Having a cold call sample can sometimes help you to figure out what to do and not do when cold calling. Before we show a sample, let’s discuss some things to do and not do.
This point can be debatable but it can be good to confirm that the prospect is available for your call at the very beginning of a call and right after you introduce yourself. An example of this is to ask if the prospect is in the middle of anything or if they have a moment.
As you progress on the cold call, you want to share a value statement right away. This is a one to two sentence statement that communicates the value that you have to offer.
A very effective step to take on a cold call sample is to ask some qualifying questions. These are questions that determine how good of a fit there is between you and the sales prospect.
Common Pain Points
One thing that will help your cold call is if you can find pain that the prospect is experiencing. This is something that is not working well or could be working better.
You should focus more on the prospect than on you during the cold call. The balance should be about 80% on them and 20% on you. On the second half of the cold call sample, you can focus more on you and share some details about your product and company to try to build interest.
There is always something to close the prospect on. It might not always be trying to close the sale as it usually might just be closing the prospect on meeting again and continuing through the sales process. The end of the cold call should have an attempt to close the prospect.
Sample of a Cold Call
Here is a cold call sample:
Prospect: Hello this is Tom. Sales person: Hi Tom, this is Susan calling from CompTech. Have I caught you in the middle of anything?
Prospect: No, I am OK. Sales person: Great, the purpose for my call is that we help businesses to optimize their IT infrastructure. I don’t know if you need what we provide so I was just calling with a couple of questions.
Sales person: How concerned are you about decreasing the level of downtime that you are experiencing? Prospect: It is something that we are always trying to minimize.
Sales person: Do you feel like you have hardware that is being underutilized or that you do not have enough hardware to run the current applications? Prospect: We actually haven’t balanced our applications correctly and have some systems underutilized and some over.
Sales person: Oh I see. Well, it might make sense for us to talk in more detail as we provide tools and services to help to optimize applications across the infrastructure.
Sales person: But I have called you out of the blue so I don’t want to take any more of your time right now. How about we put some time on the calendar next Tuesday or Thursday morning to discuss in more detail? Prospect: I can meet Thursday morning at 10:00 am.