Cold Call
Don't confuse experience with expertise. Having faced a problem doesn't guarantee that you've mastered the solution. Don't mistake expertise for wisdom. Having deep knowledge doesn't guarantee that you know when it applies.
Table of Contents
- All else fails... Get on the phone.
- How to answer the phone
- Cold Calling: Qualifying call (Sam Ovens)
- Opening
- Services
- Additional Services
- Pricing
- Trust
- Close
- Aggressive Sales Pitch Opening
- Voicemail
- Introduction
- Understand current situation
- State The Problem
- Ask for the appointment
- Lead Nurturing
- Broken Link
- Cold Call - Prospect
A cold call is generally considered to be a sales activity rather than a marketing activity. A cold call refers to the act of reaching out to a potential customer by phone, email, or in person without any prior relationship or contact. The purpose of a cold call is usually to try to sell a product or service, schedule a meeting, or gather information about the potential customer's needs and preferences.
Marketing activities, on the other hand, are usually focused on building awareness or interest in a product or service and attracting potential customers to the company or brand. Marketing activities can include advertising, content marketing, social media marketing, and other forms of outreach that are designed to reach a broader audience and build brand awareness.
While cold calling can be an effective way to generate leads and make sales, it is generally considered to be a more aggressive and intrusive form of outreach than most marketing activities. As such, many companies prefer to focus on marketing activities that are less likely to be perceived as intrusive or spammy, such as content marketing or social media advertising.
Cold Call Script
- Opening line: “Hi, this is Parth from Build Then Market – we help local businesses attract more customers.”
- Anticipate objections (“too busy,” “no budget”) and have a concise value proposition ready.
- If asked about cost, reference the pricing packages (e.g., $150/month for 2 posts).
- Offer a one‑time Thanksgiving promo ($100 for a starter package).
Voice
- poise
- tonality
- diaphragmatic breathing
- rhythm: Use metronome
All else fails... Get on the phone.
People usually think of using the phone only to call their market directly... But you can just call to gather information, including EMAILs. I’ve done this as well. Don’t have my VAs doing it yet, but I might do that soon. All you have to do is call and talk to the person that answers the phone... Be nice, and ask for what you want. Tell them you are a software entrepreneur and just wanted to ask a simple question via email...
How to answer the phone
May I ask who's calling?
title: Grant Cardone - How to make Millions on the Phone
url: phone-sales.pdf
This is [Name] from [Company]. The reason I'm calling is there's a strong possibility with some adjustments to your online marketing strategy, you can receive double or triple as many customers as you do now.
To be sure I'm not wasting your time, let me ask you a quick question:
a. When is the last time you seriously invested in marketing your company? b. If we could fix one thing with your marketing or sales process, what would it be? c. If we could show you a solution to handle this permanently, would you be willing to invest in making it happen? d. If I could even get your challenges just half fixed up for you, would that be worth spending a few minutes talking to me?
Other than yourself, who would be interested in the prospect of improving your marketing and sales?
When can I get your full attention for about 18 minutes to dig into your situation and discover some potential solutions?
Would there be any reason you wouldn't be able to take a call at that time?
Cold Calling: Qualifying call (Sam Ovens)
Hi [NAME] this is [YOUR NAME] from [Relief Marketing], how are you today?
“Great”
Awesome, look I know you’re busy so I’ll get right to the point.
We’re a online marketing company based in Perth and we recently commissioned a study of 200 successful businesses and how they were doing their websites and online marketing.
We found that successful businesses were doing the same 7 things when it came to their websites and online marketing and we’ve turned this into a how to guide that you can use to do the same.
We’ve labelled this guide “It’s Time For Results” and its positioned at kiwi businesses just like yours to help educate them and help them get results.
Very simply [NAME], all I would like to do is forward you a complimentary copy of this how to guide and perhaps at a later date get back in touch with you to see what you think, fair enough?
“Sure”
Awesome! In order to not waste your time and send you something that might not be relevant I’ve just got to run you through a couple of questions to make sure that this information is going to be a good fit, is that ok?
“Sure”
How are you currently marketing your business and getting new customers?
Are you happy with the results you’re getting right now from your marketing?
Do you think your results could be better?
Do you use a current provider for your website and online marketing? (If Yes Who)
How much would you say you’re spending on marketing right now per month?
Ok [NAME] that’s awesome it looks like this information is going to be a good fit for you and you’ll be able to get a lot out of it!
Now what I’ll do is have my secretary forward that out to you right away, all I need to do is confirm that I’ve got your right details here.
Who should this information be attentioned to?
And what’s their position in the business?
Cool and what’s the best address to send it to?
And lastly what’s the best phone number to call should I have any issues sending this out?
Oh yea and I almost forgot, what’s your email address?
Awesome, well that’s it I’ll get this rushed out right away, you should expect to receive it within 2-3days
Thanks a lot for you time
Opening
Good evening, my name is ________ and I'm calling to introduce myself and my company, BUILDthenMARKET.com
Services
We are a mobile-friendly web design company that builds customizable websites for business owners. We use search engine optimization in all of our designs so that your website can easily be found online by your customers. We will help build your online presence and increase your business revenue. Do you have any questions about what we can do for you?
Additional Services
There will be an additional charge for an ecommerce shopping cart if you want that included in your website. However, every website already comes with a mobile-friendly design, search engine optimization, and an email address provided for your business domain name. We also provide additional monthly services that include reputation management, technical support and ecommerce services.
Pricing
Unlike other web design companies, we don't overcharge you on the price and we don't give you a generic template. You get a website designed entirely just for you and your business. Our website completion usually costs around $2,000.
Trust
We are a registered business LLC with a domain that you can check out online at BUILDthenMARKET.com
Once you send us a check to our office, we will immediately start working on your project. The process begins with a requirements gathering form that you will need to fill out to let us know exactly what to put in your website.
Close
If you're still unsure at this moment, you can get a free estimate right now with our free quote tool on our website BUILDthenMARKET.com
You sound pretty convinced and I'm sure that we can make this work for you. In that case, please send over a check for $2000 to our office which is located at 1 MacArthur Blvd, Haddon Township, NJ and we'll get started right away. We will send you an RG form and customer agreement directly to your email as soon as we receive your check. Please fill out those forms by the end of this week.
Aggressive Sales Pitch Opening
Hi ____, do you have a website?
I wanted to find out more about your services but couldn't find any info online.
Well, it looks like you need a website with SEO. The good news is that I'm calling from BUILDthenMARKET.com. We are a web design company that builds customizable and reliable websites for business owners. Our website will help build your online presence and increase your business revenue...
Voicemail
Hi, this call is for ____. I'm calling from BUILDthenMARKET.com. We provide web design services for small business owners that need a website to get ahead of the pack. Our websites come with a mobile-friendly design, search engine optimization, and an email address provided for your domain name. If you want to get your free quote today, please go to BUILDthenMARKET.com now.
Follow Up
Good evening, this is Sales Person and I'm just following up on our earlier call last week about my company BUILDthenMARKET.com and our products and services.**
Sales: Hello, Sales speaking..
You: Hi Sales it's Tyson here, did you get that email I sent you?
Sales: Who the hell are you? and no I didn't get the email..
You: Is this a bad time?
Sales: No, that's ok
You: Great, do you mind if I tell you what was in the email?
Sales: Go for it
Introduction
You: Thanks, I've been talking with other Perth advertisers in your industry because i've found that most of you aren't following Google best practices and many of you aren't aware what that means.
I want to tell you about the mistakes i've already found with your Advertising but to find the cause of them I need to ask you a couple of quick questions for about 60 seconds is that ok?
Sales: Sure
Understand current situation
My data says you're spending $XXX on ads per month, does this sound right to you?
Do you use an agency or are you managing Adwords yourself?(If Yes Who)
Do you know how many sales are coming from Adwords at the moment?
Does all the traffic from your ads go to the same website or do you have a number of different web pages built out especially to suit different Ads?
State The Problem
Either: Advertising is meant to be an investment to grow your company and like any investment you want to know what returns you're getting. Because you don't know how many customers are coming in from Adwords it's an obvious indication that your advertising has not been built with the intention to grow.
Or: For the amount of money your spending you should be getting a lot more customers than you are. Google has guidelines that a surprising amount of advertisers are not following.
When someone clicks your ad, they should end up on a site that offers a clear call to action for the thing they initially searched for. For that to happen, different web pages should be displayed for different ads, and different ads should be displayed for different search terms.
Google will reward you with a lower cost per click and better positioning of your ads if you get this right. Get it wrong and you end up paying for someone to have a negative experience with your company and your brand.
Do you understand what Im saying here?
These are basic problems and fixing them will get you an ongoing ROI but they're actually a symptom of bigger problems inside your account.
These issues are very common because over time an increase in businesses that use Adwords has created competition that caused PPC to very quickly become a highly specialised industry where previously an SEO agency could get reasonable results by offering Adwords management as a secondary service for their clients.
My company is a one of the first specialised PPC management companys in Perth built specifically to help companies like yours to stay ahead of your game by providing an efficiency and growth driven complete Adwords management service and we guarantee results in 30 days or less or we refund your money and then work for free until we do.
Ask for the appointment
Do you see any reason why you wouldn’t want to sit down and discuss this in more detail?
Awesome, how does [time and date] sound at your office?
Would there be any reason you wouldn't be able to make that time.
Lead Nurturing
Case: Sorry we missed you
We tried to reach you by phone perhaps you prefer email.
Voicemail
Hi this is Sales from BUILD then MARKET. We called to invite you our workshop called "Digital Marketing at Regus". Check out some crucial SEO & PPC strategies that helped restaurants, professionals, local businesses, car dealerships The average increase in web traffic and leads is 250%
We're offering a $100 visa gift card for a few minutes of your time. give us a call back at 732-993-3661.
Broken Link
MiaSadira Hey ["Customer Name"] my name is ["Your Name"]. I'm a web designer. I noticed your website link is down. http://www.miasadirahair.com/ Would like to call me for a free consultation? I can get you back online overnight, even if that means starting from scratch. Our rates are affordable and we will work according to your budget terms
your cell phone number - ["(###) ### ####"] instagram: buildthenmarket
Cold Calling a Prospect
- Hey ______ my name is ___________ with BUILD then MARKET.
- complement the other person
a. I was just on your site, I noticed xyz
- explain the pain solved / why I'm different / about me
- back to them 5. I'm looking forward to working with you
Obstacles
Its unlikely that qualified leads will pick up the phone.
Most affluent people will never do business with someone they don’t meet and talk to first. And that usually comes from a referral.
Only one percent of leads will ever purchase anything online without being referred by a friend