Cold calls are all about taking control in the beginning. Notice I didn't say, “Hi,, how are you today?” because it gives your prospect a chance to jump in and disrupt your flow. Start off by saying “Hi, ,” in a warm and welcoming tone, then proceed directly to Step 2. Get their attention by using their name.PersistIQ’s process for building rapportīrandon Redlinger, Head of Growth at PersistIQ, has provided this framework to follow when cold calling potential new customers: Use a cold call script like the following to speed up the relationship-building process:ġ3. These days, a multi-channel approach can help you build familiarity and turn a cold call into a warm call which will eventually become a prospect who moves through your sales funnel.įor the sake of this example, let’s say you’ve already reached out via email. Not only will it allow you to tailor the rest of the conversation, but also provide qualitative insights to enrich your buyer personas. These questions get your prospects to fill in the knowledge gaps. What was the deciding factor to hire new SDRs at ?.Which tools and solutions are you using to help you with X?.What are the biggest challenges in your role right now?.Other than the information on their LinkedIn profile, it’s unlikely you’ll know much about your prospect on the initial cold call.Īfter you’ve introduced yourself and built some rapport, ask questions that elicit specific information from your prospects. The two minutes it takes to make an informed decision is usually worth it. Here, you’re acknowledging their time is valuable while explaining the next step takes only a little investment. Here’s an effective response to handle this objection: Show them you have something valuable that’s worth their time. This is usually a polite way of saying “you’re just not important enough right now.” Otherwise, get back on track and keep your goal in mind. If they open up, continue the conversation for a little longer. I see you’ve risen through the ranks from SDR to account manager at, how did you get noticed by senior management?.A friend of mine also went to, what did you study there?.
I notice you used to work at, how did you find the culture there?.Use this insight to open the call and build familiarity from the get-go. LinkedIn is a salesperson’s best friend for a reason. In most cases, there’s a huge amount of insight available on your prospects through social media. Try experimenting with different approaches to see what gets the best response rate. This isn’t the only way you can apply cold email principles to cold calls. It’s short, gets to the point and tells the prospect exactly what to do next.
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