The opening of a script should always be short sweet and to the point. But more importantly, the opening should be clear. Many sales have been lost due to the prospect being unsure of why you’re calling. Other reasons include…
1. The opening is too long
2. The cold caller is focused on selling the product upfront instead of gathering information.
3. The cold caller is unclear about the product information and therefore stumbles over the purpose of the call.
4. The cold caller’s opening is unpolished and unprofessional.
5. The cold caller sounds scripted and unprepared to hold a conversation.
Cold Calling Exercise-Opening
On a pencil and paper, write down the following…
Please note that this is a general presentation and is applicable to most industries
This is ________calling from _________company. We specialize in __________services for growing firms. I understand that you’re the person in charge of accepting quotes for_______ services (i.e. insurance, graphic design). Is that correct?
Now let’s break these few sentences down. The first sentence introduced both yourself and your firm. The second sentence lets the prospect know what your firm does or “specializes” in as well as who your target market is. The third verifies that you’re speaking with the decision maker which is extremely important. Why? Do you really want to spend 15-20 minutes pitching the accounting manager on graphic design services? That’s why it’s important to find out up front if you’re speaking with the right person.