Making a Solid Cold Call (Part III: Wrapping Up the Call, Sending Literature and Appointment Setting)

This is the third and final Part of “Making a Solid Cold Call” and if you happened to miss the first two portions or want to briefly review them before moving on to the final section, you can catch up at Part I-The Introduction or Part II-The Body.

Yesterday we went through the body of the cold call, where you try to get as much possible information from the prospect while presenting them with as little data about your company.

Now it is time to wrap up the phone call and enter directly into an appointment setting mode. Once you have a solid appointment, you can then present a full sales pitch to the prospect and close the deal. This portion of the cold call is presented below.

Well Tina I know we’re both pressed for time this morning. ( Notice I said WE are pressed, not YOU are pressed for time. Always let the prospect know that your time is also just as valuable as theirs is, this way they won’t feel like they have the right to jack you around and waste it.

There are simple non-aggressive ways to do this, another method is never to say, “Thanks for your time” to a prospect, it immediately places you below them in a begging position).

Tina I definitely feel that Net Empire has very strong services we can offer you to allow your sales force more time to focus on generating and closing sales and also we can increase your portfolio status by funding many more deals on a monthly basis for you.

I would like to put a little literature in your hands so you can learn more about our financial solutions and also give you the opportunity to check us out before moving on and doing business with us.

Would you like me to email it to you or fax it?

(Always try your best to ask closed ended questions like this instead of, “would you like me to send you some literature,” because it is so much easier for a prospect to say no rather than yes).

Tina: Email would be better I think.

O K, what is the best email address for me to use,
(Write down information)

Also I would like the opportunity to get back with you and take a quick 10 or 15 minutes to explain the information I’m sending in more detail and also to answer any of your questions, would Tuesday or Wednesday be best for you?

(Try to give them the option of two days if possible).

Tina: Tuesday should be just fine.

O K, I’m available in the morning between 8:30-9:45 and then again that afternoon anytime after 2:45, is morning or afternoon best for you? (Give morning and afternoon options first, and then continue to narrow down a time from there until you get a specific time set).

Tina: Early mornings are usually best.

How about 8:45? (Use odd numbers like 8:35, 9:55 because they stick in peoples minds a little better and also it helps reinforce the notion that you’re busy instead of just saying traditional times like 8:30 or 10:00).

Tina: 8:45 would be perfect.

O K Tina, well I will put this information out to you today, be sure that you try to take a good look at it, that way you can already have an idea of the questions you need to ask me next week and I will be back in touch with you on Tues. at 8:45 am.

If something happens to come up between now and then, don’t hesitate to give me a call at 555-555-5555 and we can figure out another time to reschedule our appointment.

(This is yet another method of showing that you’re busy and that you take your appointments and time very seriously and that you expect them to as well).

Tina: Sounds good.

Great Tina, it has been good getting acquainted with you and I look forward to the possibilities of us partnering and doing business in the near future. Talk to you next week, goodbye.

Tina: O K William Goodbye.

This whole conversation will take no time when you’re actually engaged in it. Despite the short length, the fact that you have just made another contact, found a possible business associate, gotten your company literature out to another professional and gathered strong pertinent information on this company is a major plus.

Now you have time to investigate the company further, prepare a sales presentation and get back with them and possibly strike a deal.

Next time you call the prospect back, you would take an approach like you guys are already associates, like you know each other (which in reality you really do know each other). Obviously you would do most of the talking on this call, because your trying to now sell them on your venture’s product or service.

Nobody really enjoys cold calling, but it is almost essential for entrepreneurs both new and old. Cold Calling is a quick and personal way to introduce your business to many prospects in a short period of time.

With practice cold calling will soon become just as easy as calling one of your friends on the telephone. Conquer your fear and give it a shot today, simply grab the phone book, pick a business out of it and make a cold call, you never know what type of present or future business you may generate!

Read some related articles:

1. Making a Solid Cold Call (Part I: The Introduction to the Call) In this piece I will be presenting an example of a mock cold call to an executive’s office. I will decipher the call and make...
2. Making a Solid Cold Call (Part II: The Body of the Call) This is Part II of “Making a Solid Cold Call” where I’m striving to identify main points relating to making cold calls by giving an...
3. Cold Calling Techniques: Bypass the Gatekeeper A bootstrapper often has to rely on cold calling to get business, and cold callers have an arch nemesis called the “gatekeeper.” This is usually...
4. Phone, Email and Fax-Total Deal Making Machines! I use to be one of these people who always had to be face to face with a potential client to feel comfortable talking numbers...