How To Cold Call - Best Script and Tips for Cold Calling

Summary

In this video, sales expert Patrick Dang shares his proven methodology for successful cold calling, drawing on his experience at Oracle. He emphasizes the importance of the first five seconds, focusing on confident, positive, and friendly tonality to build rapport. Patrick also introduces two effective opening scripts and teaches the power of asking for help, which encourages prospects to engage. By setting clear expectations and gaining permission to proceed, you can foster a more relaxed and productive conversation. This method can be applied to any industry, making cold calling a more efficient and human-centered process.

Takeaways

• 😀 Build rapport and trust within the first 5 seconds of a cold call using confident, positive, and friendly tonality.
• 😀 The most important part of cold calling isn't necessarily what you say, but *how* you say it, especially with your tone of voice.
• 😀 Address the prospect by name and introduce yourself clearly, including your company to establish credibility.
• 😀 Start the call by asking 'How are you doing today?' to open the conversation and allow the prospect to share something personal.
• 😀 An alternative cold call opener is asking, 'Did I catch you at a bad time?' to give the prospect permission to decide if they want to engage.
• 😀 Asking for help, such as saying 'I'm a little lost, do you mind if I take a second to tell you why I'm calling?', helps lower resistance and encourages a positive response.
• 😀 By positioning yourself as seeking guidance, you tap into the natural human instinct to help others, which makes prospects more likely to engage.
• 😀 Clearly explain who you are, what you do, and how you can provide value in the early part of the call to set expectations.
• 😀 Respect the prospect's time by asking permission to proceed, like saying 'Does that sound fair to you?' before continuing the conversation.
• 😀 Cold calling is a conversation, not a hard sell. Focus on building a genuine connection and providing value rather than immediately pushing for a sale.

Q & A

Why is tonality important in cold calling?

Tonality is crucial because it affects how your message is received. A confident, positive, and friendly tone increases the likelihood that the prospect will listen and engage, making the call more successful.

What are the three key elements of effective tonality?

The three key elements of effective tonality are: confidence (sounding sure of yourself), positivity (sounding upbeat and encouraging), and friendliness (sounding open and approachable).

What is the significance of the first five seconds of a cold call?

The first five seconds are essential for building rapport and trust. How you sound—your tone—during this period can determine whether the prospect will continue the conversation or not.

Why should you ask 'How are you doing today?' during the introduction of a cold call?

'How are you doing today?' opens the conversation in a non-threatening, friendly manner, allowing the prospect to engage and share a bit about their day, which helps build rapport.

Is it okay to skip the 'How are you doing today?' question during a cold call?

Yes, you can skip this question if you prefer. Instead, you could ask, 'Did I catch you at a bad time?' which immediately seeks permission to continue the conversation and sets expectations.

How does asking for help during a cold call impact the conversation?

Asking for help humanizes the conversation. People are naturally inclined to help others, so this approach increases the chances that the prospect will be more willing to engage and listen to your pitch.

Can you provide an example of a cold call script that asks for help?

An example would be: 'Hey Tim, I’m a little lost. Do you mind if I take a second to tell you why I’m calling?' This sets a tone of humility and makes the prospect more likely to respond positively.

What is the purpose of stating 'Does that sound fair to you?' at the end of a cold call introduction?

'Does that sound fair to you?' is a way to ask for permission and ensure that the prospect is on board with the direction of the conversation. It helps avoid coming across as pushy and fosters a sense of control for the prospect.

Why is it important to explain what the prospect can expect from the call?

Explaining what the prospect can expect sets clear expectations, reducing any discomfort or confusion. It also helps to ensure that both parties are aligned on the goal of the call, making the conversation more productive.

What is the advantage of explaining your role and company early in a cold call?

Introducing your role and company early in the call establishes credibility and provides context for why you're reaching out. This helps the prospect understand who you are and why they should listen to you.