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Cold Calling Scripts Are A Really Bad Idea
- 1. A presentation by FrankRumbauskas New York Times Best-Selling Author Cold Calling Scripts Are a Really Bad Idea Copyright 2012 by FJR Advisors, Inc.
- 2. Two things always happenwhen a new sales rep is hired: 1. They're told to start making cold calls 2. They're advised to use cold calling scripts in doing so
- 3. Problems Using aScript are Severe • No personal connection with the prospect. • Not tailored to the needs and wants of the specific prospect. Removes the ability to connect on a personal level, and instead they are under the impression that they're listening to a commercial
- 4. By knowing something aboutthe prospect, the company's challenges, and the individual personally, you can make that call a lot more effective. Few cold callers are going to ring up and know about the person's favorite sports team, or where they went to school, or a recent promotion - knowledge that is all readily available with
- 5. If you're sayingthe same thing to each and every prospect: then you're not cold calling effectively.
- 6. If You areForced to Cold Call, Don’t Use a Script Scripts: • Create a barrier between the salesperson and the prospect • Hurt your chances of getting an appointment and a sale
- 7. Be human instead, learn a bit about the prospect before picking up the phone and you'll be miles ahead of the game.
- 8. Thank You ForReading! For a FREE 37-page PDF preview of the Never Cold Call Again system, please visit www.nevercoldcall.com © Copyright 2012 by FJR Advisors Inc. All rights reserved.
Editor's Notes
- #2 \n
- #3 Two things always happen when a new sales rep is hired:\n1. They're told to start making cold calls\n2. They're advised to use cold calling scripts in doing so\n
- #4 The problems with using a script are pretty severe. For starters, you have no personal connection with the prospect. Using a call script removes the ability to connect on a personal level, and instead they are under the impression that they're listening to a commercial (which they actually are).\nSecond, a script is not only impersonal, but is not tailored to the needs and wants of the specific prospect. If you absolutely must do it - if your boss requires you to make cold calls - then before you begin, you need to research the people on your list. (If you have no list then start compiling a list of prospects who are likely to buy - calling people at random is never a good idea.)\n
- #5 \nBy knowing something about the prospect, the company's challenges, and the individual personally, you can make that call a lot more effective. Few cold callers are going to ring up and know about the person's favorite sports team, or where they went to school, or a recent promotion - knowledge that is all readily available with social media like Facebook and LinkedIn.\n
- #6 \nIf you're saying the same thing to each and every prospect, then you're not cold calling effectively. Now don't get me wrong - I'm clearly against cold calling - but as time goes on, I meet more and more salespeople who can't use the information in my books because they work for an idiot who requires 25 or 50 cold calls a day, complete with a call log to prove it, or a stack of business cards picked up while out canvassing.\n
- #7 \nIf you're stuck working for an idiot - if you are forced to make those calls - then don't use a script. Cold calling scripts create a barrier between the salesperson and the prospect, and really hurt your chances of getting an appointment and a sale. Be human instead, learn a bit about the prospect before picking up the phone (or sending an InMail on LinkedIn) and you'll be miles ahead of the game. \n
- #8 Be human instead, learn a bit about the prospect before picking up the phone (or sending an InMail on LinkedIn) and you'll be miles ahead of the game. \n
- #9 \n