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Offline marketing strategies - My experience with telemarketing

Discussion in 'Offline Marketing' started by William C, May 19, 2010.

  1. William C

    William C Registered Member

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    Hello BHW,
    I do understand that offline marketing may seem extremely difficult and hence no one is willing to try it, however, it isn't as bad as it looks.

    I was petrified of offline marketing after a few failed attempts but I finally gathered the balls and started off. I must say, it paid off better than well.
    I'm sharing a few experiences of mine with you and it will certainly help you in the long run.

    Cold Call: The most dreaded offline marketing strategy
    When I started off with cold calling back in 2005, I was met with very cold, "what the hell do you want from me?" or "do NOT F'ing call me again!" or "BEEP BEEP (they'd just disconnect the call without a polite 'I'm not interested')". Well, this was not only humiliating and embarrassing but it also felt inappropriate at many levels. After about a hundred phone calls and almost all responses being about the same, I decided to give up.
    I remember there were barely 2 prospects who politely expressed their disinterest in what I had to say.
    I wasn't ready for so much insult and decided to pull the plug and stopped cold calling.

    I tried again in 2006 and failed miserably and just lost my enthusiasm again due to repeated failure.

    HOWEVER, I tasted success with calling in 2009 when I had an amazing sales script ready in front of me while I started calling all charged up.
    I realized what I was missing out on was lack of consistency and a good sales pitch which I now had. The responses I was greeted with were somewhat similar but I realized that with a good opening line, a lot can be done.

    My mistake was that I was talking like an irritating old school sales guy back in 2005 and 2006 but this time. The pitch went something like this:
    Me: Hello Mr. Adam, I'm Will calling from blah blah blah company, I would like to introduce a ....
    Him: Hang on, Hang on, I'm not interested. Don't ever call me again!
    *hangs up*

    However, last year with a new attempt and a new sales pitch, I saw a lot better response.Here's how most convos went:
    Hello [First name], How are you?
    (Don't address him/her as Mr./Mrs. or Sir/Madam. Just use the first name and that's it, don't even add a Mr./Mrs. in front of the first name). For a moment, the prospect will think you're a friend calling whom they just can't recognize and hence will respond accordingly in a pleasant manner.
    Once you have brought them through the first 5 seconds of the call, the game becomes way more easier.

    Here's how your sales pitch should go:
    Me: Hello Adam, Good afternoon, how are you doing today?
    Him: Not too bad, how are you?
    Me: I'm doing pretty well myself. Thank you for asking. Just a quick question Adam, do you have a website?
    Him: Yes I do, it is blah blah blah.com. May I know who's calling?
    Me: Oh, I'm sorry I didn't introduce myself, I'm Will from cWebsites Web development solutions. Adam, do you have an online marketing company/consultant helping you out with internet marketing for your website?
    Him: No, not at the moment.
    Me: Oh alright. Well Adam, it so happens that we're into Internet Marketing ourselves and would love to do business with you. If you want, I could run a free analysis of your website for you and also give you a few tips on how to marketing your website online to get more business online.
    Him: No thanks, I'm not interested.
    Me: Hey Adam, it's free, I promise, not strings attached!
    Him: Are you sure?
    Me: Yes, I am! I won't take up too much of your time now since I assume you're busy. I'll call you tomorrow to discuss my analysis of your website with you and give you a few points on how you can marketing your website. How about I call you tomorrow, same time?
    Him: Sounds great.
    Me: Alright, perfect! Talk to you tomorrow then. Have a great day, nice talking to you.
    Him: Same here Will. Thanks for calling.
    _____________________________

    Note how I address him by his name so many times through the convo. That is to give it a personal touch and sound authoritative so that he feels interested in talking to you and doesn't hang up the phone.


    Ofcourse, even with a good sales pitch you'll be greeted with unpleasant responses almost 30% of the times but don't give up.

    YOU GOTTA RISK IT TO GET THE BISCUIT!

    About 300 calls later, I landed a big ass order that turned into a turning point. I realized the potential in cold calling so I hired a couple guys to do it for me. Ofcourse it was a risky investment to hire 2 guys at a time but it paid off. These guys were experienced since they'd worked at call centers before and loved the idea of working from home. They were getting me almsot 20 times more money than what I was paying them. Some neat profit, ain't it?

    My point is, don't get discouraged because a few people are rude to you because sooner or later you'll certainly land an order and when you do, it'll be so big that it'll make the entire effort worth while!

    Resources to get names and numbers:

    1. You could purchase databases off the itnernet.
    2. If you're into B2B, just open up a telephone directory and start calling local businesses.
    3. Call everyone whose business cards you collected at exhibitions/functions or random meetings.
    Depending on what kind of business you're in, there are a whole lot of ways you can get your data for free/cheap.

    Just remember, don't ever be embarassed of calling. If it doesn't go the way you wished, don't give up on yourself. Just keep trying and trying and trying.


    Feel free to ask me any questions or share your own experiences too. I'm sure it'll help the other readers.

    If you like this post of mine, let me know, I'll write more about other offline marketing strategies I follow and my experiences.
     
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  2. abdoue2004

    abdoue2004 Junior Member

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    wow this thread is great i have learned a lot of techniques to help me in my offline business i want to add a video that i found very motivating when doing cold calling its from a movie called "boiler room"
    http://www.youtube.com/watch?v=TbIRedOqDwE
     
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  3. William C

    William C Registered Member

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    WOW!
    Thank you for sharing that beautiful video with us. It is very inspiring.
     
  4. pimpnasty

    pimpnasty Junior Member

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    Its also a movie, I love people who think movie are inspiring it moves me that you think that.
     
  5. William C

    William C Registered Member

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    It sure does ;-)
     
  6. biks

    biks Power Member

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    Wait...you saying Rocky DIDN'T actually win in the second movie?
     
  7. William C

    William C Registered Member

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    It certainly is inspiring. In spite of it being just a movie, it does inspire you. Looking at all those guys making those sales, you start thinking you can do it to.
    It is the little spark that you need to start your fire. That motivation helps you get off your butt and do some work and guess what? that work DOES pay off.
    I'm talking from personal experience here and I love watching these inspiring and motivational videos and movies because it is these that keep me going. They make me believe in myself, they make me think I can replicate in real life what these guys do in reel life.
    Ofcourse, the outcome is way different. It isn't as easy as it looks in the movies but something is better than nothing, right?
    SEIZE THE DAY!
     
  8. BillyRayValentine

    BillyRayValentine Regular Member

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    Where did you hire the 2 guys to make calls for you?
     
  9. MagicMike

    MagicMike Power Member

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    I've been making cold calls recently and have been going through the process of tightening up my script as well. I'm finding the faster I can get to the point, the better I do.

    They don't really seem to care who I am until they know what I can do for them. I'm finding that the old, "Hello, Mr. Smith my name is Joe Jones, and I'm from ABC Web Marketing Company, and we specialize in... blah, blah, blah... Just seems to give them too much time to think about whats coming next and they become programed to say, "not interested".

    Seems much better to get to the meat of the conversation first, then let them know who you are if they have an interest in chatting.

    I've picked up a couple of tips from the OP's method...

    This is really the most important part of offline. You can be the world greatest SEO, but if you can't find a client, you're not really in business!!!
     
  10. safex

    safex Jr. VIP Jr. VIP

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    What gives to try..If in one month I get some result then I will continue to do so..I will try to find and will hire 1-3 guys to do calling next week. I am doing cold calling for duct cleaning (4 ppl) and makes only 15 sales per months. anyway, I will try this too.
     
  11. oxonbeef

    oxonbeef BANNED BANNED

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    I never call a company without doing research on them first.
    1; Because I want to be talking to the decision maker and not someone who says they are. I call them up and ask for them by name.
    2; I want to know what size budget they'll have and how much I'll be able to increase their
    profits. I mean how many more customers would you have to bring a company who only make $1.00 profit per customer to make it worth their and your while?
    And 3; I want to be able to impress them. Tell them everything they have done right and make them feel good about themselves. When you make someone feel good about themselves they want you in their life and want to do business with you.
    So I tell them "I still feel there are a few improvements you can make which will ultimatley increase your bottom line. So I want to send you over a report, We usually charge $120 for a full report but as an introduction I'll make an analysis and send you one over for nothing. That way you'll know what you
    what you need to do to make these improvements yourself or you can decide if you would like us to do it for you". " I'll have it completed by tomorrow afternoon at the latest so if I call you back on say thursday 2pm to run over my findings we will discuss I how to procede".
    If you notice, I am controling the procedings.
    I haven't had anyone refuse a report yet.
    What I send them is a complete breakdown of their present standing and a mindmap of how to improve their online presence.Sometimes I might add a powerpoint presentation or a video depending on how big a fish I'm looking to land. I also give them 3 options for improvement at 3 different prices. Business owners like to think they are the best but budget won't allow therefore the majority opt for the middle package, the small package is there mainly for them to feel good that they didn't take the cheap option.
    Even though I say so myself, my reports and mindmaps are impressive and
    most business owners will tell you to go ahead and start work.
    All you have to remember is to stay in control but let them think they are making all the decisions. It's a bit like hearding sheep
     
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  12. BillyRayValentine

    BillyRayValentine Regular Member

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    Good post. Can you give us an idea of you 3 price bands, and roughly what you offer for each?
     
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  13. Risky Business

    Risky Business Junior Member

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    This is a great thread. Direct Marketing is awesome....as long as you are on the sales side :)

    Getting qualified leads makes the calling a lot easier. :) +1 everything op
     
  14. William C

    William C Registered Member

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    Thanks, much appreciated.
     
  15. oxonbeef

    oxonbeef BANNED BANNED

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    I came accross a couple of Mp3's which will really help you out if you're new to
    or struggling with cold calling. They are by a guy called Alan Pease who's sales
    training is legendary. You can google his name and there are plenty goodies to be found.
    Code:
    http://www.mediafire.com/file/3yjmwmnlmzy/Alan Pease - How to make cold calls #1.mp3
    Code:
    http://www.mediafire.com/file/lyzy2nwnykz/Alan Pease - How to make cold calls #2.mp3
     
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  16. MikeHustle

    MikeHustle Power Member

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    Awesome thread!

    I'm getting back into doing a hybrid of offline/online sales for my new business. I can't wait to start dialing people tomorrow. My goal is to make 200 cold calls a day. Wish me luck.
     
  17. angelas111

    angelas111 Jr. VIP Jr. VIP Premium Member

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    about 10 years ago i did telemarketing for a little while. well, we were supposed to follow the script verbatim. well, on several campaigns i would change it around how i saw fit and my coversions would be thru the roof sometimes. well once i got in trouble for it. but another time my change in the script resulted in a consistent 50% conversion. it was calling existing credit card holders and getting them to upgrade to something. they actually changed the script because of me.

    so just like we track our conversions online you need to do that offline too. so that way you can tweak your campaign to make it perfect.
     
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  18. rbbadzz

    rbbadzz Registered Member

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    It's funny how using a person's first name puts a person more at ease when selling something than when you try to show respect by using Mr. or Mrs. and their last name.
     
  19. ozzke

    ozzke Regular Member

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    In my opinion it's not strange or funny. When you're more friendly with them and more personnal they feel less threatened, they are used to the normal salespitches, but when you mix it up a bit and get more up close and personnal they feel a better connection with you.
    I really hate doing cold calls myself, will be hiring someone to do it for me next month :p
     
  20. jclz123

    jclz123 Regular Member

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    Great stuff, tweaking my script as we speak.