Cold calling - opinions please?

[myles-at-icomplete]

Always lead with credibility first. (then pain(s), then facts, then (some) features maybe, then ask for a meeting.)


Example: (be quick to make these points! / don't ask if they have time, just get to the point.)


We help Barack get elected by really....


Then a small menu of pains (known or unknown to them):

Are you finding it hard to connect with young votes?
Are you finding the cost of directmail limiting your reach?

Then a few fact and figures of real improvements you've delivered for x

Barak's blog traffic increased 400% when we got involved, it was running at less 100% growth to that point.

Can I come and show you more? (you're only selling the meeting / appointment, not your full service.)

Ask their opinions! Are you enthusiastic about..

(my view) - Stop talking the split second they speak - ALWAYS. There is nothing you have to say that is more important than hearing what they have to say.



Read:
Selling to Vito: (The Very Important Top Officer) (Paperback)

Cold Calling Techniques, 20th Anniversary Edition: That Really Work! by Stephan Schiffman


Good luck. Myles.

 

[virtual public]

Cold call is an effective marketing tool.
It is ok to use mobile for a B2C telemarketing but definitely not for business-business.

Slightly different question here, but still on cold calling.

What is your opinion on cold calling/following up to mobiles?

I guess as more people use a mobile for their business number it will become less intrusive, but while I don't like to phone a landline for a cold call/follow-up, I really don't think it's a good idea (yet) to do the same to a mobile. Amazingly enough I've seen trades people stop what they're doing to answer the mobile (even if they're up a ladder replacing guttering), and I'd hate to think that I'm disturbing them - or worse putting them in a dangerous situation. Yes, I know it's they're own fault for answering, but still...

Or am I being too negative?

 

[virtual public]

Cold call is an effective marketing tool.
It is ok to use mobile for a B2C telemarketing but definitely not for business-business.

Slightly different question here, but still on cold calling.

What is your opinion on cold calling/following up to mobiles?

I guess as more people use a mobile for their business number it will become less intrusive, but while I don't like to phone a landline for a cold call/follow-up, I really don't think it's a good idea (yet) to do the same to a mobile. Amazingly enough I've seen trades people stop what they're doing to answer the mobile (even if they're up a ladder replacing guttering), and I'd hate to think that I'm disturbing them - or worse putting them in a dangerous situation. Yes, I know it's they're own fault for answering, but still...

Or am I being too negative?

 

[Chris Kaday]

I have my mobile number on my site which does mean I get prospects or the media ringing me when I am shopping or something and I have to quickly get my brains in gear but better that than an answering service I feel.
Chris Kaday
Buisness coach and mentor

 

[Onehourpa]

I absolutely hate getting cold calls on my mobile. I find it a real intrusion and I'd be really unlikely to buy anything from someone who approached me in that way.

 

[Ashley_Price]

I have my mobile number on my site which does mean I get prospects or the media ringing me when I am shopping or something and I have to quickly get my brains in gear but better that than an answering service I feel.

Naah, there's always going to be a time when you cannot answer your mobile (seeing clients, driving, actually doing some coaching, on the toilet, etc.); these are all times when a call answering service would be a big help.

Some of our clients have their phones set up to ring us if they are engaged or don't answer the phone after 15 seconds.

 

[Ashley_Price]

I absolutely hate getting cold calls on my mobile. I find it a real intrusion and I'd be really unlikely to buy anything from someone who approached me in that way.

Well, this is exactly how I feel. But then if a mobile number is the only number supplied what are we to do?

 

[Michelle Carvill]

Where cold calling does work well is when you have identified a specific 'target'. So in your case, you have seen with your own eyes that there are some issues with their site that you would like to talk to them about. That's a whole different positioning than calling up to offer something generic or even totally non-relevant. Highly targeted 'cold calling' can work if executed properly. Where you are offering them some free advice - and you are calling as a concerned web developer who has noticed they are not leveraging potential - is a far different positioning than many of the totally irrelevant cold calls businesses receive. The key of course is to get past the gatekeepers and speak with the people that count - and then hoping they understand what you're talking about! But hey - that's the challenge...

 

[virtual public]

If there is no other contact info available,mobile number can be used.If both the numbers are available,mobile numbers can be opted as a last resort.I feel that when the prospects are interested,they won't mind giving their direct numbers or their mobile numbers.In that case,it is absolutely ok to use the given numbers.

I have my mobile number on my site which does mean I get prospects or the media ringing me when I am shopping or something and I have to quickly get my brains in gear but better that than an answering service I feel.
Chris Kaday
Buisness coach and mentor

 

[charlieuk01]

I work for a small marketing services agency, we do sales development for a couple of our clients. This is mainly conducted by me, luckily I enjoy talking to people so i don't find it a chore.

A few pieces of advice;
Know what you are selling, it's your own company so I don't expect this will be a problem for you. With me selling on behalf of others I spend a lot of time researching the industry, competitors, and user comments/needs.

Be ready with responses to some popular blocks. I know someone said don't script, but i always have some bullet point answers.

No data list is perfect, in fact, i've worked with some terrible lists. Accuracy isn't everything, but accept if you have a 'cheap' list then you'll need to contact people a few times to first identify the decision maker and secondly get through to them.

Keep conversations chatty, most cold callers do this day in, day out. If you can offer something different - a friendly conversation - you will make progress.

Information is key, the more you know about the company/contact before the call and the ammount you can record during the call is paramount (knowledge!). I make a couple of notes after each conversation, even if it was negative, and the date i conducted the call. Thus when you return a few months later you know whats been said.

I'm sure I'll think of some more comments in due course, but for now, back to the telephone!

Charlie.

 

[markthedoc]

Thanks for all your input guys.

Well you've convinced me, and I'm going to give it a go. I'm starting off by targeting a specific industry in my geographical area.

I've compiled a list of 10 prospects who I think look promising- not much I know but it's a start. I'll let you know how I get on when I've spoken to them all...

Michael

Did you have a crack at cold calling Michael?
If so, how did you get on?

I also run a web design business and I have considered cold calling many a time but quite frankly I haven't got the nerve. It is something I'm still considering though.
Would love to know how you got on.

 

[MGDigital]

Hey everyone, sorry for my lack of updates on this!

I have given this ago, but have been too caught up with other work in the last couple of weeks to do very much of it- which is a good thing I suppose!

I've called about 10 companies (not much, I know- have been busy as I say, and it's a start at least).

The first company I called I spoke to one of the directors. He was actually a really nice guy and we chatted for about 15 minutes about various things- his website, possible other sources of business etc. Unfortunately he'd already engaged someone else to develop his website so that was a no-sale, but still it was a good start and encouraged me to persevere! The remainder of the responses I got ranged from the helpful to the downright rude.

I've yet to make a sale through cold calling, but I'm working on my pitch and my gathering of prospects and will continue with this as and when I have time. If there are any developments I'll keep people posted on this thread!

Thanks again for all your responses!

Michael

 

[charlieuk01]

I was talking to an NLP trainer last night, he gave some great advice. You should be grateful for every knock back. When somebody says no to you say thank you very much with a smile. That's one person closer you are to the person that says yes!

 

[Simon-M]

That's one person closer you are to the person that says yes!

Very true.

 

[Comroute]

The trick is to not work from a script, but list a few key points and adapt your pitch according to each business that you contact.

 

[Ashley_Price]

I got a book at the weekend called "How to be an Instant Entrepreneur" and it actually advises against cold calling (not the same as sending a letter and following up with a call).

Basically, it says that more and more people don't like cold calls and I have to admit that each time we get a new enquiry for the telephone answering service, one of the main reasons why the person wants us is they are "getting fed up with the constant cold calls".

Okay, there are thousands of people out there and some might not mind getting cold calls, but I think the tide is slowly turning.

 

[Simon-M]

but I think the tide is slowly turning.

Nah, I don't buy that. There will always be those that don't mind and those that do mind. Who is this book written by? What is his/her cold calling expertise?

You should target those that do mind for your call answering business as there are plenty of them.

Simon

 

[CKG]

I've read quite a few books on the subject of cold calling recently. There is one common theme running through all of them.

Sucess hinges on your attitude and sorting your head out. If you make calls expecting people to be rude to you - they more than likely will be.

And having a clearly defined goal for your actions. Knowing exactly what you want to achive by making these calls and reminding yourself what they are every day.

Basically, it says that more and more people don't like cold calls

What we have to remember though is that what people think they like and what makes people buy do not always appear to go hand in hand.

 

[maxine]

Nah, I don't buy that. There will always be those that don't mind and those that do mind.

Completely agree with this sentiment. The TPS/CTPS is very well known now and those that do mind put themselves on it. The rest have chosen not to and just wheedle out the wheat from the chaff themselves.

Those that do "mind" are probably in the following classifications somewhere:

* They are too busy to be interrupted (fair enough)
* They don't perceive there is a good enough reason to listen to you after your first 3 seconds of talking
* They are frustrated that you got past their receptionist and aren't prepared to listed to anything.

The "do minds" also vary by industry, job title, and also depends very heavily on what it is that you are approaching them with.

Two recent examples for you from yesterday

* I phoned 100 IT Managers and got a poor reception from about 1% which I would say is about average and got a successful outcome immediately for about 10% (The rest are call backs & pipeline)

* I also phoned 20 people in leisure industry and didn't get any poor responses but two immediate orders and the rest call backs and pipeline.

What I would say to anyone doing this themselves is to really work on your opening line even if in the form of a script so you can get this to flow easily (don't script the rest of the call) and then measure the effectiveness of this and record your results as you change it so you can see improvements.

Once you can measure how many fall into what categories out of say 100 you can then plot your progress each time you do some calling. If you know that somewhere between 5-15% are not interested then absolutely the bit about each no gets you closer to a successful outcome is spot on and very motivational as you convert to the religion that is probability

 

[Chris Kaday]

Now here is someone with a contribution based on factual experience not opinion. Also an inspiration to anyone considering cold calling – well done chum!

Chris Kaday
Business coach and mentor

Completely agree with this sentiment. The TPS/CTPS is very well known now and those that do mind put themselves on it. The rest have chosen not to and just wheedle out the wheat from the chaff themselves.

Those that do "mind" are probably in the following classifications somewhere:

* They are too busy to be interrupted (fair enough)
* They don't perceive there is a good enough reason to listen to you after your first 3 seconds of talking
* They are frustrated that you got past their receptionist and aren't prepared to listed to anything.

The "do minds" also vary by industry, job title, and also depends very heavily on what it is that you are approaching them with.

Two recent examples for you from yesterday

* I phoned 100 IT Managers and got a poor reception from about 1% which I would say is about average and got a successful outcome immediately for about 10% (The rest are call backs & pipeline)

* I also phoned 20 people in leisure industry and didn't get any poor responses but two immediate orders and the rest call backs and pipeline.

What I would say to anyone doing this themselves is to really work on your opening line even if in the form of a script so you can get this to flow easily (don't script the rest of the call) and then measure the effectiveness of this and record your results as you change it so you can see improvements.

Once you can measure how many fall into what categories out of say 100 you can then plot your progress each time you do some calling. If you know that somewhere between 5-15% are not interested then absolutely the bit about each no gets you closer to a successful outcome is spot on and very motivational as you convert to the religion that is probability

 

[maxine]

Thanks Chris,

And remember... if you ever need a supplier for mobile phone contracts, intranet/extranet/document management, windows & conservatories, a garage conversion, first aid training, factoring or invoice discounting, a new accountant, a sales management consultant, insolvency practitioner, process server, web design and SEO services or various other IT systems then please contact me and I will be happy to assist

hehe

 

[Chris Kaday]

Also remember if anyone is fearless enough to try cold calling I will help them - usually for free

Chris Kaday
Business Coach and Mentor

 

[paulhalsey]

I've yet to make a sale through cold calling, but I'm working on my pitch and my gathering of prospects and will continue with this as and when I have time. If there are any developments I'll keep people posted on this thread!

Thanks again for all your responses!

Michael

I've been using cold calling as a part of the sales structure for nigh on 20 years and just want to share one little thing....don't try and make a sale on a cold call. That's the preserve of the old style double glazing mob - get 'em quick before they know what's hit 'em! It's the one thing that people try to do that kick starts the feelings of desperation, anxiety, fear, loathing etc etc. Just use the inital cold call to have a sensible business conversation with someone who may in the future become a customer/client. Some will buy into you and your product sooner than others. Just today I confirmed an order with a client that came from the initial cold call in early August 2008.

Cold calling is the most effective way, if done properly, to build a base of people you can talk to. build up a rapport over time and they will come round to buy from you at some point in the future.

It's really that simple...talk about what you can do that is of benefit to them and (eventually) they will come back to you, so long you have the patience to keep building a prospect base...."If you build it, they will come".

Some people call me lucky, but - as the sales mantra says - the more people I speak to, the luckier I get.

 

[adam]

I had a phone call last week from a Currency Conversion company. Just as I was preparing a deal and needed one.

I didn't sod around, I said email me, tell me the rate today and having checked it was okay signed up so long as I get the deal from my customer and will convert EUR 40,000 with them.

That was a cold call, hopefully he will get the business.

Bloody pleased he called now!!

 

[jopickles]

When I coach business owners I ask them the first 3 things that come to mind when I say "Sales call" and it is nearly always negative comments like pushy, unscrupulous, irritating etc and they wonder why they are really uncomfortable doing sales calls!

An easier approach is a phone, mail, phone campaign. Call and say you would like to send over some really useful information about their website,find out the name of the person to address it too, send a great letter using AIDA principles and a gimmick and then follow up with call,

It's a lot softer approach than straight cold calling. I agree with some of the other posters here in that cold calling can be really hard work and some people can be pretty rude. It definitely works though, so if you can't do it yourself maybe employ someone for a few hours a week to do it (that will be a lot cheaper than using an outside telemarketing company)

Aim to work a regular 10 x 10 campaign where you have 10 ways of generating 10 leads. That way if any dry up you will still have leads coming in.

 

[efiom]

Traditionally companies have relied on indirect forms of marketing such as television, radio, billboards, magazines and newspapers, etc. Although still extensively used, these methods have proved expensive, difficult to monitor and not guaranteed to reach their target audience.

Properly implemented, cold calling can easily be the most cost effective and efficient method for marketing and good customer service.

At HH Corp, the nature of our formula is to take the product/service directly to the potential customer on a one on one, face to face basis, thus delivering 100% impact and exposure for the client. Furthermore, there is minimal or no upfront outlay of funds needed by you to find customers.

Visit hhcorporation.com today and we will show you how we can assist you through the entire Recruiting, Outsourcing & Management processes.

You can copy and paste this link to your browser;
hhcorporation.com/CLIENTSAREA.html

 

[Scott English]

I think cold calling is brilliant- It's a great cost effective way to get sales if you starting out or you want to pro-actively increase revenue streams.

Most people are worried when they pick up the phone because they are scared of rejection, and fear the unknown-

I have ran teams of 100's and 100's of telesales and always the successful top performers would be bubbly, outgoing, happy go getters that will fight for the business.

You have got to love the thrill of getting the sale though to gain repeat benefit from it, emotion creates motion, the best way to attack it is get advice and prepare before you start so you don't try it once without the right process full flat on your face and say "im never doing that again" and also be aware that you may have to make 100 calls and get 99's f* offs before you even get a decent prospect-

Next time you cold call someone, say something along the lines of "im wondering if you can help me?, and you can throw me in the right direction here?

Try it

my opinion

talk to someone first and get some help before you try-loads of people out there will help you-

 

[Ashley_Price]

If you are going to do any cold calling make sure you have a quiet background.

As we are getting more and more clients for the telephone answering service we are obviously getting a lot more cold calls and we are stunned at the number of telesales people that are phoning from noisy call centres. I've just had one selling private health care, I could hardly hear her and had to get her to repeat every sentence she said!

Not going to promote a very professional image if you have to shout to be heard over noise.

 

[Deleted member 34675]

hi

I like many others would certainly advocate the use of cold calling to generate new customers.

VSL has been offering this service for over 8 years now and have a team of sales people that do this daily.

Please call if you need advice on how cold calling can help you drive your business forwards.

Andy Dickens
CEO
Virtual Sales Limited

 

[LED]

I have a lot of experience in cold calling and 'telemarketing' and would always recommend it.

Firstly, as said earlier in this thread it is possibly the most direct form of marketing as you're actually engaging with your prospective customer. It is also a very low cost form of marketing and the ROI can be massive - I used to run a double glazing call centre (let the abuse roll!!!) and we never let the cost of the centre (rent, phone bills, wages, incentives, bonuses etc) cost more than 11% of the sales we generated.

In B2B, you need to keep your message very clean and simple. Know in your mind the very least you want to achieve at the end of the call i.e gain the MD's email address, the FD's name or who is their current provider. At least if you don't make the sale or book an appointment, you still gained something from the call.

If you say your going to send an email, DO IT. I get many emails/enquiries from a prospect I spoke to 3 months ago and at the time the service I was pitching for wasn't relevant. If you have 'template' email that you send as an introduction you can be getting this whilst your on the phone.

Keep your campaigns targetted. By industry and by location is the best way. This way if you are booking appointments, you can schedule a few in the same area on the same day. There is a lot to be said for "I'm with (competitor) in the morning so I could come over at 2pm?

Don't be scripted - it would get you anywhere. As you said

"As a business owner, I receive many cold calls, as I'm sure many of you do. I normally tell the person I'm not interested in whatever they have to offer, but on occasion it has resulted in me becoming a customer."

The reason you became a customer is probably because they sounded different and set themselves aside from the other 10 calls you had. Get to the point... don't set alarm bells ringing by saying "how are you today sir".

Place yourself in their mind as a consultant and somebody they can depend on if they want to find out more. Play the long game with your prospect. After all you're asking them to spend money they hadnt necessarily planned to spend. So drop them a quick email with something you saw that might interest or call them 'just to see how things are getting'. Obviously you dont really want to know how things are going - you really want them to say "actually my provider is awful and I want to use you".

The other reason why its cold calling is its flexibility. If you put an advert in a magazine and get it wrong, its there for a month not doing anything and you have paid a fortune for it. If you make 10 calls and it doesnt work, review your approach, change accordingly. Make another 10 calls, see what response you get then... When you do get the sale / appointment you know you're doing something right! Call, Review, tweek!!!

I'm a real believer of cold calling. It does work and businesses that don't do it are simply missing out. If you or anyone wants to talk about this more or get more advice, just PM me!

Hope this helps.

 

[Dabchick]

I come from a background of large sales into big corporates where there would be a whole and identifiable department which could be targetted (often over years).

Now, I'm targetting small companies where the whole management team might only be a few people. So if I research a (naieve ?) company which has listed their management team and roles on their website, I'm fine as I have a name a role to work to, as I'm used to. But with a smaller company, I'm never sure who to ask for and too often pitch it wrong. I don't want to be a pest and repeatedly call with different strategies - what do people suggest ?

Thanks.

 

[myles-at-icomplete]

google [ company-X managing director ]

or CEO

as per the book Selling to VITO, only sell to those with profit and loss duty. (not the see-mores of middle man.

myles.

 

[Mr.81]

I really need to start cold calling to launch my new business, but I just can't come up with a good opening line or how to start the call - any ideas anyone?

 

I really need to start cold calling to launch my new business, but I just can't come up with a good opening line or how to start the call - any ideas anyone?

We offer a script writing service if your interested. Happy to discuss this with you.

 

I come from a background of large sales into big corporates where there would be a whole and identifiable department which could be targetted (often over years).

Now, I'm targetting small companies where the whole management team might only be a few people. So if I research a (naieve ?) company which has listed their management team and roles on their website, I'm fine as I have a name a role to work to, as I'm used to. But with a smaller company, I'm never sure who to ask for and too often pitch it wrong. I don't want to be a pest and repeatedly call with different strategies - what do people suggest ?

Thanks.

You need to be buying in good quality data with the names of the specific decision maker.
Happy to help if i can.

Michael

 

[Chris Kaday]

Not enough information provided to help you here chum but PM me and I will help you for free as I have helped others in here. Been cold calling since I was 19 and still advise my clients on it at 62.
Chris Kaday
Business coach and mentor

I really need to start cold calling to launch my new business, but I just can't come up with a good opening line or how to start the call - any ideas anyone?

 

[CameronGetBiz]

cold calling can be a very effective way of generating leads. but only if its done correctly, there are some particular rules that need to be adhered to and procedures in place.

Cold calling isn't for every business and dependent on your product it may not be the most cost effective way of lead generation. PM what your business services are and I may be able to point you in the right direction.

 

[Chris Kaday]

It is also just about the best market research you can do as you get first hand feedback on your proposition and can adjust it as you go.
Chris Kaday
Business coach and mentor

 

[CameronGetBiz]

Call up initially and play the "dumb" card. Pretend to be a very naive call center operator tasked with finding some information. Obviously withheld the number. Then call back a week later!

 

I think B2B cold calling can be effective. For me the most important thing is the approach of the caller. If they remain polite and professional even when they get a knock-back, then I don't think it adversely affects a business. When they are pushy or turn into spiteful people when they talk to someone who is not interested, then it can really be a negative for the company calling. It's all about customer service really.

The thoughts on having an up to date list is also important.

I agree 100% i have worked in telesales previously and being polite, professional and friendly is of the utmost importance. If they say they are not interested ask if you could send an email for future reference and make sure you send it. You will get remembered if you are polite and courteous and know when to take NO for an answer.

Hope this helps x