[epiphany]

I am starting up a service that will essentially require me to cold call businesses.

This probably sounds pathetic but I'm struggling to make that first call. I just get anxious and feel like I'm going to dry up, or that I'm going to come across too "salesy". I have tried writing a script of sorts but then I worry it'll sound too scripted

I truly believe in the service I am offering, I cannot stress that enough. I know it will work for many businesses out there, and it is quite unique, but then every marketing call they get must claim that.

I've always told people I have poor client facing skills, but there's no other way for me to do this. Any tips appreciated.

[Mr Bit]

As silly as it sounds pick up the phone and ring a few business that are on the bottom of your list, you will probably mess up a couple of times but it doesnt matter, we all have been there, be ready for questions they might ask you eg prices and that kind off thing, what is your business?

[epiphany]

Originally Posted by Mr Bit

As silly as it sounds pick up the phone and ring a few business that are on the bottom of your list, you will probably mess up a couple of times but it doesnt matter, we all have been there, be ready for questions they might ask you eg prices and that kind off thing, what is your business?

Thanks for the advice. My business is SMS (text message) marketing, specifically for small, local businesses. The main problem is getting business owners to understand the benefits of using SMS, without sounding patronising or switching them off with stats, even though the stats are heavily in their favour.

[nexusdee]

What I've found in the past is to send the firms an email or deliver them a flyer that way a few days later you have an opener to your telephone call. "hello I'm ???? I sent you an email / flyer the other day did you get it? Etc. I have found it sometimes give you a higher return then cold calling as sometimes the company will have heard from you. Don't be disheartened if they say not interested just ask if you can send an information pack & ask for the name of who to send it to. That way you will have a name for any future calls. Remember it is most receptionists jobs to not put you through to the person you need to speak to

[epiphany]

Cheers nexus, I will try that.

When emailing, obviously I'll only have the general enquiries address from their website. What do you find is the most effective way to get it passed on to the manager/owner?

[indizine]

The worst thing IMO you can do is tell a business what you think is best for their business. It's quite annoying and sometimes insulting. Any one marketing media is not right for everyone and it may not work for all. Quantify what is 'many'. Many is non-specific, it's vague and doesn't represent a figure I can identify with as a business owner.

What you need to do as a basic marketing technique is to determine who would benefit most form this and exactly how and why. Don't sell them your idea and why you think it's great. State facts and figures, and details of other same types of businesses and how they benefited from what you sold to them and what reuslts it brought - specifically, not vaguely.

You are right, we get them all the time and they want us to keep their business afloat by giving their ideas a spin....all at our expense!

The crux of it is that if you are selling a marketing tool, well I for one would expect you to have experience and in-depth knowledge of marketing, market research, etc and i'll be asking you for demographics and allsorts - and really put you through the mill in the first few minutes just to see if you are worth spending 10 minutes of my £50 an hour fee because you are costing me money for every minute I spend (or waste) with you.

If you are selling a marketing tool (which SMS messaging is) then you really need to make sure you are a marketing person with marketing experience....except your post doesn't actually convey that.

It more sounds like you have found a product you want to sell, rather than selling a product underpinned with your expertise as to exactly why every pound I will spend with you will be wisely spent and bring me a ROI I can measure. If your knowledge is based only and purely around the product you sell, then you may struggle.

I sell websites based on them being a marketing tool - I do not sell just 'a website'. It's all about conversion to enquiries and or if ecommerce, orders, and quite frankly that is the bottom line of what anyone buying, cares about.

[saving grace]

Be ready to think on your feet.
And by listen to the person you can pick up clues and tips about what to say back - just by listening (Similar to body language face to face).
Also dont be too defensive. If somebody says "not interested" please dont say "what is it that your not interested in"! Winds me up!! Just say "to be honest I didnt think you would be" and wait for a reply.
Politeness is also key as is a good telephone manner.

[indizine]

oh adn well you call, chuck the script away, be yourself, and ask questions about their business dont try and flog them something before you even know anything about them and whether it will really really be of use to themm. Better to be remembered for being nice than an idiot who just wouldnt listen. They make let you call them back in a few months when ready, if you're nice and patient. Hard sell does not pay off in the long term.

[epiphany]

Thank you all.

Indizine, I certainly don't presume what is best for a business. I just know that SMS is an untapped area for many small businesses, partly because it's still relatively new and they assume it will cost a fortune.

Also I would never hard sell. My marketing background is online, mainly preselling affiliate products through content rich sites, so I understand the concept of building trust and offering value before selling.

I will be offering a month's free service to prove to potential clients that SMS will work for them.

[steveroberts]

epiphany, talk about wanting to go in at the deep end!!!

1. Telesales is the most difficult type of selling there is; you have to remember it is a numbers game. There are over 500,000 small retail businesses in the UK so if you muck a few up, don't worry about it
2. As stated earlier; start practicing with small businesses...if you cock up the call, it does not matter
3. If you've never had any training in telesales, get yourself on a course...you have to be trained to this stuff (I know...I'm working with a very successful telesales business at the moment and they provide weeks worth of training before they let their agents loose on the phone)
4. Remember you're selling benefits (not features). The stats which show real clients who have made real profits out of SMS messaging is your key sales tool
5. Although using email has been mentioned earlier, don't bother...you need to speak to the client first (I get 100s of unsolicied emails everyday and delete them straight away as I do not have the time to read them)
6. You're service is not unique, there are 100s of companies doing this...but that's not a bad thing. It means others are also trying to make a market for this so you will come accross companies who are using such services...you just need to make sure yours is better!
7. Use a headset; it keeps both hands free and gives you the opportunity to stand up and stretch!
8. Don't buy marketing lists...Google will give you all the leads you will need (great website to use www.tipped.co.uk)

If you can convert 1 in 100 calls, you'll be doing well. Assume you'll make, on average, 40 calls per day, then you might average 2 clients per week. Question is, will your business model work on 2 orders per week?

The best of luck to you.

[smithy266]

Smile down the telephone.

Don't ask how they are, cut out the small talk. Tell them straight away what you are offering, don't ask all sorts of questions about their business.

[B.J.Mason]

Hi epiphany , I agree with indizine about time being money on the phone,def worth having the means to email/post out info.Often at the garage I'll try to politely explain that whilst I don't have time to listen at present and can't afford to be blocking the phones I would happily receive info via e mail or post.This usually ends with the caller becoming rude and I have to cut the call but a few who have ended up sending info , we've used! Good luck

[Greengeek]

Since being in the yellow pages, I get nothing but sales calls.
It's gotten to the point where I just ask bluntly "What is it regarding" and when they say they are from x/y/z I just say no thankyou and hang up.