Cold calling is a marketing strategy that involves reaching out to potential customers who are not expecting such interactions, often via telephone. The cold calling process is structured into six sections: introduction, probing questions, hook, call to action, qualifying questions, and closing, each with specific characteristics and examples. Effective cold calling requires carefully crafted scripts to engage prospects and understand their business needs.

1. Cold Calling Training Tips
Made By : Vijay Dewani

2. Cold Calling
• Cold calling is the marketing process of approaching
prospective
customers
or
clients—typically
via telephone, by email or through making a connection
on a social network—who were not expecting such an
interaction.
• The word "cold" is used because the person receiving the
call is not expecting a call or has not specifically asked to
be contacted by a sales person.
• In this presentation we will focus on calling process.

3. Process of Cold Calling
The Process of Cold Calling is divided into 5
sections :
Section 1 : Introduction
Section 2 : Probing Question
Section 3 : Hook
Section 4 : Call to action
Section 5 : Qualifying questions
Section 6 : Close

4. Section 1 : Introduction

5. Section 1 : Introduction
Characteristics of Introduction section:
• Formal & brief.
• Introduce the company.
• Give a reason for the call.

6. Section 1 : Introduction
• Example: Good Morning John this is Lee from
4P Marketing & i hope I am not disturbing you
?
• Thank you for your time John . We are a top
lead generation company & the reason why I
reached you today is to explain the lead
generation strategies so that we can add value
to your business.

7. Section 2 : Probing Question
Characteristics of probing Question:
• Is open ended.
• Helps qualify an opportunity.
• Encourage person to talk.
Example: May I ask you have you ever
outsourced lead generation before ?

8. Section 3 : Hook

9. Section 3 : Hook
Characteristics of Hook Section:
• Is brief.
• Told the person what’s in it for them.
Example: Not a problem , well this month we are
offering a 100% free trial of our lead generation
services to give you first hand experience of
developing new business through lead
generation.

10. Section 4: Call to Action section
Characteristics of Call to Action section:
• Brief.
• Explain the next step.
• Told the person what’s in it for them.
Example: If you are interested then one of our
marketing specialists could meet with you for half
an hour of time to explain/explore lead
generation & how it can help grow your business
, well this be Sth that you might be interested to
……. How is Tuesday 10 am for you next week?

11. Section 5 : Qualifying questions

12. Section 5 : Qualifying questions
Characteristics of Call to Qualifying questions:
• Brief.
• Further qualifies the opportunities.
Example: Well I have you on the phone can I ask
you a few questions so that our marketing
specialist meets you so that we have better
understanding of your business.

13. Section 6: close

14. Section 6: close
Characteristics of Close Section:
• Polite.
• Thanks the person.
• Tells the person
conformation.
to
expect
the
meeting
Example :Thank you so much for your time , we will
send you the confirmation email for this meeting
& really look forward to meeting with you soon in
the meantime I hope you have a terrific day.

15. Tips
We can use some sentences during conversation
like :
• Sounds good (to keep smooth communication
with executive ).
• I am not that technical sound to explain you in
detail but our marketing specialist will answer
your query in detail when she meets with you(In
case if executive ask for some technical details &
you don’t have that information).

16. Summary
• Cold calling is the initiation of interaction with
the prospects or clients which can be
converted to a deal . So it is very imperative
to articulate the calling script according to the
Executives & always prompt relevant
questions so as to involve the prospect or
client in conversation & to have a better
understanding of their business.