-- Cold-calling on potential clients.

[Simply Red]

I never really opened up much over the last 7 yrs. Maybe some of you know - but; others may not. I lost my business in January. T'was a good run from '10-'17 however; Once we came home from Afghanistan spelled doom for my company - as my customer's client held a military contract for laptop repair for the marines in Leatherneck/Bastion (Helmand Province) - I almost lost everything. I never went bankrupt but chances are my leasing company will sue me w/in 3 mos. or so. This all being said, I began a new job selling RMM tools for PBX systems and network environments.

Do any of you cold-call? That's pretty much my job now and it's going pretty good. My approach is simple, take your time when/once you connect live w/ a person - pronounce your words well and have plenty of volume - generally these folks will talk to you, I've found.

Who else cold-calls? Any tricks you'd like to share?

Thank you in advance...

[Sassy Squatch]

Just won't answer if I don't know the number. That seems to be the MO of today's society. Although, can anyone explain to me why no one leaves a message after they weren't able to make contact?

[gblowfish]

I've done quite a bit of this over the years. It's become much harder over the past few years, because people insulate themselves. Receptionists are told to dump you into voice mail, or if you do get a person they'll say "send me an email" and then they ignore it. I start by making sure I'm talking to the right person, the actual decision maker who would pull the trigger on buying. Lots of times its not who you think it might be. Or, there may be multiple departments or divisions within a company, and you may strike out with guy A, but sell guy B. If they say they don't need or want what I sell, I ask the follow up of "is there anything that you DO buy, that you either have trouble getting, or think you should be paying less for, or have trouble with getting in a timely manner?" Hey, if there's something they buy a lot of, and I can find a way to get it to them cheaper, better, faster, I'll think outside the box and explore that possibility.

Other general tips: Don't call the first work day after a Major Holiday. On Mondays don't call until after lunch. On Fridays call in the morning only. Best time is usually from about 9:30 till 11:30 or afternoons from 1:30 till around 3pm. That's the hours most people are in serious takin care of bidness mode. Also, even if they say no, try to get an email, and then send them a thank you for taking time to speak to you. If you are able to convert a cold call into a sale, make sure to send them a handwritten thank you card after the first sale. Building personal relationships with your customers is key to longevity.

[cooper barrett]

Originally Posted by hometeam

I have had lots of experience with cold caling over the years. In my business, its basically worthless.

HOPE THAT HELPS BECAUSE YOU SEEM NICE

Cold calling sucks I don't care what you're selling. But if customers are not coming in the doors, you get on the phone and invite them to come by and see the deals on the leftover Tweetybird yellow turdmobiles that were left over from last year....

Honestly, you have to do what it takes to get a funnel to appear, them managing your opportunities becomes your next challenge.

Then there's hometeam who teaches you how to get the ones that try to get away...or at least he used to.

[BucEyedPea]

Originally Posted by cooper barrett

Even 20 years ago phones were cordless. you could do what you needed to do and have some fun at the same time...

I did learn from it, I understood what mini closes were and how to use them better in a presentation but a few people on the phone would be good enough to build a question into a benefit question that you just looked stupid answering in a way that brought you into the sales path they wanted you on. Very few ever master that...

I bet Donger has mastered that.

[cooper barrett]

Text book accurate.

Originally Posted by gblowfish

I've done quite a bit of this over the years. It's become much harder over the past few years, because people insulate themselves. Receptionists are told to dump you into voice mail, or if you do get a person they'll say "send me an email" and then they ignore it. I start by making sure I'm talking to the right person, the actual decision maker who would pull the trigger on buying. Lots of times its not who you think it might be. Or, there may be multiple departments or divisions within a company, and you may strike out with guy A, but sell guy B. If they say they don't need or want what I sell, I ask the follow up of "is there anything that you DO buy, that you either have trouble getting, or think you should be paying less for, or have trouble with getting in a timely manner?" Hey, if there's something they buy a lot of, and I can find a way to get it to them cheaper, better, faster, I'll think outside the box and explore that possibility.

Other general tips: Don't call the first work day after a Major Holiday. On Mondays don't call until after lunch. On Fridays call in the morning only. Best time is usually from about 9:30 till 11:30 or afternoons from 1:30 till around 3pm. That's the hours most people are in serious takin care of bidness mode. Also, even if they say no, try to get an email, and then send them a thank you for taking time to speak to you. If you are able to convert a cold call into a sale, make sure to send them a handwritten thank you card after the first sale. Building personal relationships with your customers is key to longevity.

[gblowfish]

Businesses usually have a culture about accepting cold calls. Some don't want to give opportunities to any cold callers. If they want to buy something, they leave it up to their purchasing guy to go out and find what they want. The internet makes that a lot easier than it used to be.

But some companies will consider a cold call if it's a legit company, and they may actually get a better deal on something they buy on a regular basis. If you close your mind to opportunity, you might miss out on something that will actually benefit your company's bottom line. Stevie Ray is right though, if you don't step up to the plate and swing, you'll never drive in any runs. The worst the potential customer can say is no. You don't take it personally, and move on to the next opportunity.

[BleedingRed]

Cold calling is dead,

[BleedingRed]

There is a program I use where you import a list in excel and they have call center call for you soon as someone picks up your transfered the call. 10+ conversations an hour. I deal on C-level but this is what I have my sales team use

[BucEyedPea]

Originally Posted by BleedingRed

Cold calling is dead,

Agree.

Originally Posted by BleedingRed

There is a program I use where you import a list in excel and they have call center call for you soon as someone picks up your transfered the call. 10+ conversations an hour. I deal on C-level but this is what I have my sales team use

Is that what that beep sound and gap in time is all about?

Man that is so annoying.

[BucEyedPea]

Originally Posted by BryanBusby

Those no call lists are a good way to find numbers to call.

I get angry at them and treat them like the dirt-bags they are.

[BucEyedPea]

Originally Posted by Rausch

I hate phones. I don't have a cell phone.

I really hate being called when I'm trying to sleep (noon to about 8 pm.)

That's when all political/sales/random calls happen. And I'm on the no-call list with a landline...

I hate phones too. I hate the fact that even friends and family complain if you don't answer your cell phone, as if I have to be available 24/7. I turn it off. It gets annoying.
Rings when you drive. Rings when you cook. It's like we're all doctors now being on-call constantly.

[BucEyedPea]

Originally Posted by Simply Red

another thing that cold-callers make mistakes in is being able to SLLLLOOOWW DOWWWNN on the call(s.)

What do you mean?

[Nzoner]

Originally Posted by Simply Red

I've never gotten that - our leads are warm so it's cool. Plus techies are always trying to improve. Overall they generally know they're speaking w/ someone AT LEAST as smart as they are. I was once a CEO too. and ty for the condolences.

Not to offend but having been in sales 30+ years you're really not cold calling if you're given leads of potential customers who have agreed to see you.

That said,the selling process(at least in my experience)is never the same.Be prepared for interruptions and be prepared to go back and do a brief summary of what was discussed prior to the interruption.Find common ground with the potential customer,a lot of these people will have something in their office be it a picture,a favorite sports team collectible,awards etc. Usually there's something you can comment on and have a brief discussion to help make said person a little more at ease and make you more likeable.

Always remember once they've bought you they own your product because it's an extension of you.

Lastly if looking for some great reading on the subject I strongly suggest checking out Tom Hopkins How To Master The Art Of Selling Anything.It's a little dated but there are some absolute gems in his book.

Good luck!

[BucEyedPea]

Bleeding Red--What is the name of that call program?

[BleedingRed]

Originally Posted by BucEyedPea

Bleeding Red--What is the name of that call program?

They just rebranded it but used to be call "ring now" but it was great soon as you were connected their info popped up on screen.

I don't use it now because I've moved up and my younger guys typically use it. When I used to sell SAS used it all the time