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Successful Cold Calling At It's Finest
Posted 20 December 2003 - 06:14 AM
I'm new to the board and new to the industry of SEO but I love the business and I want to have the best success with it. I like the concept of cold calling because I know that if you do it right, that it works and that it's effective. But, if you do it the wrong way, you'll just be frustrated.
What I wanted to know is how you guys have the best success with your cold calling and if you have anything else that is just as effective or better. I searched for posts dealing with cold calling and OldWelshGuy had a wealth of knowledge and also some others. He had just the info I was looking for. Let's get some more of that! Also, there was a lot of talk about that cold calling just sets you up for appointments, and the appointment is when you make the sale. But I want the cold calling that gets the sale the first time on phone! I know this can be done, as I've been having a little success of getting the sale the first time I call.
So any help, tips, suggestions, knowledge would be appreciated. And also, what types are customers are the easiest to sell to and where do you look for your customers? Thanks.
Posted 20 December 2003 - 07:02 AM
Teleselling is a whole different ballgame, it can be done, as i have done it in a previous life
It is however a lot more specialist, and generalities may not be enough. The basics of selling apply to every form of selling however, regardless of how soon after point of contact is made.
You have to get their attention, you have to get them interested, you have to make them want what you have to offer, and you have to close them, on the phone however you have to close them THEN, no messing about, no calling back for a decision.
To do this you have to create urgency, in a reason to buy NOW, but it has to be genuine, you also have to find out if the person you are speaking to has the power to make the decision without third party agreement.
I am having a quiet day today, its 12 noon and we are back from shopping, I will write up an article later and post a link.
If you post exactly what you are selling and the kind of price structure you are pitching at, then i can make it a bit more real life
Where are you based BTW in the UK or elsewhere?
Posted 20 December 2003 - 11:56 AM
Oh, and welcome, SEOisTheFuture!
Posted 20 December 2003 - 01:55 PM
<pages moved so updated url to prevent broken link>
Edited by OldWelshGuy, 23 December 2003 - 07:48 PM.
Posted 20 December 2003 - 03:12 PM
1) The Psychology of Selling by Brian Tracy.
This is a tape series and it is old but it's great stuff. Combine it with The Psychology of Achievement and you'll be ready to roll. (You can find copies on ebay or at http://www.briantracy.com )
2) I also think The One Minute Salesperson is helpful when you need to be reminded that you are not bothering people when you call them. It teaches you how selling is about helping people get the good things they want and need.
The bible of selling is of course Tom Hopkins, Mastering the Art of Selling. It's concepts are way out of date for today's world but it doesn't hurt to know some of the basics--even if you soften them for today's environment.
Posted 22 December 2003 - 05:55 AM
Also, if you have any old scripts post them on here also or email me.
Posted 22 December 2003 - 08:17 AM
With regard where i get my business now, it is mostly by answering the phone I turn away more work than I take on, last week I accepted one job and turned away 3.
Most of my work comes from referrals, the odd bit comes from conversation, when someone asks what I do, I tell them, they visit the sites, then ask me, but i never carry business cards to social events. I have a plain white card with my name, my telephone number and email address, if they ask they get that.
Initially yes I got my work from those sources, and some of my customers still use it now. Empathy is the key, put your self in their position, when you see a company advert think how they would benefit from being online, if there is no benefit for them, there is no point in contacting them.
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