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

[METHOD] How to be REALLY efficient in Cold Calling ? -Increase your Closing Rate -

Discussion in 'Offline Marketing' started by HostStage, Feb 22, 2012.

  1. HostStage

    HostStage Jr. VIP Jr. VIP Premium Member UnGagged Attendee

    Joined:
    May 20, 2010
    Messages:
    1,770
    Likes Received:
    1,729
    Occupation:
    BHW - CEO of Webhosting Company
    Location:
    BWH from France
    Home Page:
    Hey,

    You clicked here because you have to face the cold calling difficulty.

    Cold Calling when you receive or emit the call is awfully difficult when you don't know what to do.

    Cold calling for most of the people = spam ! Try to remember that as it leads actually to the same maths as mail spam. You want to convert with the mass and not each call you make. But you also want to optimize your success rate.

    That said, this kindda of spam is easier as you have a straight answer and you can interact with your targets.

    Why this thread ? I used to work in a call center for a cellphone company while i was studying in a business university. I was the seller leader of my callcenter. (i'm not bragging here, you'll see it isn't even nearly difficult)

    I had a marketing mission which has known a straight success and was quite popular for the employees and the chiefes. I had to improve something in my company marketing speaking

    So back 5 years ago, watching a movie named 'Boiler Room" with Vin Diesel, and i stole the idea from that movie (which is EXCELLENT btw)


    Why did i stole the idea ? I had the idea to work on motivation as most of the employee hated their job, was depressed because they were pushed by the bosses to oversell and they were failing achieving their objectives.
    So for months, i dressed a guide of the general denials of the customers with a bypassing sentence linked to them. The daily sales number of the callcenter literally exploded !

    Enough talking let's go straight to the method :

    If you have done cold calling for companies, or for your own customers you would have not missed that the way they refuse is ALWAYS the same :

    1) "My wife is deciding" "I don't decide"
    2) "it is too expensive"
    3) "i don't have time"
    4) "i don't need it"


    90% of the first degree denials of the customers are summarized above !
    You'll find some variances according to the market you are targetting of course.

    In the professional market, you 'll find second degrees denials which are a bit more complicated to deal with, but you would have an opportunity to introduce your product.

    What you have to do, is to write down the denial of the customers according to your market, you do that for a couple of days. (excel document is perfect)

    Then you step down, you look at them, find some inspiration and write down some sentences you feel like would bypass the denial.

    For exemple :

    1) "Haha you are not wearing the pant, i got it" (joke tone)
    2) "oh, you don't want to earn money afterall, because *argument*"
    3) "oh well, if i were you i would take the time to make money, isn't it why you don't have time ?"
    4) "Would you, sir, at least tell me why you don't need my awesome product,from what you've said *blablabla*

    Those sentences has to match with you ! They will more likely drive the customer to justify his denial, and it will give you an opportunity to force the sell.


    Then, come the test phasis where you are going to test those sentences, and each time you succeed to go further, you tick the sentence in the "win column", and if you sell something you tick it in another column. When a sentence fails, tick a column too.

    You are building your own "Yes Book" !!!

    Some general tips :

    I) Mood is doing 50 % of the call. Try to smile over the phone and force yourself to do it, it changes the tone without you knowing it.

    II) Adapt to your customer.
    i.e : Jokes is a great asset (1 or 2) but it isn't for everybody, it may have the opposite effect.

    III) Here are the phasis or a regular call which will avoid you most of the denial you'd usually get.

    1) Ice Breaking - you need to catch the attention
    2) Quick Introduction (you will have denials here, you really need to be quick 1 sentence or 2 at the most)
    3) Discovery Phasis - you need to learn about your customers and use everything is says against him ;)
    4) Argumentary according to phase 3 and make the customer validates your says. Very important as he can say yes then no and you'll remind him that he agreed before
    5) Close the deal


    IV) You need to "1 Shot Close" the enthousiastic customer which promises the world but often when you call them back either they don't answer or say you no for silly reason, like "i talked with my wife and ...." and paf you were away from the decision process not much you can do.


    V) "No" isn't an answer at first, you need to force a little always, you'd be surprised that you can actually sell even if they say no (referring to the method above)

    VI) Avoid AT ANY COST, closed questions which leads to a Yes or No, you'll have a NO because actually you subconsienciouslly asked for it.

    VII) Be Positive even if you took in your face 20 No in a row, it will eventually work as you are dealing with the mass statistics

    VIII) Don't overtalk, and target your arguments to the discovery phasis, you can go a little further but you'll more likely give a reason to refuse your offer.

    IX) Ahhhh women.....Business Women will be harder to convince that's a fact, be prepared for it, they need to analyse, think everything through, they may even follow you for dozen of minutes, say yes to everything and at the end , say no with no reasonnable reason.
    POsitive point though, they like to feel they wear the pant ;).

    Their weakspot is when you succeed to break their private life and disclose their feelings. Then, they will be confused between their feelings and business and more opened to you.

    X) Don't call your best leads in the first place because you think they are easier, there is no easy call, you were good or bad that's it.

    XI) Don't apply this thread line by line, build your own knowledges which will match with you.


    I'll conclude with a proven fact that you can't create a need into a target, you will just be able to wake it up even if it is deeply hidden.

    So Pick up the phone and go dig deep !


     
    • Thanks Thanks x 16
    Last edited: Feb 22, 2012
  2. abhi007

    abhi007 Jr. VIP Jr. VIP

    Joined:
    Aug 31, 2010
    Messages:
    5,299
    Likes Received:
    3,740
    Location:
    snip.li/TubH
    awesome explanation of how cold calling works and how people actually react.
     
    • Thanks Thanks x 1
  3. GuinnessMan

    GuinnessMan Junior Member

    Joined:
    Apr 4, 2009
    Messages:
    120
    Likes Received:
    90
    Occupation:
    Co-Founder - Various; Independent DSA Closeout Con
    Location:
    USA
    Good post. Especially liked your point about coming up with a witty response to their denial. I've listened to the cold calls people make from my office and a lot of them say not interested just to get you off the phone. Lately we've had some success with countering their argument with something along the lines of "well, at least let me send you some free information as to why you should be interested". It's not a perfect system, but it turns about 30-40% of those "not interested" responses into warmer email/direct mail leads.
     
    • Thanks Thanks x 1
  4. HostStage

    HostStage Jr. VIP Jr. VIP Premium Member UnGagged Attendee

    Joined:
    May 20, 2010
    Messages:
    1,770
    Likes Received:
    1,729
    Occupation:
    BHW - CEO of Webhosting Company
    Location:
    BWH from France
    Home Page:
    @GuinnessMan : Indeed, it is important to remind that you'll not break every single call, but you'll drastically increase the closing rate which make the system not perfect but profitable.
     
  5. rbdfr

    rbdfr Newbie

    Joined:
    Feb 4, 2012
    Messages:
    32
    Likes Received:
    8
    very true stuff! appreciated
     
  6. KraftyKyle

    KraftyKyle Jr. Executive VIP Jr. VIP Premium Member

    Joined:
    Aug 13, 2008
    Messages:
    1,942
    Likes Received:
    4,609
    Gender:
    Male
    Location:
    Unknown
    Some pretty basic stuff here, but thanks for the tips. It should help newbies gain a better understanding of themselves, their customers, and the most efficient way to interact with their customers. Recording your conversation will help you see a pattern of recurring objections, and in the long run help you overcome those and become a better salesman.
     
  7. mpulse

    mpulse Regular Member

    Joined:
    May 27, 2009
    Messages:
    292
    Likes Received:
    40
    Boiler Room was a requirement to watch when I got hired at a sales job years ago.
     
  8. wally666

    wally666 Junior Member

    Joined:
    Mar 28, 2012
    Messages:
    103
    Likes Received:
    38
    Thanks, some good stuff here I can use for sure.
     
  9. juniorboy

    juniorboy Newbie

    Joined:
    Jan 15, 2013
    Messages:
    18
    Likes Received:
    0
    Good post

    Thanks
     
  10. zeryouh

    zeryouh Newbie

    Joined:
    Jul 26, 2013
    Messages:
    29
    Likes Received:
    4
    Occupation:
    Internet marketing
    Location:
    Holland
    Thanks, this has helped me
     
  11. B_Fish

    B_Fish Regular Member

    Joined:
    Feb 7, 2012
    Messages:
    212
    Likes Received:
    53
    Occupation:
    Student
    Location:
    Indiana, USA
    Home Page:
    Excellent thread here, thanks for the info!
     
  12. EMP1R3

    EMP1R3 Registered Member

    Joined:
    Oct 1, 2013
    Messages:
    86
    Likes Received:
    40
    Occupation:
    Extremely proficient professional digital media, m
    I-Q-H-O-C

    Introduction
    Qualify
    Hype
    Offer
    Close

    Visa or Master? 4... 5...

    Too ez.

    - emp1r3
     
  13. nikki9

    nikki9 Newbie

    Joined:
    May 30, 2014
    Messages:
    3
    Likes Received:
    0
    Boiler Room should be required viewing for ALL jobs...Ha!
     
  14. moneyklip

    moneyklip Newbie

    Joined:
    Jun 21, 2012
    Messages:
    25
    Likes Received:
    1
    Occupation:
    E - Specialist
    Location:
    Tempe AZ
    Home Page:
    Wolf of Wall Street and Boiler Room should be REQUIRED FOR ALL SALES JOBS CORRECTION
     
  15. King_James

    King_James Regular Member

    Joined:
    Jun 21, 2013
    Messages:
    211
    Likes Received:
    111
    Location:
    Europe
    I guess I'm gonna go watch Boiler Room right now!

    Thanks for the tips OP.
     
  16. prospect7

    prospect7 Regular Member

    Joined:
    Feb 24, 2010
    Messages:
    273
    Likes Received:
    192
    1) "Haha you are not wearing the pant, i got it" (joke tone)

    lol wtf... are you serious? you would say that to a potential client? I might say that if the guy was being an asshole, but that seems like a bad approach to me.

    2) "oh, you don't want to earn money afterall, because *argument*"

    you don't want to argue, debate, or seem confrontational. if someone says it's too expensive a good approach is: name, I completely understand how you feel and I'm glad you brought that up, because many of our clients felt the same way before using our services. $xxx/month is certainly a considerable amount, but __________________________ <- main benefit here and how it will increase their bottom line. Are you able to see the value in that?

    3) "oh well, if i were you i would take the time to make money, isn't it why you don't have time ?"

    why not just say: That's definitely something we have in common. I understand your a busy guy, how about you give me a time when I should call back.

    4) once again just say: name I completely understand where you're coming from. in fact, many of our best clients felt the same way you do. our service helped improve their business by _______
     
    Last edited: Sep 27, 2014