Discussion in 'Offline Marketing' started by simoneee, Dec 18, 2013.
When you cold call, do you aim to close via phone or try to get a meeting?
It all depends on business you are in.
Lets say if your services target worldwide audience, you can't go, get a plane ticket to see that person in his country.
So, best option for that would be close it on the Phone.
As for me I provide service to my town and country only. I prefer to get them to meet me (I'm a good at selling while I'm actually with the client)
Closing on the phone is much harder than in person, but you have to do what the client allows you to do.
Thanks for the reply. Can I ask bout what services you are selling?
If he/she is willing to buy on the phone, do it on the phone, if he/she is not sure push it to a meeting
It really depends on how much trust you can build over the phone.
A reason why meetings are, for some people, easier to close, is that your prospect has a feeling of 'I can grab him, if something goes wrong'. Having you appear personally somehow builds a bit of rapport automatically, because you wouldn't show up and 'risk your face', if you did not at least believe in your product.
Behind a phone, however, you're somehow kinda hidden, ungrab- and 'punishable'. Having no idea how to hunt you down in case you are a scammer can give people a very unpleasant feeling about sharing sensible information on the telephone or closing a deal right away.
Big businesses close mid to big size deals over the phone everyday. That's because they have established a feeling of trust, of reachability, as a big business you can't simply scam someone and hide, there's always a way to reach and catch you in case something goes wrong. And if you can establish this feeling in the person you call, too, I say, you can also close your deals over the phone without any troubles other than handling objections.
There are many ways to establish this feeling of reachability. Don't use a blocked number, try to build where your office is into the conversation, if it's near the office of the company you call, find as many ways as possible to communicate that you are near them & that they could 'grab' you, if they'd wish to. This should help a lot.
Hope this information was of value for you.
Business Filing, Branding, Web/Graphic Design & Marketing
I've done consulting in this field for about 5 years now.
I've learned that while cold-call appointment setting works in volume, its sweet spot is usually companies of 15-75 people. Anything smaller and the two-step style of sale frightens owners. Anything larger and you need a multi-level call tree with people calling to qualify prospects before salespeople get to the selling, it gets expensive and or complicated, requiring a mature sales funnel.
A lot depends on what you sell.
My clients have found success with selling over the phone vs. setting meetings, provided their product allows for a one-time subscription/sale event with built-in up/cross sales on the back-end. This means you know your product and market well enough to know what its worth to have a salesperson vs. appt. setter call on the prospect ($3-5/hr vs. $25/hr difference).
This would usually work for a market aware of the problem and the monetary pain of failing to solve it, as well as a balanced offer (light in the front, heavy on the back-end) and a very strong risk-reversal mechanism. For this reason products are difficult to sell - you have to be prepared to take them back, and you will, unless you're running a scam, which won't pay.
Services, esp. the impact of which is difficult to quantify seem to do well; subscriptions to data they may or may not read, SEO services which don't guarantee a specific placement or advertising which can't be traced. If you can actually deliver it, you should make that the central theme of your pitch, then again, why aren't you rich yet?
The best methodology I found was a system for calling senior mgmt. by paul dimodica, and the sales process of david sandler. I can vouch for those two schools. There are some people who don't use a school and can disarm most people with words - those people are rare. I worked in an office with a guy who cold-closed seven out of 10 for PPC ad agreements worth 700-1000. To this day I don't know if that's something you can train or just do, it comes down to your inner game I suppose. If you can't do it yourself, don't, hire someone and focus on balancing the offer.
If you're doing volume sales, get friendly with VoIP based autodialers and direct-inward-dial numbers. A hosted PBX like RingCentral can help you out and there are fancier versions. If you are outsourcing call-centre operations host your own Vicidial. All of India and Philippines are familiar with the interface and used it for years. It's ugly but rock solid. Get a guy from oDesk to set it up for $50-$75, make sure its tested, twice.
If you have any questions, feel free to PM me.
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