cold calling - HELP ME!!

[draelectricals]

Last week I attended a Business Link course "Improving your business through sales"

Why? Well, I confess regularly to being useless at sales over the phone, don't know why I'm just no good at it, so I outsource that work, but that costs, and I want to learn how to get the confidence to do it myself, so I did the course.

In addition I'm not so sure the outsourcing works - it started well but has died off, and communicating with the sales people is poor to say the least; they're not proactive in contacting me.

The course was enlightening, enjoyable and has given me hope that with practice I could be good. But can I find the time to practice? Who knows but I'm going to try. The biggest problem I have is I know I hate receiving cold calls, so I know that others feel the same, but for the business to grow it has to be done.

I wonder if there is any advice anyone can give me, or if any suggestions can be made how to market the company that I've not thought of. As business people, do you ever say yes to a cold caller?

 

[Mike W]

I wonder if there is any advice anyone can give me, or if any suggestions can be made how to market the company that I've not thought of. As business people, do you ever say yes to a cold caller?

Yes is the answer to your final question ...but the person has to seem confident and know what they're talking about. I, and probably many others, haven't got time for ditherers or obvious script readers.

If you're not keen on it, you may not be the right person to do it. Have you thought about employing a telecan/telesales person? You could find one for a trial through peopleperhour.com

As an alternative (or additionally) have you considered email marketing? I'm assuming you're targetting businesses based on what you said. If you are, you could acquire email data for the types of businesses you're after and then target them.

If I can help with anything to do with the latter, let me know.

Regards

Mike

 

[pdhulme]

Get your prospects email address and email them to tell them you want to speak to them about how your business can help their's OR send a hand written letter to introduce and tell them you will call.

Also, approach PA's/secretary, they are the gatekeepers and can tell you alot about your prospects business.


Finally, and this is my all time favourite piece of selling advice...You can only sell one thing at a time......Is the cold call to get an appointment or get info or just because you think you should?? Have a purpose with your call. I am not sure what business you are in but I wouls not try and close (ask for business) on the first call, build some trust, follow up ( calls, emails, letters) the start to ask for business.

 

[telemax]

Last week I attended a Business Link course "Improving your business through sales"

Why? Well, I confess regularly to being useless at sales over the phone, don't know why I'm just no good at it, so I outsource that work, but that costs, and I want to learn how to get the confidence to do it myself, so I did the course.

In addition I'm not so sure the outsourcing works - it started well but has died off, and communicating with the sales people is poor to say the least; they're not proactive in contacting me.

The course was enlightening, enjoyable and has given me hope that with practice I could be good. But can I find the time to practice? Who knows but I'm going to try. The biggest problem I have is I know I hate receiving cold calls, so I know that others feel the same, but for the business to grow it has to be done.

I wonder if there is any advice anyone can give me, or if any suggestions can be made how to market the company that I've not thought of. As business people, do you ever say yes to a cold caller?

I just tell em it's a sales call right at the beginning, it gets a laugh and buys you the minute or so you need to talk about what you do.

If you use a script, they'll slam the phone down on you in 5 seconds flat..

 

[MH1]

I wonder if there is any advice anyone can give me, or if any suggestions can be made how to market the company that I've not thought of. As business people, do you ever say yes to a cold caller?

I started in cold calling outgoing tele sales many years ago, as has been mentioned business people say yes all the time, just as many also say no.

It is a numbers game, the more you call the better you will get and the better the results will often be, you simply have to accept that many people you call will not be interested there and then, which is where the real skill comes into the job. You need to try and find a way to get your company thought of when they do have a requirement, either through reminder calls, literature etc.

I used to get very good results from cold calling, but it helped that I really believed I was offering something above the average, I was able to offer the best soloutions to most of my prospects and it came across in the call. Try to find what sets you apart, where you can be different and concentrate on your strengths. Once you know that, you have to learn to listen and find out what your prospects really want.

You will get a lot of rejection, but one call can get you the best customer you might ever have.

 

[harryboon]

Cold calling - god I hate it as well! Face to face is fine, but I have never been much for a cold caller, so now I just have people who do it for me & achieve great results

PS. what was the name of the course?

 

[Deleted member 70659]

As a consumer, and as a business as well, I instantly turn off when I know it's a sales call. I just find them so impersonal, the people may as well just start if with 'buy our things, buy our things' , bonus for being open and honest. I'd prefer that over the 'Hi how was your day thing'.

Although, I do love a well written email! I even had a letter sent to me once, how cute :redface:

 

[BristolSG]

Cold calling is tough but is one of the most effective ways to drum up business. I'd have to completly agree with @MH1 in that it is a complete numbers game.

The other thing to keep in mind is that you should aim to meet as many people as you can in person. It's the best way to keep in people's mind for when they have a need. Wouldn't you rather call someone you've met before rather than taking a chance on a random email / letter?

 

[robertt]

The biggest problem I have is I know I hate receiving cold calls, so I know that others feel the same, but for the business to grow it has to be done.

Why is cold calling the only option?

The benefit of running your own company is you can take a moral stance on some things if you want to.

 

[jgerrard]

The biggest problem I have is I know I hate receiving cold calls, so I know that others feel the same, but for the business to grow it has to be done.

May be you want to think about your line (above) a bit. Could it be this is where you're getting stuck?
May be you're presuming too much that others don't want to receive your call?
I mean; How can you be sure that the person at the other end hasn't got a crisis... has been let down by their supplier... and they really need someone like you... Right Now!

My Little Story:
I had same problem some months back. I'm in my 50's and had always convinced myself I couldn't/wouldn't/didn't want to cold-call or do tele-sales. Even though, like you, I knew I had to do it, but it didn't change anything, until...
I was doing some research on the web checking out companies looking for prospects which could/would need my services. Found one that looked promising. Thought here goes.
Asked my self the question; What's the worst that can happen to me if I don't call them?
Then asked myself; What's the best thing that can happen?

Picked up the phone; Took a deep breath; Put a smile on my face. Made the call (just like one of the suggestions above) and asked if I could introduce myself and my company... and was there anything I could help them with right now?
​

This prospect is now a valued Client and I'm involved in one of the biggest orders I've ever had in my life!
From that point on, and with the scores of "INTRODUCTION" calls under my belt I've never had a cross-word. Let's face it, if you did find someone with a bad attitude like that, would you really want to do business with them?

I look at it this way now:
I'm not selling. I'm Helping.

Hope this helps you

 

[Advisor1]

Last week I attended a Business Link course "Improving your business through sales"

Why? Well, I confess regularly to being useless at sales over the phone, don't know why I'm just no good at it, so I outsource that work, but that costs, and I want to learn how to get the confidence to do it myself, so I did the course.

In addition I'm not so sure the outsourcing works - it started well but has died off, and communicating with the sales people is poor to say the least; they're not proactive in contacting me.

The course was enlightening, enjoyable and has given me hope that with practice I could be good. But can I find the time to practice? Who knows but I'm going to try. The biggest problem I have is I know I hate receiving cold calls, so I know that others feel the same, but for the business to grow it has to be done.

I wonder if there is any advice anyone can give me, or if any suggestions can be made how to market the company that I've not thought of. As business people, do you ever say yes to a cold caller?

Many of my clients have used a firm aptly named The Call Bureau who only charge on success.

 

[InPrintImaging]

Sending e-mails in my experience is pretty much pointless. If the spam filter doesn't get them, anyone looking to save time will just delete them anyway (I know I do).

Send them a letter and sales brochure (to a specific person and market private and confidential). One or two days later (tops) ring up. When you get the secretary ask "could I speak to XXXXXX". When she asks why say "I corresponded with XXXXXX recently and want to confirm they have recieved it and see if it was of interest".

As others have said, it is a numbers game.

 

[saxondale]

with the scores of "INTRODUCTION" calls under my belt I've never had a cross-word.

you`ve obviously not rung me then

Let's face it, if you did find someone with a bad attitude like that, would you really want to do business with them?

yes, it`s a sale - hello, the reason you are in business.



If you cannot be bothered to find out my name before you call you are not going to get past "reception"

 

[bdw]

As business people, do you ever say yes to a cold caller?

Never said yes as far as I can recall and I have at times said a lot worse than no. Why should I be polite to persistent people who call me offering services when some basic research could have told them that I had no use for it.

As someone whose services include SEO why would I entertain a cold caller offering to do this for me?

 

[draelectricals]

Yes is the answer to your final question ...but the person has to seem confident and know what they're talking about. I, and probably many others, haven't got time for ditherers or obvious script readers.

If you're not keen on it, you may not be the right person to do it. Have you thought about employing a telecan/telesales person? You could find one for a trial through peopleperhour.com

As an alternative (or additionally) have you considered email marketing? I'm assuming you're targetting businesses based on what you said. If you are, you could acquire email data for the types of businesses you're after and then target them.

If I can help with anything to do with the latter, let me know.

Regards

Mike

Mike, I know about the email data, however this always seems very expensive, is there any cheap/free ways to get hold of this data?

 

[draelectricals]

I just tell em it's a sales call right at the beginning, it gets a laugh and buys you the minute or so you need to talk about what you do.

If you use a script, they'll slam the phone down on you in 5 seconds flat..

That's a good idea, I was thinking of trying that to break the ice

 

[draelectricals]

I started in cold calling outgoing tele sales many years ago, as has been mentioned business people say yes all the time, just as many also say no.

It is a numbers game, the more you call the better you will get and the better the results will often be, you simply have to accept that many people you call will not be interested there and then, which is where the real skill comes into the job. You need to try and find a way to get your company thought of when they do have a requirement, either through reminder calls, literature etc.

I used to get very good results from cold calling, but it helped that I really believed I was offering something above the average, I was able to offer the best soloutions to most of my prospects and it came across in the call. Try to find what sets you apart, where you can be different and concentrate on your strengths. Once you know that, you have to learn to listen and find out what your prospects really want.

You will get a lot of rejection, but one call can get you the best customer you might ever have.

Thank you

A well presented, inspiring bit of advice - cheers

 

[draelectricals]

As a consumer, and as a business as well, I instantly turn off when I know it's a sales call. I just find them so impersonal, the people may as well just start if with 'buy our things, buy our things' , bonus for being open and honest. I'd prefer that over the 'Hi how was your day thing'.

Although, I do love a well written email! I even had a letter sent to me once, how cute :redface:

Thank you. Problem with emails is very few people respond...

 

[draelectricals]

Cold calling is tough but is one of the most effective ways to drum up business. I'd have to completly agree with @MH1 in that it is a complete numbers game.

The other thing to keep in mind is that you should aim to meet as many people as you can in person. It's the best way to keep in people's mind for when they have a need. Wouldn't you rather call someone you've met before rather than taking a chance on a random email / letter?

Of course - I would never expect anyone to buy from a phone call. I always try to 'sell' the appointment so I can go meet them

 

[telemax]

Never said yes as far as I can recall and I have at times said a lot worse than no. Why should I be polite to persistent people who call me offering services when some basic research could have told them that I had no use for it.

As someone whose services include SEO why would I entertain a cold caller offering to do this for me?

Bah humbug

 

[telemax]

you`ve obviously not rung me then

Sounds Scary

 

[saxondale]

Sounds Scary

so far i`ve shot myself twice and gassed the family "due to financial trouble and you`re the final straw" several times this month already.

 

[dagaul101]

To be honest any cold calling and I am quick to cite an excuse unless ofcourse I am expecting the call, if you had a newsletter signup and state specifically should sign up to be contacted by a member of staff e.t.c that would generate more business

 

[bdw]

To be honest any cold calling and I am quick to cite an excuse ...

You are just being too polite ...

Personally I think that the volume of cold calls and the telemarketing industry's failure to control and deal with people who ignore the TPS, etc. is generating increasing antagonism to this method of sales. If they don't get their house in order then future government intervention is a distinct possibility.

I appreciate that some people rely on this to generate sales but I am afraid that this is their problem. I have my own set of problems and I don't need people interrupting me when I have specifically requested that they don't do so. Unsolicited calls to me are more of an intrusion than unsolicited emails (spam) and you can "bah humbug" me all you like.

.

 

[telemax]

Unsolicited calls to me are more of an intrusion than unsolicited emails (spam) and you can "bah humbug" me all you like.

.

Indeed !!

 

[Call Tracker]

As long as its a targeted call and the person is not a rambling, script reading, persistent person, then I don't mind. Everyone has to make a living and this is often (if done well) a very good way of getting appointments.

Best point made earlier was to have a reason for the call - appointment, permission to email some information and follow-up, arrange a demonstration.

Is has to be one of hardest things to do, but if done well a very inexpensive, immediate way to generate interest in your company. Try emailing first and track the opens and click throughs (if you use an email system). Or send an intro letter as its a good way in. And finally...be friendly and human, reasonable people won't want to be rude to you then.

 

[martyd123]

hello very good post.

I want to start cold calling to create some interest in a desktop hosting business that I am working for part-time.

draelectricals how have you got on with your cold calling?

Thanks

Martyn.

 

[internetspaceships]

I open a call by asking for help.

It's an extremely powerful way of making someone listen to you. It's remarkably effective in getting the details of the person you really need to talk to as well.

 

[Vacman2000]

Why not employee a company to do your tele marketing for you.
But you know what its easy really, all telemarketing is done on scripts, but it depends how well you can your script. I have a real easyone that work, so well, that now I get my customers mobile numbers and text them the same script and it works. Rember sales people aere not born they are made (Zig Zigla)

The more no's you get the close to a yes you are.
Smile and dail

 

[telemax]

Why not employee a company to do your tele marketing for you.
all telemarketing is done on scripts

I think you can pretty much say anything to open a call, it's all in the way you say it "ie tone of voice". You need to be able to get someone to listen and like you within 10 seconds.

 

[ktrott83]

Keep smiling and go with the flow for a more personable approach.

Also, make sure you target the right company/person to avoid annoying people.

I can help out with the latter if you need anything.

 

[sinclairsea]

A story by me:

Smile before you dial a telesales 100% proven by the best of the best, then better top sales professionals of the highest caliber x 1000

"Goooooooodddddd Morning, how are you, hows the weather today, are you ok, (without reply) thats good I am fine''

<click>

Phone goes dead

"Hello, hello"

That is your typical script ridden telesales "executive" call

In my personal opinion its about time these sub-contracted companies pissed off, want a job done, do it yourself even if you have to employ/train a few of your workforce to do it. Bad weather is a great time to do so, especially if there is little going on to do. The internet is full of wonderful things, google anything an there is an answer!

No one can sell your product if they don't believe it - and having once worked in a telesales environment I asked for about information on something before selling it, I was told to lie as they could not be bothered to explain something that no telesales people would bother listing too. I lasted a few hours in that job

 

[telemax]

In my personal opinion its about time these sub-contracted companies pissed off,

Hmm, some would say the same about Estate Agents. Not my personal opinion though of course..

 

[sinclairsea]

Hmm, some would say the same about Estate Agents. Not my personal opinion though of course..

Thats fine, its your opinion just like mine!

 

[internetspaceships]

Great idea! let's ban all kinds of selling and see where we end up

Guys most of us run companies (well I hope so at any rate) and we all exist through sales and generating new clients in order to grow.

It's somewhat of a double standard to worry about certain styles of generating said business because if we didn't do our own style of this we'd all be working for councils.

Oh as an aside, did you know that some delivery managers in our lovely postal service are preventing the delivery people from doing their jobs on the basis of "they might slip in the snow and sue us for damages."

Whatever happened to the old motto of getting the post through regardless of the circumstances?

 

[HeliumSEO]

Last week I attended a Business Link course "Improving your business through sales"

I wonder if there is any advice anyone can give me, or if any suggestions can be made how to market the company that I've not thought of. As business people, do you ever say yes to a cold caller?

Hi Dr

Cold calling is brutal to say the least, and no I don't hardly ever, but one guy caught or should I say broke my attention once with a classic gotcha.

It went like this...

Hello, can you hear me, I can hardly hear you...?

Yes I can hear you...

Sorry you are breaking up...hard...ly .... h....you...

(by now I was curious as to who this was)

I persisted and finally (and miraculously) the phone line cleared up and we could both hear each other. (I could hear him perfectly and I am guessing so could he...: )

The point being here, cold calling is "Interuptive" by nature.

A better approach is to be ready to be found when someone is actually lookin g for you or what you have to sell.

When they are ready, you be ready and in front of them.

So how do you do that, you ask?

Simple, get between them, Google and your competitors by being on the top of the search results at the very best time to be selling anything...

...when someone is ready to buy.

Hope this helps, but really cold calling is tough work.

BTW, I have had to do it and found that I made 300 calls to make two sales, so a 1/150 ratio - took a long time on the phone plus the cost of the calls.

Google, way easier.

Cheers,

Greg

 

[telemax]

H
BTW, I have had to do it and found that I made 300 calls to make two sales, so a 1/150 ratio - took a long time on the phone plus the cost of the calls.

300 calls is for 2 sales is fantastic if your product is worth several thousand pounds. Thats why cold calling isn't worth it if what your selling is less than £1k.

 

[telemax]

It's somewhat of a double standard to worry about certain styles of generating said business because if we didn't do our own style of this we'd all be working for councils.

I think some folks on here want to feel like they are taking the moral high road

 

[saxondale]

300 calls is for 2 sales is fantastic if your product is worth several thousand pounds. Thats why cold calling isn't worth it if what your selling is less than £1k.

appreciate the honesty

 

[jamie2007]

I think you can pretty much say anything to open a call, it's all in the way you say it "ie tone of voice". You need to be able to get someone to listen and like you within 10 seconds.

Toneality is key (not sure i spelt that right)