Here are 5 components of good cold call scripts.
TLDR
- In this blog post, we outline 5 ways to make cold call scripts stand out from the competition.
- Those 5 things are value proposition, sales takeaway, questions, product details, and customer example.
- These can have a big impact because most salespeople do not include these items and steps in their cold call scripts.
Value Proposition
We recommend you open your cold call script with your value proposition. Believe it or not, this is different from what almost every other salesperson does because most salespeople open cold calls with some sort of product explanation, by saying something like:
I am calling from X Corp. We provide industry-leading piping materials.
You can replace that with your value prop by saying something like:
I am calling from SalesScripter. We help salespeople to create cold call scripts that increase their leads and sales.
By doing this, not only are you decreasing how much you look like a salesperson who is trying to sell something, but you also communicate more closely with what the prospect truly cares about.
Sales Takeway
After you share your value proposition, you can use a sales takeaway by saying something like:
But I don’t know if that is something you want to improve or not.
This is extremely powerful because it lets the prospect know you won’t try to push anything on them, which immediately reduces their guardedness.
Questions
Believe it or not, most salespeople don’t ask questions when cold calling. By simply adding good questions to your cold call scripts, you will set yourself apart from the competition.
But it is not just about asking any questions; you need to ask good questions. We recommend you include two types of questions in your sales scripts: 1) pain questions and 2) current state questions.
Pain Questions
These questions check whether the prospect has any concerns or issues that your product or service can help with.
Current State Questions
These questions gather details as to what the prospect is currently doing in the area where your product or service fits.
Product Details
Saying you should include product details in your cold call script is not something unique from the competition. But what is unique is when you share those product details with the prospect.
As already mentioned, most salespeople share the product details at the beginning of the call. We recommend holding off on that and sharing product details toward the end of the cold call. This allows you to talk more about the prospect and learn what is going on with them before introducing your product or service.
Customer Example
A really nice thing to do in your cold call script is, right after you introduce your product or company, share an example of a current or past customer you sold to, and include details on how it helped them.
We hope these tips help you to take your cold call scripts to the next level!
