Cold calling-product or service?

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Jun 1, 2007 5:18 pm

I just finished my training and I am starting to cold call, with little success and a lot of frustration!  I have been calling mostly small business owners and focusing on retirement plans.  I was just curious as to what everyone's argument is, whether or not it is better to sell a specific product or to pick a service and try to analyze what you can in that brief conversation. 


let me know what you think, mooose

Jun 1, 2007 5:27 pm
mooose:

I just finished my training and I am starting to cold call, with little success and a lot of frustration!  I have been calling mostly small business owners and focusing on retirement plans.  I was just curious as to what everyone's argument is, whether or not it is better to sell a specific product or to pick a service and try to analyze what you can in that brief conversation. 


let me know what you think, mooose



did someone tell you to focus on retirement plans or did you come up with that yourself?

Jun 1, 2007 5:43 pm

product product product. business owners are too busy to hear about a service.


Jun 1, 2007 5:59 pm
Vin Diesel:

product product product. business owners are too busy to hear about a service.




I gotta go with the weasel on this one.

Jun 1, 2007 6:32 pm

With Business Owners I pitch product to get their attention which is a hit or miss.  With individuals I pitch retirement planning and ask them uncomfortable questions making them want an appointment which gets great results.

Jun 1, 2007 8:35 pm
Mike Damone:

 With individuals I pitch retirement planning and ask them uncomfortable questions making them want an appointment which gets great results.



"Was your wife that fat when you married her?"  hasn't worked for me, what do you use Mike?

Jun 1, 2007 8:53 pm

I call on a product and see where it goes.  My call is basically: "I'm calling to share a quick idea that works for my business clients."  I often get into longer conversations once they let me know if they have an interest in my idea.  Most owners tell you why they are not interested and it opens many more options to discuss.

Jun 4, 2007 7:28 am
Maxstud:
Mike Damone:

 With individuals I pitch retirement planning and ask them uncomfortable questions making them want an appointment which gets great results.




"Was your wife that fat when you married her?"  hasn't worked for me, what do you use Mike?


"Do you like movies about Gladiators?" "Have you ever been to a Turkish prison?" "Ever seen a grown man naked?"

Jun 4, 2007 8:36 am

Moose, what is the purpose of your call?  Are you trying to get them to become a client over the phone?  Are you trying to get an appointment?  


I do cold call business owners with success, but I find that cold walking works even better.  I call for appointments to introduce myself.  I don't prequalify because the vast majority of business owners can be profitable for me.

Jun 5, 2007 5:50 pm

I call to qualify and get an appointment.  Never used product.  Never opened an account under 200m.  Different strokes.

Jun 5, 2007 6:38 pm

product = more acct's, smaller dollars.

service = fewer acct's, larger dollars.



More Acct's = More people to talk to and the ability to convert to A clients.



Service = More referrals right off the bat if you offer a good service.



Which are you going to be more comfortable making more calls with? YOUR ACTIVITY is the biggest variable here. Not what you say, but how many people you talk to, and whether you're spending time w/ people w/ money.