Three Cold Calling Opening Statement Mistakes
Let’s play a game… How many cold call mistakes can you find with this outbound opening “value” statement?
“Hello prospect, I’m from XYZ, purpose of the call is to introduce our company to you. Others have benefited by using our ABC service. I’d like to schedule a time to meet with you and explore the difference we can make for you. Are you available next Tuesday at 2 PM?”
Let’s break it down step-by-step:
Cold Calling Mistake 1: “Hello prospect, I’m from XYZ, purpose of the call is to introduce our company to you.”
They don’t give a rats you know what about your company and don’t want an introduction. You’ve already wasted precious seconds with this opening and have raised the prospects defenses.
Cold Calling Mistake 2: “Others have benefited by using our ABC service.”
Well good for them. But you haven’t said anything about why I would care or what you could do for me, specifically.
Cold Calling Mistake 3: “I’d like to schedule a time to meet with you and explore the difference we can make for you. Are you available next Tuesday at 2 PM?”
Ummm, NO. You haven’t given me any reason why I should take the time to meet with you.
When cold calling, your opening value statement’s objective is to pique interest, lower resistance and gain permission to continue the call. You can’t do that when using the same “over used / under performing” opening statement script that makes you sound like the previous 10,000 sales calls your prospect received.
If your opening statement lacks “value” and might be making some of the same mistakes as the example above, here’s a blog post that can help you build a winning opening value statement.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
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