1. This site uses cookies. By continuing to use this site, you are agreeing to our use of cookies. Learn More.

Cold Calling vs Email

Discussion in 'Offline Marketing' started by MikeHustle, Jun 17, 2010.

  1. MikeHustle

    MikeHustle Power Member

    Joined:
    Mar 1, 2009
    Messages:
    634
    Likes Received:
    236
    I'm trying to grab as many customers as I can within a short time period.

    I know that conversion rates are best with cold calling, but email marketing will allow me to hit 50K+ business owners at one time. A 0.001 conversion rate would yield 50 new clients.

    Does anyone have experience with landing new clients through email?
     
  2. welshman

    welshman Power Member

    Joined:
    May 9, 2009
    Messages:
    706
    Likes Received:
    192
    Yes, I've done a lot. Also, if you're trying to get local business, I often follow up an email with either a phonecall/visit if I know the owner/manager's name.
     
    • Thanks Thanks x 2
  3. BiggDipper

    BiggDipper Registered Member

    Joined:
    Mar 5, 2009
    Messages:
    76
    Likes Received:
    182
    Occupation:
    bh Marketer
    I actually use both methods. Dealing with business owners is tricky because they are always being solicited. I like email the best because its easy but unfortunately cold calling has always worked better but I hate it. If you are dealing locally, you might try running an ad in cl there are always hungry salespeople to hire for cold calling. As far as using email if you have access to a decent list then just try it break your list down in different sections and test a few different emails until you fin done that works for you. Good Luck...
     
    • Thanks Thanks x 1
  4. MikeHustle

    MikeHustle Power Member

    Joined:
    Mar 1, 2009
    Messages:
    634
    Likes Received:
    236
    I'm also thinking about hiring 10 canvassers. I've seen roofing companies pay people $10 per appointment to knock door 2 door.
     
  5. BassTrackerBoats

    BassTrackerBoats Moderator Staff Member Moderator Jr. VIP

    Joined:
    Mar 10, 2010
    Messages:
    12,809
    Likes Received:
    22,119
    Occupation:
    I don't actually have a job
    Location:
    It's an Algo, of course it can be gamed.
    Home Page:
    Mike - you can also us bandit signs to get local businesses.
     
  6. MikeHustle

    MikeHustle Power Member

    Joined:
    Mar 1, 2009
    Messages:
    634
    Likes Received:
    236
    I just hired two outside sales people! I hope they work out.

    I'm also thinking about FAXing companies with a one page sales letter. Yes, it's old school, but it might work.

    Cold Call
    Fax
    Email
    Outside Salespeople
     
  7. mvhs

    mvhs Newbie

    Joined:
    Jan 2, 2007
    Messages:
    23
    Likes Received:
    0
    I think purchasing email lists from small webmasters would yield better results
     
  8. seanjohn

    seanjohn Regular Member

    Joined:
    Feb 25, 2009
    Messages:
    204
    Likes Received:
    301
    Appointment booking via phone calls is where it's at.
     
  9. MarketerMac

    MarketerMac Regular Member

    Joined:
    Oct 26, 2009
    Messages:
    247
    Likes Received:
    101
    I'm a salesman by trade (have been for the last decade). I both solicit and am solicited, a lot.

    I can't speak for everyone and every business (it certainly makes a difference the type of business you are soliciting) but:

    Cold calling sucks, but it works. Also, before you think outsourcing it is a good idea, consider how much training will need to go into the new employee. Most will also hate it, realize it sucks, and move on. The turn-over rate is rediculous in this field. Also, no one will work as hard for a sale as you will. I promise. So if you have a limited number of phone leads to call on, it's best to do it yourself. If you've got a bottomless pit and the patients to train these people, then by all means outsource.

    I get about a hundred business emails a day, including solicitations. Most I don't even read past the first sentence before I delete it. If I do make it past the first sentence, it's only because I thought the copy was good and wanted to see how they were marketing what ever they were selling. I cannot remember the last time I made a business purchase because of an email I've gotten. Also, the converse is true - I cannot remember the last sale I've gotten solely because of an email, but I do use them to verify a contact exists before I spend time cold calling them (if the email bounces I don't bother til I'm absolutely out of leads) and to use as something to reference (I'm a fan of being as familiar with them as possible even on a cold call, uses the email as the excuse for my call and acting like they in fact wanted my solicitation in the first place. most people don't remember right away if they did or didn't, which lets me get past that initial guard people put up when a stranger is on the phone).

    Those thinking about faxing - don't. While about once or twice a month I'll catch one on the machine after I print something out, most of them don't even make it past my secretary, and she has never, ever, passed along information from them except for the local deli which sends out lunch specials every now and again and caters our meetings. So unless you have a similar business which would cater to secretaries (she arranges the lunches for meetings, and the faxes make it easy for her to give us a list of what to pick from to eat), don't bother.

    The door to door approach can work, especially if you are targetting residential (if someone comes into my place of business trying to sell something I rarely talk with them, but they very often are able to bypass me and go straight to purchasing or our project planner and at least get their ear for a minute or two, especially if they start by making small talk with the girl who works the front desk). We have responded positively to a few of these calls (our freight carrier and electrical panels come from people who started off by just walking through our door).

    I realize every business is different, so I should preface this with the fact that we sell very expensive (100k is around the smallest order) products, and the above may not be true for all businesses. I'm sure email works great for people pushing products to those on DP, WF, and even here. And I'd venture a guess that cold calling would in fact be LESS effective for that same group of people then a well worded email.


    I'm certain if you go into more detail about what exactly it is you do you'll get more constructive feedback on how to reach customers.
     
    • Thanks Thanks x 2
    Last edited: Jun 19, 2010
  10. MikeHustle

    MikeHustle Power Member

    Joined:
    Mar 1, 2009
    Messages:
    634
    Likes Received:
    236
    MarketerMac,

    I'm selling ad space for a service directory that I plan to distribute in August. I'm targeting really small service based companies.

    I will stick to cold calling, and hiring sales people to go door to door. I completely get your point on the time it takes to train sales people. I was selling a SEO type service, and it was really hard to teach lay people what SEO is and how to pitch it to old internet unsavvy business owners.
     
  11. seanjohn

    seanjohn Regular Member

    Joined:
    Feb 25, 2009
    Messages:
    204
    Likes Received:
    301
    Yup. Of course the majority people won't buy "SEO"... generally, people don't buy what they don't understand.

    When in reality, SEO is the steak, and the results is the sizzle. You sell the results.

    I would never ever go into a business and be like,

    "Hello good sir, I will polish your XHTML code and make sure your CSS is up to snuff and make sure the Google spiders crawl your site because I'll have all your H1 tags optimized for performance."

    Fuck, I even confused myself.

    Instead, I will say, "There's a huge demand for your services, in fact, over 5000 people every month looking for you on Google, and instead find your competitors... so, you're missing out on all of it. You're interested in getting more clients, aren't you?"

    Now you're speaking their language. Features shmeatures. Tell them what's in it for them in their language and their wallets will respond.

    When I train sales staff, I tell them to sell the benefits and results, because SEO related shit is complicated and is constantly changing.
     
    • Thanks Thanks x 7
    Last edited: Jun 20, 2010
  12. boothjul

    boothjul Registered Member

    Joined:
    Jan 26, 2010
    Messages:
    84
    Likes Received:
    222
    There are thousands & thousands of experienced & trained sales staff out of work at the moment. Put an advert up for sales canvassers & state that it's a purely commission-based job (you might include OTE's - up to you).
    In a previous job when i had a sales team cold call, they always followed up with email contact just to scoup up the few lingerers.
    If you're really stuck in looking for a sales team, go to Fiverr & search for sales team. Hire a couple of people (there's an offer on there for 25 sales calls for $5). Use it as a test. If they're any good, approach them with the commission-based job.
     
    Last edited: Jul 3, 2010
  13. mofaux

    mofaux Regular Member

    Joined:
    Apr 15, 2010
    Messages:
    276
    Likes Received:
    293
    Occupation:
    I work for the man.
    Location:
    DC
    "Cold faxing" is illegal.
     
  14. Jared255

    Jared255 Jr. Executive VIP Jr. VIP Premium Member

    Joined:
    May 10, 2009
    Messages:
    1,911
    Likes Received:
    1,666
    Location:
    Boston, MA
    Anyone know of any companies that manage sales canvassers (so I can hire a lot easily)? Do they have different names, couldn't find shit on google.
     
  15. themonks

    themonks Newbie

    Joined:
    Apr 9, 2008
    Messages:
    5
    Likes Received:
    3
    Have you ever tried sending them a targeted postcard instead. Just a thought..
     
  16. Kameeleon

    Kameeleon Registered Member

    Joined:
    Mar 10, 2010
    Messages:
    80
    Likes Received:
    14
    Cold calling is a sign that you are really desperate.

    If you will get good profit from a customer, try to win them over with starter bomb.
    Get nice box, put some materials about you, about expancion of internet, about SEO in it. Include cd with even more materials and some videos you want to include. On top of all that put colour printed report about their domain.
    Send it with currier service delivered personally to manager or owner of the company.
    If this doesn't help you - nothing will.
     
    • Thanks Thanks x 2
  17. jbtalk2me

    jbtalk2me Registered Member

    Joined:
    Jan 9, 2009
    Messages:
    54
    Likes Received:
    479
    Jared225,

    I've managed canvassers... a lot of them. The easist way to recruit canvassers is a help wanted ad focused on entry level sales/college students/summer jobs.

    Then you train them. You need to give them some type of presentation material, a pitch, a company id.

    Hire them in masses, put them in classes then out on their asses. Expect a high churn and keep your help wanted ads in consistantly. Also make sure you obey the green river ordinances.

    Running a canvassing crew is like babysitting. But develop a couple keepers then put them in charge with a little override commision and your automated & golden. Wash rinse repeat...

    Outsourcing is not cost effective and almost impossible to find.

    let me know if you want to know more.
     
    • Thanks Thanks x 1
    Last edited: Jul 9, 2010
  18. jclz123

    jclz123 Regular Member

    Joined:
    Sep 18, 2009
    Messages:
    236
    Likes Received:
    38
    Occupation:
    Inventor of the Meganet
    Location:
    UK
    Home Page:
    From experience, emails get ignored. So cold calling is really ones only viable option
     
  19. tennisman

    tennisman Newbie

    Joined:
    May 7, 2010
    Messages:
    18
    Likes Received:
    0
    Occupation:
    Entrepreneur with no shortage of ideas
    Location:
    Europe
    jbtalk2me,

    Can you go into more detail about how you train your canvassers?
    And how do you pay them -- commissions on sales?
     
  20. netcelal

    netcelal Senior Member

    Joined:
    Jul 12, 2009
    Messages:
    943
    Likes Received:
    374
    Location:
    7/24 Internet
    This gives me a very good idea,with a little investment and a twist can I make good money.
    Thank you very much :angel:

    I'll post the results here soon.