ORM with cold calling

I was wondering how well do you guys think trying ORM like the service in 7878s method would work but cold calling the businesses. I'm planning on reaching out to 10-20 by cold calling and maybe send emails to a different 10 businesses.

Do you think I could close the deal over the phone? I would rather not meet them in person. Also what would be the best way to bill? Paypal?

It may work. A lot of people now see telemarketing as spam or scams. It's worth a try though, but I think it would convert better with 7878s method with letters.

If you just stick with 10-20 calls u might not come far.
This is what you'll hear most often:

"No time", "Not interessted", "Can't you send me sth.?". Normal in cold calling.

If you're not trained in selling over phone I see no big chances that you handle this objections to the extend that close them right away. This means you'll probably need about 100-200 calls to get the twist. And even then, selling over phone is taff.

You may want to consider sending a letter first. Get them interessted. Informed. And their curiosity sparked. Makes things easier!

After you got 'em send them a white paper. Like 7878s white paper. Make their problem more intense. Until you got them begging for a solution. Then you can consider pre-closing them over phone. Send contracts and follow up. Should work like magic if you put in some time. And effort.

Keep it up. Good luck buddy.

PS: Visualize how things could work out. Mental practise first. What's trained in the mind can only be a success in execution.

My opinion.

7878s method has some aspects to commend it.

However, does anyone seriously believe that clients will call you, having opened & read your letter.
Of course, it can happen. But its atypical, as anyone with experience of direct marketing knows.
Just as cold calls are typically rebuffed, letters are typically not opened, let alone read.

Cold calling is inevitable...Its at the heart of sales. Handling objections and ignoring rejection strengthen your commercial mindset. Besides, if your outfit isnt doing it, youre gifting your competitors who are.

If you're sending letters it really is usually just a way to get past a gatekeeper to a decision maker, eg to get past the "is he expecting your call?" line etc .

You have found the decision maker, havent you? Or are you just sending a general letter? Fail.

So how do you find the decision maker? Online research into the company, and some cold calling of course.

There are plenty of other ways to progress your sales - but cold calling is fundamental to sales growth and can;t be avoided - only postponed. Get trained and get good at it and use it to the fullest.

gl

//Speaking from experience in cold calling aswell as the 7878 method here

cold calling works, but deals do usually not include "hefty" sums.
I got the balls to show them my pricetable which goes upto $1,800/month as of now(breaking down/selling that at the very same time), but I wouldnt be able to do that over phone. Most likely, that is.

What I hate the most about phoning: You cant freakin read your "opponent"
Everything from Bodylanguage, reactions and even the tone of their voice is gone. (yea, you cant tell for sure over phone, thats my opinion)
IRL you can always adapt to the situation or his/her reaction, based on what you can read. Over phone all you got is your "Script".

I'm not saying you are doomed to fail. Infact, if you want to avoid RL Meetings at all costs (why is that even?) then sure, go grab your phone!

TL;DR:
I dont like it. Go out, do some business.

OK thanks everyone for your input. I think I'm gonna try cold calling several businesses and if it doesn't work out too well I'll send out letters.

Oh and the reason I dont want to have a meeting is because of my age. I'm 17 and I feel like I wouldn't get taken too seriously but it's not a big deal I would meet if I absolutely had to

fangledangs said:

OK thanks everyone for your input. I think I'm gonna try cold calling several businesses and if it doesn't work out too well I'll send out letters.

Oh and the reason I dont want to have a meeting is because of my age. I'm 17 and I feel like I wouldn't get taken too seriously but it's not a big deal I would meet if I absolutely had to

Click to expand...

Look the part be the part. Be confident and outline what your service can do for a customer, make yourself out as a tech wiz kid if you need too. I would personally go with an email asking if a individual was interested in ORM services and then arrange meetings with interested parties.

phracktl said:

My opinion.
However, does anyone seriously believe that clients will call you, having opened & read your letter.
Of course, it can happen. But its atypical, as anyone with experience of direct marketing knows.
Just as cold calls are typically rebuffed, letters are typically not opened, let alone read.

Click to expand...

Yes it does work. It's always best to follow up with a phone call X number of days later. It's a numbers game. Some will call but the best way is to follow it up with a phone call. I average about 1 call back out of 15-20 letters. Hard to say how many I would get since we call them first usually.

Cold calling is inevitable...Its at the heart of sales. Handling objections and ignoring rejection strengthen your commercial mindset. Besides, if your outfit isnt doing it, youre gifting your competitors who are.

If you're sending letters it really is usually just a way to get past a gatekeeper to a decision maker, eg to get past the "is he expecting your call?" line etc .

You have found the decision maker, havent you? Or are you just sending a general letter? Fail.

So how do you find the decision maker? Online research into the company, and some cold calling of course.

Click to expand...

Use sites like Manta and your state's/county's websites to lookup fictitious business names and find the owner. Then you can send it to the right person no problem.

To the OP: People want to meet people they buy from in person and put a face to things. You will get a lot more sales in person than over the phone.

Would you trust giving away a bunch of money to someone over the phone? If so I'll give you a call, I've got a few things you might want to buy.

Yes it does work. It's always best to follow up with a phone call X number of days later. It's a numbers game. Some will call but the best way is to follow it up with a phone call.

Hard to say how many I would get since we call them first usually.

You're restating what I wrote. You have to make the call anyway - not just send out letters and not follow them all up. So dont be scared of making a cold call. Use it. Your competitors are. Inexperienced people perhaps need a script and to keep it simple, not get lost in objection handling

But you are quite right: the point is to get a meeting. If you get that, youre 25% of the way to a sale. That should be the aim of the call.

btw...Manta wont necessarily lead you to the decision maker (the buyer). You'll only find the purchaser by phone work (assuming your targeting a company with a purchasing/accounts department).

Also, business buys on the phone or online every day wiothout a physical. It doesnt make sense on 7878s local method. I've closed plenty of medium sized deals (5/6 figures, not IM) on the phone, without a meeting. Depends what calibre of company youre representing, of course. And they werent on cold calls, but after lots of phone work.

phracktl said:

You're restating what I wrote.

Click to expand...

Just clarifying that people still do call from the letters from my experience. Obviously calling them first will get you more sales.

btw...Manta wont necessarily lead you to the decision maker (the buyer). You'll only find the purchaser by phone work (assuming your targeting a company with a purchasing/accounts department).

Click to expand...

That's why I look up the fictitious names for the businesses instead of Manta. I only go to Manta if I can't find the business owner's name from the fictitious name search.

Also, business buys on the phone or online every day wiothout a physical. It doesnt make sense on 7878s local method. I've closed plenty of medium sized deals (5/6 figures, not IM) on the phone, without a meeting. Depends what calibre of company youre representing, of course. And they werent on cold calls, but after lots of phone work.

Click to expand...

Not saying you can't and it sounds like you have a good method for it but your average person getting into ORM is probably going to do better in person until they have established themselves and are confident in what they're doing.

It's all about perception. If you have a professional looking site, you sound like you know what you're doing, you don't sound like some random telemarketer, and you have references than yeah it's doable.

Hi all,

sorry for reviving an old post, where can I find this 7979 method? Had a look at Google but nothing relevant, apologies if I'm being thick... please help.

Many thanks

It is a big commitment. I run one of the biggest ORM companies in North America and have extensive experience with both inbound and outbound marketing in the industry. The outboun cold call is very difficult and you have to:
A) know what you are talking about and be able to demonstrate this. I know when I call somebody and explain to them who I am and how the process works the odds of me closing the deal are so greatly exponentially higher then one of my employees.
B) Have proof of what you can do since ORM is not cheap. You have to price it out accordingly and they have to be wanting to spend the money. Most mom and pop businesses can not afford a real campaign to solve their issues if they have to hire an outside company.

With cold calling, I have found it very hard to get in the door, but I have also devised a way to increase your chances. With this method you have to be calling businesses that you can meet with personally or teleconference with, so there is a time investment (if that is what you were trying to avoid).

1. request an invite to Google Helpouts (open to North Americans only at this point)
2. After being accepted, created a good profile and video for your IM consultation services. This is important.
3. Price yourself out of the regular crowd.
a. this keeps you from havng to deal with giving consultations for idiots that complain to Google at the price you set...
b. This sets you up to be a Big Time Player, a high class consultant.
c. If you are wiling to case actual orders then you can have a moderate rate and collect both ways (this is what I do at $80/hr)

4. Cold call businesses as a Google Helpouts Counseler offering industry exclusive advice on beating the competition using Google services (G+/GP and SERPS). Do not imply you work for Google. You will not have to. They will think it anyway.


A supposed call from Google gets you past the gate keeper in most cases, especially if you send the business an UCE (CAN-SPAM) and "follow up on the email you sent to the owner".


I hope it helps you get in the door. I have yet to find a betterr way. Everryone is calling. BTW, don't call dentists.. it's like pulling teeth