In this video, we share a cold call example for software development. After the call recording, we provide three recommendations for how the salesperson could improve their approach.
Improve his cold call opener
In this cold call example for software development, the salesperson uses what we would refer to as a product cold call opener:
We are from a software development company based in Michigan.
We provide services in: Application development Mobile app Re-engineering Data migration.
And we also work on different CRMs, ERP, and we also have very good experience working with niche technologies like blockchain, AI, and cybersecurity.
I believe that this is a less than optimum approach for two reasons:
- It makes you sound like a salesperson trying to sell something, and that is likely to trigger guardedness and objections
- It is more of an “all about me” approach and is all about the salesperson
Another way to go is to replace the product opener with your value proposition, and here is one that we created for a cold call example for software development:
We help businesses to:
- Improve the speed of their software development projects
- Improve the quality of software code being written
- Augment their team with niche developers in specific areas
- Decrease their cost for software development
Optimize his questions
We always try to look at how we could improve the questions that were asked, and in this case, the salesperson did not really ask any questions. One category of questions that he could ask is what we refer to as pain questions that probe for the pain that he can help make go away and here are some pain questions that we wrote for this cold call example for software development:
- How often do you have software development projects that are not progressing as fast as you would like?
- How happy are you with the quality of the code that your developers are creating?
- Have you ever needed a software developer with a particular skillset that you did not already have on your team?
- How important is it to decrease your software development costs?
We also recommend asking current state questions to identify what the prospect is doing in the area where you have something to sell:
- Do you currently have software development projects?
- Are you using in-house or outsource developers?
- How is everything going with your developers and projects?
- How many software developers are you working with?
- How many applications are you currently managing?
- Are you currently managing and developing mobile applications?
- What type of programming languages are you working with?
- Are you the right person to discuss this area with?
- When was the last time you considered making changes with your development resources?
The main objection that he faced on this cold call for software development was “we already use someone.” He responded to this in a pretty good way by selling the meeting:
- We are not looking for any immediate opportunity. Just wanted to build a synergy.
- In case you have any requirements, stepping up in the future, significantly get back to you.
- Can I schedule a short discussion 15 minutes anytime tomorrow or day after?
- And we’ll we’ll be happy to showcase you our service capabilities and our previous projects. And share your references. And if you have anything in the future, we can definitely get back to you.
That is a decent objection response because your goal is to sell the meeting, not sell the product during the cold call. With that, when the prospect says that they already use someone, that is not a valid reason to stop talking because you are not trying to sell anything.
We hope this cold call example for software development gives you some new ideas for your sales efforts!