Not sure what direction to take career wise

[guru1000]

Smiley, I wasn't aware that you lived in the UK. I am unfamiliar with UK laws governing LCs, DBAs, and tax implications. Here in the US, we use corps, LLCs, and LPs, and tax laws, I assume, vary greatly from the UK. Consult with a local tax professional.

Also, I am unable to advise you on telemarketing laws, if any, that govern your location. Do your due diligence. But, the virtual receptionist, and marketing protocol which I will introduce shortly, are still applicable.

 

[:-)]

Ok so my company is now officially in business and registered. So to step 2. Approaching clients?

 

[VikingKing]

Ok so my company is now officially in business and registered. So to step 2. Approaching clients?

Yeah but make sure you soft neg them

 

[guru1000]

Rebuttals are more work than anticipated. Will post first draft sometime tomorrow.

 

[guru1000]

Stage 1: (A) Telemarketing Yourself; and (B) Appointment-Closing Yourself
Stage 2: Hire Telemarketer(s) for Scheduling.
Stage 3: Hire Appointment Closer(s).
Stage 4: Hire Copyrighting Assistant(s).

Setup: (1) Predictive Dialer/Phone; (2) Leads:

1. Phone/Predictive Dialer:

In lieu of a phone, using a hosted predictive dialer is your better option, as such a dialer, dialing four lines at a time, connects calls to you immediately and successively with no time constraints between calls. Check out the 5-9 predictive dialer (http://www.five9.com/), costing about $175+ monthly, which is worth every penny as you will contact 2-3 times more prospects than dialing alone.

If you are on a constrained budget, begin with a regular phone line.

2. Leads:

In the US, Dun and Bradstreet is your superlative source of leads for business-to-business marketing. I am not familiar with lead providers in the UK, so do your due diligence.

To begin your campaign, target businesses with annual gross sales less than $2 Mil. With larger companies, it is increasingly difficult to reach the decision-maker by phone.


Time: Although pitching 40 hours weekly is ideal, this may not be conducive with a FT job. Accordingly, strive for at least 20 hours weekly.

Stage 1A: Telemarketing Yourself
The following sales delineation has been experientially and successfully field tested in over a dozen disparate private companies over the last six years. This sales protocol originated from the now-defunct stockbrokerage Lehman Brothers, one of the most successful sales forces in the history of Wall Street. Unfortunately, they were not great traders; just great salesmen. I was a former stockbroker and transmuted this technique for application to increase revenue in private corporations. I tailored the following pitch, as best as I could, to correlate with my impression of your business plan. The method is named the “straight line,” ubiquitously known by many stock-brokerages; an aggressive telephone pitch, using simple, colloquial language, best followed verbatim.

Are you ready to make money?? The following is the first draft of your pitch. We can tighten up the language as we gain a firmer grasp of your business plan.

 

[guru1000]

<BEGIN>
_________________________________________________________________
Hello, Pete (Call by first name for stronger rapport); this is Rob Roberts over at Smile Copywriting (speak name and firm clearly and slowly). How are you today? Super! Just a quick call to introduce myself and my firm: We are a boutique copywriting company located in Manhattan, NY.

The reason for my call is to schedule a free 15-minute consulting session with you at your place of business, where I will review all your company literature; that is: website, technical manuals, scripts, press releases, catalogs, billboards, brochures, postcards, sales letters, and other marketing communications. Following my review and analysis, I will provide viable recommendations to increase your marketability via simple revisions, organization, and clarity of your existing marketing literature.

Many dismiss copywriting as something that ad agency people do. Truthfully, all of us need to pay close attention to copywriting if we want to achieve our business objectives.

Via my methods, my clients can increase annual company revenue between 50% and 200% (Speak slowly).

Again … this is a free consultation at your place of business. I will need about 15 minutes of your time. What day and time is good for you?

Not Interested ==> Good, now proceed:
Pete, do you like the idea, does the idea of increasing company revenue by over 50% make sense to you? (Say slowly with conviction)

<Yes> Of course it does!

If I tweaked specific language in your marketing campaign, and resultantly increased company revenue minimally by 50%, would you be happy?

<Yes> Exactly. (Repetitive, but now, according to him, your idea makes sense and prospect would be happy. Two affirmatives increase the likelihood of his acceding to your next close)

<No> You mean to tell me that if I came into your place of business, revised your marketing literature, and increased company revenue by over $500,000, you wouldn’t be inviting me to your company’s Christmas party?? <=State with conviction> Come on, now! <Frame adjust>

Look, Pete … you don’t know me from a hole in the wall. So let me take a step back and reintroduce myself. Again, my name is Rob Roberts, and I am the CEO of the firm, Smile Copywriting. < =State clearly, slowly, with conviction> … And I did not get to my position by being wrong too often or by losing my clients money.

What I am asking for is 15 minutes of your time at your place of business to incorporate proven, field-tested marketing ideas to increase your bottom line by $500,000+, via simple marketing revisions. You have absolutely no downside to such a proposal. Give me the 15 minutes that I ask. Believe me … you will not be disappointed. Now is that fair enough?!

Not Interested ==>Good, proceed:
Pete, are you familiar with what subliminal detraction (insert your own industry jargon along with supporting explanation here if you wish; this is my concoction for you) is? Subliminal detraction is when your potential client, while reviewing your company literature, is deterred by its content, and resultantly makes an unconscious decision not to do business with your company. What makes this occurrence so frustrating is that the deterrence is unconsciously derived, manifesting as a choice not to do business with you. Simply … if your company literature fails to incorporate key, proven marketing concepts, you may be unintentionally pushing a great percentage of clients away (Say this slowly). Make sense? Are you aware that this condition is prevalent in 70% of businesses today? Accordingly, it’s no wonder why most businesses fail!

Look, my normal consultation fees range from $500 to $5,000 per session (DHV), dependent upon the client. But I am not asking you to spend one dollar. My consultation to you will be provided for absolutely no cost, and with no expectation in return.

I am looking for a long-term relationship; I am looking for you to send me a dozen referrals down the road after you recognize the value I bring to your company.

You have absolutely no downside to a free consultation. Worst-case scenario, if you are not interested following our meeting, we can part as friends. Now is that fair enough?!

Can I Call You Back?
I appreciate that you want to call me back. Although this may be your genuine intent, you and I will never speak again. Not because you don’t love me or the idea. Simply because, you, like myself, are a busy professional, and have little time to entertain ideas outside the call of duty.

Pete, I am not selling you anything, nor am I asking you to mail me a million-dollar check. At least not yet. I’m simply asking for you to be receptive to a free consultation in how to increase your bottom line. Fair enough!

Need to Talk to My Wife
Pete, you and I both know that you did not become a successful businessman by consulting with your wife for every business decision. Women are emotional thinkers; we are logical … and this is a logical decision!

Hey, does your wife call you from the supermarket asking you what size melons to buy? LOL. Come on, now!

Give me one shot here; a free consultation. You will see that the only problem you will have is that you didn’t know me and that you didn’t hire me sooner. Now is that fair enough?!

I Am Already Working with another Copyrighter
That’s great to hear, and I’m not looking to interfere with your current relationships. However, no copyrighter, including myself, has a monopoly on all the diverse marketing methods. I can guarantee you that I will introduce new marketing concepts to incorporate within your literature that your copyrighter has not introduced or touched on.

Hey, it’s a free consultation to hear all my ideas out. I am asking for one shot here. Give me 1% of your confidence, I will earn the other 99%. Now is that fair enough?!

Send Me Some Literature First
Pete, I can send you enough literature to choke a horse. However, only the printing company would be getting rich—neither you nor I. The best way to learn about me and my firm is with a face-to-face meeting. I guarantee that by the time I leave your place of business, not only will you know every aspect about my firm, but more importantly, you will also understand what to reconstruct within your own company literature to improve marketing efficiency.

Let’s set up the consultation. Believe me, when I tell you, I am that good!

Shotgun Ice-Breaker
John, when you see I’m not just right here--but exactly right-- and your business revenue skyrockets, we are going to fly down to the Caribbean, drink margaritas, and grab a couple of hookers. What’s your preference, blondes or brunettes?
_________________________________________________________________
<END>

 

[guru1000]

This is a work in progress, and must be customized to suit your specific prowess. Digest it. Although a sketch, this is the meat of it. I will post more rebuttals as we move along in the process. Feel free to post additional rebuttals, and I will assist in carving them rhetorically. Ensure with each rebuttal, you include the three elements: (1) rapport building, (2) monetary benefit to catalyze prospect greed, and (3) closing.


AFTER CLOSING, DON’T SPEAK; WHOEVER SPEAKS FIRST LOSES: Whether one second or five minutes, wait for the prospect to respond following closes.

EITHER THE CLIENT WILL ACCEDE OR HANG UP; NEVER END THE CALL FIRST: If the client states “No,” continue rebutting and closing, tenaciously, until hung up on. Be a phone assassin! Strive for 50-60+ hang ups a day. Get acclimated to rejection! Rejection means you are succeeding, not failing, as you must sieve through many to find the valuable few. You may not schedule the first appointment for a few weeks, or until you develop proficient sales acumen via confidence and conviction in your delivery. But, that’s OK; it’s part of the learning curve. There will be a time in the future that you will be consistently scheduling several appointments every day. Once you schedule your first telephone appointment, we’ll peruse in-person appointments (Stage 1B) for money closes.

Have the tenacity to bend the will of your prospects and accept only “YES” for an answer? Are you prepared to feel out of your element? If so, let’s begin.

 

[:-)]

Ok. Great. Really appreciate your time and effort here.

I have cold-calling experience as I used to be an estate agent and have done tele-sales so I can use that experience now.

What if they use the 'let me see your website' rebuttal? - I don't have a website.

or 'what experience do you have and what other clients have you worked with?' I don't have direct copywriting experience neither have I had clients as a copywriter.

or 'show me evidence that your business has made other companies £500,000 extra annual revenue that you are promising'. I have no evidence.

 

[guru1000]

One law that I always defer to in life, especially in business, is the law of reciprocity. Be fair and straight with people, and reap the enduring rewards of referrals and repeat business. I encourage you to adopt the same philosophy.

You are a start-up. You have no experience as a copyrighter, and that’s OK, but you do you have a literary background, don’t you? Did you not work hard to attain your Master’s? Master’s in what exactly? Do you feel you could provide a bona fide service that will help many businesses today? Have you ever taken a look at the literature with which small businesses operate? I’m am not in your industry, and these are the myriad questions that come to mind.

If any of the claims in the foregoing pitch state that did increase revenue by 500,000+ for your clients, qualify the statement better. Change “I did” to “I could.” Is it possible that you could if you are a proficient copyrighter? Do you believe in your ability to enhance your prospect’s marketing literature insofar as to augment revenue?

On the phone, you will find that most prospects will not ask about your background, experience, or track-record—if you sound seasoned and proficient! In-person meetings as you ask for larger retainer fees, you may have prospects ask about your track-record. You will create a resume, and we will delve deeper into Stage 1B once you schedule appointments.

95% of client objections are not genuine. Objections are intended to get you off the phone. Always interpret an objection as a “Not Interested.”

For rebuttals to objections: Answer or divert, build rapport, introduce benefit, and close:

Let me take a look at your website first.

Pete, a website costs under $100 to build with most hosted-servers today!

The best way to learn about me and my firm is with a face-to-face meeting. I guarantee that by the time I leave your place of business, not only will you know every aspect about my firm, but more importantly, you will also understand what to reconstruct within your own company literature to improve marketing efficiency.

Let’s set up the consultation. Believe me, when I tell you, I am that good!

Let’s see effort on your end now; rebut your other two objections.

 

[:-)]

1) you do you have a literary background, don’t you?
2) Did you not work hard to attain your Master’s?
3) Master’s in what exactly?
4) Do you feel you could provide a bona fide service that will help many businesses today?
5) Have you ever taken a look at the literature with which small businesses operate?
6) Is it possible that you could if you are a proficient copyrighter?
7) Do you believe in your ability to enhance your prospect’s marketing literature insofar as to augment revenue?

Let’s see effort on your end now; rebut your other two objections.

1) Yes. BA Writing and MA in Writing for Stage/Screen. Wrote/Produced a feature length play, professional short movie trained as a theatre director etc.
2) Yes. Although I didn't achieve the distinction I had hoped for I secured a merit.
3) See above
4) I do. I am an intelligent and hard worker. Certainly if someone else can do it then so can I.
5) I haven't now you mention it.
6) Yes very much so.
7) If it is possible to enhance a prospect's marketing literature then I have the ability to learn how to do this and do likewise.

REBUTTAL of 2 objections: (pending)

i) what experience do you have and what other clients have you worked with?

What experience did Steve JObs have when he invented apple inc? What experience did Sylvester Stallone have when he wrote and starred in ROcky? How much experience did it take to create that credit crunch? I want to enhance your business earnings. BEcause if your business is making money then my business is making money. Which day this week is best for you?


ii) show me evidence that your business has made other companies £500,000 extra annual revenue that you are promising.

I don't have evidence of making other companies £500,000 but I do have evidence that I have what it takes to enhance your business earnings. Which day is good for you?

 

[guru1000]

Good rhetoric. Include your credentials (DHV): “I have a Master’s in …” Here are bullets that you can also incorporate in your rebuttals:

Remember, everything is interweaved if you search for its applicability.

In screen playwriting or other education, did you:

• Learn what’s most effective in capturing the attention of the audience?
• Learn plots, themes, and language to direct toward or stay away from?
• Learn how to stir and thicken the plot to effect magnetic anticipation?
• Learn rhetoric; e.g., Aristotle's appeals: ethos, pathos, logos, inductive and deductive reasoning?
• Learn how to avoid logical fallacies for stronger argumentation?
• Learn how to anticipate and address counter-arguments?
• Learn how to write clearly and effectively?
• Cultivate the use of expository writing including research papers, analytical essays, problem-solution writing, and firsthand accounts?

Do you see how your present facilities can be applied to your marketing prescription? You have the ability to provide bona fide services to your clientele with absolutely no prior business experience!

 

[:-)]

I see. I have to get used to utilizing my credentials and using them as ammunition.

So what's next?

 

[guru1000]

You are ready to begin. Secure (1) a predictive dialer or phone line, and (2) leads.

Each day, keep a tally of (1) Total calls; (2) Hang-ups; (3) No Contacts; (4) Call backs (if a second call is necessary to close); (5) Disconnected/Fax numbers; and (6) DNCs (Do not call).

This way we can monitor your progress, and identify strengths/weaknesses in your campaign.

 

[:-)]

I don't know what a predictive dialer is but I have my own phone line.

We have a D & B here in the uk. But how much are getting leads going to cost? I only have limited savings which I am reluctant to dip into. I only just recently got the hang of how to save money. As I'm still renting, the plan is to buy my own property at some stage.

 

[guru1000]

D&Bs can be costly. With a limited budget, try:

• Xeroxing 25+ pages of a D&B book at the local library. Each page should hold 20-25 listings;
• Googling “business-to-business marketing leads,” and price shopping. (Edited) Ensure the lead includes the full name of the operator/director--the decision-maker; and/or
• Using the WhitePages to begin your campaign. Whitepages, although a temporal solution, is a great utility for practicing, sharpening, and refining your pitch. You might also find a qualified client.

 

[:-)]

D&Bs can be costly. With a limited budget, try:

• Xeroxing 25+ pages of a D&B book at the local library. Each page should hold 20-25 listings;
• Googling “business-to-business marketing leads,” and price shopping. (Edited) Ensure the lead includes the full name of the operator/director--the decision-maker; and/or
• Using the WhitePages to begin your campaign. Whitepages, although a temporal solution, is a great utility for practicing, sharpening, and refining your pitch. You might also find a qualified client.

None of my local libraries have D & B books.

Googling B2B marketing leads just brings up companies offering their services generating leads.

Price shopping brings up websites offering price comparisons on various shops.

White pages seems to be the only option here. We used to get Yellow Pages delivered once a year but I haven't had one delievered for a good few years. I have never seen or heard of White Pages before you mentioned it. The website version is just a site to look people up but you have to know their name and addresses beforehand. I shall try and see where I can locate a White Pages catalogue from but like I said, I've never seen one in this country before. I kind of feel overwhelmed already and I haven't even started!

What do you mean by 'qualified client'?

 

[guru1000]

I kind of feel overwhelmed already and I haven't even started!

Your fortitude and tolerance threshold for challenges prognosticate how far you will excel in your efforts. Successful business practices include subjugating arduous challenges daily; and this is not even a challenge! This is what I meant about will augmentation: What are you willing to sacrifice to succeed? Are you willing to subscribe to this binary thought process: Eliminate all escape routes and tenaciously rise to the challenge--or perish! Many wouldn’t; many will also fail. This morning, I had one key employee quit; I already have four interviews scheduled.

A quick google search revealed:

1. https://www.salesgenie.com/
2. http://www.salessmart.co.uk
3. www.refresheddirect.com
4. http://www.ukbusinessdata.co.uk/

The next step belongs to you.

 

[:-)]

Your fortitude and tolerance threshold for challenges prognosticate how far you will excel in your efforts. Successful business practices include subjugating arduous challenges daily; and this is not even a challenge! This is what I meant about will augmentation: What are you willing to sacrifice to succeed? Are you willing to subscribe to this binary thought process: Eliminate all escape routes and tenaciously rise to the challenge--or perish! Many wouldn’t; many will also fail. This morning, I had one key employee quit; I already have four interviews scheduled.

A quick google search revealed:

1. https://www.salesgenie.com/
2. http://www.salessmart.co.uk
3. www.refresheddirect.com
4. http://www.ukbusinessdata.co.uk/

The next step belongs to you.

I was brought up to believe that I'm a failure and that I will amount to nothing so it will take some effort to believe that I might actually be a success. So that is the first challenge to subjugate.

I found similar websites. It's companies selling leads. I have limited money to spend. Enough to cover a few months rent in an emergency. I've been penniless pretty much forever so am scared I'll lose what little I have.

I shall call these companies tomorrow morning and talk with a consultant about my plans and see what quotes they quote. I shall post what they said after that.

I am way out of my comfort zone right now.

 

[guru1000]

Try to secure WhitePage leads first. Otherwise, show me your quotes tomorrow. I'll invest $500 into your leads.

 

[:-)]

Try to secure WhitePage leads first. Otherwise, show me your quotes tomorrow. I'll invest $500 into your leads.

I don't know where to find these White Pages. On the internet all I find are these:

http://www.sales-leads-genie.com/white-pages-uk/

http://www.odditysoftware.com/download_databases/29_white-pages-data_1.html

http://egrabber.com/blog/lead-captu...to-an-excel-spreadsheet-with-a-click/2012/05/

We have the Yellow Pages here in the UK which is a free catalogue of all businesses in the area. Might that be the equivalent?

http://www.yell.com/

I think it is. How do I know Which businesses I should target in my campaign?