cold calling - HELP ME!!

[jj_aris1982]

Make use of the internet. There are billions of people using the net. It is an advantage to you sinc you can reach your clients anytimw of the day.

 

[Vacman2000]

Practice pratice practice, thats all it takes

 

[Kernowman]

I think far too many of you are overly absorbed by being a "business", so cold calling becomes a mountain too high to climb, so you fear it. "Business" is still and always will be about PEOPLE so treat the recipient of your call as a person and not as a "prospect" right from the word go.

Take off the business hat for a moment and put your "best mate" hat who wants to tell a friend that there is a bargain they need to hear about and you are bursting to tell them. If the garage down the road knocked 30p a litre of petrol for one day only you would be coshing the phone like crazy telling all your pals to get down there pronto wouldn't you? So why not translate all that energy and enthusiasm for your own products and services when contacting your future customers?

The biggest kiss of death for selling/appointment making on the telephone is to apply targets and time-scales to your calls, because it does translate into your approach and tone of voice, so take your time and simply ENJOY having a chat to someone, instead of having an underlying agenda to sell something to the recipient. The very best salespeople can make the entire process totally transparent, yet keep it under complete control without the prospect even realising they have been sold to.

 

[Vacman2000]

1/150 wow
Then you probably need your script rewritting.
My mother who was my best tele marketer, who has passed away now is still getting calls from her telemarketing, that was over 3 years ago. This was from a script that i put together in 15 min. I knew when she was ill that people has still been calling up and saying Betty called me some time ago and I want my carpets cleaning now. So when she died I said to myself the first person who call now, get there house cleaned free of charge, I think it was 2 weeks after, we got a call and did it free, and we are still getting the odd call every now and again.

 

[r2ck_p]

Hi, I have spent the past 10 years in the executive recruitment industry placing technical Sales & Marketing professionals across the UK and Europe. This has always been a 100% new business sales role.

From experience I do not believe in email campaigns or sending letters/brochures in the post to clients as the initial method of contact.

You will quickly find a volume of clients with the same feedback "we have never received it etc..." Also you will waste a massive amount of core selling time typing personal emails and letters with limited results.

As they say "people buy from people" so its critical you speak with key decision makers and strike up a relationship quickly. Its difficult to build a relationship quickly and effectively by email/letter. Whilst speaking to the decision maker its important you are seen to add value to their current processes/business, opposed to being seen as a hindrance.

When cold calling its vital you also strike up a good relationship with the gate keeper/receptionist/PA in order to be put through to the correct individual.

Its worth checking the company first on the Applegate website before making the call as on many occasions it will list the key decisions makers names and job titles within the business. So your approach can be more targeted opposed to asking the receptionist what is the name of your Managing Director and for her to reply, "sorry we have a no names policy".

Remember no closed questions, always use Who, What, Why, When, How.

If you do decide that you require an internal sales/telesales executive to support your growth, please do not hesitate to contact me as I will be more then willing to assist you in your recruitment process.

Best Regards,

Ricky

 

[Vacman2000]

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

Why not, that is why I would be calling you

 

[MASSEY]

Why not, that is why I would be calling you

There's too much risk involved these days handing bank details over the phone, which is why so many cold callers with intent on making a sale there and then fail to.

I don't buy nothing over the phone anymore (unless i call them), it just makes good sense not to.

 

[Vicarious]

You seem to have defeated yourself before you started, 'I am no good it' 'People dont like it'

You have to get over the confidence mountain and also stop using the word 'sell' - point of these calls is to start a relationship

I like what Richard Denny said when he said there is no 'yes or no' but 'yes or not at the moment'. If there was no momentum on his sales floor he used to incentivise 'no' responses - he got them used to hearing no and it lifted the momentum and the yeses started

 

[David Berry]

Cold calling in the most energy sapping marketing method out there, in my experience. The main reason is it is frustrating. With 50% of the calls there is either no one there or you are transferred to the dreaded "voice mail". If you are lucky to reach a human you are transferred to the office junior who joined the company yesterday and knows absolutely nothing at all. Whether you subcontract or do it yourself it rarely leads to results.

What you need is to develop a sales funnel for your business or what I like to call a "blue-print". You need to brainstorm loads of innovative marketing methods and find one that works for your business. It is a mathematical game, but once you have found the equation that works for your business - it is like printing money. For example, if you target 1000 companies and get a 10% response and from the 10% response you get 3 people buy and you prove this works. Then you simply do to 10000 people and repeat.

There are loads of ways to market your company all of which cost your virtually nothing apart from a bit of time. Get in contact and we will develop some for your business and save you having to pick up the phone again - I promise.

 

[Shay]

As David has mentioned find a way that is right for you. Cold calling will work for some business others its a waste of time. Try a few and measure your success.

As for cold calling, yes its a numbers game just like other marketing however for most it involves effort and some will much prefer to press 'Send' and await results. If you do pick up the phone, relax and remember its your business, so you know it inside out, can relate to the customers possible issue's and that phone call is relatively inexpensive.

If you need a sounding board with your calls feel free to PM me.

 

[Hungry Marketing]

ok fair enough I have a telemarketing side to my business...but I LOVE LOVE cold callers! I admit that if it's a scripted "performance" then I do tend to think "please stop and go do something else" but the callers that get me to chuckle instantly grab my attention, and for all I know the service or product being plugged on the phone may enhance, better and generally help my business so it's always worth while at least listening to what's being said.
also in previous reply's I completely agree with the gatekeeper idea, these people are the ones that decide whether you speak to the DM or not, they have the diary and the info you need, more times then not we get on first name talking terms with the gatekeeper (5 minute friend) and it makes the call so much easier.