How To Design An Effective Cold Calling Script

Do you have an effective cold calling script that makes you feel confident when you pick up the phone? Or are you afraid and feeling like your telephone weighs twenty pounds? A key to building confidence and overcoming the fear of the phone is to have an effective cold calling script.

Although there are more effective ways of reaching prospects, the cold call can still make you money if you have the right script. However, having a cold calling script is not the end all. You need to practice your script over and over until it flows off your tongue. You don’t want to sound like one of those telemarketers reading the words regardless of what you say.

Cold Calling Script Outline

First you should do your homework and find out who the decision maker in the company is and ask for them personally when you call. Address them as Mr. or Ms. and their last name.

Then give them your name and company and thank them for their time and let them know you will be brief.

You should further introduce your self with a short commercial. One sentence that sums up simply and clearly how you can help them solve a problem.

Next ask them a closing question which further shows the benefits of your product or service.

If you get a positive response, close for the appointment.

If you get a no, then you should have another question prepared stating another benefit of your product or service or be direct and if the benefit you are offering important to them?

Also let them know that the appointment they are setting will be brief.

I have many times said to prospects… I need about 10 minutes of your time to show you the benefits of my product or service. At the end of the ten minutes if you believe our product or service is not for you I’ll leave.

Is that fair?

Be prepared with answers to their objections ahead of time. You know what they are so be ready with answers.

Sample Cold Calling Script

Good morning Mr. James, My name is Sally Jones with Lessmony.

I appreciate you giving me a moment of your valuable time this morning. I promise to be brief.

I specialize in helping trucking companies boost productivity and reduce costs.

If I could show you a way to improve productivity and reduce fuel and mobile phone costs, would you be interested?

(If you get a yes, close for the appointment.)

I need about 10 minutes of your time to show you the benefits of my product or service. At the end of the ten minutes if you believe our product or service is not for you I’ll leave.

Is that fair?

Would tomorrow at 10:15 be good or would Wednesday at 2:45 be better?

(Then thank them and restate the time and the location of their office.)

Great, I will see you Wednesday the 29th, 2:45 at 2006 Clearwater Avenue.

(If you get a no, ask another benefit question or rephrase your first question)

So, improving productivity and reducing fuel and mobile phone costs isn’t important to you?

If you feel you may have a good prospect, keep closing, if not hang up and move on to the next.

Much of your success in sales will be determined by how much you prepare. This cold calling script is only one of many, however, it will give you a template to use to get started. Get a script that works for you, memorize it and use it to convert more of your calls to appointments.

The Power Of A Marketing And Sales System

Where Do Most of Your Clients Come From?

When I meet people for the first time and they understand that I’m a marketing consultant, I’m frequently asked, “Where do most of your clients come from?” Many times I believe the question is asked innocently enough. But, quite often I feel like the person asking wants to know if I have a magic answer that might work for them.

Most small business owners are passionate about the services they provide – not the marketing it takes to consistently find more clients. Many service businesses will admit that they’re not really sure what works best or how to get going with marketing.

The result is usually a scatter gun approach. I refer to it as episodic marketing. It is characterized by a series of unfocused and hastily-planned, one-shot episodes (or campaigns). A common example is throwing together a tri-fold brochure that you can start mailing or handing out to everyone you meet, or sending out a direct mail piece to try and stir up some interest.

Typically, the motivation for these marketing episodes is a slow down in business. And then when business picks up, you quickly scrap the current campaign (until the next slow down).

No System, No Consistency

What’s missing for most small service businesses is a system to break marketing down into a series of connected small steps. A marketing system is the key to generate a consistent supply of leads and convert them into new clients.

So Where Do Most of Your Clients Come From?

For me, the answer is that they are coming as a result of my ABCD Growth Marketing System. The same system I’m using to help teach my clients how to get better, more consistent results from their marketing is the system I’m using to build my own business.

Having a system allows me to dependably follow simple, but proven and effective processes to consistently generate leads and convert them into more business.

It is not a result of one or two great ideas or strategies. It’s breaking marketing and sales down into a series of connected strategies and tactics to gain attention from prospects and help them to become clients. The system helps move prospects forward that are ready to say “Yes”, and lets those who are not motivated or ready to make the investment move on.

Why Do You Need A System?

If you don’t have a marketing and sales system, you’ll never be able to grow your business to its full potential.

Most businesses address their primary business functions with systems. You have your billing system, accounting system, payroll system, and time management system. It’s likely you have systems to manage client or project work. One primary business function that seems to go without a system is Marketing.

There’s a great misconception that to be an effective marketer, you need to be creative. And most small business owners will tell me that they’re just not good at that. But I would contend that marketing should be more of a science (a system) than an art.

That’s the number one reason to have a system. Without a marketing and sales system, most service businesses end up reactively marketing when business is slow and stop when they are busy. This mindset usually lends itself to episodic marketing.

With a system, you’ll be better prepared to generate inquiries and convert new clients all year round.

Marketing and Sales

Notice that I’ve said you need a Marketing and Sales system. Marketing and sales are NOT the same thing, but you need a system that addresses both seamlessly.

Let’s just look at the important difference between marketing and sales and why they should be successfully combined in a system like my ABCD Growth Marketing System.

One of the notions I hear over and over again is that Marketing is about creating name recognition or brand awareness. I would argue that these are simply welcome side-effects of marketing.

When you are a small business and all of your time, energy, and money count, then what you really need is for marketing to produce a consistent stream of good quality leads. Therefore, I define marketing as the use of strategies and tactics to generate a constant supply of high-quality leads.

Sales then is the process(es) you use to convert as many as possible of those high-quality leads into clients.

This is why the two should be seamlessly addressed in your system. Too many businesses jump forward to selling before a potential lead is even established as a qualified prospect.

Conversely, many leads go uncultivated when there’s no means to explore the prospect and move them towards becoming a potential buyer.

A System is The Key To Reaching Your Full Business Potential

Now just imagine if you had a system to drive these vital functions in your business. A system that breaks down the marketing and sales process into smaller, more manageable, interrelated steps.

Think about your own business. Where do most of your clients come from? Is it from your marketing and sales system? It should be.

B2B Trade – Grow Your Business Globally

B2B Trade is a type of business activity that takes place between the traders i.e., buyers, suppliers, wholesalers, exporters, importers, etc. This type of business is different from B2C (business to consumer).

B2B trade portal give a wonderful platform to educate traders who require selling or buying products in bulk for their own business. B2B portals are expanding their presence throughout the world progressively and India is also under its effect. Users of these sites have increased over the past decade and are indulging themselves more and more in this B2B marketing activities.

B2B Portal is basically a gathering of goods of diverse categories in one place, ultimately, B2B portal is the set of buyers and sellers of various products in bulk and everyone can find products according to their state and if the transaction companies can participate out here, the B2B portal is also integrated payment service with secure gateway.

The internet has played a very significant role in increasing the popularity of B2B trade worldwide. With the help of Internet, worldwide traders are finding it easier, to use these business portals for better growth and exposure.

B2B Portal not only involves trading of products but also of information and services. It has various benefits over the enterprises as it is able to attract industry to promote their products, contributing to the creation of a worldwide network of professionals in one place, a very complex task can be displayed in a planned and procedures. This platform is helpful for businesses that are far away, but their requirements are modified to an agreement. Electronic commerce has played a key role in promoting trade, as products of the company that is outside the country may be announced by the B2B portal.

On these B2B portals, the use of electronic data exchange is also increasing throughout the world. Online B2B trade websites have a brilliant future as contributions from businesses around the world to new and rising markets have been measured to be much privileged. It was anticipated that the primary decade of the 21st century will turn out to be a concept of B2B industry of billions of dollars and the hope has become reality.

So what is the prospect of B2B portals in the next coming years? While some experts are influenced that B2B markets have a golden future, while others believe that the success of these global markets depends on certain things.

Office Furniture And Your Business

Office furniture is a one of the most important parts of your business. Realizing what pieces to pick and where to put sets the tone for your business and will be the first impression when your customers come to meet you. Picking out the proper conference room furniture is able to make a meeting comfortable and inviting.

A division of Secret Prices, Inc is . They’ve been in the office furniture business for the last 30 years. They started as a father & son, family owned business, then opened the web based division in the year 2000, and became incorporated in 2004.

All of the great products at are brand new but sold at closeout prices. They have everything you could need from reception desks, couches, and filing cabinets to high quality conference room items like the 7ft. long wooden table with black leather chairs. They also carry great bookshelves, office desks, cubicles and even furniture for the training and/or break rooms. Having all of these styles of furniture available in one area means that you can pick out a cohesive set throughout your office instead of choosing pieces from here and there trying to have the best price. They have the style and best price all right here.

The best asset of Office Pope is that when you call a qualified person will reply your call to help guide you to the right options. Each member of their client service staff has at least 5 years of experience and trained to listen to your requirements and then help you select the best pieces for your office.

Also, if you are a non profit organization they feel that the fact your are giving to your community and ultimately our world means you should get a discount of 5%-10% (depending on order size). Call and check out what they can do for you.

You can then select the pieces online and add them to you after you call and speak with the customer service representative and select the proper pieces for your space. During checkout you will find out that if you are outside of the state of new york there is no sales tax assessed. They as well give you entirely free shipping on all items and as an added bonus each item is insured if an accident occurs.

The free shipping option does snot include inside delivery, however, delivery service is available through Office Pope so that your office furniture can arrive at a specified time and even unloaded and brought inside for you.

Do not wonder about the details of your furniture. Get complete piece of mind from the moment you order until your shipment arrives by purchasing from Office Pope.

A Low Cost Merchant Account

If you are new to the business world, you may believe that a low cost merchant account is beyond reach. You might reason that every dollar of profit you make should be funneled right back into the business? products or services rather than into an account that facilitates electronic payment processing. But a merchant account may be the very asset your business needs in order to achieve the growth you want to see. By providing your customers with alternative payment options to cash and check, you are inviting them to spend more and pay according to their preferred method, since research shows more consumers are choosing to pay by credit card than any other means.

A low cost merchant account can help your business grow by enhancing your marketing plan. When the word gets out that your company offers electronic payment services like credit card swiping, telephone dial-up, and Internet Website payment options, customers will be impressed and may be more likely to check out your various options to see for themselves how easy you have made it for them to shop with your company. Naturally, you don?t have to offer all these options at once. But you can start by getting approved for merchant account services and then setting up one type of credit payment option to see how customers respond. If all goes according to plan and growth follows the expected trend, you may decide to add another option to further expedite payment procedures.

Your low cost merchant account can put a terminal-printer on your checkout counter to help your cashier process credit payments in addition to making change for cash payments and getting the manager?s check approval. When customers know that you accept credit cards, they may be more likely to spend more than they would have otherwise. They might even buy gift cards or novelty items in the checkout line. If you deliver goods or services with an appliance installation service, for example, you can buy or lease a wireless credit card processor that can go wherever you do for point-of-sale processing. You don?t have to worry about statements that won?t get paid or billing customers each month for the next year. A credit card sale can finalize the account to the satisfaction of both your client and you.

When you are ready to grow your business to the next level, with a low cost merchant account, you can apply for digital credit card processing by installing a telephone credit payment service. This will allow customers to call in at any time and key in their credit card account number for payments without the aid of a customer service representative. Then you can add a company Website with a credit-processing feature where customers can order services or supplies and pay on the spot with a credit card.
Don?t wait too long before making the move to electronic credit card processing equipment. Your customers expect it, and your company needs it to stay solvent and experience serious growth. Start thinking about applying for a low cost merchant account.