| We highly recommend you have a cold call script | | | | interested?"o "If I could reduce your monthly |
| when cold calling. Your cold call script must be well | | | | payments on (your product or service) by (a |
| thought out, well prepared, written down, | | | | certain percentage, or amount of money) would |
| committed to memory, and most important, one | | | | you be interested?"o "If I could show you how to |
| that is proven to work. | | | | get the same amount of coverage on (your |
| If you have thoroughly memorized your cold call | | | | product or service) for less money would you be |
| and you're interrupted in the middle by a | | | | interested?" |
| prospect's question or comment, you'll be able to | | | | Statements work better than questions, as some |
| deal with it and then go right back to where you | | | | prospects will feel that the type of "no-brain" |
| were in the cold call. You can also focus of how | | | | questions above insult their intelligence. However, |
| you're saying something rather than what you're | | | | we included both because some people feel the |
| saying during your cold call. | | | | questions suit their style better. |
| Granted, in face-to-face selling you can't have | | | | In addition to starting your cold call with your |
| your written-out cold call in front of you. But | | | | name, company name, and a thought-provoking |
| writing it out and committing it to memory ahead | | | | statement or question, you can also begin your |
| of time will ensure that you have a consistent call | | | | cold call with your name and what you do worded |
| and get consistent cold calling results. | | | | in such a way that it immediately piques the |
| Note: If you can get a cold call script from one of | | | | prospect's interest. For example, if you are an |
| the top salespeople, this is the way to go. While | | | | investment advisor, you might say, "Hello. I'm |
| they may not cold call anymore, they may have | | | | (your first and last name). I'm a money return |
| their old call around, or remember it. You want | | | | specialist." |
| their results, so if you don't have to reinvent the | | | | If you're an insurance agent, you might say, "I |
| wheel, don't, rather use a cold call that is already | | | | protect your most valuable assets." |
| proven to work. | | | | After this introduction, pause and wait for the |
| Steps to creating a powerful cold call | | | | prospect to say, "What's a money return |
| When creating your cold call script, make it | | | | specialist?" or "What do you do?" At that point, |
| interesting and to the point. Your words need to | | | | explain what you do and then go into your cold |
| catch and keep the prospect's attention and | | | | call script. |
| interest, qualify the prospect (making sure he | | | | Other attention-getting cold call openings involve |
| needs your product, can afford it, and meets | | | | mentioning an organization that is familiar to the |
| other necessary requirements) build rapport, and | | | | prospect and that endorses you or your product. |
| finally-assuming the prospect is qualified- close on | | | | You can also mention other companies that use |
| the next step in the selling process, whether it's | | | | you or your product. Just be sure this meets with |
| to set up an appointment or get a sale. | | | | the approval of the current customer(s) you're |
| Start your call with your name, your company's | | | | mentioning. Here are some openings using this |
| name, and a powerful statement or a | | | | type of information.o "Hi Joe. This is Bob Chapin |
| thought-provoking question. Here is an example: | | | | with ABC Company. We've been working with |
| "Hello, Mr. Prospect. Bob Chapin with ABC | | | | XYZ Corporation and have helped them cut costs |
| Company. Very nice to meet you. We have been | | | | on office supplies by over 35 percent during the |
| saving companies in your industry an average of | | | | past year."o "Hi Joe. Bob Chapin with ABC |
| 36 percent on office supplies." | | | | Company. We've been endorsed by the National |
| It's important to open strong. To make powerful | | | | Association of Credit Unions and have been doing |
| statements, simply take the benefits of your | | | | work for most of the credit unions in your area." |
| product or service and turn them into statements. | | | | Again, the key to your cold call opening is to |
| Here are some examples:o "We have been saving | | | | catch the prospect's attention and build some |
| customers (a certain percentage or amount of | | | | interest quickly. |
| money) on (your product or service)."o "We have | | | | After your opening, explain why you are calling, |
| been reducing customers' monthly payments by | | | | followed by a commitment question. Here is an |
| (a certain percentage or amount of money) on | | | | example: "All I'd like to do today is set up a time |
| (your product or service)."o "We have been | | | | when I could spend about fifteen minutes with |
| providing customers with the same amount of | | | | you to determine if and how much we could help |
| (your product-life insurance, for example) | | | | you. Could we take a look at your schedule right |
| coverage for less money."o "I can show you how | | | | now?" |
| to get more (your product) coverage for the | | | | From that point, you will bridge into the rest of |
| same price you're paying now."o "We have been | | | | your cold call. |
| helping customers pay (your product) off an | | | | Your entire cold call should take the following |
| average of five years earlier."o "We have been | | | | format:o Your nameo Your company nameo A |
| helping customers get the same (results of your | | | | greeting such as, "Very nice to meet you."o Your |
| product or service-for example, X-rays | | | | product or service's primary benefito Why you're |
| development) in half the time." | | | | calling followed by a commitment questiono Some |
| You can also turn your benefits into opening | | | | discussion to determine interesto Qualifying (do |
| questions such as:o "If I could show you how to | | | | they meet all necessary criteria - affordability, |
| save (a certain percentage, or amount of money) | | | | need, health requirements, etc. |
| on (your product or service) would you be | | | | |