Dial Up More Appointments: 6 Winning Cold Call Scripts
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
Dial Up More Appointments:6 Winning Cold Call Scripts
“Hello, my name is Jane with ABC company. Thank you for your time. If I told you I could solve all
your problems, would you be interested? Would you like to meet at 2:30 today or 10:30 tomorrow?
Thank you again for your time.”
“Um, how about no.”
FACT
You don’t need a rigid call script...
FACT
...but the words you use matter.
HELLO? WHAT’S THIS ABOUT?
NOT INTERESTED NOT READY STILL NOT
SURELEAVE A
MESSAGE!
Short, flexible scripts can help you navigate the phases of every cold call, and maximize the chances of a positive outcome.
The Double Handshake
SCRIPT
THE DOUBLE HANDSHAKE
HELLO?WHAT’S THIS
ABOUT?NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A MESSAGE!
“Hello, I’m FIRST AND LAST NAME. We haven’t met, but do you have a moment to
speak with me?”
“Okay, thanks. Is there a better time today we
can talk?”
“No” or “Not right
now”
WHY IT WORKS
Your goals: obtain permission and reduce “friction”
No company name + “we haven’t met” = no distractions
“Is there another time today” = increased urgency, better odds
The Reason I’m Calling...
SCRIPT
HELLO?WHAT’S THIS
ABOUT?NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A MESSAGE!
T.R.I.C.
The Reason I’m Calling...
...is to offer you the chance to
...is to see if you’d like to
...is to show you some ideas about
WHY IT WORKS
Don’t waste time; get to the point
Direct approach = professional, respectful
Every call has a reason: to offer value to your prospect
Let Me Ask You Something...
SCRIPT
HELLO?WHAT’S THIS
ABOUT?NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A MESSAGE!
DRIVE THE CONVERSATION: 5 QUESTIONS
“If changing your approach isn’t a top priority right now, what are your top
priorities?”
“Are there things about your process
you wish were better?”
“Can you share some of the details
of what you’re doing so I can
understand what’s working so well?”
“Are you ever concerned about
{COMMON PROBLEM}?”
“On a scale of 1-10, how would you rate
how things are going right now?”
WHEN EVERYTHING SEEMS FINE ON THE SURFACE...
...QUESTIONS CAN HELP YOU UNCOVER UNRESOLVED PAIN AND UNMET PRIORITIES
WHY IT WORKS
Your prospect will resist; be prepared
Keep conversation moving, shift focus to your prospect
Your prospect talking = more engagement / interest
Sell the Appointment
SCRIPT
HELLO?WHAT’S THIS
ABOUT?NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A MESSAGE!
SELL THE APPOINTMENT (NOT YOUR PRODUCT)
“That’s exactly why I called. Our clients experience a lot of the same dilemmas and obstacles, and when we
meet, we can look at potential solutions.
“You may never become a customer, but you’ll gain some good ideas either way.”
WHEN YOU’VE UNCOVERED YOUR PROSPECT’S PAIN...
WHY IT WORKS
You won’t close a complex sale with a cold call
Climb the ladder: aim for the next step, not the final step
Reciprocity = give free ideas, you’ll get something back
The Last Resort
SCRIPT
HELLO?WHAT’S THIS
ABOUT?NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A MESSAGE!
THE “3-6-9” QUESTION
“Okay, I understand you don’t want to meet right now. So let me ask you: 3, 6, or 9?”
IF YOUR PROSPECT STILL WON’T BUDGE...
“WHAT DO YOU MEAN?” or “I DON’T UNDERSTAND.”
“When should I follow up: in 3, 6, or 9?
WHY IT WORKS
One last chance to keep conversation moving
Ask “what might change between now and then?”
Let your prospect define the timeframe (days, weeks, months)
With the BWise Activity Manager, you can create call queues, log voicemails, schedule follow-ups, and record completed activities.
BWise User Tip
The Boomerang Message
SCRIPT
THE BOOMERANG MESSAGE
"Hi PROSPECT’S FIRST NAME. This is YOUR NAME. I'm calling regarding COMPETITOR
COMPANY WHO IS YOUR CLIENT. Please get back to me at PHONE NUMBER. Again, this is
YOUR NAME at PHONE NUMBER. I look forward to speaking with you."
HELLO?WHAT’S THIS
ABOUT?NOT INTERESTED NOT READY STILL NOT SURE
LEAVE A MESSAGE!
WHY IT WORKS
Clear, concise, direct = better odds of callback
Mentioning competitor conveys urgency, piques curiosity
Social Proof: more likely to do something others are doing
From a client profile in BWise, click Find Like to pull up a list of similar companies!
BWise User Tip
INSIDERS
© Business Wise Inc. 2016
CHARLOTTE2101 Rexford Rd.
Suite 132ECharlotte, NC 28211
T. 704.554.4112
ATLANTA6190 Powers Ferry Rd.
Suite 190Atlanta, GA 30339
T. 770.956.1955
DALLAS15851 Dallas Pkwy.
Suite 404Addison, TX 75001
T. 214.306.0605
Related Documents
