In this video, we provide an example of a cold call for IT solutions. After the call recording, we provide an analysis of what the salesperson did well and what he could have done better.
What Went Well
The salesperson on this cold call for IT solutions did a lot of really good things.
He opened the call by sharing a name drop of a well-known company.
A lot of people know of us because of our work with realtor.com.
He shared his value proposition at the beginning of the cold call instead of saying what product or service he sells.
We help companies scale their business and increase their conversion rates.
He confirmed availability to buy himself a window of time to work with.
If I could just give you a quick 30-second overview.
The structure of this cold call for IT solutions was also very good with focusing the first half of the call on the prospect by asking questions and then introducing his product and company. This is actually different from what most salespeople do in that they usually focus more on talking about there the product and company and skip over asking questions about the prospect.
He also focused on closing for the next step of his sales process, which was showing the prospect a demo. This is different from what most salespeople do in that they will usually try to close for the product by asking if the prospect needs or is interested in the product or service being sold.
The Main Area for Improvement
But the real area for improvement for this salesperson was with the questions he asked. Because yes, the fact that he asked a lot of questions was one of the things he did correctly. But the questions he asked were almost a waste of time.
That is your website – salesscripter.com?
Do you use your own engineering team or do you outsource?
Are there any specific challenges – user conversion, UI/UX, functionalities of any kind?
How long have you been up and running?
If you had infinite resources, anything you would tackle?
You don’t want to ask questions just to ask questions. You want to ask questions the help you to uncover valuable information. And the information you want to uncover is the area where the prospect is having challenges.
When you can do this, it can greatly improve the part of the cold call where you talk about your product because you can introduce what you sell as a solution to the prospect’s needs and problems. Once you do that, closing the prospect to move to the next step of your sales process becomes a lot easier.
Very Easy to Fix This Cold Call
It is actually very easy to fix this example of a cold call for IT solutions because all we need to do is improve and optimize his questions. To do that, we can make a list of the pain points the salesperson can fix with his product or service.
Limited resources can restrict a SaaS startup’s ability to scale its development efforts rapidly
Difficulty in finding and retaining skilled developers may hinder project timelines and innovation
Managing technical debt can overwhelm small teams, delaying product updates and enhancements
Rapid user growth can lead to infrastructure challenges that startups may struggle to meet
Ensuring data security and compliance can be daunting without specialized expertise and support
Once we have that list, we can then create a question for each pain point.
What challenges do you face in scaling your development?
How has finding and retaining skilled developers impacted your project timelines and innovation?
In what ways do you feel that managing technical debt affects your team’s productivity?
How has rapid user growth impacted your infrastructure capabilities and overall operations?
What difficulties do you encounter in ensuring data security and compliance within your startup?
By asking these pain questions, a salesperson will improve his or her ability to find prospects who need the product or service being sold.
We hope this cold call for IT solutions provides new ideas for your cold calling efforts!
