Set up objectives that focus on your introductions and pitch meeting opportunities. Instead of using your cold call to make a sale, use it to identify if the business owner is a potential customer. Set self-objectives like these:
- Testing demand for the product or service you provide.
- To see what price customers will pay for said product or service.
- To see what the primary objections to your product or service will be.
Create a script for yourself to follow. You need to grab your client’s attention as quickly as possible, so figuring out what you’re going to say beforehand can make your message concise and gripping. Your script should only be about 30 seconds. You don’t want to read from the script; you just want it to be your guide.
- Your script should have an introduction that acts as a friendly greeting. Greet your prospect by name.
- Following the greeting should be a connecting statement. Show praise for a recent accomplishment the business has made.
- Next, tell them the reason for your call, communicate your proposition.
- Explain why your product or service can help them.
- Finally, let them know what you want from them.
Relax yourself and then make the call. If you have multiple prospects (and you more than likely do) take at least 2 hours to go through your call list. Have nothing else in front of you but your call list and script. You want to give your potential customer your full undivided attention in the same way you would want the customer to give you theirs.