Cold Calling Structure

1. Intro/ Credibility
2. Reason for the call
3. Interest Generator
4. Listen for Windows of Opportunity
5. Convert Windows to reason to meet
6. Setup meeting or next call

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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.

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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.

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Interest Generator

What strategy are you using to increase the frequency of customers coming to your restaurants?

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Listen for Windows of Opportunity

1. Venue Operator says:  What’s a phone charging station?
2. 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?
3. Venue Operator says: The longer a customer stays, the more they spend. So, that’s a good thing.

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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. 

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Setup meeting or next call

I’m available to meet this Wednesday or Thursday between 10am and 12pm. What time is best for you?

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