cold calling - not interested

[Adam Randall]

My campaign is well under way

Its like a needle, the thought of getting it is worse than the actual event.

I sent letters out earlier in the week and am following up to make appointments.

I got a call back from someone who said they are happy with their IT support and they were not interested.

I then asked if they would be happy if I send out the occasional newsletter, which they said that I would be really just wasting my time.

Being non sales and more technical my immediate reaction is to delete them from the list and forget about them as I do not want to offend.

Should I keep them on a long term list maybe contact every 3 months or just do as they ask and not contact them again.

He was polite enough to call me back so I prefer not to offend, but hey let me know if I have this wrong.

What do others do?

[MissieK]

I suggest taking them off your follow up list.

There is a company that keeps annoying my parents business - they have made it clear they are not interested, however they keep contacting them. My parents now have a big note of their wall that says "Black List" then the name of the company. The staff have instructions to say "not interested" and hang up whenever they call.

If they have said they're not interested, take them off your list.

Melissa

[Adam Randall]

sounds good to me

[gregpritchard.virtualcio]

Adam,

This is an opportunity for you, but not with that potential client. They did show their professionalism by calling you back. This is a good sign.

When presented with that situation again; there are three things to consider:

1. If the prospect says they are happy with their IT support; ask what it is about their support they like. See what information you can glean from them about why they are not willing to change providers (fast responsiveness, knowledgeable technician's, good price, its the boss's son-in-law, etc). This is an opportunity to do free market research.

2. Create a service/strategy which will be attractive to these propective clients. That is, we have a "Guaranteed Response in X minutes/hours, or its 20% off" kind of thing. Have strategies for each of the possible client responses.

3. Considering they sound, at least superficially, reasonably professional; find out more about the company. How can you refer them business from your network? Give a little to get a little. For example, if they sell blinds, when you hear of someone who needs blinds - refer them to that company. Important: make sure they mention your name/company as the referrer. If your name keeps popping up, but in a way that helps them, you are more likely to be the one they call when their current provider trips up.

Best of luck with your calling. Well done for taking the jab!

[LeelaCosgrove]

Okay:

#1 - I hope you're using a script - even when someone calls you? The sales process is a PROCESS ... you need to ensure you take them through that process ... otherwise you have no hope of ever making the sale.

If you are using your script:

#2 - who called you back? Did you clarify that they were the decision maker? Remember- employees will ALWAYS say no. Because getting someone new in means more WORK for them - they don't care what benefits you offer. So often the reason you get a call back is because the IT admin or even the IT manager has nothing better to do than to call you. I'm ALWAYS suspicious of people who have time to call me and tell me they're not interested.

If you are sure it was the decision maker:

#3 - did you try and handle the objection?

They said they were happy ... first thing I would do would be to say:

"Wow Mr X - that's great. Obviously, I run an IT business too - so I wonder if you would mind telling me ... what is one or two things that they do really well, how have they made you so happy?

That's excellent.

And out of interest - what are one or two things they could improve upon?

That's very interesting Mr X ... because while we also excel at A & B - we are outstanding at C & D. We really focus on C & D because we've heard from a lot of business owners - just like you - that this is really important to them.

What I'd really like to do Mr X is to have a chat with you about how we can fix those issues you're having with C & D ... would you prefer to meet this week or next week?"

If you did handle the objection:

#4 - did you ask if they wanted to be deleted from the mailing list?

In these situations, I always say the following:

"Look Mr X - I can hear from what you are saying that you're not interested in my product. Would you like me to remove your from our list? I certainly don't want to be wasting my time or yours by calling you if you're absolutely certain you don't want what I'm selling."

If they say they want off, take them off - because you REALLY DON'T want to be trying to sell people who are never going to buy.

You're ABSOLUTELY right Adam - the FEAR of rejection is always worse than the actual rejection. You get told no a few times and you're like ... hey, you know what? This isn't so bad ...

You'll get yelled at every now and then, but it's always important to remember that the people on the other end of the phone are just that - people. They have good days and bad days.

I've actually had someone yell at me ... then call me back the next day, apologise and buy ... then come up to me at the event and hug me and thank me for selling them ...

[Heidi Price]

Originally Posted by Adam Randall

He was polite enough to call me back

I would be sending a note thanking him for taking the time to respond, even though it was to say "no thanks".

It's the little courtesies that are unusual these days, and they are remembered.


Heidi

[Tristan Boyd]

I would put this guy on a list for next year, and move on to the next lead.

There are so many potential customers that you miss just because someone else got in first, or they know someone who knows someone so they use them...

Best thing to do is thank them for their curtesy and move on to greener pastures.

(Speaking from my experience only,... I'm not a sales expert)

[Adam Randall]

Thanks very much for the advice, lots to go on.

I am dribbling out the 240 letters over a about 2 months so I am not swamped and cannot keep my word (of following up)

This is good in another way because I can adjust the letter along the way.

I went and saw someone who helps me out with advice from time to time and he said I should probably not try and sell anything in the first letter (I have an offer inside)

He said best thing to do is have an introduction letter and a capability statement rather than an intro letter and an offer as its more likely to get put in a draw or filed away for future reference.

This sounds pretty reasonable to me so I am going give that a try and see how it goes.

I will report along the way any success or failure I have.

One thing I am finding is how many nice people there are out there. Its also made me review how I receive sales calls too.

[Adam Randall]

Originally Posted by LeelaCosgrove

Okay:

#1 - I hope you're using a script - even when someone calls you? The sales process is a PROCESS ... you need to ensure you take them through that process ... otherwise you have no hope of ever making the sale.

If you are using your script:

#2 - who called you back? Did you clarify that they were the decision maker? Remember- employees will ALWAYS say no. Because getting someone new in means more WORK for them - they don't care what benefits you offer. So often the reason you get a call back is because the IT admin or even the IT manager has nothing better to do than to call you. I'm ALWAYS suspicious of people who have time to call me and tell me they're not interested.
...

Hi Leela
Its a work in progress, I have a scipt but it was pretty pathetic, I am spending some time this weekend fixing it up so its something I can rely on.

Lots of ums and ahs which I am working on getting rid of, the improved script should help.

I make sure when the receptionist answers, her name is written down immediately and I make sure to thank her using her name, I get the feeling this definitely works well, most people dont expect it.

I already have the name of the Manager/CEO/Owner as I spent a couple of days researching the list prior to sending letters out. If I could not get that information, I did not send a letter out.

I am also surprised at the information you can get.

eg: So and so is no longer having a primary role as CEO, so and so has just taken over today.

So I then write that name down and replace it in the database.

I know what you mean with regard to the call back to say they are not interested, but I think I would do the same if I had got a personally addressed letter (hand written envelope) and a message to call someone back.

I have stated that I am the owner of the business, so they may relate to me on some level and prefer I did not waste my time. So I take it at face value in that respect.

[Carbonite Australia]

I personally would never strike anyone off my list unless they abused me. People change roles all of the time. Next time you contact them (the company) a new person might be there with new ideas and be more open to new providers (as new people usually are).

I find cold calling hard and avoid it. I have used email successfully over the past 6 months targeting execs in large companies and I find that it works.

Email is personal and if you do your research you can access someone's email very easily.

If you do email someone, keep it short (a few lines at most) so they can quickly read it. My success rate (in terms of getting a response) is 40%.

It also about developing relationships. When you don't have one you need to create one or find a reason to.

What I have also found is that sales work is full of knockbacks and then you get a win which motivates you to continue and so the process continues.

Arthur Koulianos
www.carbonite.com.au