Examples

CASE: Real Cold Call







CASE: SaaS

SIMPLIFYING THE COLD CALL PROCESS

1 - Hook

"Lisa, you'll probably hate me for this cold call. Would you like to hang up or can I 'steal' you a minute?"

Why does the above message work?

  1. Labeling negative things deactivates negative things.
  2. "Would you like to hang up?" can make the lead laugh. If you make people laugh and feel good, they will be more open to having a conversation.
  3. This is very different from the traditional "Hi, I'm John from Sales Planet"; thus, the person will not associate you with the typical salesman.

2 - Pitch (launch)

"We are teaching Financial Analysis using Tableau, with a lesser known approach that will save you approximately 14 hours per week by eliminating manual data preparation."

Why does the above message work?

  1. "With a lesser known approach" - This creates curiosity.
  2. "Save approximately 14 hours a week" - What the lead thinks is: "You will help me improve, now I can focus on a complete analysis with which I will feel much more satisfied instead of just copying and pasting data as I was doing all this time".
  3. It is less than 30 words that will open the door for you to ask the enlightenment questions.

3 - GAP Question (illuminating question)

"Just out of curiosity, how are you doing with your data prep process - do you have a manual process, like copying and pasting formulas, creating tables and templates, are you writing drafts/SQL, or what are doing automatically?

Why does the above message work?

  1. You have to understand how Lisa is doing her job to know if we are able to help her.
  2. Use the prospect's language to empathize ("templates, formulas, SQL").
  3. Don't assume everyone will agree. You must separate the rejection of past calls with the results of future calls, it decreases resistance.
  4. Multiple choice questions make it easy for the prospect to answer.

4 - Close

"Maybe the time is not right, but I also don't think you're not willing to learn about new options to potentially eliminate manual data prep? Maybe not now, but in the future. Next week maybe?" to be?"

Why does the above message work?

  1. "Maybe it's not the right time" - People aren't expecting to buy when you call them. Give your prospects options so they feel free to choose and avoid pressure.
  2. "potentially" - We are not guaranteeing anything, first we will have to know in depth the situation of the prospect to know if we can help him or not.
  3. "in the future" - You show him that there is no pressure or urgency and that he has a choice.