What are good cold call opening statements?

Answer 1

Cold Calling Opening Statements and Introductions

Many people do not understand that there are two Cold Calling Processes and Opening Statements in a Cold Call.

The first is with the notorious Gatekeeper. Most cold callers either do not realize this two process approach or they use their entire momentum on the gatekeeper. By the time they get to the Decision Maker they fail to start the Cold Call Process again and forget to use an opening statement or what I call the rapport building step.

The work put into the Gatekeeper seldom follows on to the Decision Maker unless the Gatekeeper has spent the time telling the Decision Maker what a great person you are etc.

Some people state that they do not like to start a call with 'how are you' but I do like it. The one out of a 1000 prospects who return with a negative response to it is less of an impact then the rapport you can build by further engaging the gatekeeper or decision maker when they 'almost every time' return with 'good thanks how are you?'.

The way to do this successfully is to use what I call a 'one liner' such as 'I am well for a Tuesday, Monday is out of the way! Traditionally most people do not like Monday's and will agree further extending the conversation.

All opening lines need to be used based on how the telephone is answered for example; if the person sounds rushed, gruff, extremely professional etc. then they would prefer a 'to the point'Introduction which again is a way of building rapport as you are letting the person do their job or get back to whatever is taking their time, you do not want to be the reason they could not finish.

Gatekeeper Examples

Ben: Good morning Jenny, Ben Blanch here, how are you?

Jenny: I am well Ben, how are you?

Ben: Jenny, I am fantastic for Tuesday, Monday is out of the way and it is all downhill from here! How is your Tuesday treating you?

Alternatively

Ben: Good morning Jenny, Ben Blanch here, I hope you are well, is Joe at his desk?

Decision Maker examples

Ben: Good Morning Joe, Ben Blanch from Help Cold Call, how are you today?

Joe: I am well Ben, how are you?

Ben: Joe, I am well for Tuesday, Monday is out of the way and it is all downhill from here! How is your Tuesday treating you?

Alternatively

Ben: Good morning Joe, Ben Blanch here, I can tell from the activity in the background that your all very busy their today so I won't take too much of your time today. I understand that you are the financial controller among other roles for the business is that correct?

Cold Calling Techniques to Consider

It is vital even for your opening statement to have a couple of very important tools under your belt before making a telephone call. If you already know the Decision Makers 'Job Title' or know the two or three positions that would generally make the decision about purchasing your products or services that you know a little about their role and can use terms that they would indicate you are a person that they can relate to.

Financial Controllers relate to keywords such as; Budgets, Forecasts, Cost Effective, Bottom Line, Return on Investment etc. Their key responsibility is the financial health of the business.

Sales Manager's relate to keywords such as; Key Performance Indicators K.P.I's, Key Result Areas K.R.A's, Work Flows, Targets etc. Their key responsibility is to maintain and increase Sales and Effective Performance Management of the businesses processes and sales teams.

If you have access to the name of the Decision Maker and have the facility to use the web, you can look up the origin of their name and share with them unconditionally the meaning of it. You can do this by saying;

'I have a friend with the same name as yourself, did you know that Andrew means 'the Man'.

You can appreciate that a male of significant positioning in a business would like to be thought of as 'The Man' which is a nice ego trip that you can give them to win their favour. There are very few name meanings that are not flattering and every person in the world has one, unlike my pet hate of the 'weather' being used for rapport as you may be 1000 miles away and talking sunshine while they are in a hurricane.

Keep it short but do not be afraid to converse. Use 'Active Listening' and 'Call Control' skills to filter and funnel the cold call to the next step in the 'Buying Cycle'.