We're not looking for alternatives / we are not interested?

[Nissenel]

Hi lads,

I'm learning sales (I'm new in that profession), 90% of my daily activities is cold calling.

I have a lot of situations like I explain shortly who I'm and what my company does, starting asking qualifying questions in order to see what customers needs, how his business looks like and if my transport service can resolve some problems or does it cheaper/faster/better in any way.

It seems that he uses competitors, because he confirms his company moves some goods, and doesn't want to talk about him a lot because he's saying 'we're not looking for alternatives / we are not interested'. Usually I ask why and try to convince at least to get some destinations in order to propose better delivery time or price, but anchor here is very hard, many of them tell me simply 'get the f**k off we have companies already which are tested by many past years and we do not want to talk to give you a chance to hook on.'

What should I answer? How can I overcome these and get something about them to connect with my service?

I'm checking their websites but there is usually no enough information about where and what way they do.

 

[fisicx]

...we have companies already which are tested by many past years and we do not want to talk to give you a chance to hook on.

And they are right.

The have built up a relationship over many years and have a trusted partner. You are a complete unknown so won't even get on the shortlist.

 

[Mr D]

Hi lads,

I'm learning sales (I'm new in that profession), 90% of my daily activities is cold calling.

I have a lot of situations like I explain shortly who I'm and what my company does, starting asking qualifying questions in order to see what customers needs, how his business looks like and if my transport service can resolve some problems or does it cheaper/faster/better in any way.

It seems that he uses competitors, because he confirms his company moves some goods, and doesn't want to talk about him a lot because he's saying 'we're not looking for alternatives / we are not interested'. Usually I ask why and try to convince at least to get some destinations in order to propose better delivery time or price, but anchor here is very hard, many of them tell me simply 'get the f**k off we have companies already which are tested by many past years and we do not want to talk to give you a chance to hook on.'

What should I answer? How can I overcome these and get something about them to connect with my service?

I'm checking their websites but there is usually no enough information about where and what way they do.

Lots of businesses won't be interested. You can't get past they want to keep the relationship they have and do not want you dealing with them.

If the service you are offering is essential to a business then they will usually already have someone they use.
You may be trying to find the one in a hundred (or whatever ratio your industry has) where they are willing to talk. Perhaps they are unhappy with current service, perhaps current service has just put price up and that's annoying.
Those are the ones more likely to switch.

And to be honest, can get dozens of calls in a week about a service. You are competing with presumably lots of companies offering the exact same service all vying for the existing customers.

Don't give up on cold calling. Just expect a lot of rejections.

 

[WebshopMechanic]

You need to put yourself in their shoes. If it's not broke then why fix it?

Any move from one service you already know well and that works, to another is a risk. Price is not the only reason to move so, if you are using that as your 'go to sales pitch', drop it.

People don't always want the cheapest, especially in business. They want:

• Value for money
• They want trust
• They want a supplier that does what they say they will do.

(If the customer always wants the cheapest then I'd steer clear but that will never end well. )

Also, you need to remember that people don't just switch to a new service off the back of a phone call.

There is a nurturing stage. They will not jump into bed with you on the first phone call so you must build a relationship with them and get useful enough for them to learn to like you.

This is the same with any sales process. I once courted / nurtured a retail customer for nearly 2 years before they finally gave me a £250k order. It was hard work but worth it in the end.

Nobody cares about your service initially because they don't need it. But, you can make them care if you tick the right boxes.

If they are telling you to f*** off then it's highly possible you are being too pushy and annoying them.

My advice to you is to take a structured approach and work on your strategy.

First off, answer these questions:

• What does the service need to do for them?
• Why would they have chosen their incumbent service in the first place?
• What are their pain points?
• What keeps them up at night?
• What is important to them beyond the service?
• What are all the other companies doing badly? (Check on line reviews)
• What is your USP (Unique Selling Point)?
• How can you continue to differentiate yourself in the industry? (Disruption?)
• Where can you add extra value?
• What case studies / proof of concept do you have?
• Are they likely to use a company of your size?
• Do you have any companies like them?

From this, you can create a customer profile and craft a strategy.

Next, I'd do the following:

1. Go into deep research on the company and the person you are going to be speaking with. Know them inside out, learn their LinkedIn profile and history, have they posted on social media? Have they been to any events and posted about them? What do they get involved with work-wise? Does the company have any latest news that is relevant?

2. Make the phone call (use it to fact-find, not sell). Introduce yourself. You may get the cold shoulder but you gotta start somewhere. IMPORTANT: DON'T TRY TO SELL. Nobody likes sales people, except sales people.

3. Follow up the call with a thank you email and some extra information that is useful to them. Not a huge sales deck.

4. Follow up the email with something in the post. Maybe a letter with a printed story of an industry horror story or a piece of positive PR coverage involving your company.

5. Follow them up on email with something that will interest them - case study, story or research. IMPORTANT: DON'T TRY TO SELL.

6. Call them 2 weeks later to see if they received the information.

7. Keep nurturing them, invite them to have coffee at an event, try to be useful.

There are certainly some other creative things you can do. Ultimately, you need to have that structured approach and you need to know what makes your target customer tick.

My final piece of advice is to aim for the low-hanging fruit first. You may want the big company on your books but you need to first build your reputation and word will get around. Get some smaller companies to build out your portfolio and grow from there.

Many industries are quite incestuous and people move around. That could open up some doors for you.

Good luck.

Matt

 

[Mark T Jones]

I'd be interested to know what training/guidance you are being given as this isn't an area where cold-calling is likely to yield quick/quality business

In the short term, deals will come from:

Start ups without good contacts
Those who have been lets down, or who have shafted previous suppliers
Rate tarts

In the longer terms, you can become one of those 'not looking for alternative' suppliers by building trust.

 

[Paul Norman]

And they are right.

The have built up a relationship over many years and have a trusted partner. You are a complete unknown so won't even get on the shortlist.

This is key. Loyalty to suppliers is a big plank of building my business over the years. I am simply not going to move suppliers unless:

1. My current supplier stops supplying.
2. My current supplier really badly stuffs up and we cannot resolve it by talking it through.
3. You offer me a massively superior commercial proposition. That might be price, but almost certainly wont be price alone. There would have to be a quality based element too.

When cold calling, the reality is that the majority of people will be in that space. It is, to some extent, a numbers game, until you hit on a business not happy with their current arrangements, or someone a bit more fickle.

 

[Alison Moore]

To be honest when I was a new business owner, cold-calls were the bane of my life as they wasted so much of my time. Many people you call, won't be interested, just be polite and let them be on their way. Occasionally you'll call someone when they're in the market for a new supplier and you just happen to be there at the right time. I've had salespeople do the old trick of calling me by an abbreviated name to catch me off balance and pretend they know me. I really don't like that one at all. Personally I never object to a follow up email, (but I would never give a salesperson my email address, they can look our contact details up on our website). I might look at the email when I have free time.

 

[Andy Inman]

Hi lads,

'... we are not interested'

I haven't read all replies so this may have been covered already, apologies for repetition if that's the case:

As a response to "we/I'm not interested" try: "Are you interested in improving efficiency?" - or reducing costs, saving money, etc ,etc - basically any relevant demonstrable benefit of your product/service which they simply can't answer "no" to. So they pretty much have to say "yes", then you have a few seconds in which to pitch how you would deliver that benefit for them. There is a danger they might feel manipulated by being more or less forced into giving you that initial "yes", so be aware of that.

The same approach may also be effective when dealing with the secretary or receptionist who refuses to put you through, saying "he/she" (the boss) "isn't interested". Your response: "Is she/he interested in increasing profitability?". See?

 

[MBE2017]

This is the third thread by the OP on cold calling, same answers on each thread, but it sounds like he is not listening. That is 90% of your problem.

 

[fisicx]

ISo they pretty much have to say "yes"

No they don't. You ask me a question like that and you will be cut off and barred.

 

[Andy Inman]

No they don't. You ask me a question like that and you will be cut off and barred.

Yep, I understand where you're coming from there, but I'm not talking about trying to sell fridges to eskimos here. A professional salesperson at that point would probably just cross you off their list. Avoiding wasted time works both ways. That's why we (my old company, now gone) never used to reply to ITTs other than to say "thanks but no thanks".

Just to add: ITT is invitation to tender

 

[fisicx]

A professional salesperson...

...wouldn't be cold calling. They would have done their homework, warmed up the lead and then made the call.

Also worth noting that inuits (eskimo is considered prejorative) buy just as many fridges as we do.

 

[Andy Inman]

...wouldn't be cold calling. They would have done their homework, warmed up the lead and then made the call.

Ok. I'm now thinking maybe we're not talking about the same kind of cold call. I was referring to when you've done the homework and identified a valid potential client. For example, they're the main competitor to one of your customers who is very happy with your product/service and have shown a significant and measurable ROI. But it's still a cold call because that company hasn't made an enquiry, it's an outgoing contact.

It totally agree if the "salesperson" (perhaps wide-boy) is just randomly calling numbers in the phonebook that's not what I mean by professional, it's spam, annoying and a bit stupid.

So back to my original suggestion of using the technique: "Are you interested in increasing net profit?" - add "... because that's exactly what YourBiggestCompetitor Ltd have been able to do, measurably, and as a direct result of installing OurGreatProduct". Now are we getting somewhere?

inuits (eskimo is considered prejorative)

Really? I had no idea! I'll watch out for that. Checked the related Wikipedia article, that uses the term Eskimo doesn't seem to mention that issue. Is this something fairly new?

... buy just as many fridges as we do

Sure. The concept of selling fridges (or ice) to "Eskimos" has been used for years to describe a supposedly "good" salesperson. IMO it's actually describing a very bad (conman) salesperson. If that's the kind of selling that the OP is doing then he has bigger problems.

thefreedictionary even include it an an idiom (the ice version):

(someone) could sell ice to Eskimos

Someone is an extremely smooth, charming, or persuasive salesperson, such that they could sell something to people who have no need or use for it. (The phrase alludes to the various indigenous peoples of the traditionally cold, snowy northern circumpolar regions of the globe, who thus would have no shortage of (and no need to buy) ice. It should be used with caution, though, as the term "Eskimo" is considered by some to be offensive or derogatory. )

Interestingly, they also show your warning about the term Eskimo - So now double noted - I'll be more careful with that from now on!

 

[Alan]

Also worth noting that inuits (eskimo is considered prejorative) buy just as many fridges as we do.

But apparently not as many barbecues, so perhaps we should have a new term 'like selling barbecues to inuits'.

 

[Andy Inman]

But apparently not as many barbecues, so perhaps we should have a new term 'like selling barbecues to inuits'.

Yes, I think that could well catch on

How about: selling excuses to a Conservative?

 

[UKSBD]

Yes, I think that could well catch on

How about: selling excuses to a Conservative?

What about, Selling Wix to Fisicx

 

[Aurelius]

There's various polite ways of doing it:

"I appreciate you're not looking for an alternative at the moment but could I possibly send you a quotation by email to go on file?"

"When is your contract up for renewal as I'd be interested in giving you a call back to provide you with a comparison at that point?"

"Could I perhaps give you a call back in 6 months when you may be looking at this again?"

You can even ask outright why he isn't interested but you really have to judge it correctly. It's not a standard reply but if you're being politely rebuffed it can kick start a conversation. Get it wrong and it has the opposite effect!

If your offering is great compared to your competition put a clear quote in the message bar of the email e.g. "only £1 per mile per ton of freight, national and international" (I have no idea how the logistics business actually works). When your email drops in their email box they can't help but see your offering. They'll read it automatically. If it is of genuine interest they'll come back to you but don't follow them up if they don't.

Telesales is purely a numbers game and it's low. My conversion rate is roughly 10% of my data become leads and 10% of that becomes a sale, but those sales could take months or years.

 

[tony84]

I use a company for secured loan referrals. It is a bloke we have used for about 18 months and it works well.

I get calls from various companies at least 2-3 times a month trying to convince me to use them Some of them I have used in the past but they were useless "ohhh yes, but I am here now so it will be completely different" we hear.

So their argument is basically, we want you to stop using a company you have used for 18 months that works and send us the business for maybe the same split or even a slightly better split but it did not work out. What happens when this new person leaves or is off/ill etc? Where is the benefit for me?

As others have said, if something isnt broken, it does not need fixing. It is hard to find good reliable long term relationships in business, so when you have it it takes a lot to break that relationship.

My suggestion would be to keep in contact, probably by email once a month and a call maybe once a quarter. You never know, you may just get them at a point where something has gone wrong with their current supplier. But it is a slow burner. I would not ditch any of the companies I use at the minute for promises that can not be quantified (ie better service) or for slightly better terms.

 

[Newchodge]

Really? I had no idea! I'll watch out for that. Checked the related Wikipedia article, that uses the term Eskimo doesn't seem to mention that issue. Is this something fairly new?

They have been called Inuit at least since I studied anthropology at university in the early 80's. Actually, they have always called themselves Inuit.

 

[UKsouthwest]

I worked in sales for many years and specialised in business development (finding new markets and new customers).

In my experience you can only really sell to people when you understand what motivates them to buy.

You can only really find this out face to face.

When faced with "we already have a supplier that we are happy with" type scenario's my advice is to never be a smart ass. Don't do the ridiculous "are you interested in improving efficiency" thing as said above. That will almost guarantee you never get through the door.

As a newbie I would suggest that it might be worth being honest and just saying "I am new to this trade and am just looking for help in really understanding what companies such as yourselves are looking for". Some people will be happy to try and help and give you advice.

Also, you could try "Its great that you have a trusted supplier. Is there any chance that we could find out what you need so that if anything did go wrong with your current supplier we might be an in a position to help" - "it never hurts to have a back up".

When you have some customers within an industry that you work well with you might be able to use them (in the nicest sense) to have a word with someone they know at another possible customer. This only truly works if you do actually have a relationship with the first customer who is genuinely happy with what you do.

The reality is that without knowing what you do specifically it is difficult to give you more specific answers but there are a couple of more general tips that might be of help.

 

[Mark T Jones]

No they don't. You ask me a question like that and you will be cut off and barred.

The broader - and relevent - issue here is that of 'clever' or 'learned' lines and how they are delivered.

Put simply, using learned lines in context and in a calm, professional manner can be a great part of the process.

All too often they are delivered in a way that sounds far too recently learned or worse - designed to trap - which is a MASSIVE turn-off.

I always remember going to network breakfast events; some smart-ass would always stand up & start with 'Who here wants to save some money?' Killer line? It certainly killed any interest I may have had.

 

[Chris Ashdown]

My way of thinking is that this sort of transport service is not for cold calling

Nobody is interested in starting a conversation with someone who rings up and answer questions about your company, you just put the phone down

Do your research on google about the companies and have about 6-10 pre written letter templates you can use to amend as personal to the transport/ dispatch/ warehouse manager who's name you have already obtained and post the letter that tends to fit their profile

Then phone them up for a meeting

Hard work but it works, you have the chance to tell them what you do, and the benefits of working together

 

[J Arnold]

For one, don't force people to say yes to a question.

I worked in plant hire for a few years, I would hear "not interested, all ready have a supplier, we already deal with such and such" all the time. You need to open the conversation up, use "what" and "how" questions,

How long have you been using X company?
What are they like to work with?

Asking these types of questions, you may uncover something useful

In the past i've asked the "how long have you been using X for?" and found out that they had been using them for years but the machines were a bit crappy and kept braking down. Music to my ears...

That account turned into a 30k a month company.

Ask questions to uncover information people wont readily offer up.....

 

[fisicx]

In the past i've asked the "how long have you been using X for?"

I get those regularly from energy consultants, phone providers and other snake oil salesmen.

 

[J Arnold]

I get those regularly from energy consultants, phone providers and other snake oil salesmen.

Its the way you say it, i'm never pushy, I'm actually quite shy which comes across so people seem to open up to me more.

I actually got the plant hire job as i was the only one who didnt come across as pushy and your typical sales guy. I just talk to people. Come across as a salesman and people put their defences up

 

[Chris Ashdown]

Try to be honest

Hi, I am fred flintstone a sales rep from Stoneage Transport limited one of the fastest growing companies in your area, and would like to discuss how our services can work with your company, ether by a phone call to your relevant manager or by posting some information to them.

 

[MBE2017]

My way of thinking is that this sort of transport service is not for cold calling

Nobody is interested in starting a conversation with someone who rings up and answer questions about your company, you just put the phone down

One of my first jobs was telesales cold calling in the transport industry, back in the early 80’s. It was cut throat then, probably harder now. Everyone said the same thing back then. I gained over £3 million in cold call sales in two years, I was asked to train all the new telesales from around the country.

No one approach works all the time, but they all work some of the time. Cold calling done well is still probably the best way to gain extra business fast and steadily, but you have to accept only 10/20% of the calls are likely to work. Some people are good at the job, others are awful.

It’s not easy, that’s for sure.

 

[Newchodge]

One of my first jobs was telesales cold calling in the transport industry, back in the early 80’s. It was cut throat then, probably harder now. Everyone said the same thing back then. I gained over £3 million in cold call sales in two years, I was asked to train all the new telesales from around the country.

No one approach works all the time, but they all work some of the time. Cold calling done well is still probably the best way to gain extra business fast and steadily, but you have to accept only 10/20% of the calls are likely to work. Some people are good at the job, others are awful.

It’s not easy, that’s for sure.

It also seems to be one of several things that small business owners appear to believe they can do without training or experience. Poor cold calling has the potential to lose customers, not just fail to gain them.

 

[Nissenel]

best

One of my first jobs was telesales cold calling in the transport industry, back in the early 80’s. It was cut throat then, probably harder now. Everyone said the same thing back then. I gained over £3 million in cold call sales in two years, I was asked to train all the new telesales from around the country.

No one approach works all the time, but they all work some of the time. Cold calling done well is still probably the best way to gain extra business fast and steadily, but you have to accept only 10/20% of the calls are likely to work. Some people are good at the job, others are awful.

It’s not easy, that’s for sure.

Can you share more details how you become as good as gaining over £3 million in cold call sales in two years? What help you the most? Any course, book, sales training?
Can you give more advises please

 

[DexG]

Can you share more details how you become as good as gaining over £3 million in cold call sales in two years? What help you the most? Any course, book, sales training?
Can you give more advises please

The best training is the real world. Try it out with some smaller prospects to start with where you have nothing to lose.

 

[MBE2017]

Can you share more details how you become as good as gaining over £3 million in cold call sales in two years? What help you the most? Any course, book, sales training?
Can you give more advises please

I had no training given or offered.

FWIW... Be yourself, answer any questions honestly, ask questions of WHAT they are looking for, accept you might not be right for them. Most importantly YOU need to shut up and listen to what is being said, too many telesales think the answer to their problems are in a good script. Clients are not stupid, they can sense a script a mile away. All you have to do is listen and answer.

You will have to find what works for you, I used to concentrate on solving their problems, late collections, early delivery slots guaranteed, awkward sizes catered for etc. Then I ensured I kept my word. If a client realises you are trying to be of help they will open up, almost everyone has problems waiting to be solved.

Price was always my last concern, because if you can solve a problem no-one else can, ie 9pm UK collection, next day delivery before 9am UK to Germany, then they have no price to compare you against.

Lastly, you need to be able to think and react quickly, and speak in the way they want to be able to convey what you can offer. Some people can’t do it, a lot can.
Apart from the above, stay positive, you will get a lot of rejections, these clients are busy and have many problems, always accept it can be a bad time to call, so try to find when it is more convenient, it becomes a numbers game.