Cold Calling Script - First Timer | Warrior Forum - The #1 Digital Marketing Forum & Marketplace

13 years ago

You know, looking back, I can remember when I really worried about knowing exactly what to say when I would call a business.

If I had spent all the time I spent worrying if I had a perfect script on actually calling businesses, I would be thousands of dollars ahead now.

I finally just said, "F@#k it, I am calling and if they buy, they buy. If not, I will just call until someone does."

Yes, you should have something at least somewhat intelligent sounding to say when they answer the phone.

No, it does not have to be perfect.

Yes, you should know how to deal with one or two objections if they come up.

No, you don't have to know everything about anything they might object to.

Some will be interested no matter what, some won't be interested no matter what.

Get on the phone tomorrow and call 100 businesses with the script you have...see what happens. Who knows, you might make a sale.

One thing is for certain, if you spend the day trying to create the perfect script instead of making calls, you won't make a dime.

Ask me how I know this.

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SashaLee

13 years ago

Hi there,

I've just gotten back to my apartment in Jordaan after two weeks in America training our phone representatives there and I've had quite a few martinis and hopefully, I'll take it easy on you.

Originally Posted by whosnext00

Hello everyone, I'm new here and new to cold calling.

Script:
Hi, can I speak with (DM)(if no name, Owner, CEO).

You're dead in the water right here. With all of the available directories not to mention the internet itself, if you don't know who you're calling and why, then you're just wasting the recipients time.

You could rephrase this question like this and it would mean exactly the same thing:

"Hi, can I interrupt the owner right now from whatever he's doing?"

(You don't mention what KINDS of businesses you are calling and it sounds like you don't really know so you're just spraying and praying, More on that later).

We're a new local startup specializing in helping businesses build an online presence through Web Design and SEO.
I called today to see if we can help you increase your bottom line. Do you have a minute?

You're assuming you've been put through to decision maker or the owner and you're assuming he's never received a call like yours. In reality you'll be one of 20 he'll receive that day and 100 he'll receive that week. His BS meter is already at 100 and you sound just like every other misguided solicitor that's called him that week.

I called today to see if we can help you increase your bottom line.

This is so bad as to be almost offensive. You're jumping right in to talk about a business (whose owner you can't even name) and its bottom line. Profit, loss, revenue - perhaps they're doing a debt restructuring - how would you fare then.

Further, why would she even consider discussing her bottom line with someone who just called her cold on the phone?
If no, move on. If yes...

Great, first I'd like to ask... What frustrates you the most about your current website and overall online presence?
The answer will determine your response.

My answer to you would be "What frustrates me the most is clowns like you calling me with no clue about me or my business - without having conducted a modicum of research about me or my business or my industry". "Click" - that is the sound of inevitability, the hang up.

I'm not sure where to go from here since my response can be so different depending on their problem. Maybe someone can help or maybe this is garbage... you tell me.

It's not pure garbage but it reeks highly of it. Start by reading some SALES books. Even some cold-calling books. Read Chet Holmes material. Learn how to sell, not how to cold-call. Any idiot can pick up the phone 1000 times and make 1000 calls and close maybe one deal. Be a salesman providing solutions and answers to problems uniquely identified.

All the best,

Sasha.

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ewenmack 13 years ago

Lex, you need to have more Martini's and post here
while under the influence..it's that good!.

The Lioness has roared!

Best,
Ewen
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PanteraIM

13 years ago

Cold calling is the fastest way to learn how to sell.

Nothing beats it in terms of efficiency, so you are on the right page

The first point of business is here is to simply relax and become comfortable with selling over the phone. You cannot sell with high levels of anxiety, so I wouldn't worry too much about your approach to begin with.

Without going too deep into your approach:

A) People don't care about what you do or the fact that you're a start up. In fact that's actually quite a bad thing to mention AT ALL let alone as your opening statement
B) You are not building enough curiosity for the call to continue. You are showing your hand too early before the caller can become invested in talking with you further.

So, do the opposite of the above as starters. Talk about THEIR business and think about what product advantages you can make them aware of to keep talking to you.

Then once they are CURIOUS you can begin looking at their situation, problems, implication, and the need pay off.

I have an SEO script that you could modify and test for best results.

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Jason Kanigan

13 years ago

@the OP:

Did you use the Search box? There are tons of threads on calling.

Here's a big one:

http://www.warriorforum.com/offline-...click-see.html

In general, asking for opinions on a script is just asking to get shot at. Do your research, pick someone who has an approach that feels right for you, and follow that. Don't mix and match.

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whosnext00

13 years ago

Originally Posted by Jason Kanigan

@the OP:

Did you use the Search box? There are tons of threads on calling.

Here's a big one:

http://www.warriorforum.com/offline-...click-see.html

In general, asking for opinions on a script is just asking to get shot at. Do your research, pick someone who has an approach that feels right for you, and follow that. Don't mix and match.

Thanks I'll look around a bit more or just go with some a little simpler to start out such as:

No website: Name, I'm a web designer from around the area and I noticed you don't have a website. I'm calling to see if you'd like my help in getting one online?
Has website: Name, I'm a web designer from around the area and I'd like to redesign your website which will increase your bottom line. I'm calling to see if you'd like my help in getting this done?

That's just an opener but if no, I'll just move on either way. My apologies as well if I just look too much like a noob but... I am.

Thanks
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Claude Whitacre

13 years ago

Originally Posted by whosnext00

Thanks I'll look around a bit more or just go with some a little simpler to start out such as:

No website: Name, I'm a web designer from around the area and I noticed you don't have a website. I'm calling to see if you'd like my help in getting one online?
Has website: Name, I'm a web designer from around the area and I’d like to redesign your website which will increase your bottom line. I'm calling to see if you'd like my help in getting this done?

That's just an opener but if no, I'll just move on either way. My apologies as well if I just look too much like a noob but... I am.

No! No! NO! NO! NO! NO!

You are completely missing the point. Kanigan, Pantera, Sasha are all trying to help you...and you are missing what they are saying.

You need a proven working greeting. You cannot guess what to say and be effective. You have to know what to say. You're shooting yourself in the foot with your idea of a greeting.

You really need to read all of Kanigan's posts on cold calling, and watch his videos. Pantera and Sasha know what they are talking about too.

With your greeting, you are wasting your time on the phone. Sorry.

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bsummers

13 years ago

Welcome to cold calling. Prepare yourself for a number of declines and hang ups. Remember, cold calling is not easy, you need patience and perseverance. There is actually a thread here that discusses about scripts, you might want to check it out.

Good luck!

Thanks

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FitMarketer

13 years ago

Cold calling can be tough

Start with a basic script and work on businesses in one niche

For example choose:
Restaurants
or Churches etc

Call 100. Its important to just go for it rather than practicing a script. The more objections you come across the better you can deal with them

Just DO it!

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misterme

13 years ago

Granted, I haven't cold called anyone for years, so this may be entirely off, but I'd look to make a point that gets their attention.

Maybe along the lines of this?

"Hello [Business owner]? My name's whosnext00 from whosnext00webdesign and I was trying to find your website...

["We don't have one. Don't need one."]

"Oh. How do customers find you?"

[From our flyers and word of mouth. Can I help you with something?]

"Yes. The people who look for businesses like yours but use the internet to do so - who do they all go to?"

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BDE4Live

13 years ago

There is no perfect script, just pick up the phone, start calling, stop looking for reasons to procrastinate. You have something to start and it is all you need.

You will learn by doing mistakes and you will get better at It.
GL.

Thanks

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ThomasOMalley

13 years ago

You need to get some excellent material and books on cold calling and how to create an effective call script. I am always amazed how little homework so many people do in any area of endeavor and then wonder why they are not succeeding.

Thanks
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Deseado

13 years ago

Hello Beautiful Minds

This will be my first post

I work for a company in Australia my official title is National Marketing Strategist, telemarketing is at the core of our push-sales strategy I have written and personally coached most of our sales consultants operating in 3 offices. Not a huge deal relative to many of the experts we have on this forum but I wanted to jump in on this post and give OP my advice and direction

Progressive Disclosure and Reciprocity (give something to them for free) - obviously in this case you can't expect to do a full close what's your credit card details i'll start working on a website for you now.

Your product is actually quite complex to the majority of your clients - therefore you have to aim for a face to face meeting (progressive disclosure) the best way I would recommend is to offer a free SEO analysis that you can email to them in a nicely packaged graphical PDF, a trend analysis that demonstrates the impressions that they are currently missing out on and that their competitors are enjoying. (fear based)

Ask for a ten minute meeting, write an agenda and a concept for their website that you think will work and why be very specific to your clients needs, use their name and the company name do your research - show them what competitors are doing and how you can transcend them.

I could work on a yes ladder script, some check questions so you can ascertain the specific clients hot button work on the script with you via private message if you like? I actually have a website and seo proposal that I helped write with another company I can send you if you're interested it's been working very well for them.

I'd be happy to help marketing is my job, my passion and my hobby I like discussing it in all aspects and if I can help someone better their quality of life simply with an exchange of information - that is a wonderful thing - looking forward to getting to know everyone in this forum.

As what many of the other marketing aficionados in this post have stated the best way to learn is to practice - I would also encourage you to keep practicing consistently. In Australia however in my industry especially we only service a handful of niche industries with less than 3000 potential clients to make our sales targets of 1.5 million dollars a month so we do put a lot of pressure on our sales and marketing to ensure we deliver a quality message and are currently enjoying 70% conversion rates. I assume you're in America and your potential for business has a broader audience so please do not feel disenfranchised that's just my experience and why we've had to be perfectionists.

Thank you and Adieu.

Deseado

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kenmichaels

13 years ago

Originally Posted by Deseado

Progressive Disclosure and Reciprocity (give something to them for free) - obviously in this case you can't expect to do a full close what's your credit card details i'll start working on a website for you now.

Your product is actually quite complex to the majority of your clients - therefore you have to aim for a face to face meeting (progressive disclosure) the best way I would recommend is to offer a free SEO analysis that you can email to them in a nicely packaged graphical PDF, a trend analysis that demonstrates the impressions that they are currently missing out on and that their competitors are enjoying. (fear based)

Ask for a ten minute meeting, write an agenda and a concept for their website that you think will work and why be very specific to your clients needs, use their name and the company name do your research - show them what competitors are doing and how you can transcend them.

first welcome to the forum.

second .... are you friggen kidding me ???

Of course you CAN close the deal on the phone.

No need for a meeting. Your a sales manager?
You guys must do things different down under.

Here we just bag it and tag it.

Thanks

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marketingstatic

10 years ago

There is a lot of great content and remarks in here. What I found really it comes down to, no two people will operate the same. What works for me, might not always work for 100% of everyone else in their market place and in their comfort zones.
If you like and are comfortable with one teachers ways go with it and at least get started and don't be too terribly concerned about perfection. Its like dating if you talking to a married chick probably no matter what you say she's going to say no thanks. The same is true in business if you don't have an offer that makes sense for them move on.
That being said you have much higher success if you say I do XYZ and boost business partners revenue vs a confusing call with no particular goal but to make 100 dials is fruitless.

Thanks

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Jeremiah Walsh

10 years ago

Originally Posted by whosnext00

If no, move on.

If they say no, I would ask when is a better time to call back. Then ask for their email so that you can send them a calendar invite.

You wont get them all with this, but you will get more than you get now, which is nothing.

Don't leave any potential deal on the table.

Thanks

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SalesGod

10 years ago

You will get hung up on every single time with this script

Thanks

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