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Critique this Cold Call Introduction Please

by Mister Natural
22 replies
A lot of info/data sites provide the owners name, contact info and even the approximate income the business generated last year.

So I was wondering if this Introductory sentence might work?

The purpose of the sentence is to "quickly" capture their attention and demonstrate that you're not some "amateur hour" goofball, in one sentence and in less than ten seconds.

here it is:
ring,,,, ring,,,, <--telephone!
Hello Tom?
Hi this is Jerry, I see your business did $3.5 million last year, that's pretty good. We'd like to help you take it up to $4 million could we get together for 10 minutes?
Because he personally recognizes that income amount as his own, his ears should have jumped up like a hunting dog's ears as he listen's ever so closely.

Also, he quickly realizes you are not an idiot as he wonders how you know these numbers.

At this point, only a fool would hang up the phone,,,,, at least I think.:confused:

Might they be offended ?

Is it to brash or over the top?

What do you guys think ?
#call #cold #critique #introduction #offline
  • Profile picture of the author Eddie Spangler
    I like it but not sure how accurate that info is going to be, in which case you will actually look dumber rather than smarter.
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  • Profile picture of the author Jason Kanigan
    Yeah a lot of people misrepresent themselves in those directories.

    I've tried a similar approach as a lead-in to talking to company owners (want to make more money this year than last year?) and it didn't do well. Better to concentrate on specific problems commonly experienced by people in that industry, and get their attention with that.

    Another problem with this approach is that if they respond, they're likely to ask, "Oh? How do you do that?" And now you're giving them a free education. After that, they don't need you anymore; they can disappear and find what you offer at the lowest price.

    Which reminds me...I ran a craigslist ad for months in local cities. Many click-throughs to my landing page; not one sign-up to talk. The headline is based on this approach. I'd post the ad here, but I don't want to get slapped with a self-promotion ban. If anyone wants to see it, PM me and I'll give it to you.

    It simply doesn't seem to work.
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    • Profile picture of the author David Miller
      #1 - In a vast majority of cases the sales volume quoted is not accurate

      #2 - Most business owners would not be impressed, they simply hang up
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  • Profile picture of the author John Durham
    Get on the phone and try twenty calls, its a good concept, but you will need to work this kind of approach out to where it comes across with the right tone, rolls off the tongue nicely, and feels natural. also be aware that what business owners listings say they make isnt necessarily always accurate.
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  • Profile picture of the author HypeText
    Rather than quote them data that may or may not be accurate or interpreted as potentially invasive, why not just grab their attention with an elevator Pitch?
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    • Profile picture of the author John Durham
      Originally Posted by HypeText View Post

      Rather than quote them data that may or may not be accurate or interpreted as potentially invasive, why not just grab their attention with an elevator Pitch?

      Do tell us...
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  • Profile picture of the author John Durham
    That's cool!
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    • Profile picture of the author David Miller
      Let me put one more spin on this.

      Let's assume that a particular figure is correct and you call a business owner with that introduction. Knowing a "number" is virtually useless in and of itself. Is that number a gross number or a net number. Is it sales volume? Is it the value of the company?

      But all that aside, you make that call, you say you know they have a volume of 3.5 million and 10 minutes with you will make it 4 million.

      Let's say it took that particular business owner 5 or more years of blood, sweat, and tears to reach that 3.5 million. Now your statement translates to:

      I'm so much smarter than you, I can do what took you 5 years in just a few minutes.

      The only thing you'll gain from this approach is a reputation for arrogance.
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  • Profile picture of the author John Durham
    The haines is probably the only one I would half trust for that kind of info, but it cost like $300 per zip code, but is updated quarterly I believe.
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  • Profile picture of the author Mister Natural
    well ok,,,
    forget the numbers. What about something safer and more generic like:

    Your business did pretty good last year,,, why don't we get together for a few minutes
    and discuss how we can help you achieve even greater results?
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    • Profile picture of the author John Durham
      Originally Posted by Mister Natural View Post

      well ok,,,
      forget the numbers. What about something safer and more generic like:
      How about "Hey _______ Im ________ with __________, we do________.

      Just briefly, I was looking through some local economical statistics...(or listings or whatever) and found your business.... Looks like you folks did pretty good last year?

      (Bob- "We do Okay.What can I help you with"?)

      Well real quickly, given what I see here, you may be a a perfect candidate for a special __________ we are currently promoting, and may even qualify to receive a special___________ , I know I caught you off guard.... but I was wondering; have you got a few mintues to talk right now?

      Okay great, I understand... well, I definately dont want to bother you when you are distracted, tell you what; I have an opening in my schedule betweem ______ and ____ on ___________ which one of those times do you think would work better for you?"

      Tie him down to committing to a phone appointment or face to face, if you cant pitch him right there. You will get better results if they agree (ie; "commit") to letting you take a few minutes instead of bull rushing... Assuming comes later after you have established a pitch worthy prospect.

      Some variation of this will work, you def need an introduction.

      If no interest move on...save your energy for when you get The guy who cant wait to talk to you. Then whip out the hardcore telemarketer...He stays in the closet until the right prospect has presented itself then he jumps out and starts pitching. The rest is easy going high probability prospecting...no pressure, just numbers.

      90% of your sessions are just saying "hi" to people...you only pitch about ten percent of the time... most of it is finding interested prospects. Be easy going, and move from number to number till you find "the guy".
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    • Profile picture of the author David Miller
      Originally Posted by Mister Natural View Post

      well ok,,,
      forget the numbers. What about something safer and more generic like:

      It sounds like you're looking for a magic phrase that's going to be powerful enough to get a prospect to jump at the opportunity to meet you. If that's the case, you're going to spend a lot of time looking for it and would be better off building a logical script that takes you where you're looking to go. In the end, it will be less time.

      Based on your first post, you're stating that you have the ability to increase sales by 1/2 million dollars. That's a pretty bold statement. If you can do that, than you certainly should be skilled enough to gain and keep a business owner's attention long enough to set an appointment.
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      • Profile picture of the author Mister Natural
        Originally Posted by David Miller View Post

        It sounds like you're looking for a magic phrase that's going to be powerful enough to get a prospect to jump at the opportunity to meet you. If that's the case, you're going to spend a lot of time looking for it and would be better off building a logical script that takes you where you're looking to go. In the end, it will be less time.

        Based on your first post, you're stating that you have the ability to increase sales by 1/2 million dollars. That's a pretty bold statement. If you can do that, than you certainly should be skilled enough to gain and keep a business owner's attention long enough to set an appointment.
        Well my first interest was to keep them from hanging up before I can complete a sentence.

        And of course the second priority was to land a meeting.

        Thanks for your post it was helpful.
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        • Profile picture of the author John Durham
          Originally Posted by Mister Natural View Post

          Well my first interest was to keep them from hanging up before I can complete a sentence.

          And of course the second priority was to land a meeting.

          Thanks for your post it was helpful.

          The easy low resistance route is to "let them" and keep moving till you find the guy that wants to talk. He's there. Cherry pick your battles and dont beat yourself up, if you can keep moving you will uncover him, and get better at recognizing pitch opportunities as time goes on, and thus get more pitches in... but dont jump through hoops at first, it will only discourage you before you get to the one who is waiting for you to call.
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        • Profile picture of the author somacorellc
          Originally Posted by Mister Natural View Post

          Well my first interest was to keep them from hanging up before I can complete a sentence.

          And of course the second priority was to land a meeting.

          Thanks for your post it was helpful.
          You know, as someone that used to be afraid of the phone, I can tell you that in about 1,500+ calls I've only had like 3 people just hang up on me. The vast majority of people you talk to will be nice, accommodating, and will genuinely want to help you out if you present yourself in an honest way.

          Don't underestimate people.

          Here's my advice for a "pitch" to these companies, if you can call it that.

          "Hi, I'm calling from Zorro Inc, we specialize in providing falsified documents to building code inspectors for new construction, are you the right person to talk to about that?"

          Yep.

          "Great, do you have a couple minutes?"

          Yep.

          "Great! Well, my name is Mike, and at Zorro Inc. we work with companies that spend a lot of time complying with building regulations, and would rather not deal with troublesome safety regulations like building capacity codes, fire regulations, and structural integrity ratings - do you guys find yourselves tripping over legal regulations every time you turn around?"

          And then you listen and qualify.
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  • Profile picture of the author Johnny12345
    Originally Posted by Mister Natural View Post


    Hello Tom?
    Hi this is Jerry, I see your business did $3.5 million last year, that's pretty good. We'd like to help you take it up to $4 million could we get together for 10 minutes?

    What do you guys think ?

    I think there are some problems with your sales pitch...

    1) "This is Jerry"

    Jerry who? Your phrasing makes it seem like they do (or should) already know who you are. Instead, simply say, "Hi, my name is Jerry Smith."

    2) "I see your business did $3.5 million last year"

    Are you sure? If that number is correct, they'll wonder how you know and become suspicious; if it's incorrect, you'll seem like an "amateur hour goofball" (to use your own words). So, instead say, "I was looking through some recent business data reported by [NAME THE SOURCE OF YOUR DATA]. It says you did $3.5 million last year... <snip>

    3) "We'd like to help you take it up to $4 million"

    Who is "we"? Also, it sounds like getting to $4 million will be easy. So instead, say something like, "I'm the owner of [YOUR COMPANY NAME], and I'm confident that I/my team can help increase your sales." Then, tell them WHY you think you can help -- and ask for the appointment.

    Keep this in mind: If you say you can help get them to $4 million and their sales are actually $400,000 -- you will, once again, sound like an "amateur hour goofball." So state the sales data figure and simply say that you think you can help increase their sales (without being specific).

    That way, even if the $3.5 million figure is wrong, you can still recover somewhat by saying, "Well, in any case, I'm sure I/my team can help increase your sales further. Can we meet for 10 minutes so I explain how we can help?"

    If you do those things, you should have a little better chance of establishing some authority and getting the appointment.

    Good Luck,

    John
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  • Profile picture of the author Mister Natural
    Thanks John,
    so you advise to be totally "upfront and to the point"?

    And forget about attention getting gimmicks?
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  • Profile picture of the author John Durham
    Yup I would say so... especially starting out.

    I edited that post some and added more fopr you BTW. Make it easy going and low resistance at first... soon your senses will kick in and you will know when to pitch. you dont have to jump out on a limb in every call, just when you find a good prospect who has interest.

    If not move on "Okay, thanks for taking my call. have a nice day"...There are two or 3 good prospects in every pile, who will say "Yeah Im glad you called"...you just have to uncover them.
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