Replies to This Discussion

Permalink Reply by Guy Sedgwick on November 10, 2010 at 10:29

Phil,

I have found that cold calling very rarely works if you are just picking up the phone, but I have one of the traditional sales people that works for me and he knocks doors everyday which has been very effective for me.

This may be down to the networking philosophy of know like and trust as the potential customer has a real point of contact and can build a relationship. We have found that with our business that even if the person who deals with printer cartridges is not available somebody else will be able to tell us what printers they have and we can then send a quotation to the relevant person.

But I also have to agree that if I am looking for a specific industry and I don't already know somebody in that industry I will just google it.

Guy

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Permalink Reply by Andy Hall (Moderator) on November 10, 2010 at 18:35

I often “Cold Call” it's a necessary evil. Must admit I don't enjoy it but do have success.
I feel it does work depending on a number of factors;
Local accent. And prove I'm local.
Tell them I'm not selling anything over the phone.
Mentioning other local businesses who use my service.
My attitude before I make the call.
Belief in the product.
Create a “want”
Etc.

It can be very cost-effective. But needs to be done in the right way by the right people.

Andy

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Permalink Reply by Phil Kelly (OBN Co-Founder) on November 10, 2010 at 22:48

Andy, I think you make a good point on attitude. People don't really like taking cold calls and most people don't like making them, which can be reflected in your attitude as a sales person when carrying out a cold calling exercise. Having the mentality of 'this isn't going to get me any business so I don't know why I am bothering' or 'lets just get it over and done with', can easily be passed on to the potential client on the other end of the phone giving a negative portrayal of your product or service.

I also feel that letting the customer know how the product can benefit them as opposed to using the call to be to descriptive about the product itself and expecting them to find a place for it in their business is very important. Which brings up the point of being prepared prior to the cold calling exercise and knowing the ins and outs of the target market/sector.

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Permalink Reply by Paul Lee on December 21, 2010 at 10:03

Phil

 

I've many years experience in cold calling for different size organisations.  Organisations such as Royal Mail and SAP despite there size and reputation still need to rely on cold calling.  Why? There's so much they do that people don't realize.  I think cold calling is effective if you understand no one like to be sold to.  Inform them, make them understand how the products can help them and leave them to make a informed decision.

 

I'm currently cold calling for www.webvitality.co.uk and although I speak to a lot of people who don't appreciate the approach I still believe its one of the best ways to get the message out there.

 

Paul

Web Vitality

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Permalink Reply by Andy Hall (Moderator) on December 21, 2010 at 13:11

Great comment Paul.

 

I agree that Cold Calling is still effective. I am learning new ways of introducing my product to customers. Many major companies realise that their potential customers may not be aware of how they can benefit. Emails look like spam, mailshots look like junk. A friendly voice helps build a connection.

 

The approach needs to be one of "this isn't for everyone but I Know I can benefit many customers". Belief in what you are "selling" is essential otherwise it simply cannot work.

 

Paul, out of interest, how effective is it for you? What percentage of calls become leads?

 

Andy

Paul Lee said:

Phil

 

I've many years experience in cold calling for different size organisations.  Organisations such as Royal Mail and SAP despite there size and reputation still need to rely on cold calling.  Why? There's so much they do that people don't realize.  I think cold calling is effective if you understand no one like to be sold to.  Inform them, make them understand how the products can help them and leave them to make a informed decision.

 

I'm currently cold calling for www.webvitality.co.uk and although I speak to a lot of people who don't appreciate the approach I still believe its one of the best ways to get the message out there.

 

Paul

Web Vitality

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Permalink Reply by Paul Lee on December 21, 2010 at 13:17

Andy

 

Good question I've never analysed it, I'm new to www.webvitality.co.uk so it's to early to call.  It is however a 'numbers game' and I'm always prepared to 'kiss a few frogs' shall we say.  The percentage will be low but its not always about getting the sale it's finding the right customer for your business.

Verticalization is a good place to start, build on your sucesses as then its relervant to your prospect.

 

Paul

Andy Hall said:

Great comment Paul.

 

I agree that Cold Calling is still effective. I am learning new ways of introducing my product to customers. Many major companies realise that their potential customers may not be aware of how they can benefit. Emails look like spam, mailshots look like junk. A friendly voice helps build a connection.

 

The approach needs to be one of "this isn't for everyone but I Know I can benefit many customers". Belief in what you are "selling" is essential otherwise it simply cannot work.

 

Paul, out of interest, how effective is it for you? What percentage of calls become leads?

 

Andy

Paul Lee said:

Phil

 

I've many years experience in cold calling for different size organisations.  Organisations such as Royal Mail and SAP despite there size and reputation still need to rely on cold calling.  Why? There's so much they do that people don't realize.  I think cold calling is effective if you understand no one like to be sold to.  Inform them, make them understand how the products can help them and leave them to make a informed decision.

 

I'm currently cold calling for www.webvitality.co.uk and although I speak to a lot of people who don't appreciate the approach I still believe its one of the best ways to get the message out there.

 

Paul

Web Vitality

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Permalink Reply by Andy Hall (Moderator) on December 21, 2010 at 14:24

Good Call.

Suppose it depends on a number of factors as you say.

"Each rejection is 1 step closer to success."

 

As my business grows in the new year I may be looking for an assistant who can also do Telemarketing.

If anyone knows a great candidate, I may be interested in a few months.

 

Andy

Paul Lee said:

Andy

 

Good question I've never analysed it, I'm new to www.webvitality.co.uk so it's to early to call.  It is however a 'numbers game' and I'm always prepared to 'kiss a few frogs' shall we say.  The percentage will be low but its not always about getting the sale it's finding the right customer for your business.

Verticalization is a good place to start, build on your sucesses as then its relervant to your prospect.

 

Paul

Andy Hall said:

Great comment Paul.

 

I agree that Cold Calling is still effective. I am learning new ways of introducing my product to customers. Many major companies realise that their potential customers may not be aware of how they can benefit. Emails look like spam, mailshots look like junk. A friendly voice helps build a connection.

 

The approach needs to be one of "this isn't for everyone but I Know I can benefit many customers". Belief in what you are "selling" is essential otherwise it simply cannot work.

 

Paul, out of interest, how effective is it for you? What percentage of calls become leads?

 

Andy

Paul Lee said:

Phil

 

I've many years experience in cold calling for different size organisations.  Organisations such as Royal Mail and SAP despite there size and reputation still need to rely on cold calling.  Why? There's so much they do that people don't realize.  I think cold calling is effective if you understand no one like to be sold to.  Inform them, make them understand how the products can help them and leave them to make a informed decision.

 

I'm currently cold calling for www.webvitality.co.uk and although I speak to a lot of people who don't appreciate the approach I still believe its one of the best ways to get the message out there.

 

Paul

Web Vitality

• ▶ Reply

Permalink Reply by Punja on December 29, 2010 at 17:39

I have 5yrs+ well developed telemarketing and practical strategic marketing experience which will make a massive improvement in sales revenues and client base ; please email me: dpunja@hotmail.com   ,

"Oldham's sales professional"

Andy Hall said:

Good Call.

Suppose it depends on a number of factors as you say.

"Each rejection is 1 step closer to success."

 

As my business grows in the new year I may be looking for an assistant who can also do Telemarketing.

If anyone knows a great candidate, I may be interested in a few months.

 

Andy

Paul Lee said:

Andy

 

Good question I've never analysed it, I'm new to www.webvitality.co.uk so it's to early to call.  It is however a 'numbers game' and I'm always prepared to 'kiss a few frogs' shall we say.  The percentage will be low but its not always about getting the sale it's finding the right customer for your business.

Verticalization is a good place to start, build on your sucesses as then its relervant to your prospect.

 

Paul

Andy Hall said:

Great comment Paul.

 

I agree that Cold Calling is still effective. I am learning new ways of introducing my product to customers. Many major companies realise that their potential customers may not be aware of how they can benefit. Emails look like spam, mailshots look like junk. A friendly voice helps build a connection.

 

The approach needs to be one of "this isn't for everyone but I Know I can benefit many customers". Belief in what you are "selling" is essential otherwise it simply cannot work.

 

Paul, out of interest, how effective is it for you? What percentage of calls become leads?

 

Andy

Paul Lee said:

Phil

 

I've many years experience in cold calling for different size organisations.  Organisations such as Royal Mail and SAP despite there size and reputation still need to rely on cold calling.  Why? There's so much they do that people don't realize.  I think cold calling is effective if you understand no one like to be sold to.  Inform them, make them understand how the products can help them and leave them to make a informed decision.

 

I'm currently cold calling for www.webvitality.co.uk and although I speak to a lot of people who don't appreciate the approach I still believe its one of the best ways to get the message out there.

 

Paul

Web Vitality

• ▶ Reply

Permalink Reply by Martyn Hodgson on January 7, 2011 at 14:24

If this cunning plan of mine generates clients then yes cold calling is worth it!

I'm calling the owners of independent hotels / small chains (I have their names). I want a meeting with them. My business provides lead generation and internet marketing services. I'm primarily wanting to work with hotels with low occupancy rates who want more customers.

I'll make 50 calls per week = 200 per month

Talk to 40 owners (catch them on 5th call on average)

Convert 20% into appointments = 8

Convert 50% into quotes = 4

Convert 25% into clients = 1 per month

 

I'm about to start on Monday so any feedback would be welcome.

Martyn

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Permalink Reply by Andy Hall (Moderator) on January 9, 2011 at 8:15

It's fantastic to have an idea of how to measure success in all areas, conversion rates etc.

Mine is similar,

20 calls per business type (if not already featured) x2

=5 appointments (1 in 4 success depending on category)

=2-3 converted into happy customers 

 

An obvious technique is knowing that each call is 1 step closer to success, this drives me on to the next one.

 

Martyn, how do you plan the time for call making, this a current challenge for me. I aim to do most Monday and some Tuesday.

 

Thoughts,

Andy
Martyn Hodgson said:

If this cunning plan of mine generates clients then yes cold calling is worth it!

I'm calling the owners of independent hotels / small chains (I have their names). I want a meeting with them. My business provides lead generation and internet marketing services. I'm primarily wanting to work with hotels with low occupancy rates who want more customers.

I'll make 50 calls per week = 200 per month

Talk to 40 owners (catch them on 5th call on average)

Convert 20% into appointments = 8

Convert 50% into quotes = 4

Convert 25% into clients = 1 per month

 

I'm about to start on Monday so any feedback would be welcome.

Martyn

• ▶ Reply

Permalink Reply by Martyn Hodgson on January 9, 2011 at 9:40

I have my day mapped out. I know I have 2-3 set aside to do cold calling.

8-9 Emails / social media then turn them off whether I've finished or not

9-12 Project / client work

12-1 Turn on Emails / social media / lunch then turn off again at 1 whether finished or not

1-2 Project work

2-3 Cold calling (12/day for Mon-Thu = 50)

3-4 Summarise actions from cold calling / Emails / Admin

This is when I'm at home all day. It gets modified when I go to an appointment. I can only handle 2-3 appointments / week so I'll stop cold calling if I've filled my week up with appointments

I find it useful to hold myself accountable for the "input" ie 1 hour per day = 12 calls, even though what i want is the "output" of a client

Andy Hall said:

It's fantastic to have an idea of how to measure success in all areas, conversion rates etc.

Mine is similar,

20 calls per business type (if not already featured) x2

=5 appointments (1 in 4 success depending on category)

=2-3 converted into happy customers 

 

An obvious technique is knowing that each call is 1 step closer to success, this drives me on to the next one.

 

Martyn, how do you plan the time for call making, this a current challenge for me. I aim to do most Monday and some Tuesday.

 

Thoughts,

Andy
Martyn Hodgson said:

If this cunning plan of mine generates clients then yes cold calling is worth it!

I'm calling the owners of independent hotels / small chains (I have their names). I want a meeting with them. My business provides lead generation and internet marketing services. I'm primarily wanting to work with hotels with low occupancy rates who want more customers.

I'll make 50 calls per week = 200 per month

Talk to 40 owners (catch them on 5th call on average)

Convert 20% into appointments = 8

Convert 50% into quotes = 4

Convert 25% into clients = 1 per month

 

I'm about to start on Monday so any feedback would be welcome.

Martyn

• ▶ Reply

Permalink Reply by Nick Jackson on January 11, 2012 at 15:22

Hi Phil,

Increasing sales for any business is an ongoing battle. As businesses we are always looking to improve the sales line and sales revenue, but what is the fastest way to increase your sales line?

There is no one simple answer to increasing a businesses sales only a combination of sales solutions that when adopted should have the desired result in increasing sales.

It is important that the correct sales technique is adopted that suits your target market and you as a business and the product or service you as a business provide. This is really about trial and error and listening to the feed back you get from your clients when you go about your sales campaign. Remember no one likes a pushy sales person and it is important to focus on engagement and the best way to do that is to plan your sales campaign and target those who you believe have a need for your product or service.This can be from any specific group, age, sex, gender, geographic area, business type or whatever approach you as a company thinks is right. The next step is to decide whether you will be using a direct or indirect approach in contacting these potential customers. My view is in todays competative market direct selling is the only option. Direct selling is a faster way to win new business and of course allows you to update the database of potential customers you have gathered. Direct selling works but has to be carried out in the right way.

If your buisiness has sales employed staff it is imperative that these members of your team are happy but highly motivated to win your business sales. It is important to set the right KPI's ( key performance indicators ) with your sales staff as well as making sure that your team are fully aware of all aspects of your product and services to allow the natural approach to be adopted instead of the scriped approach. A happy well trained and hungry sales team will win your business new sales.

You will need to think about whether your service or product has a USP ( Unique Selling Point ). This will give you potential customer even more reason to choose your service or product over a competitor.

Think about whether you want to provide your customers with an offer, everyone likes a bargain however is it right for your business. We as a company provide all new customers with an introductory discount of the fees we charge, is this something your business should adopt? Think not about maximizing revenue but about winning new cutomers who will in turn recommend your service or products and win you additional sales.

Finally always look to your existing client database, these customers have already said yes to your services or product but have they been informed of any latest product release or special offers you are marketing to new potential customers that they could benefit from.

In summary the fastest way to increase your sales line could be done by using one or all of the above methods. It is important that any sales department is run proactively not reactively and that they listen and communicate with customers in the correct manner.

I hope this has been of interest to you and welcome your feed back.

Regards

Nick

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