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Perfecting Cold Calling

Discussion in 'Offline Marketing' started by Bonaparte, Apr 4, 2013.

  1. Bonaparte

    Bonaparte Registered Member

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    Hello BHW! I recently decided to go for the reseller, free website method. I've called 10 places and I've been rejected by some of them, which I don't really mind. I find cold calling extremely fun. I don't really mind being rejected, hung up on, or anything like that. What does irritate me though, is doing the same thing over and over and getting the same results.

    Here is what I've been saying over the phone, please feel free to correct anything that sounds "off." I believe that we can create the perfect spiel that'll create great results..

    Me: Hello, my name is Bonaparte, how are you doing today?
    Them: Good and you?
    Me: That's great to hear, I've noticed that you don't have a website. Is this true?
    Them: Yeah, I don't have one.
    Me: I see. I've recently created a new web design business and I'm wondering if you would be interested in a promotion I'm offering. I'm offering a free website design, is this something that you would be interested in?
    Them: We have one under construction/no sorry/hangup/my manager isn't here can you call back when he's back?

    I haven't gotten past that, the conversations have been short lived. I know I haven't called many people, but I'm just wondering if anything could be tweaked. Also feel free to share scripts that have worked for you!
     
  2. Narrator

    Narrator Power Member

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    Maybe because you offering the website for free, people know nothing is really free.

    Cheers!
     
  3. daddymax

    daddymax Junior Member

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    1st of all when you phone to sell something make sure you always include a brief description of your position within the company or the firm you are representing. expl: Hi my name is Haggis i'm the mofo of saint monkey webdesign company.( this gives the person on the end of the line some confidence and more acceptance to your call and of course it feeds a little of their curiosity about who's calling but makes them ask for more.
    2nd- never offer free things over the phone, free things are to give after a face to face meeting as a way of saying i like your way so im giving you this for free etc...
    3rd- make them feel that they need you becoz you are the best for them (price ways,local guy,unique in that area etc...)
    4th - don't hang up until you close and make sure you note everything down so u don't call back in 20 min asking what was the name of the person u spoke to etc...

    Good luck
     
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  4. xtopzi

    xtopzi Regular Member

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    If they are interested in a website, why don't they have one yet? It is because they ARE NOT.
    Replace this question with something that makes your prospect thirsty for what you're offering. Replace it with something like "How would you like to increase sales/local appeal/whichever is relevant".
    Obviously, they will say yes. Now engage, start a CONVERSATION. "Well that is an obvious answer *laugh*. The reason I ask is because I noticed that you don't have a website. Any particular reason for this?". bla bla bla. Make clear the benifits of a website etc. Write down a basic markup of your conversation (call script if u like). After creating interest, telling benefits and engaging with him WITHOUT slacking him off for not having a website yet, go to your offer. If they ask buyer questions after your offer u must close him.

    Thats it
     
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  5. Nick1

    Nick1 Junior Member

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    You're better off targeting people WITH websites. That means they are already interested.

    Write down the benefits.
    Write down the possible rebuttals.
    Read your script outloud, make sure it flows because you're going to repeat this again and again.
    Don't ask if they are interested, rule of thumb is to assume the close.

    10 places is nothing, try 400 and then see if it fits you.

    What are your goals? Appointments should be easy, but asking for a credit card is a tougher.
     
    Last edited: Apr 6, 2013
  6. Bonaparte

    Bonaparte Registered Member

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    Thank you for the help everyone! I'm definitely going to do what Nick1 said and write down everything I'm going to say and also come up with numerous scripts. I also gave them the ability to say no when I asked if they were interested in a site. On Monday I'm going to make it a goal to call 100 businesses in a row and I'll post the results here.
     
  7. ohhowen

    ohhowen Newbie

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    I agree here, offering more business to any business will be a lot more successful then just stating you're running a promotion... Well if they aren't aware that this promotion is going to bring them more consumers, aka more money... Then they won't really buy in.

    Good Luck!
     
  8. hardybents

    hardybents Regular Member

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    why do you waste your time talking to dopes that cant make a decision. Always talk to the owner.
     
  9. LakeForest

    LakeForest Supreme Member

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    You seriously don't respond to "Them: Good and you?" with "Me: That's great to hear" and then go directly into your sales pitch, right?

    They ask "and you?" to see if you're a human and not a robotic salesman.

    I hope you didn't lost too many sales because you weren't being friendly and conversational.
     
  10. siihihi

    siihihi Regular Member

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    if you are talking with person who cant make the decicion sometimes try this. ask them are they sure they can make decicions over company money without owners permission. sometimes they hesitate and give you right number. you have to meke them understand that new webaite help raising sales.
    good luck!
     
  11. iamjhen

    iamjhen Newbie

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    or if you have a nice amount of money you can advertise "FREE WEBSITE FOR YOUR BUSINESS" that will cut down cold calls
     
  12. Bonaparte

    Bonaparte Registered Member

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    Nah, I don't. I'm way more social than that! I try not to sound like a robotic telemarketer whenever I call someone. I've taken everyone's advice here and tried to sell the end result, so far it's working out pretty well. I started out as someone who knew nothing of sales and now I'm getting a hang of it. At first I was scared of being pushy and scared of sounding like a generic telemarketer.
     
  13. SirMadrigal

    SirMadrigal Newbie

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    I found when building my business with cold calls I would often use this type of approach:

    My name is Bob and I am the South Eastern Marketing Director for XYZ Co.
    We have recently been expanding into your market and I have been tasked with getting to know our fellow business owners in the area.

    I know we are both busy so I just want you to be aware of our new service in your area, we are offering great specials to our anchor clientele and i'm very interested in getting to know how we could work together.

    *Only use the next line if it is applicable*

    Well, Mr. Client, what exactly is it that you do? (You should already know this by the way, its just a ploy to get him talking)
    (next line after he explains)
    You know, is this your best contact number or would you prefer email, I am going to check with someone in another department, I actually think we have some existing customers of ours that may be interested in talking to you about your services!


    I have used this tactic very successfully for years, gift it a go.
     
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  14. youtalkmedia

    youtalkmedia Senior Member

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    never give a yes or no answer.

    dont say it is "free"say you would like to build a portfolio with local businesses and you would like to use them as an example because they have what you feel is a business that would benefit from a website.


    Try something like:

    t: Hello,
    you: Hi, My name is Awsomsorus and I am calling from Awsome Inc, can I talk to the owner of (their company)
    t: Not here. - You: do you have a time when they will be in, or a phone number I can reach them at.
    t: speaking - you|: First I would like to thank you for your time, I have recently started a web development company in (location) and I am looking for local clients who ether do not have a website or need a new website created. I noticed that your company currently has no website attached to it online and I would love to have the opportunity to create a website for you and use it as an example to show other local businesses. The website I create would come free of charge. The only thing I would ask is that if customers of other businesses around you ask you about it you refer them to me.

    If this does not get their interest then it is ALMOST a lost cause. If they say they cannot don't have time etc. ask: Ok, well thank you for your time, do you know anyone that may need a website who would benefit from having one created free?

    This can actually turn them around and say you know what I can use it i guess, or you also have a chance of getting a good lead.