Thoughts and Strategy on Cold Calling

Published July 27, 2020

I still answer the phone. Even when a caller ID shows a number I don’t have saved or don’t recognize, I’ll usually answer it. You never know. The caller might be… 

  1. The emergency room.
  2. My wife calling from the coffee shop with a dead phone battery and no charger.
  3. A publisher’s clearing house calling to confirm my address so they can send me $5M.
  4. A Sales Development Rep calling to tell me they can solve a problem that I care about!

Let’s face it. It’s probably the “IRS” and for some reason they need my social security number. Still, I answer, if I can, every time. While being available for my family is the main reason for this practice…I am always secretly hoping for that sales person who just so happens to have a magic solution that will solve a problem that I care about, and yes, the $5M too.

Sales Development Research: 2020 SDR Tools Survey Report

I spent a few years cold calling before transitioning to sales operations. Therefore, I have more empathy than most for this person. I find the experience of being sold fascinating. On one hand, this person may be able to help me. On the other hand, this person is about to get a shot, after maybe 50 or 100 hangups, and I get to see them perform. Taking a cold call is a whole different experience If you have been on the other end of that phone. 

When I do answer the phone, please cut to the chase and try to get us both off the phone as quick as possible. 

“Hi Chris. I know you are busy. I am a sales person but I like to think of myself as someone that solves problems. My name is “First Name Last Name” and I work for “Company”. I have an email queued to send you with all our stuff. May I please have about 30 seconds of your time before sending it?”

If I say “no,” just hang up and send the email and try again the next day. If I say “yes”, then say this next:

“Great. ‘Insert Elevator Pitch.’” Does our solution sound like it might help you solve a problem you care about?”

If I say “no,” just hang up and send the email. Call again in 2-3 months. Priorities change every quarter. If I say “yes”, then schedule the meeting. 

Thanks for reading.

https://www.linkedin.com/in/christopherhayman/ 

Liked this article?

Share on facebook
Share on Facebook
Share on twitter
Share on Twitter
Share on linkedin
Share on LinkedIn
Share on pinterest
Share on Pinterest

Subscribe for the latest Sales Development events, research, and updates

Leave a Comment

About Us

Tenbound aims to uplevel the profession through cutting edge research, highly practical consulting, training and coaching programs for all levels of the Sales Development team.

Verified Reviews powered by

© 2020 Tenbound •  Made with by Ohava

By using this site you agree to the use of cookies. Read our Privacy Policy.