Comments on: The Trouble With Cold-Calling http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html Business-Building Secrets for Growth-Obsessed Companies Thu, 24 Jul 2008 23:44:16 +0000 http://wordpress.org/?v=2.3.3 By: Nagita http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-4760 Nagita Sat, 12 Jul 2008 04:00:47 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-4760 Hi, I agree with 'Peter Bowerman' .  If you have contacts, family, friends and have lived in the region you are marketing then this way of marketing may be great but not everyone has all the tools (portfolio, ebooks) etc to find customers without cold-calling. Cold calling can work if you do some research about the prospect,  formulate a plan on how to help them, do not presume anything about their business and be courteous. Hi,

I agree with ‘Peter Bowerman’ . 

If you have contacts, family, friends and have lived in the region you are marketing then this way of marketing may be great but
not everyone has all the tools (portfolio, ebooks) etc to find customers without cold-calling.

Cold calling can work if you do some research about the prospect,  formulate a plan on how to help them, do not presume anything about their business and be courteous.

]]> By: Joseph Ratliff http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-3046 Joseph Ratliff Sun, 18 May 2008 03:02:44 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-3046 Positioning. How you position yourself when you market yourself, whatever marketing you are using...is the key. Cold-calling is marketing...so you have to position yourself correctly...as an expert in your potential client's eyes. It worked for me in the beginning, but I haven't had to use it in awhile. Positioning.

How you position yourself when you market yourself, whatever marketing you are using…is the key.

Cold-calling is marketing…so you have to position yourself correctly…as an expert in your potential client’s eyes.

It worked for me in the beginning, but I haven’t had to use it in awhile.

]]> By: Jon Weston http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2873 Jon Weston Fri, 09 May 2008 15:27:00 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2873 Don't be so quick to jump on the "he's right", or the "he's wrong bandwagon". Consider that just because you personally don't like to be cold called (I know I hate it), it doesn't necessarily mean that another business owner wouldn't love to hear from someone who could solve problems that keep them up at night. It seems to me the important thing is that we find what works well for our own businesses. Test, test, test... anyone? Don’t be so quick to jump on the "he’s right", or the "he’s wrong bandwagon".

Consider that just because you personally don’t like to be cold called (I know I hate it), it doesn’t necessarily mean that another business owner wouldn’t love to hear from someone who could solve problems that keep them up at night.

It seems to me the important thing is that we find what works well for our own businesses. Test, test, test… anyone?

]]> By: Timur Mourtazov http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2872 Timur Mourtazov Fri, 09 May 2008 13:21:42 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2872 Yes, as much as I respect all your writings Bob about direct marketing and all the great ideas in general about how one can avoid cold calling, I must say that cold calling is the way how many and many now successful businesspeople have built their businesses. Clayton Makepeace described how he did in one of his articles. Doug D'Anna did  it. And many many others. Cold calling really is not cold calling when you know why you are calling and what you can do for the customer.  And cold calling becomes really telemarketing when you have the skills and the know how to do it or to hire other people to do it for you. It just becomes another marketing tool and very powerful because of its  precision, selectivity,  interactivity and speed. I mean how long would one have to wait to get noticed with all the other media and publicity when simple a telephone can be picked up and the key decisions makers can be called. Especially so in b2b. The key to remember that the goal of cold calling is not to make a sale on the first call. The goal of cold calling is to facilitate building a close relationship with customer. It's a great research tool as well, I have written  sales leltters based solely on the knowledge I was able to derive from telephone calls to prospectives customers for example. There you go, off my chest too. Thanks for reading! Timur Mourtazov www.oneplusone.info Yes, as much as I respect all your writings Bob about direct marketing and all the great ideas in general about how one can avoid cold calling, I must say that cold calling is the way how many and many now successful businesspeople have built their businesses. Clayton Makepeace described how he did in one of his articles. Doug D’Anna did  it. And many many others.

Cold calling really is not cold calling when you know why you are calling and what you can do for the customer.  And cold calling becomes really telemarketing when you have the skills and the know how to do it or to hire other people to do it for you. It just becomes another marketing tool and very powerful because of its  precision, selectivity,  interactivity and speed.

I mean how long would one have to wait to get noticed with all the other media and publicity when simple a telephone can be picked up and the key decisions makers can be called. Especially so in b2b. The key to remember that the goal of cold calling is not to make a sale on the first call. The goal of cold calling is to facilitate building a close relationship with customer.

It’s a great research tool as well, I have written  sales leltters based solely on the knowledge I was able to derive from telephone calls to prospectives customers for example.

There you go, off my chest too.

Thanks for reading!

Timur Mourtazov
http://www.oneplusone.info

]]> By: Robert Lehrer http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2867 Robert Lehrer Fri, 09 May 2008 05:02:09 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2867 Bob, I've learned a lot from your lessons, but I respectfully disagree with your article, here.  While the optimal position to create for yourself is a place where people call on you as the expert, fortunes have been made by cold-calling sales people.  Why choose between cold calling and article writing or speaking?  I was taught to do everything that works.  Why not do both?  I know some very wealthy people who still cold-call and they can't express themselves at all with a pen or keyboard and aren't comfortable in public speaking.  I've known others who couldn't sell peanuts at bar, but they write persuasively and passionately to move prospects in whatever direction they wan with that skill. Bob, I’ve learned a lot from your lessons, but I respectfully disagree with your article, here.  While the optimal position to create for yourself is a place where people call on you as the expert, fortunes have been made by cold-calling sales people. 

Why choose between cold calling and article writing or speaking?  I was taught to do everything that works.  Why not do both?  I know some very wealthy people who still cold-call and they can’t express themselves at all with a pen or keyboard and aren’t comfortable in public speaking. 

I’ve known others who couldn’t sell peanuts at bar, but they write persuasively and passionately to move prospects in whatever direction they wan with that skill.

]]> By: Norm Ford http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2866 Norm Ford Thu, 08 May 2008 23:25:29 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2866 Personally I have found cold-calling effective. But I'm thick skined and I just roll onto the next. Park my car one side of the street. Walk up one side & then down the other. I would never cold call by phone for the following reasons: The things I learnt was by observation - intelligence gathering were the staff busy tidy office or untidy did there appear to be systems in place general appearance - carpet clean, flowers, shades clean or dusty staff smiling or growling eating lunch at their table outside appearance of office/building expensive rental area company cars clean no oil patches in the parking area (poor maintenance) Sometimes when I've walked through the door & depending what I'm seeling, I can see that they need me, or that all I can see is trouble & I don't want to do business with them so I just ask a question of weather they know where company XYZ is? Most times if I can get to the boss which isn't all that hard, they will gladly speak with me and then the qualifiction process begins. Sometimes I've even been offered a job. If I don't get to see the boss I've got his card and I've left mine there and I've found out a good time to make phone contact to make an appointment.  But its all in the mind. I'm outside enjoying myself, meeting different peole and learning. But  Bob's ideas are worthy as well to be part of your arsenal. Personally I have found cold-calling effective. But I’m thick skined and I just roll onto the next. Park my car one side of the street. Walk up one side & then down the other. I would never cold call by phone for the following reasons:
The things I learnt was by observation - intelligence gathering
were the staff busy
tidy office or untidy
did there appear to be systems in place
general appearance - carpet clean, flowers, shades clean or dusty
staff smiling or growling
eating lunch at their table
outside appearance of office/building
expensive rental area
company cars clean
no oil patches in the parking area (poor maintenance)

Sometimes when I’ve walked through the door & depending what I’m seeling, I can see that they need me, or that all I can see is trouble & I don’t want to do business with them so I just ask a question of weather they know where company XYZ is?

Most times if I can get to the boss which isn’t all that hard, they will gladly speak with me and then the qualifiction process begins.
Sometimes I’ve even been offered a job.

If I don’t get to see the boss I’ve got his card and I’ve left mine there and I’ve found out a good time to make phone contact to make an appointment. 

But its all in the mind. I’m outside enjoying myself, meeting different peole and learning.

But  Bob’s ideas are worthy as well to be part of your arsenal.

]]> By: Adam http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2865 Adam Thu, 08 May 2008 22:10:04 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2865 Bob, this post is similar to something else you wrote a few weeks back. You said that writing copy on spec without the clients knowledge -- i.e. picking one of their products and writing a promo for it -- doesn't work...and won't impress the client or get you work from them. But in Clayton's 6-figure copywriting course recordings, Clayton recommended that writers do this to show clients what you can do. So i'm wondering who is right here. Is Clayton wrong to say this because it flat out doesn't work...or are you wrong? Didn't you host those calls with Clayton? Bob, this post is similar to something else you wrote a few weeks back. You said that writing copy on spec without the clients knowledge – i.e. picking one of their products and writing a promo for it – doesn’t work…and won’t impress the client or get you work from them.

But in Clayton’s 6-figure copywriting course recordings, Clayton recommended that writers do this to show clients what you can do. So i’m wondering who is right here. Is Clayton wrong to say this because it flat out doesn’t work…or are you wrong?

Didn’t you host those calls with Clayton?

]]> By: Kammy Thurman http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2864 Kammy Thurman Thu, 08 May 2008 22:06:56 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2864 Here are some cold facts about my experience with cold calling... Last year our photographystudio attended a wedding fair to land wedding photography assignments. We had a drawing to get their contact info. Then we made cold calls to them. We got consultations with 10% of those brides and booked about 50% of the responders. Not too bad, but... This year we did the drawing, got the names, sent a direct mail package that drove them to our website for a bridal photography guide. The lead gen letter, photography guide & site did most of the selling for us. The photography guide then invited them to call for a  consultation. This process doubled response to the initial offer and we've booked 90% of the consultations. In fact, we've booked more weddings than we'd planned and have closed bookings for the rest of the year. I'm convinced we blew the doors off last year's program because by the time they called us for a consultation they were pre-sold on our services. We weren't calling out of the blue asking for a consultation before they were ready. Kammy Here are some cold facts about my experience with cold calling…

Last year our photographystudio attended a wedding fair to land wedding photography assignments. We had a drawing to get their contact info. Then we made cold calls to them. We got consultations with 10% of those brides and booked about 50% of the responders. Not too bad, but…

This year we did the drawing, got the names, sent a direct mail package that drove them to our website for a bridal photography guide. The lead gen letter, photography guide & site did most of the selling for us. The photography guide then invited them to call for a  consultation.

This process doubled response to the initial offer and we’ve booked 90% of the consultations. In fact, we’ve booked more weddings than we’d planned and have closed bookings for the rest of the year.

I’m convinced we blew the doors off last year’s program because by the time they called us for a consultation they were pre-sold on our services. We weren’t calling out of the blue asking for a consultation before they were ready.

Kammy

]]> By: Annette http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2863 Annette Thu, 08 May 2008 22:06:05 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2863 Cold calling for extroverts? That is a total myth. I am a pure extrovert and easy going but I have never been frustrated in my life like during those days of cold calling. For sure Bob's message should be read by all network marketers out there. I agree with everybit of it from personal experience. Those days, I would call like 50 people to get someone join my mlm..  But all this changed after I put up my website and established myself as an expert. True, it takes time BUT it is worth it.  I almost have a closing ratio of 100%!! So what changed... I am the same person with the same company with the same products... It is simply because the "hunter became the hunted" I am afraid cold calling is becoming less and less effective especially with the advancement in technology. I guess people who strongly support cold calling have never had a chance to be contacted by a prospect pleading for their help... Annette http://www.breathtaking-network-marketing-secrets.com Cold calling for extroverts? That is a total myth. I am a pure extrovert and easy going but I have never been frustrated in my life like during those days of cold calling.

For sure Bob’s message should be read by all network marketers out there. I agree with everybit of it from personal experience.

Those days, I would call like 50 people to get someone join my mlm..  But all this changed after I put up my website and established myself as an expert. True, it takes time BUT it is worth it.

 I almost have a closing ratio of 100%!! So what changed… I am the same person with the same company with the same products… It is simply because the "hunter became the hunted"

I am afraid cold calling is becoming less and less effective especially with the advancement in technology. I guess people who strongly support cold calling have never had a chance to be contacted by a prospect pleading for their help…

Annette
http://www.breathtaking-network-marketing-secrets.com

]]> By: Dale http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2861 Dale Thu, 08 May 2008 21:01:06 +0000 http://www.makepeacetotalpackage.com/bob-bly/the-trouble-with-cold-calling.html#comment-2861 Your personality type has a lot to do with whether you are comfortable with cold calling. Bob and I are introverts, which makes us uncomfortable calling clients for business. If you are comfortable making cold calls, like Peter Bowerman, you are likely an extrovert, and can handle any pressure the prospect dumps on you. Then there is timing. How many times have you gotten a telemarketing call at an inappropriate time, when you are eating or watching your favorite program? Irritating isn't it? With a letter, web-site article, the client can deal with it when it isn't interrupting another activity. Great article, Bob. Thanks, Dale Your personality type has a lot to do with whether you are comfortable with cold calling. Bob and I are introverts, which makes us uncomfortable calling clients for business. If you are comfortable making cold calls, like Peter Bowerman, you are likely an extrovert, and can handle any pressure the prospect dumps on you.

Then there is timing. How many times have you gotten a telemarketing call at an inappropriate time, when you are eating or watching your favorite program? Irritating isn’t it? With a letter, web-site article, the client can deal with it when it isn’t interrupting another activity.

Great article, Bob.

Thanks,
Dale

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