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Cold Calling Small Business Owners
I just wanted to see what you guys were doing to save
money regarding your accounts payable process.
Purpose for the
Call
I just wanted to see what you guys were doing to save
money regarding your accounts payable process.
Purpose for the
Call
Typically owners that we work with say that they have
a pretty intensive AP process, AR process.
And they’re looking for a way to automate that.
Pain Points
Typically owners that we work with say that they have
a pretty intensive AP process, AR process.
And they’re looking for a way to automate that.
Pain Points
So just curious what your process looks like?
Do you have a lot of receivables?
Qualifying Questions
BUSINESS PROCESS OUTSOURCING
FEATURES
• Take care of AP and AR
processes
• Real-time dashboard
DIFFERENTIATION
• No set up time and costs
• Dedicated account rep
FOR BUSINESSES
IMPROVEMENTS
• Simplify AP and AR processes
• Decrease time spent dealing with AP
and AR
• Decrease time to receive payments
• Decrease delinquent payments
CHALLENGES/CONCERNS
• AP and AR can be intensive processes
• AP and AR can be time-consuming and
labor-intensive
• Takes too much time to get customers to
pay
• Large amount of AP is never recovered
PAIN QUESTIONS
• How do you feel about the current
AP/AR processes?
• How important is it to spend less time
on AP/AR?
• How helpful would it be to get
customers to pay faster?
• How important is it to decrease
delinquent customers?
CUSTOMER EXAMPLE
• We worked with a startup
business owner
• They were spending too much
time on AP and AR.
• We helped to solve that by
taking over and automating their
processes.
• This helped to decrease time
spent on AP and AR
• Also helped to decrease the
payments they were not able to
recover.
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
• What does your AP/AR process look
like?
• How much of your AP/AR process is
automated?
CURRENT STATE QUESTIONS
Her Approach Our Approach
I just wanted to see what you guys
were doing to save money
regarding your accounts payable
process.
VALUE PROPOSITION
We help small business owners to:
• Simplify AP and AR processes
• Decrease time spent dealing with AP and
AR
• Decrease time to receive payments
• Decrease delinquent payments
Her Approach Our Approach
PAIN POINTS
A lot of small business owners we work with
have challenges with about:
• AP and AR can be intensive processes
• AP and AR can be time-consuming and labor-
intensive
• Takes too much time to get customers to pay
• Large amount of AP is never recovered
Typically owners that we work with say
that they have a pretty intensive AP
process, AR process.
Her Approach Our Approach
QUALIFYING QUESTIONS
• How do you feel about the current AP/AR
processes?
• How important is it to spend less time on
AP/AR?
• How helpful would it be to get customers to
pay faster?
• How important is it to decrease delinquent
customers?
So just curious what your process looks
like?
Do you have a lot of receivables?
PAIN QUESTIONS
Her Approach Our Approach
QUALIFYING QUESTIONS
So just curious what your process looks
like?
Do you have a lot of receivables?
• What does your AP/AR process look like?
• How much of your AP/AR process is automated?
• Have you outsourced any of your AP/AR
processes?
• Are you working with any BPO providers?
• How many people do you have working on AP and
AR?
• Do you have a lot of receivables?
• What is your average days outstanding for your
AR?
• How much revenue are you not able to recover?
• When was the last time you looked at improving
CURRENT STATE QUESTIONS
BUSINESS PROCESS OUTSOURCING
FEATURES
• Take care of AP and AR
processes
• Real-time dashboard
DIFFERENTIATION
• No set up time and costs
• Dedicated account rep
FOR BUSINESSES
IMPROVEMENTS
• Simplify AP and AR processes
• Decrease time spent dealing with AP
and AR
• Decrease time to receive payments
• Decrease delinquent payments
CHALLENGES/CONCERNS
• AP and AR can be intensive processes
• AP and AR can be time-consuming and
labor-intensive
• Takes too much time to get customers to
pay
• Large amount of AP is never recovered
PAIN QUESTIONS
• How do you feel about the current
AP/AR processes?
• How important is it to spend less time
on AP/AR?
• How helpful would it be to get
customers to pay faster?
• How important is it to decrease
delinquent customers?
CUSTOMER EXAMPLE
• We worked with a startup
business owner
• They were spending too much
time on AP and AR.
• We helped to solve that by
taking over and automating their
processes.
• This helped to decrease time
spent on AP and AR
• Also helped to decrease the
payments they were not able to
recover.
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
• What does your AP/AR process look
like?
• How much of your AP/AR process is
automated?
CURRENT STATE QUESTIONS
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks
Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Hello, [Contact’s Name]. This is [Your Name] with [Your Company].
Have I caught you in the middle of anything?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Reason for the call is that we help business owners to:
• Simplify AP and AR processes
• Decrease time spent dealing with AP and AR
• Decrease time to receive payments
• Decrease delinquent payments
But I am not sure if you are needing to improve those areas is why I am reaching out.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
If I could ask you real quick:
• How do you feel about the current AP/AR processes?
• How important is it to spend less time on AP/AR?
• How helpful would it be to get customers to pay faster?
• How important is it to decrease delinquent customers?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
• What does your AP/AR process look like?
• How much of your AP/AR process is automated?
• Have you outsourced any of your AP/AR processes?
• Are you working with any BPO providers?
• How many people do you have working on AP and AR?
• Do you have a lot of receivables?
• What is your average days outstanding for your AR?
• How much revenue are you not able to recover?
• When was the last time you looked at improving AP/AR?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
A lot of small business owners we work with have challenges with about:
• AP and AR can be intensive processes
• AP and AR can be time-consuming and labor-intensive
• Takes too much time to get customers to pay
• Large amount of AP is never recovered
Are you concerned about any of those areas?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Based on what you have shared, it might make sense to talk more because as I
mentioned, I am with [Company] and we provide business process outsourcing and:
• Take care of AP and AR processes
• Real-time dashboard
Some ways we differ are:
• No set up time and costs
• Dedicated account rep
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
• We worked with a startup business owner and they were spending too much time on AP
and AR.
• We helped to solve that by taking over and automating their processes.
• This not only decrease time spent on AP and AR, but ultimately helped to decrease the
payments they were not able to recover.
Key: Customer | Pain Point | Product sold | Value Point
But I have called you out of the blue and I am not sure if this is the best time to discuss this.
Are you available for a brief call where I can share some examples of how we have helped
businesses owners to:
• Simplify AP and AR processes
• Decrease time spent dealing with AP and AR
• Decrease time to receive payments
• Decrease delinquent payments
Are you available on Tuesday or Thursday morning? Or are you available to continue
talking about this now?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Please
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Comment
Share
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Example of Cold Calling Small Business Owners
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Example of Cold Calling Small Business Owners
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Example of Cold Calling Small Business Owners
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Example of Cold Calling Small Business Owners
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
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Example of Cold Calling Small Business Owners

  • 1. Cold Calling Small Business Owners
  • 2. I just wanted to see what you guys were doing to save money regarding your accounts payable process. Purpose for the Call
  • 3. I just wanted to see what you guys were doing to save money regarding your accounts payable process. Purpose for the Call
  • 4. Typically owners that we work with say that they have a pretty intensive AP process, AR process. And they’re looking for a way to automate that. Pain Points
  • 5. Typically owners that we work with say that they have a pretty intensive AP process, AR process. And they’re looking for a way to automate that. Pain Points
  • 6. So just curious what your process looks like? Do you have a lot of receivables? Qualifying Questions
  • 7. BUSINESS PROCESS OUTSOURCING FEATURES • Take care of AP and AR processes • Real-time dashboard DIFFERENTIATION • No set up time and costs • Dedicated account rep FOR BUSINESSES IMPROVEMENTS • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments CHALLENGES/CONCERNS • AP and AR can be intensive processes • AP and AR can be time-consuming and labor-intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered PAIN QUESTIONS • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers? CUSTOMER EXAMPLE • We worked with a startup business owner • They were spending too much time on AP and AR. • We helped to solve that by taking over and automating their processes. • This helped to decrease time spent on AP and AR • Also helped to decrease the payments they were not able to recover. PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE • What does your AP/AR process look like? • How much of your AP/AR process is automated? CURRENT STATE QUESTIONS
  • 8. Her Approach Our Approach I just wanted to see what you guys were doing to save money regarding your accounts payable process. VALUE PROPOSITION We help small business owners to: • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments
  • 9. Her Approach Our Approach PAIN POINTS A lot of small business owners we work with have challenges with about: • AP and AR can be intensive processes • AP and AR can be time-consuming and labor- intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered Typically owners that we work with say that they have a pretty intensive AP process, AR process.
  • 10. Her Approach Our Approach QUALIFYING QUESTIONS • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers? So just curious what your process looks like? Do you have a lot of receivables? PAIN QUESTIONS
  • 11. Her Approach Our Approach QUALIFYING QUESTIONS So just curious what your process looks like? Do you have a lot of receivables? • What does your AP/AR process look like? • How much of your AP/AR process is automated? • Have you outsourced any of your AP/AR processes? • Are you working with any BPO providers? • How many people do you have working on AP and AR? • Do you have a lot of receivables? • What is your average days outstanding for your AR? • How much revenue are you not able to recover? • When was the last time you looked at improving CURRENT STATE QUESTIONS
  • 12. BUSINESS PROCESS OUTSOURCING FEATURES • Take care of AP and AR processes • Real-time dashboard DIFFERENTIATION • No set up time and costs • Dedicated account rep FOR BUSINESSES IMPROVEMENTS • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments CHALLENGES/CONCERNS • AP and AR can be intensive processes • AP and AR can be time-consuming and labor-intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered PAIN QUESTIONS • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers? CUSTOMER EXAMPLE • We worked with a startup business owner • They were spending too much time on AP and AR. • We helped to solve that by taking over and automating their processes. • This helped to decrease time spent on AP and AR • Also helped to decrease the payments they were not able to recover. PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE • What does your AP/AR process look like? • How much of your AP/AR process is automated? CURRENT STATE QUESTIONS
  • 14. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 15. Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 16. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Reason for the call is that we help business owners to: • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments But I am not sure if you are needing to improve those areas is why I am reaching out.
  • 17. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE If I could ask you real quick: • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers?
  • 18. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • What does your AP/AR process look like? • How much of your AP/AR process is automated? • Have you outsourced any of your AP/AR processes? • Are you working with any BPO providers? • How many people do you have working on AP and AR? • Do you have a lot of receivables? • What is your average days outstanding for your AR? • How much revenue are you not able to recover? • When was the last time you looked at improving AP/AR?
  • 19. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE A lot of small business owners we work with have challenges with about: • AP and AR can be intensive processes • AP and AR can be time-consuming and labor-intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered Are you concerned about any of those areas?
  • 20. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Based on what you have shared, it might make sense to talk more because as I mentioned, I am with [Company] and we provide business process outsourcing and: • Take care of AP and AR processes • Real-time dashboard Some ways we differ are: • No set up time and costs • Dedicated account rep
  • 21. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • We worked with a startup business owner and they were spending too much time on AP and AR. • We helped to solve that by taking over and automating their processes. • This not only decrease time spent on AP and AR, but ultimately helped to decrease the payments they were not able to recover. Key: Customer | Pain Point | Product sold | Value Point
  • 22. But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you available for a brief call where I can share some examples of how we have helped businesses owners to: • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 24. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
  • 26. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 28. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 30. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 32. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 34. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 35. Get your copy here https://www.amazon.com/dp/0578615762