<aside> 🗒️ Cold Call Structure

1. Intro

When prospects answer the phone, they’ll typically say “Hello” or “This is {prospectName}”. You’ll have a few seconds to introduce yourself.

Structure: Hi, this is {yourName} with {yourCompany}.

Example: Hi, this is Skip Miller with M3 Learning.

2. Pattern Interrupt

Prospects hate being interrupted. Now they are most likely trying to find a way to end the call as soon as possible. It’s a good time to use a pattern interrupt to get them to think about something else. We use words like the reason/why/purpose to do that.

Structure: The reason/purpose/why I’m calling is that

Example: The reason I’m calling is that

3. Ask for 5 minutes

Nobody has the time for a 30 minute cold call. 5 minutes can seem like a big number (you can play with that number and ask for 1 minute or a few seconds), but this will allow you to uncover symptoms and book a longer call if prospects are interested.

Structure: I’m looking for {x} minutes of your time.

Example: I’m looking for 5 minutes of your time.

4. Lead with Symptoms

Now is the time to show you’ve done your homework. Your goal is to keep the attention of your prospects and show them you understand their problems. Problems tend to be generic, so listing symptoms will be more impactful.

Structure: I’m talking to a lot of {similarJobTitle} and they typically ask me questions like:

Sounds familiar?

Example: I’m talking to a lot of VP of Sales and they typically ask me questions like:

Sounds familiar?

5. Find Problems

If you’ve done your homework properly, some prospects with the symptoms you’ve just described will bite. Your job is to ask clarification questions and link the symptom back to the problem. It can be challenging to do it during a cold call, but take some notes so you can provide resources in your discovery call.

6. Transfer Ownership

Now most reps will go and try to book a demo. No show rates will explode if you do that. Instead of trying to push for a demo, push back and propose to come back to the prospect with some resources based on your conversation.

Structure: {prospectFirstName}, this has been a great 5 minutes, you shared some good points. If you’re fine with it, I’m going to gather resources to help you with what you shared and give you some options. What do you think?

Example: John, this has been a great 5 minutes, you shared some good points. If you’re fine with it, I’m going to gather resources to help you with what you shared and give you some options. What do you think?

7. Set the Meeting

Final step is putting that discovery meeting in the calendar. You can ask your prospect about their availability and set a call to discuss your findings in step 6.

Structure: How’s your schedule looking on {targetDate}?

Example: How’s your schedule looking on Friday?

</aside>

<aside> 🥊 Cold Call Example

  1. Hi, this is Skip Miller with M3 Learning.

  2. The reason I’m calling, is that

  3. I’m looking for 5 minutes of your time.

  4. I’m talking to a lot of VP of Sales and they typically ask me questions like:

    Sounds familiar?

  5. Prospect conversation

  6. John, this has been a great 5 minutes, you shared some good points. If you’re fine with it, I’m going to gather resources to help you with what you shared and give you some options. What do you think?

  7. How’s your schedule looking on Friday? </aside>

<aside> âś… Checklist