Would you like to know the secret of my Successful Cold Calling Script?  The success rate not only got me prospects but also motivated me to do more calls. Want to know how?

My Pain

I used to get frustrated when I made a cold call. I was used to hearing harsh comments like “Not interested” or “I am in a meeting call me later” and hung-up the phone. At times it was so demoralizing that it required a lot of courage to get on to the next call knowing what was waiting for me in the store.

My experience

Here are the steps I follow…

Step 1: Prepare Database: First I do an extensive homework in preparing database, this is a very important activity before cold calling. What I find is, most of the executives do a Google search, pick a company and start their cold calls. I spend at least 3 days of research and build a database of minimum 1000 companies before I get on to next step.

1. Decide which sectors (Pharma, Automobile, IT etc.) to target
2. Having decided the sector then plan what size ( turnover wise & employee strength wise) companies to target?
3. Then we looked at only those companies which has branches in the cities where TrustedStay has its serviced apartments.
4. Select the Qualified company then collect following info in an excel sheet. Company name, Sector, HO location, turnover,No of employees, No of branch location, Names of all branch location, Board no.

Step 2: Preparing before Calling:

1. Keep a scribble pad to make notes.
2. I then pull my excel sheet of qualified companies & set a target of calling at least 40-50 in a day.
3. I start my calls at 10 am to 1 pm & then 3 PM to 5.30 PM.

I recommend you to please watch this YouTube video on How to speak effectively over phone

Step 3: Start Prospect Calling: Please remember as we have pulled out board numbers from the google search, the first hurdle that we need to cross is the receptionist.  I always give respect while talking to the receptionist. Study about the company once again.

Neelofer: Good morning Mam, I am Neelofer calling from TrustedStay. We are into Hotel accommodation Pan India. I will be obliged if you could put me on to the concerned person handling Hotel booking or travel desk?

(Please be polite and clear in your communication. And if you notice I do not say Serviced Apartment because at times the receptionist does not understand this term so I mention Hotel accommodation)

Receptionist: Sure, I will put you across to Mr Madhusudan who handles Hotel bookings?

Neelofer: Thank you so much Mam.

Here are a few things that you should know. You have to make an effective opening and your first 20 seconds are Crucial. I Never talk about my Serviced apartments, our Services or our Presence. I talk about what my customer may want to hear, his pains, like we know every travel department is under pressure on cost reduction. Here is my tried and tested pitch…

Do watch these two-reference video:

Cold calling nail the first 20 Seconds

How to Sell Anything to Anyone Anytime

Neelofer: Good morning Mr Madhusudan, I am Neelofer calling from TrustedStay. We are into service apartments PAN India. Are you by any chance looking at reduction of your employee travel Cost? (Pause) Maybe we can help reduce by 25% (pause) Would you be keen to consider…

(Please note first I introduce with my Name, Company & Business and then I touched the emotional button, the pain point, “Cost Reduction”)

Customer: Yes, why not but where all are you present?

Neelofer: Sir, I did some homework and found that your branches are present in 7 cities (read them from your excel sheet, we have service apartments in Chennai, Delhi, Mumbai..) and TrustedStay is present in all of them. Can I send you the proposal? If I may have your email ID please?

(Please note as the list of cities was ready with you. This will surely impress your customer)

Customer: madhu*****@acer.com

(Please note my focus is to get his contact details before I get into conversation)

Neelofer: also, your contact number sir

Customer: 8********5

Neelofer: And what’s your designation sir

Customer: Admin Manager

Neelofer: Thank you sir, By the way can you share the approximate room nights city wise that would help me make the proposal

(Please note now I am engaging him into conversation to understand the business volume)

Customer: (Shares details) BTW what are the prices

Neelofer: Sir the prices vary from Rs 1500-2500 depending on the city and location. I will mention the pricing details in my proposal.

Customer: Ok, send the details

Neelofer: Sir, I will send my proposal by end of the day. Is it ok if I check with you the next Tuesday for an update?

(Please note I am seeking approval for my next call)

Customer: Sure

Neelofer: Thank you Sir

My Conclusion

Please remember, cold calling is very strenuous, it sucks your energy. Focus on call quality. This will motivate you for your next call. Give enough break to regain lost energy and then go for a kill. Don’t get into numbers, focus on quality. My honest submission at times when there are too many rejections in the beginning of the day, I just stop for that day maybe I am not having an alert mind or maybe something personal at home front is bothering me.

Do share your feedback below.

Also Checkout : How to maintain relationship with client