Play #030 Five Steps For Your Next Cold Calling Script
Simple framework that anyone can follow to start filling the calendar with cold calls.
Welcome to the Play #030 of the Sales Transformation Newsletter. Each week I will bring you one Sales play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.
As the phone becomes a bigger part of the go-to-market strategy, many sales organizations don’t know the basics of a good cold-calling script.
There is no silver bullet or one way to skin this cat.
Just winging it won’t work, and having a script as your guardrail is the only way to succeed with cold calling.
I want to provide a simple framework that anyone can follow to start filling the calendar with cold calls.
Follow these five simple steps to create a winning cold call script to help you win over prospects.
Step 1: Introduce Yourself
The first thing you need to do when making a cold call is introduce yourself. Make sure to say your name and the name of your company clearly. Also, don’t be afraid to tell people it’s your first time calling or that it’s a cold call. This helps build rapport, establish trust, and eliminate confusion.
Step 2: Grab Their Attention
Once you've introduced yourself, it's time to grab the prospect's attention. There are several ways to do this, but I want to keep it pretty simple. I like to ask for time on their calendar. Not because I expect them to say yes, but because it grabs their attention and makes them want to know more about why I'm calling. This allows us to get into a conversation.
Step 3: Explain Your Value
Now that you have the prospect's attention, it's time to explain the value, but this is where most cold calls go wrong. This doesn’t mean you should word-vomit your products or services. It’s time to ask a question or two to keep the conversation going.
Step 4: Qualify The Prospect
Before you try to close the meeting, it's important to qualify the prospect. The goal is not just to book a meeting. It’s to book quality meetings that will result in a pipeline. So make sure they fit the criteria of good prospects and value learning more about the problem you solve.
Step 5: Close The Meeting
If the prospect is interested, it's time to set up the meeting. I’m a big fan of a low-pressure reverse close that sounds something like, "Would it be a terrible idea to steal 15 minutes on your calendar on Thursday or Friday to show you how we have done X?"
Use these five steps to build your next call script. Here is a call example
you can listen to, and if you want a copy of the script I use at Leadium, comment SCRIPT on this post, and I’ll DM you a copy of the script.
See you again next week.