Pick Up The Phone and Sell

CHAPTER 37SCRIPTS FOR QUICKLY WARMING UP COLD CALLS

Here is your language for calling prospects you do not know.

These calls are in four parts, as opposed to the calls to customers and prospects who you do know (those are laid out in the previous part of the book and have three parts).

The four parts of this conversation are as follows:

• The opening: Introduce yourself, and build familiarity.
• Warming up the cold call: Address the areas you have in common, listed in Chapter 35.
• The shift to business: Move the conversation to products or services you can help with.
• The pivot to the next commitment or the sale: Secure the date of the next interaction or the business.

YOUR SCRIPT: WHAT TO SAY TO PROSPECTS YOU DON'T KNOW (REMEMBER, THESE AREN'T COLD CALLS, BUT RELATIONSHIP CALLS OR HELPING CALLS)

The Opening

Hi Tom, it's Alex Goldfayn with the Revenue Growth Consultancy. How are you? Listen, we haven't talked before, but my good customer brought up your name and asked me to reach out to you, so I wanted to pick up the phone and connect with you.

or …

Hi Tom, it's Alex Goldfayn with the Revenue Growth Consultancy. How are you? I'm calling because I currently work with your colleague George Smith in Department X, and he thought I should reach out to you too and see if I can help you the way that he and I work together. So I wanted to pick up the phone and call you.

or …

Hi Tom, it’s Alex Goldfayn with the Revenue Growth Consultancy. How are you? I’m sorry we haven’t connected ...