in a room once for about three weeks pretending to cold call - I was getting paid hourly.

I'd dial the number on the list and slyly hang up then pretend to try and sell to them.

The other girl in the room wasn't getting any sales so I wasn't feeling too bad about it.

When they finally sacked us and we went for a drink she admitted she'd been doing the same as me.

 

[CEPI]

I have been a sales trainer for years, even written phone scripts for some pretty good sized company's still being used today. First of all you are doing what 95% of losers won't do, and that is "pick up the phone and dial".. so major kudos to you for that! Always remind yourself that winners will always do what losers won't do.

Then just approach everything from your calling to your in person presentation using the 4UPs

Urgent Problem "Let's face it your business sucks in this economy you can't get anyone in the door"

Unique Promise - "i can show you something that is unlike anything else out there"

Unquestionable Proof - "Look at the results of this campaign I did with XYZ company" (I should note that if you don't have unquestionable proof, you don't have a chance in hell of selling anything this day and age, consumers and business owners are too damn wise to the crap hype game)

User-Friendly Proposition - "All you have to do to get the same kind of results is give me 10 minutes to walk you through it"

Also probably a good idea to pull up some market data that shows (and this is the truth) that some of the only companies that didn't take any hits, and actually captured LARGER market share in down economies are those that never took a dime away from, or added to their marketing budget while others were cutting back.

Best of luck to you, brave cold calling soul, most people refuse to do it so you are already ahead of most.