The Entrepreneur Forum | Startups | Entrepreneurship | Starting a Business | Motivation | Success

EXECUTION 2 hours of cold calls a day

Remove ads while supporting the Unscripted philosophy...become an INSIDER.

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
I know,

is not that much.

But I have decided to commit to 2 hours of cold call 5 days a week.

I hate it. I can't wait for the weekend. But at the same time, I feel different.

I am more spontaneous in talking to people, I feel like I am doing something meaningful for myself.

I feel empowered.

I will use this thread to just post like once a week saying that I actually did what I said.

I am selling an SEO software for a company from Italy, where I come from.

I don't know what will happen, if the market likes it, if I will be enough.

But I don't care, I sit down, set the timer, and start calling.

Then, during the weekend, I implement my contact list, for two hours a day (I forgot to do so on Sunday).

I have already had a meeting and another 2/3 set for this week.

It's scary. But I feel I am stretching myself like never before.

Thanks to @MTF that made me realize it thanks to his posts.
 

Don't like ads? Remove them while supporting the forum. Subscribe.

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Listening again to Unscripted, I got scared when MJ talks about people that understand the theology of the book, that look like they are actually taking action. But that in the end, are not doing anything.
 

MTF

Never give up
EPIC CONTRIBUTOR
FASTLANE INSIDER
Read Millionaire Fastlane
I've Read UNSCRIPTED
Speedway Pass
May 1, 2011
3,402
17,684
3,754
Great job taking massive action. Good luck!
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Thank you MTF.

You are a great inspiration for people in the forum (outside of it as well for sure).
 

marc.israel

New Contributor
I've Read UNSCRIPTED
Nov 7, 2020
11
15
15
Mauritius
I know,

is not that much.

But I have decided to commit to 2 hours of cold call 5 days a week.

I hate it. I can't wait for the weekend. But at the same time, I feel different.

I am more spontaneous in talking to people, I feel like I am doing something meaningful for myself.

I feel empowered.

I will use this thread to just post like once a week saying that I actually did what I said.

I am selling an SEO software for a company from Italy, where I come from.

I don't know what will happen, if the market likes it, if I will be enough.

But I don't care, I sit down, set the timer, and start calling.

Then, during the weekend, I implement my contact list, for two hours a day (I forgot to do so on Sunday).

I have already had a meeting and another 2/3 set for this week.

It's scary. But I feel I am stretching myself like never before.

Thanks to @MTF that made me realize it thanks to his posts.
Great commitment. As I hate cold calling too, I encourage to ponder the Act-Assess-Adjust principle (or Build-Measure-Learn, in the MVP approach). After every 2 hours of calls, reflect on what happened. What can you learn from your calls? What was successful? What was not? How can you do differently/better? What should you do more or less? Are there ways to better target your prospects? Selling is an art, but by using measures and learning, it becomes a true science that builds success. Keep grinding and tell us how it goes!
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Great commitment. As I hate cold calling too, I encourage to ponder the Act-Assess-Adjust principle (or Build-Measure-Learn, in the MVP approach). After every 2 hours of calls, reflect on what happened. What can you learn from your calls? What was successful? What was not? How can you do differently/better? What should you do more or less? Are there ways to better target your prospects? Selling is an art, but by using measures and learning, it becomes a true science that builds success. Keep grinding and tell us how it goes!
Hi @marc.israel

I agree with you. I was going quite badly at the beginning.

For 3 reasons:
1- I didn't have a goal for the call besides sending them an email (now it is to schedule a meeting)
2- I was looking at the product from the wrong perspective
3- I didn't know how to handle classic objections

So I contacted the CEO of the company. We had a meeting and it was extremely useful.

Besides that, you are right, keep the mind open and adjust.

Thank you
 

Zahida A. Khan

Contributor
Jun 11, 2020
28
23
14
Toronto
It's scary. But I feel I am stretching myself like never before.
Hey Claudek, this is fantastic

Magic happens outside our comfort zone

Keep doing it, keep expanding your mind, SEO is still in demand

Have you thought about doing direct outreach on LinkedIn?

Keep up the fantastic work!!
Cheers, Z'da
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Hey Claudek, this is fantastic

Magic happens outside our comfort zone

Keep doing it, keep expanding your mind, SEO is still in demand

Have you thought about doing direct outreach on LinkedIn?

Keep up the fantastic work!!
Cheers, Z'da
Hi Z'da,

that is great advice.

I still have so many things to learn.

Thank you again :)
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Wow. Today I had a meeting with a guy that worked with Microsoft and Amazon and that learned SEO from a top guy from MOZ.

This guy found the product really interesting.

But, honestly, besides that, it has been such a pleasure to talk to a businessman. I asked him questions about his business keeping in mind to be honest and genuine.

We had a Zoom meeting.

Thank you
 

Don't like ads? Remove them while supporting the forum. Subscribe.

ants

New Contributor
FASTLANE INSIDER
Read Millionaire Fastlane
I've Read UNSCRIPTED
Nov 14, 2020
10
17
20
England, UK
That is some great effort! Well done. I'm dreading the day when I will have to try this.

Even if you sell nothing I think it will do some incredible development on your character.

Keep going and let us know your progress!
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
That is some great effort! Well done. I'm dreading the day when I will have to try this.

Even if you sell nothing I think it will do some incredible development on your character.

Keep going and let us know your progress!
hahahaha...

thank you @ants

yes, I think it is really beneficial.

I feel out of my comfort zone. I am stretching myself. It's scary sometimes.

I use the 5-second rule :) I just count from 5 to 1 and call. It's like jumping off a cliff.

Often I have voices saying: "oh no, this company is too big, call it another time" or "no, this has a bad website, don't call them" or "it seems they don't do what you offer, don't call them".

Sometimes my voice is like a scared rabbit, and they hung up. :)

Never know what's below the stones.
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
WEEK 2
I have been able to call for 2 hours every day.

RESULTS:
4 meeting scheduled
-2 meetings done
-2 meetings where they flaked.

Best-case scenarios, I could make around 2k a month with one client and less than 1k with the other.

Also, 1 person seems that wants to contact me at the weekend to "think at a higher level". I know, that's exactly what he said.

Personally, I feel even more empowered. I feel that I am taking real responsibility for my life.

I think I am scared of growth.

I feel more a man.
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Sometimes when I call I have a bad attitude.

I don't think about the value for the people.

I just go like a robot.

Sometimes they close the communication. I understand them.

It also depends on being kind of fresh mentally. Sitting straight. Getting in the zone, let's say.
 

WJK

Platinum Contributor
Speedway Pass
Oct 9, 2017
1,280
2,945
657
Nikiski, Alaska
WEEK 2
I have been able to call for 2 hours every day.

RESULTS:
4 meeting scheduled
-2 meetings done
-2 meetings where they flaked.

Best-case scenarios, I could make around 2k a month with one client and less than 1k with the other.

Also, 1 person seems that wants to contact me at the weekend to "think at a higher level". I know, that's exactly what he said.

Personally, I feel even more empowered. I feel that I am taking real responsibility for my life.

I think I am scared of growth.

I feel more a man.
Good for you.
When I started, I was just a kid in my early 20s -- who looked like I was 16. I cried the first 3 months, but I made it through those bumbling attempts. What I learned from cold calling and door knocking in real estate was how to talk to anyone, at anytime, and talk to them about any subject. I'm usually the guy asking questions and getting them to talk about themselves. (IF you can get a person talking, they'll tell you everything that you need to know. And they are talking about their favorite subject -- themselves.) I learned to sell and I learned to do it well. I made a successful career that has carried my life forward for the last 44+ years.
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Good for you.
When I started, I was just a kid in my early 20s -- who looked like I was 16. I cried the first 3 months, but I made it through those bumbling attempts. What I learned from cold calling and door knocking in real estate was how to talk to anyone, at anytime, and talk to them about any subject. I'm usually the guy asking questions and getting them to talk about themselves. (IF you can get a person talking, they'll tell you everything that you need to know. And they are talking about their favorite subject -- themselves.) I learned to sell and I learned to do it well. I made a successful career that has carried my life forward for the last 44+ years.
Wow, thanks for answering @WJK.

Yes, I notice that when I talk too much, they get upset.

I was just thinking about it yesterday, after having recorded a couple of calls.
Next week I want to start making more questions.

I guess you were thinking about the rejections and those feeling attached to them all the time in the beginning.

How was the breakthrough? Did you "suddenly" realized you were comfortable talking to people and knowing how to do it?

It should sound like freedom.

It's amazing that even after a few years, the art is still the same.
 

WJK

Platinum Contributor
Speedway Pass
Oct 9, 2017
1,280
2,945
657
Nikiski, Alaska
Wow, thanks for answering @WJK.

Yes, I notice that when I talk too much, they get upset.

I was just thinking about it yesterday, after having recorded a couple of calls.
Next week I want to start making more questions.

I guess you were thinking about the rejections and those feeling attached to them all the time in the beginning.

How was the breakthrough? Did you "suddenly" realized you were comfortable talking to people and knowing how to do it?

It should sound like freedom.

It's amazing that even after a few years, the art is still the same.
There was no training when I started. I got my real estate license. My broker said, "There's your desk. Go to work." And that was it. I was on my own. So, I got the classic book, "How I Raised Myself from Failure to Success in Selling." I memorized it. Then I got the first tapes from Tommy Hopkins and I memorized them. I asked questions of everyone I could find who was successful. I cried a lot, and I tried out everything I learned. It was a different world then. Women's wages were dismal. At least in real estate, they had to pay me my commission deal by deal. I was so determined to make it. I was young and shy. Everyone else in the business was at least 40 years old, so I wasn't taken seriously. I didn't care. I just kept knocking on doors and cold calling. I kept records on what worked and what didn't work.

You asked if I had a breakthrough... When you do an activity over and over again, it becomes routine. It's no longer scary. I saw it as a game where I was always trying up my odds. I was playing against myself and my past closing numbers. Success breeds success. And it's become fun rather than a chore. The rejections were no longer personal. It was just part of my daily odds game.

My husband is a good man who is totally introverted. We married when I was 50 years old, so he never knew me when I was young & shy. He's always asking me if I have to talk to everyone I meet. I just laugh and tell him yes. But, when I'm gone for a few days, he's totally lonely. He says that the dog doesn't talk to him enough. For the most part, I am his social life.

I hope this helps...
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
There was no training when I started. I got my real estate license. My broker said, "There's your desk. Go to work." And that was it. I was on my own. So, I got the classic book, "How I Raised Myself from Failure to Success in Selling." I memorized it. Then I got the first tapes from Tommy Hopkins and I memorized them. I asked questions of everyone I could find who was successful. I cried a lot, and I tried out everything I learned. It was a different world then. Women's wages were dismal. At least in real estate, they had to pay me my commission deal by deal. I was so determined to make it. I was young and shy. Everyone else in the business was at least 40 years old, so I wasn't taken seriously. I didn't care. I just kept knocking on doors and cold calling. I kept records on what worked and what didn't work.

You asked if I had a breakthrough... When you do an activity over and over again, it becomes routine. It's no longer scary. I saw it as a game where I was always trying up my odds. I was playing against myself and my past closing numbers. Success breeds success. And it's become fun rather than a chore. The rejections were no longer personal. It was just part of my daily odds game.

My husband is a good man who is totally introverted. We married when I was 50 years old, so he never knew me when I was young & shy. He's always asking me if I have to talk to everyone I meet. I just laugh and tell him yes. But, when I'm gone for a few days, he's totally lonely. He says that the dog doesn't talk to him enough. For the most part, I am his social life.

I hope this helps...
Thanks for sharing.

Such a process.

I will keep it as a guide for my adventure.

Claude
 

WJK

Platinum Contributor
Speedway Pass
Oct 9, 2017
1,280
2,945
657
Nikiski, Alaska
Thanks for sharing.

Such a process.

I will keep it as a guide for my adventure.

Claude
You're right. It is an adventure. I crafted my humble beginnings into a high-power career -- far away from selling little houses. I went places I never dreamed of and I had many powerful clients over those years. The basic people skills can translate into many different businesses. If you can conquer your fears and hone your skills through education & experience, you can go far.
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
You're right. It is an adventure. I crafted my humble beginnings into a high-power career -- far away from selling little houses. I went places I never dreamed of and I had many powerful clients over those years. The basic people skills can translate into many different businesses. If you can conquer your fears and hone your skills through education & experience, you can go far.
Yes, I noted that "honing the skills" is very important.

I used to conquer my fears, honestly, but I have always acted like a bull seeing red.

I just didn't think and refined my skills. That is why I liked that even if you were scared, you still kept records of what was working and what didn't.

I am actually thinking about a systemized way to track my progress and observations. I am looking for a place where to do that. It is going to be part of my routine. Something like 5/10 minutes (to begin with) where I write my thoughts after the calls.

Also, because big agencies don't answer the phone, I am thinking that I will go in person to them. Not now though, I first want to conquer and establish my routine.

Thank you again

Claude
 

Don't like ads? Remove them while supporting the forum. Subscribe.

WJK

Platinum Contributor
Speedway Pass
Oct 9, 2017
1,280
2,945
657
Nikiski, Alaska
Yes, I noted that "honing the skills" is very important.

I used to conquer my fears, honestly, but I have always acted like a bull seeing red.

I just didn't think and refined my skills. That is why I liked that even if you were scared, you still kept records of what was working and what didn't.

I am actually thinking about a systemized way to track my progress and observations. I am looking for a place where to do that. It is going to be part of my routine. Something like 5/10 minutes (to begin with) where I write my thoughts after the calls.

Also, because big agencies don't answer the phone, I am thinking that I will go in person to them. Not now though, I first want to conquer and establish my routine.

Thank you again

Claude
Look for the patterns in the notes that you keep. Those tell you how to tailor your message and what to avoid.

When you go to the agencies, you'll be confronted with the "gatekeepers". Their job is to keep you out. Your job is to figure out the key to get into the door. But there are other ways. Your potential clients run in packs. Where do they gather? What do they do as a group? How do you become one of them? How do you become the "go-to person"?
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Look for the patterns in the notes that you keep. Those tell you how to tailor your message and what to avoid.

When you go to the agencies, you'll be confronted with the "gatekeepers". Their job is to keep you out. Your job is to figure out the key to get into the door. But there are other ways. Your potential clients run in packs. Where do they gather? What do they do as a group? How do you become one of them? How do you become the "go-to person"?
I really like the idea of getting one of them.

Of not leaving this a matter of cold calling.

I am going to find a space of 30 minutes today to find out the best way for me to keep track of the progress and observations. It has to be clear and tidy in order for me to see the patterns.
If nothing comes out yet, I will do the same the next day. I love these funnel processes.

With the company I am working with (not for, actually, and I am happy about it) we are thinking about joining a famous network company here in the States. That is one way to get out there. Even if I prefer wilderness, that is a good start, and actually one that fits most with my weaknesses.
 

WJK

Platinum Contributor
Speedway Pass
Oct 9, 2017
1,280
2,945
657
Nikiski, Alaska
I really like the idea of getting one of them.

Of not leaving this a matter of cold calling.

I am going to find a space of 30 minutes today to find out the best way for me to keep track of the progress and observations. It has to be clear and tidy in order for me to see the patterns.
If nothing comes out yet, I will do the same the next day. I love these funnel processes.

With the company I am working with (not for, actually, and I am happy about it) we are thinking about joining a famous network company here in the States. That is one way to get out there. Even if I prefer wilderness, that is a good start, and actually one that fits most with my weaknesses.
Readjust your glasses. Rewrite your story. What are the advantages in your "weaknesses".
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Readjust your glasses. Rewrite your story. What are the advantages in your "weaknesses".
I don't' know if it is correct, but sometimes my ego is too big. This makes me too talkative and annoying.

This is a weakness, I think. One of the many, of course.

What seems to work for me is to deflate the ego and focus more on the other person. This automatically makes me more respectful.

Yes, I think that I can become unrespectful when my ego is inflated.

Today it went well. I recorded all the calls. I made questions, talked much less and actually I discovered really interesting things about businesses.

I have been able to set 4 meetings in order to get to know them better and present the software.

I have created an Excel file with 4 columns: What Is Working - What To Try - What to Remove - General Notes.

After the calls, I listen to them and then I fill the Excel file. It's called Honing Skills.

Another thing, I do a power position for 3 minutes before calling. I think this is going to be part of my routine. I started today.

Thank you

Claude
 

WJK

Platinum Contributor
Speedway Pass
Oct 9, 2017
1,280
2,945
657
Nikiski, Alaska
I don't' know if it is correct, but sometimes my ego is too big. This makes me too talkative and annoying.

This is a weakness, I think. One of the many, of course.

What seems to work for me is to deflate the ego and focus more on the other person. This automatically makes me more respectful.

Yes, I think that I can become unrespectful when my ego is inflated.

Today it went well. I recorded all the calls. I made questions, talked much less and actually I discovered really interesting things about businesses.

I have been able to set 4 meetings in order to get to know them better and present the software.

I have created an Excel file with 4 columns: What Is Working - What To Try - What to Remove - General Notes.

After the calls, I listen to them and then I fill the Excel file. It's called Honing Skills.

Another thing, I do a power position for 3 minutes before calling. I think this is going to be part of my routine. I started today.

Thank you

Claude
My easy to remember rule is to use my ears and mouth in the same ratio as God gave them to me -- listen twice as much as I talk. I try to listen without distracting myself by worrying about what I want to say next. I paraphrase what they say back to them while asking if I understood them correctly. It keeps them talking and it makes them realize that I care about the conversation.

Another thing I understand is that most people have stated reason and an unlying reason for almost everything they do. A stated reason is one that no questions -- others accept it at face value & nod in agreement -- but it's not their real reason for making the decision. So, when they tell me their reason, I ask, "In addition to ____, is there anything else that is bothering (motivating, moving, etc) you? I try to look under their words for their real reason. Knowing the "why" helps me to decide if I can really offer them a solution.

And that leads to another truth that I know. I don't knowingly push anyone into doing anything that violates their best interest. I want them to be happy with their purchases from me and I want them to refer people to me. The world is a huge place out there with lots of potential clients. It's my job to ferret out people who are a good fit for what I'm selling. Money is easy to make when you approach it from filling a client's need.
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
My easy to remember rule is to use my ears and mouth in the same ratio as God gave them to me -- listen twice as much as I talk. I try to listen without distracting myself by worrying about what I want to say next. I paraphrase what they say back to them while asking if I understood them correctly. It keeps them talking and it makes them realize that I care about the conversation.

Another thing I understand is that most people have stated reason and an unlying reason for almost everything they do. A stated reason is one that no questions -- others accept it at face value & nod in agreement -- but it's not their real reason for making the decision. So, when they tell me their reason, I ask, "In addition to ____, is there anything else that is bothering (motivating, moving, etc) you? I try to look under their words for their real reason. Knowing the "why" helps me to decide if I can really offer them a solution.

And that leads to another truth that I know. I don't knowingly push anyone into doing anything that violates their best interest. I want them to be happy with their purchases from me and I want them to refer people to me. The world is a huge place out there with lots of potential clients. It's my job to ferret out people who are a good fit for what I'm selling. Money is easy to make when you approach it from filling a client's need.
It's like caring to understand what is their real reason, the why. And that is going to make them even more aware of their situation. Hence if they really need the product or not.

This is a next-level skill, but it is an ambitious goal for me to achieve as soon as possible.

Noting everything in the file.

Thank you
 

WJK

Platinum Contributor
Speedway Pass
Oct 9, 2017
1,280
2,945
657
Nikiski, Alaska
It's like caring to understand what is their real reason, the why. And that is going to make them even more aware of their situation. Hence if they really need the product or not.

This is a next-level skill, but it is an ambitious goal for me to achieve as soon as possible.

Noting everything in the file.

Thank you
Happy to help you. I wanted to make you aware that for some of us, selling is a carefully crafted art in creating human relationships -- not the simple pursuit of money. I hope I was successful.
 

claudek

Contributor
FASTLANE INSIDER
Jun 5, 2019
69
95
115
Happy to help you. I wanted to make you aware that for some of us, selling is a carefully crafted art in creating human relationships -- not the simple pursuit of money. I hope I was successful.
Yes, I just feel bad when I call like a machine.

But besides that, focusing on building relationships is the next level for me.

Now I am just trying to deflate my ego and be more human and compassionate.

Then yes, what you said is really beautiful. That's something to aim for, not being a "salesman".

Thank you
 

Sponsored Offers

  • Sticky
MARKETPLACE You Are One Call Away From Living Your Dream Life - LightHouse’s Accountability Program ⚡
This program helped me to triple my revenue over 7 months while also moving to a new city in the...
  • Sticky
MARKETPLACE Fox Web School "Legend" Group Coaching Program 2020
Hi Fox, After reading your threat and watching some of your youtube I have several query ? 1...
  • Sticky
MARKETPLACE Lex DeVille's - Advanced Freelance Udemy Courses!
If you read the last message then you know I'm removing my courses from Udemy next month. You...
  • Sticky
MARKETPLACE Grow Your Business With a Book (An Unorthodox Marketing Strategy That Built One of the Largest...
PS. what do you think about the idea of setting up live Busking experiences on Air BNB? I could...
  • Sticky
FEATURED! Introducing... WEALTH EXPO$ED, A Short Story By MJ DeMarco
Hi Mj, I just bought it. And reading it. I think is a great idea to write using the stories to...
  • Sticky
MARKETPLACE Kill Bigger Incubator
@Kak Thanks for the reply. Whats interesting is that I have an idea that's been cooking which...



Forum Sponsor

sponsor

Fastlane Insiders

View the forum AD FREE.
Private, unindexed content
Detailed process/execution threads
Monthly conference calls with doers
Ideas needing execution, more!

Join Fastlane Insiders.

Top Bottom