Cold calling b2b

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Aug 1, 2009 11:14 am

Does anyone have a good technique in pitching businesses owners? Im in bonds so I usually cold call residential #'s prospecting clients in need for fixed income, but as ive built my book ive realized I have a lot of cpa's and doctors and I would think calling b2b should increase my account/lead generation. Ive been discouraged by my principal as he says its a waste of time due to various reasons, I cant take that as a answer.


 
What do you guys think?
Aug 1, 2009 11:28 am

Why not call with the same pitch?

Aug 1, 2009 11:49 am

Well, since I call residential #'s I tend to get the potential prospect on the phone 1st time. However If you call businesses how would one get past the professional gatekeeper? Do you alter your pitch? I sell bonds so my pitch tends to be more straight forward ( ........I have 5.5% tax free for 5 years, would you have a interest etc etc......) since i talk to the potential prospect more often than not ive not needed to really change my pitch style.

Aug 1, 2009 5:45 pm

Im not sure what your implying however if its to check my pair than yes they hang low.

Aug 1, 2009 6:04 pm

Just ignore him.. he can only sell one product.

Aug 2, 2009 10:10 am

The personal stuff from BioFreeze can be ignored, but don't ignore him because he sells one product.  Read between the lines and he offers some of the best advice on this board.  We're not here to make friends.  Most of us are here to learn a thing or two.   He has some excellent incite. 


I don't pitch product, but I think that you would have success with the same line used to the gatekeeper.
 
You: "Bob Smith, please."
Gatekeeper: "May I tell him why you are calling?"
You: "I think he's interested in a 5.5% tax free issue that I have"
Gatekeeper: "What's that in reference to?"
You:"Please just give him the information and tell him I'm on the phone.  He'll understand and will want to talk if he's available."
 
The language might suck.  It doesn't matter.  Call people and you'll be able to talk to some of them.  Don't call and you won't.
Aug 2, 2009 1:11 pm

Anonymous and Squash1/- I don't take things personally I could care less for biofreezes comments, I welcome all constructive criticism.



I just wanted some of those out there who strictly call b2b and see how thy do it if any different from the residential cold call. I've been discouraged by most in my office not to call b2b as its a waste of time.

Aug 2, 2009 3:53 pm

Calling b2b is not a waste of time.  In fact, I've never made a cold call to a home.  However, I don't have experience in pitching product over the phone.  I only pitch appointments.

Aug 2, 2009 9:10 pm

Thanks for the kind words.  There are a few reasons why I post.  1) I do learn new things.  2) This industry has given so much to me.  There is a responsibility to give back.  3) I struggle just like everybody else.  Sometimes posting gives me the reminder that I need.

 
(Minimum Variance??  Isn't he the guy who used to be at Ameriprise and talks in such a way that most advisors don't know what he's saying and is probably a back office guy and not a rain maker?)
Aug 3, 2009 8:49 am

Biofreezee- I pitch bonds to prospects who are usually retired as they are the prime clients for fixed income. However when you called b2b did you pitch product to the secretary? Or did you politely push to speak with the prospect?

Aug 3, 2009 9:02 am

Cold - you make it a game. Keep calling the secretary and ask for the biz owner. Eventually, you will get chummy with the secretary and she'll let you through.



Ask her (him?) questions about themselves. The gatekeeper is your biggest ally - you want them on your side.

Aug 3, 2009 10:40 am

I can take constructive criticism, not negative attitudes. If your going to give positive input that's fine....it's in poor taste to ask if one has a pair or not and possibly vent your frustrations out on people.

Aug 5, 2009 11:19 pm
anonymous:

Calling b2b is not a waste of time. In fact, I've never made a cold call to a home. However, I don't have experience in pitching product over the phone. I only pitch appointments.



anonymous, just curious, but what kind of pitch do you use to set appointments? It seems like it would be difficult to do a hard pitch for an appointment, do you try to pitch your services? Mention any products at all? Thanks for the wisdom you share on here.