Telephone Prospecting Cold Call Case Studies

Hi, this is Michael Senoff. Thanks for checking out this part of the Telemarketing Training. What I have for you is a series of training sessions of me actually cold-calling on leads. In the first recording, you’ll here me calling on leads that I bought from Information USA in the range that Richard suggests in the San Diego area. And I just started calling on them from the very top of the list, and I went for one hour straight. My goal was to identify people who were interested in increasing their business.

Now, I have sped up this recording for easy listening and added commentary in parts of the recording. You’ll see that some of the numbers were disconnected. Sometimes, people weren’t there. Some of the times, I left them messages. Some called back. Notice my version – a very short introduction. The script went like this, “Hi. This is Michael Senoff here in San Diego. I’m a marketing consultant. In two minutes on the phone right now, I can give you two ideas that will grow your business without you having to spend money on advertising. Would you like to know what they are?” Very short and to the point.

I think this is good training for you to do this yourself. The whole idea is you’re not going to be doing this calling. You’ll want to hire a telemarketer to do this for you. Get someone on Elance who’s to make calls for you. You can have them start at one or two hours a day. Get them to work three days a week. I think you can line yourself up five to six appointments every week. Out of those five to six to seven appointments, when you take somebody through an opportunity analysis, there’s no reason why you can’t close one or two of those as marketing consulting clients. The idea is to let other telemarketers do this process for you.

The purpose of these recording is to give you a realistic expectation to know what it’s like pounding the phones cold, and I’ll tell you, this is the hard way to do it if you have absolutely no other people to call on. I will be doing hours of calls for you in the next two weeks. On some of the new calls, you’ll hear me calling on contacts of mine – warm prospects. These are people who know me or have some association with me. I’ll position the pitch a little bit different, and you will see the vast difference in success.

You’ll want to use these recording as training for your telemarketer. You can download the mp3 files and send them the mp3 for them to listen to for training training. Tell them that is their first requirement is to listen to this training so they know what to expect and what to do.

I hope this is enlightening and certainly each hour should provide at least one interested prospect. It doesn’t take a lot of hours to start lining up good solid appointments. Enjoy.

For more information, go to http://www.hardtofindseminars.com.