Cold Calling Structure
- Intro/ Credibility
- Reason for the call
- Interest Generator
- Listen for Windows of Opportunity
- Convert Windows to reason to meet
- Setup meeting or next call
Strategies
If calling a prospect with a large chain, ask to speak to a manager. If it is a local mom and pop business, ask to speak to the owner.
- Steps 1-3 should be said without pause so as not to allow the prospect to interrupt you.
- Memorize the “Overcoming Objections” document, so that you spend your time on the phone listening to the customer instead of fumbling through notes.
- Speak louder than normal as many people have low volume on their phones or there may be noise in the background. Further, speaking with a louder voice adds authority and credibility to your voice. Don’t scream though.
- No call should last more than 10 minutes. If after that time you haven’t been successful in scheduling a meeting, then wrap-up the call and input the notes in your CRM.
- Remember, the goal of cold calling is to determine what your prospects' problems are and then set up an in-person meeting with them.
In-Use
- Intro/ Credibility
- Hi, this is Aaron from ChargerGoGo. I’m calling about your restaurant on Charleston Blvd.
- Reason for the call
- The reason for my call is that our company just installed 9 smartphone charging stations at restaurants very similar to yours within five block radius of your location.
- Interest Generator
- What strategy are you using to increase the frequency of customers coming to your restaurants?
- Listen for Windows of Opportunity
- Venue Operator says: What’s a phone charging station?
- You say: It’s a display that allows customers who have a low battery life on their smartphone to charge it while enjoying their experience at your restaurant. Many of our customers report a significant increase in the amount of time customers are spending in their locations as a result. How would a customer staying longer at your location affect your business?
- Venue Operator says: The longer a customer stays, the more they spend. So, that’s a good thing.
- Convert Windows to reason to meet
- Alicia, I’d love to show you how our new charging stations are not only increasing customer experience, but also generating venue owners additional income.
- Setup meeting or next call
- I’m available to meet this Wednesday or Thursday between 10am and 12pm. What time is best for you?