Although that isn't a huge sum, I think it's around the appropriate amount for startup businesses, which I gather many of us are, myself included for sure!
So here is my cold call script, in as much detail as I can provide :
My Tone and Demeanour
Inquisitive and Light-hearted
When I speak to prospects, I immediately try to sound like a customer inquiring about their services or business. This gets them interested and grabs their complete attention. Here is exactly what I say in a light-hearted, inquisitive tone :
"Oh, is this Garry from garrys plumbing? G'day mate, my name's Luke and I just found your ad in the yellowpages. I have actually been talking to a few of the local plumbers today, I have been doing a bit of research into the plumbing industry here in our city and I uncovered some interesting data about the potential customers who are trying to find you guys"
Very casual tone, down to earth and conversational sounding. At this point they are just listening along.
"So I found that there's about 140 searches for 'plumber city' in Google each month, which translates to 140 potential new customers each month. Now, I'm a local business owner myself, I focus on web design and marketing, and I was just sharing this information with local plumbers that may be interested in reaching this online market. I was wondering if you would like to get together for a quick meeting sometime this week and we could talk further?"
I pretty much spill this all out before they get a chance to ask any questions. This way it takes their mind off the fact they are getting 'cold called' and more focused on the number of new clients they could be getting. Usually at this point they ask about price, upon which I quote them my basic package, which is 5 web pages for $600 with limited text/images + 'maintennance for Google' and hosting for $100 per month.
So, that's basically it. To summarise :
- Talk like a customer, be inquisitive and curious in your tone during your pitch. I believe this encourages positive thoughts they have had previously upon getting a new call from a client, and because you launch into getting them new customers, they get over the fact you aren't a customer pretty quick.
- Present your data (searches per month, % of people using Google etc)as if you were a 'neutral' source, like a statistical analyst spreading this recently released info about the 'local plumbing industry' etc. This adds credibility and intrigue.
- Avoid any salesy language AT ALL COSTS. This means NO 'Hi, this is bla from bla bla', this is an instant turn off. Just use your name, don't worry about telling them where you are from.
- Book meetings, don't try to sell over the phone, you can show several things by booking a meeting :
- You show them you are committed to them, by agreeing to meet on their terms.
- You can present yourself better in person and get your message across
- You can build a relationship with them, have a chat and a laugh. You want them to feel BAD for not hiring you, after all, you are such a nice guy/girl!
Thanks guys, happy to answer any questions. Phew that was a long post.