NobelBiz® Blog | First Contact Podcast VIDEO | The Structure of a Perfect Cold Callhttps://nobelbiz.com/wp-content/uploads/2020/04/christian-montes.png Host Christian Montes Executive Vice President Client Operations In sales, the most important thing is getting your call answered. What happens next? Can you have a structure for a perfect cold call? Jeremy is sharing some insights from his experience. More from the episode! https://nobelbiz.com/wp-content/uploads/2022/08/Jeremy-round.png Guest Jeremy Chen Business Development Consultant at Jeremy Sales Published on August 11, 2022 Work Remotely with our True Omnichannel Solution: The Structure of a Perfect Cold Call Let's face it, no one likes getting cold calls. And you can actually ruin someone's day with no personalization whatsoever and bad templated script. But when you do it right, it feels great - it can actually seal the deal like no other approach. If you know exactly what you want to achieve, every interaction from your cold calls will feel more effective. Everything is important in a cold call, from the words you're using to the tone and pitch of your voice. The proper words and phrases will always work like charm, warming up and intriguing your prospects. And the same goes the other way, some other words can kill a cold call in 2 seconds. PGlmcmFtZSBzdHlsZT0iYm9yZGVyLXJhZGl1czoxMnB4IiBzcmM9Imh0dHBzOi8vb3Blbi5zcG90aWZ5LmNvbS9lbWJlZC9lcGlzb2RlLzJhdGxpaEhiM3dHSGpza0JHc3BsUlU/dXRtX3NvdXJjZT1nZW5lcmF0b3IiIHdpZHRoPSIxMDAlIiBoZWlnaHQ9IjIzMiIgZnJhbWVCb3JkZXI9IjAiIGFsbG93ZnVsbHNjcmVlbj0iIiBhbGxvdz0iYXV0b3BsYXk7IGNsaXBib2FyZC13cml0ZTsgZW5jcnlwdGVkLW1lZGlhOyBmdWxsc2NyZWVuOyBwaWN0dXJlLWluLXBpY3R1cmUiPjwvaWZyYW1lPg Christian: And so let's kind of move over to a little bit more of the breakdown of what we, what you'll call the perfect cold call. Structurally what do you have to have or have to look at for you to be able to say this is a more perfect cold call than what I was probably doing before. Jeremy: I think the, the number one thing that you have to do is cut the fluff. I get cold, cold all day long, and I still make cold calls to this day. I will tell you that I don't call people to ask them how they're doing. Just doesn't happen. Okay. Um, or I certainly don't call anybody and say, is this a bad time? Because typically it's always a bad time to call somebody who you don't know to tell them about a product or a service. Be as Blunt as You can Without Offending Anybody So my approach has always been, um, you know, be as blunt as I can without offending somebody. Right? And a lot of times in my introduction, I will say something as blunt as Christian. I'm gonna be honest with you. This is a sales call. Feel free to hang up on me if you want. I gave you the out. If you continue talking to me now, I have to know subconsciously that there's some. Okay. So I hit them that hard up front. And I think that a lot of my marketplace, my demographic appreciates that because they don't have the time, uh, to spend there and talk to a complete stranger and determine is this a sales call? And do they wanna be a part of it? Christian: I think that's really important to be able to distinguish the idea that one, acknowledging that you're an interruption to their day. And I think anybody who believes that you're not in interruption, I think you've already, probably started in some way, no matter how much value you give somebody, no matter how important, um, you feel you are, the things that you have to say are, it's still very. Coming from you, you're thinking from your perspective is that I have something important and no matter how you look at it, you have to strip it down to a simplest form, which is the moment I made that call to you. I've interrupted whatever you were doing, whether you're waiting for somebody else's call, you were busy doing something else. And so in that moment, being honest about what it is that you're doing is what you're saying is step one, right? You're just being blunt and honest. You're letting them know that you're interrupting their day, but then at the same time, you're not only doing that, but you're telling 'em exactly what the purpose of the call is and simplest of forms. And there's also, I would say almost, there's some humor in that idea of, you can just hang up on me and, and because it's true, I mean, you you're gonna get hung up on all the time. Right? You're gonna hear Mr. Click all day long and that reality of just being able to say it, how it is sometimes. You're gonna have that person. It's like, oh great. I got an easy out and you move on with life. You accept the reality versus hoping every call's gonna be a success to a point where now that failure starts to kick in. Is there anything when it comes to what you say, right. When a company goes in and you're talking about, Hey, here is now I get that moment where I get to say something. How important is it for you to figure out what you say in that moment? How much time do you think you have to be able to say. Jeremy: You know, I think it's extremely important that you dumb down your product so that a five year old could understand what you're selling, what your proposition is. I find that a lot of companies that I consult with, they make it too complicated and assume that the general public knows what industry terms they're using, what those mean. Deliver the value upfront So I think it's extremely, um, I, you know, I would say to you, the, the most important thing is that you be able to deliver the value right up front. So IT is one of the industries that I've told to, and I've done speeches to many, a times, many, a times. How many times will somebody call somebody and say, 'Hey, we're an MSP, we do IT support.' and can be as vague as that. And then not make sense to. Right. Instead of coming from the other avenue and saying, listen, 'we protect your computer from hackers that might get access to vulnerable information that you don't want on the worldwide web. Can we talk?' There's a difference there. Right? A lot of times people don't make that differentiation and they're too quick to give up on that call, right. Because they haven't perfected dumbing it down. That's the first. Okay. The second thing is I think that you might have seven to 10 seconds to deliver that message before somebody decides this just isn't for me. Right? If you can't deliver that message in seven to 10 seconds, I think that before you get on the phone, you need to boil it down to something that's gonna make sense to somebody who doesn't know who. 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