cold call script I'm using

by Jarrod
7 replies
I received a PM earlier from someone asking for the cold call script I'm using, in response to this post I made yesterday:

http://www.warriorforum.com/offline-...-thus-far.html

I did not include this in my initial post for two reasons. 1-There's already no shortage of cold-call scripts here on the offline WF. 2-I don't count myself as being enough of an authority on the matter. (Maybe some day, but that day is a ways off yet.)

But since someone asked, I figured I'd answer here in case it'll help anyone else out. So here goes. This is exactly what I say when they answer.

"Hello, Is this ABC plumbing comany? Great. Yeah, I just had a quick question, maybe you can help me out or point me in the right direction."

(Pause for response, they'll usually say something like "sure, what's up?")

Real quickly, I'm calling with a small web design team that focuses in building websites for plumbers. Specifically, we work with plumbing companies that either don't have a website currently, or have one but are dissatisfied either with the site itself or their current web designer. Do either of those describe your situation?"

Then I shut up and let them talk. Some hang up on me. Some say "not interested". However, as I am targeting sites that I have scrubbed data for and have found are not working, a few are more than willing to at least have a conversation.

Also, I have a tendency to talk very fast, and have found it's very helpful if I really slow town and talk slowly. Guessing this is because when I talk fast, it sounds like I'm in a rush, and they pick up on that and get in a rush themselves... a rush to get me off the phone. A calm relaxed gentle tone seems to work best.

There it is. Another cold call script to add to the myriads of those already here. Hope someone finds this useful.
#call #cold #script
  • Profile picture of the author Jason Kanigan
    Yes it is a good idea to slow down your delivery. Your prospect needs time to not only hear and comprehend you, but also to think and determine if they have experienced what you are talking about.
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    • Profile picture of the author Andy Lemos
      When you slow down you sound confident and in control of the situation!!
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  • Profile picture of the author PanteraIM
    Originally Posted by Jedi Jarrod View Post


    Real quickly, I'm calling with a small web design team that focuses in building websites for plumbers. Specifically, we work with plumbing companies that either don't have a website currently, or have one but are dissatisfied either with the site itself or their current web designer. Do either of those describe your situation?"
    Hi Jarrod,

    Good to hear you are having success with cold calling

    I have a few pointers I'd like to make to make your intro even more effective.

    I like your use of customising your pitch depending on who you are talking this, this is cool and makes your message more relevant to your audience.

    You are talking too much about yourself, your company and what you do instead of what you can do for them. You are also giving features instead of a reason to continue the call with you. Asking a closed ended question at the end of your spiel will also be hurting your response as it is an easy way out for them.

    After your introduction is where you give them a strong benefit for continuing the call, it is not the time to sell.

    'I noticed you have a website just having a look at your YP listing. I was quite impressed by what I saw actually, so I wanted to see if we could show you an easier way to get more higher paying customers.'

    This benefit or WIIFM statement is designed to them on board the call with you as well as ask 'What is it?' If you can get them what it is you know you have them interested and can start asking questions to see if you can start selling your design services.

    Try this out and get back to me
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  • Profile picture of the author Jarrod
    Pantera,
    Appreciate the tip. I might give it a try. But here is my initial thought on that. (Not disagreeing, sure you know more than me on this, just sharing my thoughts and interested in hearing your reply.)

    I do try to place myself in the place of the customer. As such I ask the questions: WIIFM, and what would I think and say if someone called me saying this?

    As for WIIFM, that is why I a make it specific to their company type, but perhaps I can modify a little to improve the WIIFM factor.

    Aso for "what would I think if someone called me saying this"? Honestly, if someone said to me "I was quite impressed by what I saw actually, so I wanted to see if we could show you an easier way to get more higher paying customers." I would think "ok, this guy is obviously trying to butter me up to sell me something." My guard goes immediately way up, and I start trying to get off the phone ASAP. Maybe a some folks would think "oh really, I wonder what it is!?!" but I think (could be wrong) most think what I said I would think.

    I might incorporate your tip here in a way, but will need to give it some thought and rehearsal practice, and even then probably modify it a little bit.

    Thanks again for the tip, let me know your thoughts.
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    • Profile picture of the author Anthem40
      Originally Posted by Jedi Jarrod View Post

      Pantera,
      Appreciate the tip. I might give it a try. But here is my initial thought on that. (Not disagreeing, sure you know more than me on this, just sharing my thoughts and interested in hearing your reply.)

      I do try to place myself in the place of the customer. As such I ask the questions: WIIFM, and what would I think and say if someone called me saying this?

      As for WIIFM, that is why I a make it specific to their company type, but perhaps I can modify a little to improve the WIIFM factor.

      Aso for "what would I think if someone called me saying this"? Honestly, if someone said to me "I was quite impressed by what I saw actually, so I wanted to see if we could show you an easier way to get more higher paying customers." I would think "ok, this guy is obviously trying to butter me up to sell me something." My guard goes immediately way up, and I start trying to get off the phone ASAP. Maybe a some folks would think "oh really, I wonder what it is!?!" but I think (could be wrong) most think what I said I would think.

      I might incorporate your tip here in a way, but will need to give it some thought and rehearsal practice, and even then probably modify it a little bit.

      Thanks again for the tip, let me know your thoughts.

      I wont speak for Pantera, but in my experience, dropping some positive re-enforcement goes much further than pointing out everything that is going wrong that early in the stage.

      A lot of small biz owners have a tad bit of an ego and when they get a call from the 17th internet guy that day telling them everything needs fixed, it gets old. NOT saying that is you, but I am saying keeping positive comments tactful and not overtly hyperbolic can go a LONG way.
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      95% of IM'ers have great relationships with clients who also advertise offline and with other people. Stop missing out on that cash and leverage into it. PM me if you are an established marketer and want to find out how.
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      • Profile picture of the author Jarrod
        Originally Posted by Anthem40 View Post

        I wont speak for Pantera, but in my experience, dropping some positive re-enforcement goes much further than pointing out everything that is going wrong that early in the stage.

        A lot of small biz owners have a tad bit of an ego and when they get a call from the 17th internet guy that day telling them everything needs fixed, it gets old. NOT saying that is you, but I am saying keeping positive comments tactful and not overtly hyperbolic can go a LONG way.
        Definitely makes sense. Just trying to come up with good wording to offer positive reinforcement when truth is I don't know much about them or their business yet, except that they have either no website or a crummy one. Now, I quickly get there in the conversation as the next step after they reply to my above script is to say something like "ok, well let me just ask a couple of quick questions." Then get them talking about their business. How long they've been in business, their current method of getting customers, clarification on the exact services they offer, type of customers they serve, etc.

        Doing all this does two things.

        For one, it opens the door immediately for me to come back with some positive reinforcement, commending them on all their hard work and great service, and how I wish we had more people like that. (I really do, and most business owners heartily agree, and sometimes we'll get off on a little side conversation at this point, which is great, builds rapport).

        For two, it lays the foundation to position why they need a good quality website. "So you've told me that your typical customer ... Studies show that most people like that, 88% by some recent studies, like to check out a company online prior to doing business with them. Basically, they want to know some of what you just told me about your business, the services you perform, and why they should go with you instead of your competition. Does that make sense?"

        So yeah, I totally get the need to get them talking about themselves, doing more listening than talking, offering positive reinforcement, etc. Just not sure of a good way to incorporate that into the opening lines of the call.
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  • Profile picture of the author PanteraIM
    Yup. Definitely only use this if you were genuinely impressed by something you saw on the website, be it their design, business type, years in service.. there's almost always something to appreciate if you look for it.

    It's not a tactic to manipulate them, and should only be used with positive intentions. Similar to how you would compliment a friend or someone you know without any ulterior motives or trying to sell to them. It's just passing on some human warmth person to person and people do really appreciate it when they can see the sincerity in your words.

    When you are being authentic it does act as a kind of social lubricant to get the conversation going and is something I've used to make my calls stand out. I've used this a few hundred times now on my calls and it's amazing how well it helps my positioning as a concerned friend checking in to see if I can help. It all depends on what your intentions are.
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