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EXECUTION 90 Day Cold Calling Challenge

Discussion in 'Progress/Execution Threads' started by Crazy GG, Sep 7, 2018.

  1. rpeck90
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    rpeck90 Bronze Contributor Speedway Pass

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    Congratulations on the sale, much deserved.

    I'm wasting some time so figured I'd write something -- one of the big things I noted from your earlier posts, and also what @Stargazer posted, was that you're dealing with people who don't really want a website. My uncle is a garden landscaper (for whom I made a website, incidentally) and basically didn't want to renew it because he gets all his work from Yellow Pages. In fact, his site is powered by them now (which I wasn't privy to before): https://www.davelargelandscaping.co.uk/

    If you are still persisting down the sole-trader route, I think there's certainly scope for growth... but I think the REAL kicker for them is online REPUTATION management... dealing with Trustpilot (or the equivalent in their industry), Yellow Pages reviews, online branding and other stuff.

    The big sell will be "you may not care about online but your customers do - I'm able to provide management for your online reviews / reputation for a single one-off fee. Think of it as a "spring clean" for anything you're doing online. I remove bad reviews, make sure you're properly represented in Yellow Pages for $x"

    Maybe that could provide some ideas.

    On top of that, you need to look into BNI - that's RIFE with tradespeople looking for business. It's a ballache to attend but the quality of leads is incredible.
     
  2. Sebastya
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    Sebastya Bronze Contributor

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  3. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 37 Summary

    Dials: 20
    Reached: 6 (30%)
    Leads: 2 (33%)
    Prospects: 0 (0%)

    Today was one of the low motivation days to call, but this challenge keeps me pushing and I just finished yet another session.

    One important thing when you cold call is to have a goal in mind. For a large time my goal has been to get the guys email and then try to schedule a follow up but I think I need to switch it up and go directly for an appointment.

    The reason is that a lot of times I get the email but the people are not really interested. I feel like if I was pushing for an appointment it would be harder but it would require me to get them more interested which is ultimately what I should be doing anyways.

    As for today, one guy told me he will call me back in the afternoon and the other guy told me he already has someone lined up but I told him I will just send him my case studies as more options never hurt anyone.

    Crazy GG
     
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  4. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 38 Summary

    Dials: 20
    Reached: 6 (30%)
    Leads: 1 (16%)
    Prospects: 0 (0%)

    I still have trouble following the script when they throw out objections (even the common ones) and from what I have found - I think it's a lack of preparation.

    I put down to role play with myself this Saturday for a minimum of 1 hour to overcome this.

    I will also try to do at least 1 recording a week and post it here so you guys can see my progression week by week.

    Crazy GG
     
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  5. lowtek
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    lowtek Platinum Contributor Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass Summit Attendee

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    How did delivery on your sale go?

    Next time you close a deal, ask for a referral right away, as soon as the deal is inked. That's the highest point of the relationship, at least until you deliver stellar service (or the opposite....) so take advantage of it.

    Another tactic to try: if you get some conversation but they ultimately come to a dead end, feel free to ask them for a lead. Something like "Well it sounds like you aren't a fit for my services at the moment, who do you know that is?"

    Again, not an expert in sales but these tactics have produced a little fruit for me in the past.
     
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  6. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    I am currently working on it. Already got the design and the client is happy, now just need to convert it to Wordpress and add the blog posts which I will outsource.
     
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  7. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 39 Summary

    Dials: 20
    Reached: 8 (40%)
    Leads: 3 (37%)
    Prospects: 0 (0%)

    Tried to make a challenge for myself today that I can only speak lines from my script and not improvise.

    It worked pretty well but as the conversations went I run out of my script but the important thing is to stick to the script in the beginning and when they throw out objections.

    One of the leads was very adamant about knowing how much it is going to cost. He said he has many designer friends and they can do it for x pounds, so what can I do it for? I tried to stand my ground but ended up giving him a price upfront (which is not a good practice). I am not sure if he was trying to price-bully me or he was just very pushy but he seemed very adamant about it. I guess it's also my fault for not being confident enough but hopefully that will come with time.

    Crazy GG
     
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  8. MakeItHappen
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    MakeItHappen Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    He sees you as a liability not as an asset. 10 times out of 10 this will be the worst kind of client you can have.

    Do you have a script for helping your prospects to see your service as an investment and not as a cost?
     
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  9. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    One reason to have a great website is that if you have a quality site out there, it will speak to your potential customer about your quality service. I mean, imagine you are considering using a particular business, they say that they are the best decorators in the area but their website looks like it's from the nineties. What are you going to think of that?

    What do you think of that?
     
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  10. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 40 Summary - 2/3 Challenge Done

    Dials: 20
    Reached: 8 (40%)
    Leads: 2 (25%)
    Prospects: 0 (0%)

    My most interesting conversation today was with a decorator's wife.

    Apparently this guy is super well-known for his work and he even received a medallion from the Queen made by her personal jeweller.

    When I heard this, I obviously switched gears and said I would do the site for him pretty much for free just to get his testimonials and recommendations.

    Unfortunately for me, the wife didn't see much value as the guy "didn't need to advertise" - the same old objection I still have trouble to overcome.

    I tried to explain that I am not looking to advertise him but just put out his best work for the world to see online so when people want to check him out, they can.

    She remained skeptical but friendly, so she gave me his email and said that even though he probably wouldn't be interested, maybe he can recommend me to someone who would be.

    Gotta say - his wife was a pretty good saleswomen as I don't know if he is actually that good but she convinced me he was :D
     
  11. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 41 Summary

    Dials: 20
    Reached: 5 (25%)
    Leads: 1 (20%)
    Prospects: 0 (0%)

    Today's Monday morning was a bit hard - had literally no energy and enthusiasm to pick up the phone. My tone and confidence was off but the challenge is a challenge so had no other choices but to make the calls.

    Consequently the calls weren't the best of quality but I did talk to a guy briefly who told me he was looking to get a new site and told me to call back in a month.

    Crazy GG

    P.S. There is a sale pending - I am waiting for the deposit coming in to make it official. When I do, I will share all the details on the forum. I would give it 50/50 because even though the guy said he would do it, he sounded like a person who would talk to the wife and in those scenarios you never know :oops:
     
  12. Maxboost
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    Maxboost Silver Contributor I've Read UNSCRIPTED Speedway Pass

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    Have a rebuttal lined up....

    " I understand where you are coming from but things that are cheap now may cost you a LOT of money down the road. Lost contracts, not being found on google due to bad web design. There is a difference between a 50$ tattoo and a 500$ tattoo. For my last client, I helped him achieve this.....where he was losing money here.....

    or use this

    "Every business is different and every business owner has a different vision which is why I can't give you a price right now without understanding what the business needs and what you are trying to achieve....lets talk"
     
  13. Maxboost
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    Maxboost Silver Contributor I've Read UNSCRIPTED Speedway Pass

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    So far, what have been the top 5 objections? Sticking points?
     
  14. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Biggest objection/brush off by far is "we are not looking to advertise as we have enough referrals/work coming in".

    However, website is more than just advertising - people will want to see your work and check you out even if they are referrals. I have been trying to come up with a good rebuttal for this but it doesn't seem to be working, so I keep testing different strategies.

    Granted, some of the businesses indeed might be too small for a website but that doesn't change the fact that I cannot overcome the objection as bigger companies have sometimes said the same thing. Somehow people associate website with advertising, but I need to quickly convince them otherwise.

    Any ideas?
     
  15. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 42 Summary

    Dials: 20
    Reached: 8 (40%)
    Leads: 1 (12.5%)
    Prospects: 0 (0%)

    After yesterday's slow start I decided to watch some sales video before to pump me up and it definitely helped, at least energy-wise.

    One thing I decided is to focus on ONE thing when I am trying to improve something. In the past I always have tried to fix many things at the same time (my energy, objection handling strategies, opening scripts etc) and in the end I end up fixing nothing.

    Today's goal was to no matter what the prospect says - AGREE with him/her first and go from there. I have read in many places that #1 key to overcoming brush offs/early objections is to validate prospect's opinion first and deflect the objection instead of addressing it head on (especially in the beginning when most of times it's just BS anyways).

    So whenever they said anything, first thing I forced myself to say "Yes, that's fantastic!". I found it helped not only ease the prospect but also it put me to ease as I was going in rapport with the prospect instead of going against him.

    I will definitely build upon it tomorrow - it's really a big key.

    Other than that, I have found that my part time sales job has really made me honest about my current sales abilities and that I need to improve a lot. Most of the people working there working over a year are making 3-5 sales a day while I occasionally get only 1 and most of the times I get 0.

    It's very frustrating but I feel like it provides more angles and references experiences for me to improve.
     
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  16. Maxboost
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    Maxboost Silver Contributor I've Read UNSCRIPTED Speedway Pass

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    Don't waste time and energy on these people. These people are not in the market and a waste of your time. NOT everyone is going to buy...

    I think its best to reframe your mind and be THANKFUL these people are telling you the truth so you can go out there and get another sale. There are people out there that will try to waste your time. Those people you have to be careful about....

    You could have 1 soft rebuttal such as "Great....you are trying to expand your business? What better way to rebrand than telling your customers on your new website.." Other than that, I would quickly move on....
     
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  17. CareCPA
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    CareCPA Gold Contributor Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass

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    I would kindly suggest changing tactics.

    You've made a lot of calls, you understand the basics of cold calling, and you're not as anxious about actually making the calls.

    Now it's time to move on and research your contacts before calling them. If you continue to call people who are one-man operations, you'll get the same reason for not wanting a website (they have all the business they need). They don't care about their reputation or displaying their work, because they don't need more work.

    What is your true target market? This market is telling you that it doesn't have a need. Which one does? Start prospecting there. Once you do, you'll find a new list of objections, and these are the ones you truly need to overcome, but you won't find out what they are until you start calling the right people.
     
  18. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    I think that the 90 day challenge has backfired a bit because I am more concerned about just making those 20 calls/day rather than researching and maybe making 5-10 calls/day.

    I have started reaching out to more serious businesses through other channels (i.e. LinkedIn) and when this challenge is over and I don't have to hit my 20 calls/day, I will start to call less people but more targeted list of people.
     
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  19. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 43 Summary

    Dials: 20
    Reached: 9 (45%)
    Leads: 1 (11%)
    Prospects: 0 (0%)

    Same old story today - 2 people retired, 2 people dropped the phone, 3 friendly chats and a 1 interested lead.

    I need to start thinking about AB testing and what things I could start testing in my sales approach.

    Crazy GG
     
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  20. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 44 Summary

    Dials: 20
    Reached: 6 (30%)
    Leads: 0 (0%)
    Prospects: 0 (0%)

    Not the best day of results, but what I am starting to see though are the patterns that the cold call has.

    That is, I now can sort of predict where the call will go and actually go though the prepared script almost line by line which is great.

    One thing I do now is no matter what they say on their initial rebuttal, I answer with "That's great you are doing x. So what's your number 1 goal with your business at the moment?"

    The idea is that no one is interested in a website but making their business better, so I try to direct their attention to that and then present website as a solution.

    Crazy GG
     
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  21. Maxboost
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    Maxboost Silver Contributor I've Read UNSCRIPTED Speedway Pass

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    Record yourself and ask if you would continue talking to yourself...

    It's not what you say but how you say it...

    Post on here if you want us to critique it.....
     
  22. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    I have recorded myself in the past and posted here on the thread couple of times, but next week I will do it it again!
     
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  23. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 45 Summary

    Dials: 20
    Reached: 9 (45%)
    Leads: 2 (22%)
    Prospects: 0 (0%)

    So about 4 people I called today were retired...

    I know, I know - I should be calling bigger companies. I have already started looking for bigger local companies. I don't cold call them though as my experience in the past hasn't been the best with getting to the DM and always wasting time with GK.

    What I do with them is try to reach out to the DM on LinkedIn and go from there.

    I know it's a bit unrelated to the cold calling challenge but I just wanted to say that I do listen to your guys' advise and I do look for bigger companies.

    I guess I just don't believe I can get them as a client from pure cold calling (I guess that's my limiting belief).

    Anyways - back to today's calls.

    So I got 2 leads - both one-man-bands. One guy wasn't that interested while the girl said she wants to move into interior decorating (more premium than simply home improvement) and she has been TOLD she needed a website (so she kind of told me an explicit need).

    Have a great weekend boys and girls,

    Crazy GG
     
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  24. Longinus
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    Longinus Platinum Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

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    Hey man, perhaps you can try other stuff while you keep cold calling. Like reaching out to companies that don't have a website but a facebook page. I just got called by a dude whom I sent a message in the Summer.
     
  25. Crazy GG
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    Crazy GG Bronze Contributor Read Millionaire Fastlane Speedway Pass

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    Day 46 Summary

    Dials: 20
    Reached: 11 (55%)
    Leads: 3 (27.2%)
    Prospects: 0 (0%)

    Okay, so I made a very big change to my cold calling script.

    Instead of asking about their website, I just say them "Look. I know you are doing very well with your business. I had a few things in mind that I think can help you. Would you be able to have a conversation next Wednesday 7?" and something of that variation

    No bullshit, straight to the chase and most importantly - I don't talk about websites, I talk about their needs and problems.

    Some people asked me what I do but I tried not to just say "I do websites" and sell my service as a commodity. Instead I told most of them that there's a lot I can do for them but I first need to understand where they are and what problems they are facing.

    I didn't send them any emails, just told them I wanted to have a chat tomorrow or Wednesday.

    Will see how those leads turn out but I actually feel a lot better about them than the ones I get the email from.

    My advice to you guys - don't hide from the fact that you are selling something - they know it already. Most people focus on trying to sound like they are not really selling while the real focus should be to make what you are selling sound exciting and something that will really help them.

    Crazy GG
     

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