Cold Calling Script - First Timer

whosnext00 · Aug 5, 2013

Hello everyone, I'm new here and new to cold calling.

I'm starting up my new web design agency and my first order of business will be to get my first clients through cold calling and a 10% referral program. Here's what I have so far as a script. Bare in mind, I haven't made one call yet, that will start tomorrow.

Script:
Hi, can I speak with (DM)(if no name, Owner, CEO).
We?re a new local startup specializing in helping businesses build an online presence through Web Design and SEO.
I called today to see if we can help you increase your bottom line. Do you have a minute?
If no, move on. If yes?
Great, first I?d like to ask? What frustrates you the most about your current website and overall online presence?
The answer will determine your response.

I'm not sure where to go from here since my response can be so different depending on their problem. Maybe someone can help or maybe this is garbage... you tell me.

GoForJacob · Aug 5, 2013

The problem I see with this is cold calling is interruption marketing. This means that you've already taken it upon yourself to take time away from their day. DON'T feel bad about this. You're offering them a service that will make them more money in the long run. The problem is you're giving them a way out.

Don't ask them if they have a moment. It will decrease your closing rate because you're putting a roadblock up against yourself.

They already have a way out: Hang up.

Skip the "How are you's" and all of that jazz. They know you don't really care. Again, don't feel bad about this.

Also, don't ask yes/no questions. Ask engaging, open-eneded questions.

If you still want to be polite and ask something like, "Do you have a minute," make sure you're offering them something they can't live without.

For example: (it will take some time, but it's more than worth it) Lookup a keyword they would want to rank for and say, "Now, because of the kind of business I'm in, I did some checking and I found out that 6,000 people a month are Googling "keyword city." So would you like to talk for a couple of minutes about getting a slice of those 6,000 people?"

You'll learn as you go. Best of luck!

netmoney1 · Aug 5, 2013

The "new local startup" comment will kill you. Take it for what its worth, but if I heard that it translates to "we have no idea what we are doing"...

Businesses want to work with established and experienced companies. I'm not saying a new company can't score deals, but introducing yourself as a new startup isn't a good move in my opinion.

krzysiekz · Aug 5, 2013

I'm not very experienced when it comes to cold calling, I've only really started doing some recently and probably only have made 250-300 calls so far.

What I think is that your opening pitch is way too long, both for you and for the prospect. You only have a few seconds to try and catch their attention at the start and by introducing your company, stating that you're new, etc I think eats up into that time.

When I simulate your script, I feel it's a little boring at the start. I think it needs a bit more of a punch.

For example, instead of starting off with:

We're a new local startup specializing in helping businesses build an online presence through Web Design and SEO.

Maybe get to the punchline quicker with something that is more direct to them. In my opinion, I don't think they really care at this stage that you're new etc etc. Give them something that might catch their eye.

I have been cold calling businesses with no website, so I casually start off with something like

John, I'm a web designer from around the area and I noticed you don't have a website. I'm calling to see if you'd like my help in getting one online?

I don't say anything about my company name, I don't have them how they are doing or if they have a minute to talk. I just get right in there, tell them I know they don't have a website and ask them if they want one.

I find it works best for me and for the prospect. Works well for me because it's a lot easier and more natural to get that out of my mouth. Better for the prospect because you get right to the point.

I am currently calling contractors though, so perhaps I am biased in regards to what I think is appropriate.

At the end of the day, you can use what you have right now to start the cold calls. You'll work out very soon what you feel needs to be changed! Go for it!

whosnext00 · Aug 5, 2013

krzysiekz said:
I'm not very experienced when it comes to cold calling, I've only really started doing some recently and probably only have made 250-300 calls so far.

What I think is that your opening pitch is way too long, both for you and for the prospect. You only have a few seconds to try and catch their attention at the start and by introducing your company, stating that you're new, etc I think eats up into that time.

When I simulate your script, I feel it's a little boring at the start. I think it needs a bit more of a punch.

For example, instead of starting off with:

Maybe get to the punchline quicker with something that is more direct to them. In my opinion, I don't think they really care at this stage that you're new etc etc. Give them something that might catch their eye.

I have been cold calling businesses with no website, so I casually start off with something like

I don't say anything about my company name, I don't have them how they are doing or if they have a minute to talk. I just get right in there, tell them I know they don't have a website and ask them if they want one.

I find it works best for me and for the prospect. Works well for me because it's a lot easier and more natural to get that out of my mouth. Better for the prospect because you get right to the point.

I am currently calling contractors though, so perhaps I am biased in regards to what I think is appropriate.

At the end of the day, you can use what you have right now to start the cold calls. You'll work out very soon what you feel needs to be changed! Go for it!

I really like the simplicity of your opener. How would that apply to businesses with existing websites but crappy ones? What would you replace "I noticed you don't have a website" with?

Oh and how do you get passed the gatekeeper?

roi300x · Aug 15, 2013

Here's how to get past the gatekeeper:

Code:

blackhat-seo/offline-marketing/596875-method-get-past-gatekeeper-9-10-times-scirpt-inside.html#post5932959

Before you do anything else... anymore calling... get yourself a copy of
SPIN Selling. (Rackham.)

They studied 35.000 salescalls and show you exactly what made them
succesful. Even in major sales. Get it. Will be worth your time.

Cold Calling Script - First Timer

whosnext00

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GoForJacob

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netmoney1

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krzysiekz

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whosnext00

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roi300x

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