dial up more appointments: 6 winning cold call scripts

Dial Up More Appointments:6 Winning Cold Call Scripts

“Hello, my name is Jane with ABC company. Thank you for your time. If I told you I could solve all

your problems, would you be interested? Would you like to meet at 2:30 today or 10:30 tomorrow?

Thank you again for your time.”

“Um, how about no.”

FACT

You don’t need a rigid call script...

FACT

...but the words you use matter.

HELLO? WHAT’S THIS ABOUT?

NOT INTERESTED NOT READY STILL NOT

SURELEAVE A

MESSAGE!

Short, flexible scripts can help you navigate the phases of every cold call, and maximize the chances of a positive outcome.

The Double Handshake

SCRIPT

THE DOUBLE HANDSHAKE

HELLO?WHAT’S THIS

ABOUT?NOT INTERESTED NOT READY STILL NOT SURE

LEAVE A MESSAGE!

“Hello, I’m FIRST AND LAST NAME. We haven’t met, but do you have a moment to

speak with me?”

“Okay, thanks. Is there a better time today we

can talk?”

“No” or “Not right

now”

WHY IT WORKS

Your goals: obtain permission and reduce “friction”

No company name + “we haven’t met” = no distractions

“Is there another time today” = increased urgency, better odds

The Reason I’m Calling...

SCRIPT

HELLO?WHAT’S THIS

ABOUT?NOT INTERESTED NOT READY STILL NOT SURE

LEAVE A MESSAGE!

T.R.I.C.

The Reason I’m Calling...

...is to offer you the chance to

...is to see if you’d like to

...is to show you some ideas about

WHY IT WORKS

Don’t waste time; get to the point

Direct approach = professional, respectful

Every call has a reason: to offer value to your prospect

Let Me Ask You Something...

SCRIPT

HELLO?WHAT’S THIS

ABOUT?NOT INTERESTED NOT READY STILL NOT SURE

LEAVE A MESSAGE!

DRIVE THE CONVERSATION: 5 QUESTIONS

“If changing your approach isn’t a top priority right now, what are your top

priorities?”

“Are there things about your process

you wish were better?”

“Can you share some of the details

of what you’re doing so I can

understand what’s working so well?”

“Are you ever concerned about

{COMMON PROBLEM}?”

“On a scale of 1-10, how would you rate

how things are going right now?”

WHEN EVERYTHING SEEMS FINE ON THE SURFACE...

...QUESTIONS CAN HELP YOU UNCOVER UNRESOLVED PAIN AND UNMET PRIORITIES

WHY IT WORKS

Your prospect will resist; be prepared

Keep conversation moving, shift focus to your prospect

Your prospect talking = more engagement / interest

Sell the Appointment

SCRIPT

HELLO?WHAT’S THIS

ABOUT?NOT INTERESTED NOT READY STILL NOT SURE

LEAVE A MESSAGE!

SELL THE APPOINTMENT (NOT YOUR PRODUCT)

“That’s exactly why I called. Our clients experience a lot of the same dilemmas and obstacles, and when we

meet, we can look at potential solutions.

“You may never become a customer, but you’ll gain some good ideas either way.”

WHEN YOU’VE UNCOVERED YOUR PROSPECT’S PAIN...

WHY IT WORKS

You won’t close a complex sale with a cold call

Climb the ladder: aim for the next step, not the final step

Reciprocity = give free ideas, you’ll get something back

The Last Resort

SCRIPT

HELLO?WHAT’S THIS

ABOUT?NOT INTERESTED NOT READY STILL NOT SURE

LEAVE A MESSAGE!

THE “3-6-9” QUESTION

“Okay, I understand you don’t want to meet right now. So let me ask you: 3, 6, or 9?”

IF YOUR PROSPECT STILL WON’T BUDGE...

“WHAT DO YOU MEAN?” or “I DON’T UNDERSTAND.”

“When should I follow up: in 3, 6, or 9?

WHY IT WORKS

One last chance to keep conversation moving

Ask “what might change between now and then?”

Let your prospect define the timeframe (days, weeks, months)

With the BWise Activity Manager, you can create call queues, log voicemails, schedule follow-ups, and record completed activities.

BWise User Tip

The Boomerang Message

SCRIPT

THE BOOMERANG MESSAGE

"Hi PROSPECT’S FIRST NAME. This is YOUR NAME. I'm calling regarding COMPETITOR

COMPANY WHO IS YOUR CLIENT. Please get back to me at PHONE NUMBER. Again, this is

YOUR NAME at PHONE NUMBER. I look forward to speaking with you."

HELLO?WHAT’S THIS

ABOUT?NOT INTERESTED NOT READY STILL NOT SURE

LEAVE A MESSAGE!

WHY IT WORKS

Clear, concise, direct = better odds of callback

Mentioning competitor conveys urgency, piques curiosity

Social Proof: more likely to do something others are doing

From a client profile in BWise, click Find Like to pull up a list of similar companies!

BWise User Tip

INSIDERS

© Business Wise Inc. 2016

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Suite 132ECharlotte, NC 28211

T. 704.554.4112

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Suite 404Addison, TX 75001

T. 214.306.0605