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GOLD Getting Rid of Cold Calling Anxiety Using Brute Force

Discussion in 'Progress/Execution Threads' started by Vilox, May 21, 2017.

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  1. LRG
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    LRG Contributor Read The Millionaire Fastlane

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    Congrats on succeeding the challenge! Nice progress and motivating. Keep pushing!
     
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    I followed this thread from the sidelines. I just wanted to say how inspiring it was to see you actually achieve your goal of cold calling 1,000 people, especially to sell a product you didn't have and weren't an expert in.
    This should prove that no one has an excuse not to pick up the phone and make some sales. Great job @Vilox .
     
  3. The-J
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    This should be marked #notable in my opinion.

    I can't stand cold calling. I'm willing to do it, but I don't like it. It scares me. But you've proven that cold calling isn't just for people who 'get off' on it; it's also an excellent way to generate leads without paying a dime. Not only that, you've proven that it's worth it.

    Is it more efficient to pay for traffic? Most likely. But what you've done is stumbled onto a proven system, of your own, for selling a service... without needing to spend money.

    You're a hustler now. That's to be applauded.
     
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  4. Andy Black
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    Andy Black Any colour, as long as it's red. Staff Member Read The Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    Well done just going for it.

    There were well meaning naysayers at the start, and you didn't even bother to argue. You just did it anyway.

    You got uncomfortable, did something new, made sales, and left breadcrumbs... all in just over a month.
     
  5. Ubermensch
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    Ubermensch Platinum Contributor Speedway Pass

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    @Vilox

    Invest $150 per month in an automatic dialer.

    The dialer will make you ten times more effective. Manually, you can make 300 calls per day. With a dialer, you can make 3,000.

    Check out www.mojosells.com for an easy dialer you can set up quickly.
     
  6. Vilox
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    Vilox Bronze Contributor Read The Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

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    My friends, I took the plunge and decided to make a business out of the whole thing. I created a new progress thread here. Updates won't be nearly as frequent, but I'll keep sharing something valuable with each new post.

    I am more than happy to answer any questions you might have, based on what little knowledge I managed to acquire so far.

    Thanks for keeping me company!
     
  7. broswoodwork
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    The magic of "just fucking doing it"!

    God bless bro! Hopefully you inspire tons of young folks stuck in "finding the perfect idea" mode.
     
  8. Scuur
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    I'd love thread going to reread it again today. I am starting to cold call soon. I've realized you are right finding potential leads sucks. It's time-consuming as shit. I saw another post where someone was hiring a virtual assistant to build his spread sheets of potential clients. He created a couple of videos of exactly what he wanted to be done. His System and method for finding his leads. He got someone for around $5 an hour from India 'may have been more'. This led him to just being able to focus on selling. I'm going to use a similar method when I start with a mix of cold calling and emails. I'll let you know how it goes. Thanks again for all the info!

    Cheers
     
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  9. Vilox
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    Vilox Bronze Contributor Read The Millionaire Fastlane I've Read UNSCRIPTED Speedway Pass

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    Not sure how people make cold emails work. I got myself a fancy CRM last week, one of the features being the ability to send out bulk emails. Out of curiosity I sent a message to every potential lead I had at the time. And the results were horrendous. Here's the report:

    [​IMG]

    It's important to note that I only got a single (negative) reply from a human. All the others were delivery failure notifications.

    Granted, I didn't spent one minute researching how to write proper cold emails. But I decided for myself to stick with calls for now. Once I feel like my skills have matured enough, I'll commit more time to mastering other areas of sales.

    I actually semi-automated the process of finding suitable leads. It's not an elegant solution, mind you, but it allows me to pre-qualify around 700 leads within a single hour. That's usually enough for a week or two. I'll write a more detailed post describing my method over the coming days.
     
  10. Scuur
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    Thank you!

    A couple of questions

    What CRM are you using? I was looking at Base. Salesforce Is too much for what I need.

    Would you recommend the CRM you are using?

    For the cold emails: Do you know if there the personal or work email?

    If not I use whois lookup and generally, I am able to find their personal email. If that does not work I use LinkedIn. Have you tested to see if your crm is not sending your emails to spam?
     
  11. Vilox
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    No offense, but you're worrying about the wrong thing. I did my first 1000 calls with nothing but a 5$ Skype subscription and an Excel sheet.

    Why think about a CRM before you have actual customer relations to manage? That's like getting a baby buggy without your wife being pregnant.

    Regardless, I don't have enough experience to judge whether I ended up with a good product. But @Denim Chicken has been kind enough to give a few recommendations here if you're still interested.

    I get my leads from the Yellow Pages, so I'm fairly certain that I exclusively have business addresses.

    Good luck!
     
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    I thought I was doing well making 100 calls per night in my part time...mind is blown!!! Question can I load qualified contacts from my sales funnel?
     
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  13. Joe Cassandra
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    Killer work on the cold call front!!!

    On the cold email front...funnily enough...it's one of those "do things that don't scale things." I've sent thousands of cold emails. I've NEVER EVER gotten a client from some bulk email sender.

    Every email is now 1-to-1. A few sentences personalized, the rest is a credibility build copy-and-paste.

    With cold emails, it's absolutely NOT a numbers game. If you find ONE niche with ONE service offering...I sent out 10 emails last week, got 3 responses. All positive.

    Compare that to bulk emailing 1000 people and getting 3 responses. If you took the time to personalize each 1000...you'd probably get 100-200 responses.

    Manual work...but more effective. Great work @Vilox
     
  14. Vilox
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    Just made a post outlining my current method. You can find it here.

    That makes sense. But how do you make sure that people read your mail in the first place? My open rate of 33% is most likely due to a shitty subject line, but how do you go about capturing their attention? I just can't help but feel that writing personalized emails is inefficient, even compared to the already inefficient process of cold calling.
     
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  15. Ubermensch
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    If you use a dialer, that number will triple (or better). The machine I used made around 100 cold calls this morning. It's a great tool to use if you're attempting to contact difficult-to-reach people.

    Yes, if they are in Excel format.
     
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    Very inspiring... this kind of challenge is something I have always make and almost always I have avoid as hell.

    Usually we rationalize too much to avoid a pain that is not real. For me, It was “easy” to do the thing I was afraid of… one time. Once done it, I marked it as complete. That’s the trap. You only can overcome your fear by repetition.

    Once you take action, anxiety tends to get better. But it never dissappear entirely. You’ll have always another wall that is higher. That’s the beauty of life.

    I discovered a book recently that taught me a lot about this internal dialogue and it has moved me to start taking action no matter what excuses my is yelling at me. The book is The Flinch, by Julien Smith, and it’s free! You can find it here https://raouldify.files.wordpress.com/2011/12/2011_1203-the-flinch.pdf and for me has been gold. It's also in amazon as .mobi format: https://www.amazon.es/Flinch-English-Julien-Smith-ebook/dp/B00NLJHGOA

    Thanks to this book, now I feel some kind of pain if I don’t take action that moves me to actually take action. Even when I have been looking for reasons to not do it for several minutes. The 3 seconds rule* usually works pretty good, but The Flinch have worked with me even better.

    Very inspiring, thanks for sharing and thanks to all the responses for their great advice.

    * 3 seconds rule: every time you want to do something, do it in the same moment the desire appears. After ~3 seconds your mind will start to elaborate excuses that are difficult to deal with. It’s easier if you take action quickly.
     
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  17. Fox
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    Read and reread again. Great thread. +500 rep.

    I never had the chance to comment on this one but so glad the other thread got you going. This was a fun read.
     
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  18. amp0193
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    amp0193 Platinum Contributor Read The Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

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    By plugging the leads into an auto-follow up software like Quickmail, and email each lead 4 times, rather than once.

    I also didn't go into a pitch at all on the first email. The first email gives a brief intro and asks to be forwarded to the Appropriate Person for X.

    Here are my stats from a couple of campaigns. The first campaign was to more targeted leads that were more likely to be a decision maker. The 2nd campaign... maybe half the leads would have no use for my product at all, and more of the emails were to a "catch-all" email. Which makes sense with the data.

    [​IMG]

    [​IMG]

    I ran these campaigns at a time when I was working a full-time job, and running the business on the side. There just wasn't the time to cold-call. Cold-email campaigns are what got the wholesale side of my business up and running. Would cold calls have been more effective? Probably. Even better would have been driving around the country and setting up face to face meetings, but hard to do when you've got kids and a family, and a full-time job.
     
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  19. Joe Cassandra
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    It's because you've heard from all the 'gurus' out there that sales is a numbers game and all that grub.

    If you have:
    - Unlimited budget
    - Unlimited time (meaning you have a large staff of cold-callers who probably make minimum wage)

    You have the time/money to paint the town in cold calls. In your case, you just had yourself. From your last calculation, you were making 1 sale per 113 calls.

    Here's my prospecting worksheet. Every "POTENTIAL" client out there I've found so far.

    [​IMG] 1502455217349screensave.png

    This number "337" is the total amount of companies listed. But, it's also misleading because there are about 70-80 companies on this list that 1.) I didn't contact because they're out of business or 2) I didn't contact b/c they didn't look like a good fit.

    Another 30-50 are related to each other so multiple entries will be under one company (because they're affiliates).

    STATS:
    With these conservative estimates...I'd say I reached out to 237 companies (the number is way less for sure)

    I've closed:
    -16 of them as clients
    -4 I expect to close in the next 3 weeks (1 today hopefully)
    -18 saw positive responses (i.e. I'm betting in the next 12-18 months we will work together)

    16/237 is about a 7% hit rate. I'm betting the rate's much higher, I just didn't feel like counting each one.

    ----------------------------------------------------------------
    I know your challenge only took 20 days so I get not closing 7%. That's not the point.

    I'm saying you don't need to reach out to thousands of people to close a handful of sales. Many of my clients will result in 5-6 figures in revenues in LTV.

    Looking up a client, the decision maker, and a bit of personalized info takes maybe 10 minutes for each client depending on how distracted you get while doing it :D

    -----------------------

    "THE REJECTION WILL TOUGHEN ME UP!"

    Working with clients will already toughen you up enough...especially when they fire you or tell you your work sucks.
     
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  20. RHL
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    RHL can i get a comprehensive guide please Read The Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR Summit Attendee

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    +Rep. I freaking hate cold-calling. Just makes me respect you even more for this. This line:

    Is worth reading the whole thread for. Man, so many people would be in a different place if they just heard the wisdom in this simple utterance.
     
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  21. Everyman
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    I am speechless.

    Rep transferred.
     
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    Just stumbled on this thread and WOW. Just wow.

    I remember trying to make phone calls when I was selling cars. I used to get nauseous and stop after like 10 calls. Props to you for pushing through it.

    I agree with Andy Black, that it was awesome that you just ignored the naysayers and forged ahead. I also noticed that the "You should do it this (other) way instead" EDIT: those types of comments slowed to a trickle once those folks figured out that they weren't getting any traction.

    Anyway, what I'd add is that often times the folks who listen to your whole presentation and get to the end and wind up saying "no" really means "not right now." Even though they said no you should absolutely follow up with them. You may already be doing this, but it wasn't clear from the discussion.

    Grant Cardone has some really good sales stuff that I used to listen to on audiobook (for him a MUCH better format than reading the words on paper), though he's got upsells into some really spendy stuff.


    I'm curious though, do your designers control the pricing?
     
    Last edited: Aug 11, 2017 at 10:06 AM
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    1. Keep them super short.
    2. Nail the pain point.
    3. Sound human
    4. Separate every new thought into it's own line. NOBODY reads paragraphs.
    4. End it on a question.

    Something like:

    Or something like that anyway. The trick to email communication like this is to play around with everything. Make it shorter. Kill the stats. Add pricing. Reword a sentence. Try scaring them. Show them what they can gain. Etc... After a few hundred emails you start to notice what triggers seem to be working.

    Then send a follow up a week later saying "Hey, just wanted to ask if you checked with your web guy on those mobile stats? Were the mobile numbers much higher and worse than desktop like we suspected?"

    Personally I got very good at cold emailing in my sales career.
    It's never as fast or as effective as calling of curse but it's a tool like anything else.
     
  24. Vilox
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    Goodness, those are some amazing responses. Thanks, everyone.

    I'll take another, more detailed look at cold emails down the road. But for now I'll focus on (shameless plug incoming) building my cold calling business.

    They do, but I've learned my lesson and exclusively sell for people who...
    • ... offer at least 50% commission
    • ... price their products on the higher end of the spectrum
    • ... I get along with on a personal level
    The beauty of offering a service that's in demand is that you can be selective about the people you work with. And at the end of the day, despite the comparatively high price point, everybody's happy:

    The company get's a new site that attracts more customers: net profit.
    The agency get's a new client who might even refer them to others: net profit.
    I earn money to cover my expenses and, more importantly, the freedom to do my own thing: net profit
    Naturally this isn't a Fastlane business... yet. Down the road I can hire a few sharks and build a sales infrastructure other businesses can leverage for growth. Don't even have to keep selling websites. I've been reading quite a few posts from @Ubermensch recently, who is making a killing in the construction industry. Ah, so many possibilities...
     
    Last edited: Aug 12, 2017 at 4:04 AM
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  25. Chrisrice06
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    Thanks!
     
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