Techniques to win the first 30 seconds of a cold call
Have a goal for each call
Plan your question in advance
Should you use a script? Yes.
Create and use scripts like an actor uses a script.
How to build your script.
- Create curiosity
- Get to the point. Don't hide the context of your call.
- Be polite and ask permission to continue.
- Use questions to make it about them.
- Test close: price, process, timeline?
- Never forget to set next steps
Mirror and match
From the moment they answer, begin matching their the speed, tone, and language they are using.
Learn more about the mirror and match technique
Use an Assumptive Approach
If they answer something like this, "Hello. This is John." Reply back: "Hey, John this is Bill..."
If the wrong person answers the phone. Let's say you're calling for John and Sue answers say, "Can you pass the phone to John."
You're trying to create a "I might know this person" feel.
Stop saying, "how are you doing?"
Get right to business...
If I hear noise or disruptions in the background, it's reasonable to say something like, "I can tell you have some other things going on, I know an okay time?" Or, "Do you have a minute?"
Quickly answer all of their questions:
- Who is this? "This is Bill with Kaleidico."
- How long are they going to keep me on the phone? "I'm only going to take a couple of minutes."
- What do they want? "What are you currently doing for..." Or, "when was the last time you..." Or, "how do you..." I like starting with an open ended question.
Focus on learning, not selling on cold calls
Focus all your questions and discussion on them, not you
Don't overwhelm your client or try to close on the first call
How to create a sales call script [Free template]
If you're doing inside sales, you know that a phone call can be an incredibly effective tool to reach out to potential customers and close deals. One hour after coming up with the idea for ElasticSales-the on-demand sales company we launched before Close-we had already created our first sales script.
Should you use a sales script?
There's this almost religious debate among sales professionals: should you work with or without a script? The answer is not "either or". Instead do both! Professionals who believe sales scripts don't work often defend their position with the following points. Nothing is worse than reading a sales script verbatim over the phone.
Mirror and matching
The 5 Ways to Mirror & Match Client Behavior - The Real Estate Trainer
We mirror and match client behavior to more effectively communicate with clients. When we behave in a manner that listeners prefer it helps them feel comfortable and focus on the subject matter of the message without distraction. To be clear, the practice of mirror and matching should never be considered a deceptive sales practice designed to ...