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Technique to get past gatekeeps when Cold Calling. Opinion needed!

Discussion in 'Offline Marketing' started by tints, Jan 9, 2013.

  1. tints

    tints Newbie

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    Whats going on guys. Long time lurker first time poster.

    Yes this involves ORM i know there have been alot of threads recently about it so i apologize in advance.

    Ok so heres the deal, I know 7878's method involved sending letters to prospects. I will be doing that but was also thinking about cold calling. After making a few cold calls i realized the possibility of me reaching an owner are small. So i am thinking about doing a whois, linknd, or other type of search to find out the owners name and then running there name through intellius or equifax to find a cell phone number. I work with these providers at my current job and know for a fact around 65% of the time a cell number will pop up. Then calling the cell number during business hours and speaking directly with the owner to pitch and try and set up a face to face meeting.

    Some of my associates were telling me to call all the numbers i find business cell and house but i feel as if calling someones house in regards to their business is kind of crossing the line. How do you feel about directly contacting owners via their cell?

    Also equfiax and intellius charge about a dollar per search for basic info. back ground checks property searchers ect are what cost an arm and a leg.
     
  2. fbrcold

    fbrcold Junior Member

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    You can get past the gatekeeper. First, when you call always ask for the persons first name. NEVER ask for Mr. or Mrs. . Next, they will ask you who you are and what this is in reference to. Say something like, Hey this is just (your first name) and I had to ask (contacts name) a quick question about tomorrow. Most of the time they will think you are friends or you had already spoken with them
     
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  3. tints

    tints Newbie

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    Yeah i understand that, But im thinking about getting the owners direct cellphone number from a 3rd party site to call directly. I just dont know if they would be offended. I do know that many business owners use their cell phone for their business so i cant see them being that upset.

    Im more or less just looking for opinions on calling a business owner directly on his or her cell phone rather then trying to get through a gatekeeper when most the time the owner may not even be in.
     
  4. charliebones

    charliebones Regular Member

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    IMO, mobile phone and home phone numbers are off limits unless they are published on their website and you are invited to call.

    Do your research and find out the owners first and last name. I almost always lead with some sort of mailing, letting them know I will be following up by phone but if you want to try true cold calling, ask for the owner by name. When the gatekeeper asks "what is this regarding" or something similar, say "it's a business matter regarding a review on his company that has been published online". If the gatekeeper puts you into a voicemail, then make a similar message, "My name is X and I have an urgent matter regarding a published review on your business I would like to discuss with you, please return my call at your earliest convenience"

    If they simply take a message, then use only your first name. Something like "Please have him call Sam regarding a published review on his business, it's kind of urgent.

    Keep it casual and unscripted, if you sound like you are reading from a script, you will be stopped every time. Practice with different lines until you make it sound like you are having a conversation with a friend instead of cold calling. And ALWAYS leave a message if you he voicemail.

    Good Luck!
     
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  5. tints

    tints Newbie

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    yeah i feel house numbers should be off limits but in todays times i feel as if most people are using their cell phone to conduct business. Worst can happen is i get cursed off and hung up on but im already used to that from proxy solications haha.

    As far as script goes i never use a script i use a basic outline though. Whois has netted me alot of emails but im guessing the return on emails is lower then cold calling.

    Thank you for your opinion and pointers!
     
  6. likeskoolaid

    likeskoolaid Regular Member

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    What made you come to this conclusion? Looks to me like you gave up after your first few calls... most people do this. Keep pushing, I guarantee you, it's not true at all.
     
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  7. tints

    tints Newbie

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    My full time job is proxy solication. Which involves calling stock holders and asking how they want to vote at the upcoming share holders meeting. I make roughly 150 calls a day and get between 10 and 15 contacts from the owners, and thats with an investment they already own and its warm leads. But i do get a alot of contacts when i call cell phones. If they ask how i got their number i just say it was the number onfile or through a public search engine.

    How do you feel about calling cellphones KoolAid?
     
  8. lerenard

    lerenard Newbie

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    After having worked in a crappy call center for months... The best tips I can give to get past the gatekeepers :


    1. Start your call with "Hello this is YOURNAME from YOURCOMPANY (invent a name if needed).
    2. When you call for the 1st time, ask for the manager or whoever you need to contact. Expect to get rejected (lame excuses like he's not here, he's busy, etc..) but always ask for a name ! Also ask what is the best time to call back for the follow up calls.
    3. Directly say "I am not selling anything" This is really simple but will help a lot !
    4. When you call back a few days later, say "Hello this is xxxx from the yyyy company, can I talk to Mr. zzzzz" with the name you had before. It should get you in.
    5. Persevere. My job used to require me to interview technical managers for 30min on the phone. You will get rejected, but never give up before the 5th call.

    The two main tricks are to not get discouraged after 2 calls, always ask for a better time to call and do the follow up. The second trick is to ask for names and referrals to get you in. e.g. you will get past the gatekeeper and talk to the assistant of the chief. Ask for the assistant's name even if you must interview the chief. Next time you call you can fake social proof and act like you know the firm and the firm knows you. :)
     
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  9. davids355

    davids355 Jr. VIP Jr. VIP Premium Member

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    Sort of agree, asking by name is good - even if you call one day and get owners name, then call next day and ask by name.

    If they ask who it is , don't say as if you are a friend - otherwise you will really get on the wrong side of the guy.

    Just say your full name, then if they ask say your company - this way you still sound as if you could be an associate of the owner, without outright lying.

    Make sure to sound very confident, and as if you are literally calling to speak to owner and make them feel like you are important.

    That's just my tips from the other persons point of view - where I work I'm quite often the "gatekeeper" :)

    Personally I think mobile contact will give you a very low rate of return because if I get a call on my mob from someone I don't know I will very much be on the defensive, personally.
     
  10. OfflineMaster

    OfflineMaster Registered Member

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    NO...you NEVER give your name and company until you get to the DM (decision maker). If you go giving the gatekeeper your information she is going to know WHO you are every time you call and you will never get to the DM...you're telling her who NOT to put through.

    This is the difference in an experienced caller and a telemarketer in a call center.

    Try this instead (tweak it to your needs - this is our script for most calls) Although, we don't read it, it's just a typed version of what we say (we never read scripting, we converse like normal people).

    [FONT=&quot]Caller:[/FONT][FONT=&quot] ?[/FONT][FONT=&quot]Hi, who handles your website??[/FONT]
    [FONT=&quot](You are trying to get the decision maker on the phone rather than talk to someone that doesn?t have the ability to give you a yes or no answer)[/FONT]
    [FONT=&quot](they may ask your name or what the call is concerning, if so then you need to redirect them if possible. IE: [/FONT][FONT=&quot]?[/FONT][FONT=&quot]I?ve tried calling a couple of times and haven?t been able to get anyone. When is the best time to call to get the webmaster?[/FONT][FONT=&quot]You don?t want to give your name and company info repeatedly because when you call back they will recognize the call and may keep you from your contact person)[/FONT]
    [FONT=&quot](Once you have the decision maker on the phone)[/FONT]
    [FONT=&quot]Caller:[/FONT][FONT=&quot] ?Hi_______, This is Melissa with ABC films. We make custom videos for businesses to add on their websites to tell their story or show their product. I?d love to send over an e-mail explaining what we do and then follow up with a call to answer any questions?[/FONT]
    [FONT=&quot](The prospect will either express interest at this point or will pass. If there isn?t interest then keep dialing. You aren?t trying to sell your product, you are finding interested parties that want your product) [/FONT]
    [FONT=&quot]Caller:[/FONT][FONT=&quot] ?What is the best e-mail for me to send that to?? [/FONT][FONT=&quot](confirm the e-mail address by repeating it back to them) [/FONT]
    [FONT=&quot]Prospect: [/FONT][FONT=&quot] I don?t want a bunch of spam in my e-mail?.[/FONT][FONT=&quot] Response: [/FONT][FONT=&quot]?I?m just sending one e-mail and I will be the only one that has your e-mail, period?[/FONT]
    [FONT=&quot]Prospect: [/FONT][FONT=&quot]How much does it cost? [/FONT][FONT=&quot]Response: [/FONT][FONT=&quot]?That depends on you and your wants or needs, if you?d like I can come in so we can discuss what you need and want. When is good for you??[/FONT]

    [FONT=&quot]Caller:[/FONT][FONT=&quot] ?When will be a good time to follow up with a call to answer any questions or maybe give you a little more information?? [/FONT]
    [FONT=&quot](Immediately suggest times and dates. You need to lead them at this point)[/FONT]
    [FONT=&quot]Prospect: [/FONT][FONT=&quot]I don?t want a call but you can send an e-mail.[/FONT][FONT=&quot]Response: [/FONT][FONT=&quot]?That?s fine I?ll send over the e-mail then, and you can call me if you like what you see.? [/FONT]
    [FONT=&quot]Caller:[/FONT][FONT=&quot] ?It looks like I can call back on _____day at ______am/pm if that works. [/FONT][FONT=&quot](If they say they can?t do it at this tme and date then suggest another or ask when they can if they still aren?t solid[/FONT][FONT=&quot].)[/FONT][FONT=&quot] Ok then how about _____day at ______am/pm will that works??[/FONT]
    [FONT=&quot](If you have suggested two times and dates and ask for the best time and date twice but they continue to resist then just agree to send the e-mail. You can call anytime you want to follow up, but the interest just won?t be solid)[/FONT]
    [FONT=&quot]Caller:[/FONT][FONT=&quot] ?Alright then I will go ahead and send the e-mail over and I?ll be calling on _____day at_____am/pm. Feel free to shoot an e-mail or call back if you have immediate questions or need to reschedule. All my information will be included in the e-mail.?[/FONT]
     
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  11. AtlasMeh'd

    AtlasMeh'd Registered Member

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    Cell phone, sure. I call off the whois and at least 50% of the time its the owner's cell. If the first thing that comes out of your mouth is a benefit, they won't be thinking about the fact its their cell.

    They usually don't say anything but if they ask, just tell them you got it from whois, and tell them they can pay a fee to make it private. Then get back to the benefit of your call.

    Home phone, I wouldn't but you will never know until you try. I heard a sales expert say recently, there is no such thing as B2B. It is all person to person.

    One caveat, if you are calling home phones you need to scrub against DNC and make sure you call within biz hours. I think something like 90% of home phones are on DNC.

    Get in the right frame of mind ... You will be successful but only if you persist. You will hear no, get hung up on, get blocked by gatekeeper, etc. but then you will get that one business owner who is interested. You might have to make several hundred phone calls before you get your first sale but it will be worth it. When you get a client from a cold call they think you are their business savior and will not shop around and drill you on price. If you have a targeted list you should already know they have money.

    As far as gate keepers, there are no "tricks" to getting past them. She has heard every lame trick in the book and even when you think she just bought your lame arse line she's just going to send you straight to voicemail. Get her on your side. Ask her about her day. Compliment her name, her voice, whatever. Flirt with her. Put some excitement in her miserable job. Make her feel important. Spend 2 minutes with her before you even ask to speak the owner. Don't even ask to speak with the owner until you get her to smile. Turn the gatekeeper into your gate opener.

    Good luck.
     
  12. spmcnerd

    spmcnerd Regular Member

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    Not sure what your selling.
    Why not walk though their front door? Go back in 2 weeks to ask if they need anything yet.
    Some people are born with the ability to sell eggs to chickens. I always screw up on good looking gals + I hated it...
    What the heck make it happen
     
  13. Panther28

    Panther28 Elite Member

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    in between calls, do 10 pushups, then you always sound out of breath, and the gatekeeper puts you through, as you sound super urgent. Plus you get good muscles,
     
  14. OfflineMaster

    OfflineMaster Registered Member

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    Some of these answers are hilarious. Want a system?

    Get off here, pick up the phone, and ask for the person you need to speak to, either by name or by title...if you get resistance, hang up and dial the next number. Do this all day, for a week...you will get results.

    You're welcome.
     
  15. Nick1

    Nick1 Junior Member

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    Sound like a boss and slightly angry (emphasis on slightly). Have a ready made answer in case of gatekeeper rebuttal. Don't leave a message,ever.
     
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