In this video, we provide a cold call example for advertising. The salesperson works for a social media company and is most likely looking to sign the prospect up to use the social media platform for ads.

 

Was This a Good Cold Call?

When you listen to the cold call example for advertising, you might think that the salesperson did well and got as much as possible. He sounded really good and was not too pushy. And the prospect said he was not doing any type of advertising, so what more could the salesperson have done?

The short answer is yes. The salesperson could have and should have pushed more, and I will explain why and how next.

 

Sell the Meeting, Not the Product

Most salespeople focus on trying to sell the product in every interaction with prospects. There are many problems with that, but one is that, when you are cold calling, the purchase is usually not the next step in the sales process. In most scenarios, the next step is simply to talk more and you can focus more on that by trying to set the appointment or schedule a call or meeting.

In this salesperson’s defense on this cold call example for advertising, he did try to sell the meeting by saying:

I wanted to have a conversation about what you are doing on XXX and whether you have a strategy for your marketing.

But that led to the prospect giving the objection of:

We are not doing any ads right now.

And it was how the salesperson responded to the objection that put him more in the product selling category and I will explain that next.

 

I Am Not Interested is Not a Valid Objection

If you are in product selling mode and the prospect is not interested, does not have money, already uses someone else, or is not making any changes, these are all valid reasons to stop moving forward. Because you are trying to sell and the prospect is not buying.

But if you are selling the step to talk more in the form of a meeting or call, the fact that the prospect is not buying is not a valid reason to stop moving forward. For example, if you are not selling the product, the fact that the prospect is using the competitor is not a valid reason to stop talking.

With that, when you face any of those objections, you can respond with this:

I understand. I am not reaching out to sign you up or sell you anything today.

I am just trying to have a first conversation to learn more about you and share a little information about us.

That way, when you are ready to make some, you will know more about us and the options available to you.

You can then follow that up with either try to close for talking more on another day, or you could try to keep the conversation going by transitioning to asking a couple of questions.

there might not be more to push for. But if your goal is to have a conversation with the prospect, then the salesperson could have tried to push more and get more out of the call.

 

We hope this cold call example for advertising gives you some new ideas for your sales efforts!