2 hours of cold calls a day

[Deleted68316]

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.

 

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[Deleted68316]

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.

 

[Deleted68316]

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.

 

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[WJK]

Wow as a young guy this is really motivating! It shows what you can accomplish when you take massive action!

"Massive action"? What it really takes is consistent, doggedly determined action -- coupled with a relentless uphill battle to get better and better with each effort. The "consistent" part means day after day, week after week, and year after year. If the author of this thread does his two hours per day, 5 days a week, he will make amazing progress. 2 hours of daily concentrated effort, coupled with his record keeping to up his odds of getting orders, is his key to success. It's NOT a sprint. It's a marathon that creates a wave of good luck and resulting orders.

 

[Deleted68316]

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

 

[Deleted68316]

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]

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.

 

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[WJK]

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...

 

[WJK]

Cold-calling is excellent in builting grit and resilience. If you can cold-call, i truly believe you can build a business.

How is it going for you so far?

1yr of cold-calling in a tough industry in a tough office and you'll be able to brush off biz failures when you start a real biz like water off a ducks back.

In that year you'll get tough, learn to be proactive, and be able to talk to anyone at any time about anything. It's skills that will serve you for the rest of your life.

 

[Deleted68316]

I am not cold calling 2 hours a day anymore. What I am doing, though, is getting 1 appointment a day.

Sometimes it takes 1 hour or less, other times the first call can be already an appointment.

This works for me because in the past, with the wrong strategy, I called for 2 hours sometimes without even getting 1 appointment.

The snowball seems that is starting. People are interested. They call me back. They set additional meetings.

Follow up works like magic. It's enough to pick up the phone and call back 1 time a person that looked interested, and they sign for the free trial.

 

[Deleted68316]

UPDATE:

I stopped cold calling and transitioned into door-to-door sales.

Results with cold calling: 1000 calls - 33 appointments - 2 free trials - 0 sales.

Results with door to door: $2000 in 4 months.

The truth is that I am working an average of 2 hours a day doing door-to-door. It's nothing. It seems a lot, though.

Increased the hours this week. Yesterday did 4 hours. You go in a kind of trance.

 

[marc.israel]

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!

 

[Deleted68316]

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

 

[Johnny boy]

Use slybroadcast.

Record a message that will cut through the BS time wasters

Upload the numbers and hit send

Voila, they will get a voicemail with your message thinking a real person called them and left a personal message.

It costs 7 cents a message, wastes 0 time and you can get your message out to a lot more people.

DM me for more info if you want any help with it. I hate cold calling.

 

[poseidn]

Cold-calling is excellent in builting grit and resilience. If you can cold-call, i truly believe you can build a business.

How is it going for you so far?

1yr of cold-calling in a tough industry in a tough office and you'll be able to brush off biz failures when you start a real biz like water off a ducks back.

 

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[Deleted68316]

Cold-calling is excellent in builting grit and resilience. If you can cold-call, i truly believe you can build a business.

How is it going for you so far?

1yr of cold-calling in a tough industry in a tough office and you'll be able to brush off biz failures when you start a real biz like water off a ducks back.

Thank you @poseidn

It is improving every day more I would say. The information from Stephen Schiffmann book is helping me.
For instance, there were days where I cold called 2 hours without getting any meeting. Now, things are changed. I learned that if I want a meeting, I have to ask for a meeting. That is the goal of the call. Before I made the mistake of talking to people sometimes for 15 minutes without, in the end, scheduling any appointment.

What I am doing is not in a tough enironment, and people are more prone to listen to me than in other industries. What I am experiencing are a lot of flakes to the meetings. About half of the meetings I set, don't happen because people don't come.

Today I got 2 appointments in less than 1 hour. And for the first time, I have been able to turn a no into a yes.

If you want to share some of your experiences, it would be appreciated.

Thank you for your support

 

[Ronak]

I am not cold calling 2 hours a day anymore. What I am doing, though, is getting 1 appointment a day.

Sometimes it takes 1 hour or less, other times the first call can be already an appointment.

This works for me because in the past, with the wrong strategy, I called for 2 hours sometimes without even getting 1 appointment.

The snowball seems that is starting. People are interested. They call me back. They set additional meetings.

Follow up works like magic. It's enough to pick up the phone and call back 1 time a person that looked interested, and they sign for the free trial.

Great progress! Cold calling is highly underrated in business.

Be careful with the free trials. Make sure you have a process to walk people through the trial to make sure they actually login to use it, and to answer questions. Otherwise they will easily get lost in followup abyss or even forget about the trial, never logging in once.

I sign up for trials all the time, and usually forget about it.

 

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[WJK]

I also heard that 12 is the sweet spot too. My sister works in something similar and had some clients who are very elusive, but turned out to be her biggest ones.

But yes, moral of the story is to follow up until you hear, "no."

Follow up especially when you hear no. That's the jumping-off point where you gain a client and get your sale done. There are books that advocate that you actually ask for the no upfront as a starting point to make the sale. I could go through the process, but you too can read the books that detail how to use that no to your advantage.

 

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[Deleted68316]

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]

Great job taking massive action. Good luck!

 

[Deleted68316]

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]

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.

 

[Deleted68316]

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

 

[Deleted68316]

Difficult week.

Monday top. Friday also. I have scheduled about 8 meetings. Only today 4 meetings in 1 hour. I called only for 1 hour because I didn't feel like pushing myself as I use to do.

Tuesday everyone hated me. I couldn't set any appointment. I felt so F*cking low. Caused by several days of too many glasses of wine. They triggered depression. Hungover, hence weakness during the day, hence "I cannot make it, it's too difficult." Hence, low energy during calls and very bad results.

Today I went calling from the car, in the shade looking at the hills. It felt like freedom.

I expect results in about 1 month and a half. That's because people use the free trial for 30 days. Plus a few days to relax.

 

[ChrisGav]

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.

Are you still a real estate agent? I’m a new agent as well. 22, had my license for about a month and 1/2 now. All I do is cold calling, 3-4 hours a day sometimes 6-7 hours. I’ve gotten 2 closed deals so far, 2 current active listings though and about 9 buyer clients! It’s exciting, but still scary!

any tips?!

 

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[Deleted68316]

I am following the Masterclass course by Chris Voss about negotiations.

There are a few concepts that are amazing.

Strangely today I have been able to apply them during the calls.

One that really impressed me is that, on certain occasions, if a person says NO, it is better than when they say YES. That is because the YES commit people, while the NO makes them feel safer, together with allowing them to add more information when answering our questions.

One way to receive a NO is to ask something like the following (I am coming up with the questions, so there can be mistakes):
- Do you think it is stupid to ask you for a meeting of 20 minutes?
- Do you think it is ridiculous to share this product with you?
- Do you think it is stupid the idea behind this service?

The above questions are likely to be answered with a NO. Plus, a person is motivated to add information to their answer.

For instance:
CLIENT: I am not interested in your product.
SALE: Do you think it is a stupid idea this kind of solution?
CLIENT: No, it's just that we are using a different software to generate leads.


Other notes on the course.

Label a person but without using the pronoun I.
When we use the pronoun I, we put judgment or something similar in the conversation. In the course, it is explained better.
To label, so, we can do something like this:
- it sounds like you are open about the project
- it looks like you are driven by results
- etc...

Probably the above are concepts known by most people. I have never been able to use social gimmicks, I just have a block toward them. But these, I find them to be ethical and powerful (after I have tried them).


Thank you

 

[WJK]

Thank you @poseidn

It is improving every day more I would say. The information from Stephen Schiffmann book is helping me.
For instance, there were days where I cold called 2 hours without getting any meeting. Now, things are changed. I learned that if I want a meeting, I have to ask for a meeting. That is the goal of the call. Before I made the mistake of talking to people sometimes for 15 minutes without, in the end, scheduling any appointment.

What I am doing is not in a tough enironment, and people are more prone to listen to me than in other industries. What I am experiencing are a lot of flakes to the meetings. About half of the meetings I set, don't happen because people don't come.

Today I got 2 appointments in less than 1 hour. And for the first time, I have been able to turn a no into a yes.

If you want to share some of your experiences, it would be appreciated.

Thank you for your support

Only half don't come? You're doing great!

 

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[WJK]

I am not cold calling 2 hours a day anymore. What I am doing, though, is getting 1 appointment a day.

Sometimes it takes 1 hour or less, other times the first call can be already an appointment.

This works for me because in the past, with the wrong strategy, I called for 2 hours sometimes without even getting 1 appointment.

The snowball seems that is starting. People are interested. They call me back. They set additional meetings.

Follow up works like magic. It's enough to pick up the phone and call back 1 time a person that looked interested, and they sign for the free trial.

Follow up, follow up, and then follow up some more! Remember to ask for referrals from everyone. Ask who they know would be interested in your product. Ask how the free trial is going for them. Ask what the "sticking points" are with your product or the instructions for your product. Did they get stuck or felt unsure at any point? What can you do to make it better? Get interested and invested in your customers.

 

[Deleted68316]

Follow up, follow up, and then follow up some more! Remember to ask for referrals from everyone. Ask who they know would be interested in your product. Ask how the free trial is going for them. Ask what the "sticking points" are with your product or the instructions for your product. Did they get stuck or felt unsure at any point? What can you do to make it better? Get interested and invested in your customers.

I tell you the truth: for whatever reason, I am scared of following up.

From next week, I am going to follow up with all the people that gave their email but that didn't answer my messages (when I started and just asked for an email as a goal instead of setting appointments).

Actually, I start with those with whom I had appointments.

I am not going to expand my list for the next weeks, so.

Side note: I have applied as a door to door salesman for a company that sells solar panels. Actually, the company sells other companies' services.

I have done the first interview. Let's see how the second goes. The beauty of it is that I get training and I can learn from more experienced people. At the same time, I will still be able to do my cold calls and appointments, since I can manage the time as I prefer.

 

[WJK]

I tell you the truth: for whatever reason, I am scared of following up.

From next week, I am going to follow up with all the people that gave their email but that didn't answer my messages (when I started and just asked for an email as a goal instead of setting appointments).

Actually, I start with those with whom I had appointments.

I am not going to expand my list for the next weeks, so.

Side note: I have applied as a door to door salesman for a company that sells solar panels. Actually, the company sells other companies' services.

I have done the first interview. Let's see how the second goes. The beauty of it is that I get training and I can learn from more experienced people. At the same time, I will still be able to do my cold calls and appointments, since I can manage the time as I prefer.

I read a study many years ago that said you must make 8 contacts in order for the prospect to know who you are. Those 8 contacts can be a combination of means -- phone calls, visits, cards, texts, etc.