Critique my Cold Calling Script-

20 replies
99% of this was from Jason Kanigan (shout out)

I wanted to see if there is anything I should add/replace etc.

I also want to see if this is a good enough way to qualify the prospect, if there is anything better I can do, please tell me.

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GateKeeper Script:

Hello, not sure whom I should speak with, I was wondering if you could help me. (sound a little unsure)
I usually speak to the person who takes care of sales and marketing but I dont know who would have that under their umbrella over there.

-----call forwarded

New Speaker: Hello, not sure we should be speaking. Reception transfered me to you and not sure if your the right person to speak to
about this but I usually speak to the person who takes care of sales and marketing. But then I dont know if thats you or not....

Oh you do take care of sales and marketing? Great!


[Go staright into the script below]


is this a bad time to talk? (makes them curious, they think it could be a customer)

let me take a quick 30 seconds of your time, I can explain who I am and what you need to hear from me.
does this sound fair?

Okay great!

We saw your listing on Manta and would like to know if you have a website, how many customers does it bring in, and would you be interested
in more HIGHER PAYING customers and clients?

Okay, that's great. And if I could show you a better way of getting more higher paying customers would you be open to looking at it?

Fantastic, thanks a lot for that.

I'd like to show you exactly HOW we can get you those people calling your business, usually I offer these 30 minute consultations
for hundreds of dollars, but I have an open spot and I can schedule a phone appointment with you this week, no charge!
Worst case scenario is that you will be left with some very valuable information that will educate you that you can use
to better your own situation, although 70% of the people that we see go ahead further with us in the first meeting.

Okay Great!

So will the start or the end of this week suit you better for our appointment?

So was that monday/tuesday, thursday/friday?

Are you more of a morning or an afternoon person to reach?

So we can both pencil in our diaries: [Appointment date and time]


MAKE SURE YOU CONFIRM THE FOLLOWING
Prospect's name: 'May I confirm who I am speaking to?'
Ask if they are the decision maker for marketing decisions and confirm
Cellphone number
Email address

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Thanks for any suggestions!

I'm not overly found of cold calling but its time to man up and I just want to be prepared.
#calling #cold #critique #script
  • Profile picture of the author Jason Kanigan
    Actually about the first half (the opening) is my content.

    The rest is something else.

    I don't like these kinds of questions because:

    a) you are creating a Frankenstein monster of a script, and mixing different approaches doesn't work

    and

    b) other people are going to jump in with their own points of view, and if they don't understand or agree with this opening they're just going to shred it up.

    So what's the point. Find one mentor you like and stick with them and their approach.


    Other than that...

    say "quick minute" not "30 seconds"

    improve your 30-second commercial...it needs work. You are shooting benefits at your prospect, not solving a problem

    you need more bonding & rapport than this to have a real conversation and set an appointment

    if you are charging for appointments/consulting sessions, charge for them. Don't say you usually do, but right now you aren't. I don't believe it.

    However, jump out there and try this out. That'll give you the feedback you want.
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    • Profile picture of the author BamIPD
      Originally Posted by Jason Kanigan View Post


      if you are charging for appointments/consulting sessions, charge for them. Don't say you usually do, but right now you aren't. I don't believe it..
      I was hoping someone would chime in on that. It reads like "I'm really busy and usually charge for these kinds of things, but I just felt like cold calling and giving you something free today"

      It definitely doesn't sound good.
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  • Profile picture of the author TakenAction
    Thanks very much! Also, Sorry. I thought most of that was your content I must of got the main part of the script elsewhere.
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  • Profile picture of the author rafsco
    My little experience is that it takes more than nice words to do a good cold call. I have a friend that hardly speaks well. He has some sort of disability and sometimes he gets stuck on a words and he starts blowing air through his lips. He is a top notch salesperson. Why? I think that people like him because he is funny and friendly and different.
    When he cold calls he starts with "How are you? This is...Angel" as Eddie Murphy would say it, high pitch , funny, and friendly. Very seldom he can't get passed the keeper. "May ask you a question? Are you the ffffffff (blowing air) right person to talk to about engravings...?" - "That would be Mr. Johnson". "You mean the manager? (tone of the voice pretending to know him)", "Yes, he is the manager", "May I ffffffff talk to him?" " I'll try to transfer you."
    "Hi Mr. Johnson, this is Angel with Engraving Unlimited, how are you ffffffff doing? (high pitch, make them wonder if he smoked something)" - "I am fine, what can I help you with?"
    "Just checking if your company needs engraving, we are local, new, energetic and would like to fffffff work with you. Maybe I can send you a quote for your next job."
    "Yes we do, from time to time. We are already using a local engraver that so far has been very reliable". "I am sure we can do better, cheaper, and faster. How would like to fffffff save money and we have developed a website that makes it super easy to order. What about if I send you a sample? By ffffff the way, did you here the airplane that went down in SF? One of our guy was on that airplane and made it with fffffffff only a few scratches, amazing. Anyway, now I am digressing. I will send you a sample and call you in a few days. Thanks a lot and have a nice day. I really appreciate your time. And this is fffffff Angel."

    This stuff works if you can get to act it. The airplane is a lie, just make up something big that sticks.
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    • Profile picture of the author BamIPD
      Originally Posted by rafsco View Post

      The airplane is a lie, just make up something big that sticks.
      That's absolutely awful. I'll remember the name Angel in the engraving business and be sure not to ever use those services.
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  • Profile picture of the author socialentry
    What was the point of the airplane??? I don't get it, was it to make the company more sympathetic or something?
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    • Profile picture of the author cjbmeb14
      The opening line for me is incorrect.
      First of all I would not say "not sure whom I should speak with"

      You should do your homework before you even call, have ready in advance who you should be talking to. With any successful cold calling, do your homework first.

      This is easy information to find out.
      Two days before your main sales or marketing cold call is to take place, make an "information call first".

      This information call is not about selling at all, this call is for research.
      Make your call and find out everything you need to know, the full name of who deals with Sales and Marketing, who they are buying from now, what is the best time to catch them in the office, etc etc.

      Remember this information call is not used for selling, that comes later.

      Now when you make your cold call you start by saying, hello can I talk to James please this is John Hughes here.

      By using first names it sounds as if you are already acquainted with this person, and by saying this is John Hughes here, it sounds to the gatekeeper like they already know you.

      Plan in advance is the key, 1st day Information Calls, 2nd day Information Calls, 3rd day Sales Calls and Information Calls. By working in this way it builds confidence and always gives you a working list.
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  • Profile picture of the author PanteraIM
    Some of that is Jason's stuff, the rest I think is mine.

    Jason has already pointed out that it doesn't solve any problems, and if you ran with that script for a few calls you'll notice the conversation doesn't really go anywhere. It needs to flow and sound natural.

    I personally don't like or use the little unsure technique because I think it makes you look incompetent. Also in some markets where they get 30-40 calls a day from TMs it isn't always realistic to solicit help from the gatekeeper.

    No matter how you phrase the question, asking for the KDMs info off the bat to me is bad sequencing, and is an unreliable way of getting to a conversation with a decision maker.

    You should make a research call first to identify the quality of the lead before you speak to the DM. This could be the GK or a user of the product. You ask for the DMs name at the end, of the research call, (along with their DDI) and take down the GKs/user's name.

    You bring this up in conversation during the call letting them know you've contacted them before. This builds credibility and makes them take the call seriously.

    By virtue of the fact that no one talks about this or does this, it makes your professionalism stand out and they will start viewing you as the oh so elusive 'consultant' rather than someone else trying to sell them shit.

    The biggest area where your script is lacking is your '30 second commercial'. Remember you are telling them a story to get them curious, you want them to ask 'What is it?'; at the end of your spiel.

    Mention your advantages and benefits, tell them what you did for a client similar to them and what the emotional outcomes were of your proposed changes. Get permission to ask a few questions to see if it makes sense for you both to meet in person.

    But don't talk about your features, don't mention it's about SEO, a website, mobile site.. this satisfies their curiosity before they can begin to move from the curiosity to interested to wanting to buy your product.

    At the start of the call you are creating the need, you don't go into the call LOOKING for one. You give them information that changes the perception to their current situation, information that makes them WANT what you are describing to them.

    Consultative selling is all about 'find the need, sell to the need'. Which is fine in itself, but there are some major limitations of this style.

    You can't sell unless you find a need. What if there isn't any? What if there is no problem your product can solve? You move on to the next prospect. That's a lot of calls, and it's pretty boring.

    I'm not saying I'm the best or I'm a guru, teacher, mentor. I don't like those labels. I consider myself to be a salesperson and just write about what I hear on the phones on the daily basis.

    You should check out my forums if you want me to have a look at your script.
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  • Profile picture of the author jimmyvanilla
    If you're cold calling, you've got at most 10 seconds to make an impression that is going to hook the person you're talking to...
    Originally Posted by TakenAction View Post

    Hello, not sure we should be speaking. Reception transfered me to you and not sure if your the right person to speak to
    about this but I usually speak to the person who takes care of sales and marketing. But then I dont know if thats you or not....
    but you just ramble your way through that time and sound like you have no idea.

    Your first words need to command attention. If you're truly cold calling (i.e. you haven't done any homework whatsoever about who you're calling) then you need to introduce yourself and demonstrate why the conversation is important. You need to command attention now, not try and set up an opportunity to try and impress someone a week later.

    "Hi [FIRST_NAME], I'm [FULL_NAME]. Last week [Business_Name] heard from [Number] more customers because of a 30 minute consultation I had with [Manager's_Name]. I saw your listing on Manta and think I can increase your customer base by [X%]. What's your biggest problem with generating new customers?"

    (just off the top of my head)

    Then you talk about the problem just enough to make sure your contact is hooked... then set up your paid appointment. It will be hard for someone to say no to you once they've already laid out their problem for you and you've demonstrated that you can solve it.

    I can't say I've done a lot of cold calling, so I may be way off the mark, but my business is dependent on getting people to opt-in to a newsletter from a webpage they might spend 3 seconds looking at before they decide whether or not to hit the back button. I've learned that to do that I have to persuade people to pay attention to me RIGHT NOW - in the time it takes to blink.

    IMHO, marketing is a lot like fly fishing - you have to put a great looking lure right in front of a trout's eyes to get them to pay attention, then you have to reel him in carefully until he doesn't even know he's in the net.
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  • Profile picture of the author Jason Kanigan
    See, what did I tell you?

    Have any of you USED the Little Unsure technique? Funny how hundreds have from this very forum, and it worked for them. I coach students live and they use this technique, I hear their calls as they are doing them, and every single one of them has succeeded with it.

    It works on a psychological level and the gatekeepers RUN to help you most of the time.

    Newbies are nervous already. The technique makes use of that.

    You don't sound incompetent if you just SAY the words, not embellish them with emotion.

    Your job at the start of the call is to get the listener out of what they were doing and onto the call--unless they are having a bad moment, in which case you do not want to talk to them right now. But newbies are desperate for sales, so they push.

    Prospects are far more forgiving than you think, especially when you don't push.

    I hate these kinds of threads. If you're going to talk smack about my methods, a) use them first, and b) have respect for someone who's helped thousands of people for free here.
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    • Profile picture of the author PanteraIM
      Originally Posted by Jason Kanigan View Post

      See, what did I tell you?

      Have any of you USED the Little Unsure technique? Funny how hundreds have from this very forum, and it worked for them. I coach students live and they use this technique, I hear their calls as they are doing them, and every single one of them has succeeded with it.
      Every single time it has worked? I don't like your technique, so no I've never used it and don't see the need to.

      I have better ways in my opinion to avoid this coin toss completely. And please don't tell me its about delivery.


      Originally Posted by Jason Kanigan View Post


      I hate these kinds of threads. If you're going to talk smack about my methods, a) use them first, and b) have respect for someone who's helped thousands of people for free here
      The reality here, Jason is that:

      No one owes you anything.

      YOU are generalizing this criticism into a personal attack, no one else is.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by PanteraIM View Post

        Every single time it has worked? I don't like your technique, so no I've never used it and don't see the need to.

        I have better ways in my opinion to avoid this coin toss completely. And please don't tell me its about delivery.




        The reality here, Jason is that:

        No one owes you anything.

        YOU are generalizing this criticism into a personal attack, no one else is.
        This is not the first thread of its kind, and I have been through it before.

        But for you to say my methods are ineffective is a personal attack. This is my craft, I teach it every day to real companies and they make money with it. I've been teaching it here on WF for two years and plenty of people have made money using it.
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        • Profile picture of the author socialentry
          Originally Posted by Jason Kanigan View Post

          This is not the first thread of its kind, and I have been through it before.

          But for you to say my methods are ineffective is a personal attack. This is my craft, I teach it every day to real companies and they make money with it. I've been teaching it here on WF for two years and plenty of people have made money using it.
          Yeah but in this case, it's hard to discuss your ideas (or I think even "consultative sales" in the context of the WF) without discussing you because you are so prominent on this forum. I don't think it's fair to have to avoid criticizing an idea simply because they are tied to a person.

          and also:why would someone stick to what one guy say exclusively?
          It's not even a point exclusive to sales, this is critical thinking skills. Don't people need to understand why it breaks if the script is modified somehow?

          I taught I was better off for every training opportunity that I had (even if they drastically differed from one another).

          Kind of like when a programmer wants to learn LISP or assembly even though he might never use these languages. It just opens up new ways of thinking and problem solving.
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          • Profile picture of the author Jason Kanigan
            Originally Posted by socialentry View Post

            Yeah but in this case, it's hard to discuss your ideas (or I think even "consultative sales" in the context of the WF) without discussing you because you are so prominent on this forum. I don't think it's fair to have to avoid criticizing an idea simply because they are tied to a person.

            and also:why would someone stick to what one guy say exclusively?
            It's not even a point exclusive to sales, this is critical thinking skills. Don't people need to understand why it breaks if the script is modified somehow?

            I taught I was better off for every training opportunity that I had (even if they drastically differed from one another).

            Kind of like when a programmer wants to learn LISP or assembly even though he might never use these languages. It just opens up new ways of thinking and problem solving.
            I'm not saying Don't use anyone else's methods, or that other methods don't work. I agree with plenty of advice from Pantera, Ken, Claude, JD etc.

            I am saying don't say mine don't work when you haven't used them and when there's plenty of evidence on this forum and in my testimonials that they DO work.
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        • Profile picture of the author misterme
          Originally Posted by Jason Kanigan View Post

          But for you to say my methods are ineffective is a personal attack.
          He's disagreeing with the method. It's not a personal attack. A personal attack would be to call you a name or disparage or defame you as a person. For example, claiming you're a fraud would be a personal attack. Claiming you teach bogus material would be a personal attack. But to be fair, I don't see Pantera doing anything like that. Saying the method you teach is ineffective is his opinion about the method - not about you.

          I am saying don't say mine don't work when you haven't used them
          That's the valid point to make. But he can still give an educated opinion about it.
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  • Profile picture of the author bsummers
    Originally Posted by TakenAction View Post

    I'd like to show you exactly HOW we can get you those people calling your business, usually I offer these 30 minute consultations
    for hundreds of dollars, but I have an open spot and I can schedule a phone appointment with you this week, no charge!.
    I just do not like this part. Do you really need to say that you are charging these consultations? This will make them hesitate your offer, they might think that you will charge them in the future. Since it's free no need to say that. I do not think it adds value.

    Cold calling is not easy. Be prepared to get a lot of negative replies and declines. Good luck!
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  • Profile picture of the author Mwind076
    While I think Jason has great ideas and some methods...I agree that the little unsure one is unprofessional. I also have wondered (since coming on WF) why you feel it's "your method" - it's been used since the beginning of TM/cold calling. I never brought it up because I didn't want to get bashed lol.

    It would be like me saying that making a cold call and getting an email address before I got off the phone was "the Melissa method." Then making posts, articles and videos on how to accomplish it.

    Anyways, to answer OP...this:

    New Speaker: Hello, not sure we should be speaking. Reception transfered me to you and not sure if your the right person to speak to
    about this but I usually speak to the person who takes care of sales and marketing. But then I dont know if thats you or not....
    ...is horrible. Like someone else smart said - you sound like you have no business on the phone or making a call and that you have no training, confidence or idea what you are doing. Once you are passed to the person that the GK/reception sends you to, you start talking. If they aren't the right person, they'll let you know.

    Tell me this, if you walked in to a new doctor, and he said "well, I'm glad you're here, not sure why you're here, I'm a doctor and all, and I think, maybe, you are at the right place, I have seen your condition once before, but maybe, I can't treat it, but possibly I can help you live." Would you stick around?

    Ditch that script...write 2-3 lines (short) to get your point across, then write some qualifications that people need for them to be your ideal client, then build your service/product to what you can do for them, get an email and close with an appt or a sale. If you don't know how to do that, hire someone to do it for you and you'll be much better off.
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    • Profile picture of the author kemdev
      I've used one "script" while cold calling to get new web development business. It's pretty much the exact opening the OP used to get past the gatekeeper. "I'm not sure who I should speak to, maybe you can help me out..."

      As stated, it works 99% of the time. The only time it really doesn't is when the gatekeeper has been instructed to give NOTHING away (no names, titles, anything)... and even then it can still be accomplished with the right tone.

      But here's where I'll disagree...

      Being 'a little unsure' after that is useless, and it makes you look weak. The GK will know who you need to talk to, and if you get permission, that's who they'll transfer you to. So start a conversation.

      Not a script... a conversation. A real conversation CANNOT be scripted. There's too many twists and turns, there's too many variables. And remember: you're both gathering information, you're both trying to see if the other is a right fit. The prospect on the other end doesn't need a script, why should you?

      If you need something to get the ball rolling, try this...

      "I'm ____ from _____. I help small businesses generate a positive return on investment from their existing websites - or, if they don't already have one - build them the best website money can buy. Is this something you want, or no?"
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  • Profile picture of the author TomBuck
    "I'm ____ from _____. I help small businesses generate a positive return on investment from their existing websites - or, if they don't already have one - build them the best website money can buy. Is this something you want, or no?"
    I like this for starting cold calling whilst Im still not that confident. I think this is something I will use as the minute intro after the "bad time to talk" line.

    This is a good thread, some great info on here.
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  • Profile picture of the author arkina
    I think your script is great! However I would omit "is this a bad time to talk?" It gives them the opportunity to say "Yes it is a bad time!"
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