Here are some tips for the .
Don’t ask the prospect how they are doing.
The first tip for how to create the is to resist the natural urge open a call by saying:
How are you doing today?
While you might think that you are being proper and polite by asking this and that this might help you to build rapport, you have to keep in mind that if you are doing true “cold” calling, you and the prospect are total strangers at this point in the call. And if we can assume that the prospect is busy when we are calling, by asking this question we are showing the prospect that we can potentially be a waste (taker) of their valuable time.
Confirm that the prospect is available.
Replace the question that we just suggested you avoid with this question:
Have I caught you in the middle of anything?
This is a productive question as it can help to confirm that it is an OK time for you to go for your sales pitch and it will buy you 2 to 5 minutes when you get a confirmation that the prospect is available. It is also a very casual and friendly question and that can decrease the prospect’s guardedness.
Deliver a quick elevator pitch.
To have the best cold call script, after you confirm the prospect is available, share with them some sort of quick elevator pitch. This could be 1 to 2 sentences that share how you can help and why you are calling.
Perform a soft takeaway.
To create a nice push/pull effect, you can perform a soft takeaway right after you share your elevator pitch. Here are some examples of how to do this:
- I am not sure if you are a good fit for what we do.
- I am not sure if we can help you in the same way.
- I am not sure if you are the right person to speak with.
A statement like this can help to decrease the prospect’s guardedness and create a little curiosity at the same time.
Ask good probing sales questions.
The best salesperson is the one that asks the best questions. If you want the best cold call script, you should put at the core of it good probing sales questions that are designed to see if the prospect has the challenges that you can help them to resolve, minimize, and avoid.
Build enough interest to get the prospect to move to the next step.
You don’t necessarily want a script that goes into deep details and explanation of what your product does. You also don’t need to build interest to a level where the prospect purchases your product.
What you need to do to have the is to build interest to a level where the prospect is interested enough to want to go to the next step in your sales process.