80%+ of cold calls get shut down in the first 30-60 seconds.
If this is happening to you, try this
👇
Reframe your goal to: "How can I make the prospect feel it would be irresponsible NOT to give me the time of day?"
Read that again, carefully.
You need to come to the cold call with so much heat that it's hard to say no.
This is accomplished in two parts:
✅ 1) Relevance
Bring evidence of a problem you think they might be having. One that's so pervasive that every one of their peers is dealing with it.
✅ 2) Social Proof
Name-drop two companies that are so similar (competitors even) that they just can't ignore you. They have to be similar in size, industry, etc.
If you don't have these two things, don't even bother calling.
✅ Example of what this could sound like:
Rep: "Hi Dave, it's Jason with _________. Was calling about the recent acquisition of Agropower and the consolidation of your Texas distribution plants. Mind if I take a minute to share more?"
Prospect: "Uh...you're catching me right in the middle of something, but go ahead..."
Rep: "Thanks. With the recent Agropower acquisition and the plant consolidation—I had a hunch you might be focused on something similar to two of our clients: Kroeger & Nabisco. Their CISOs wanted to get better insights into the devices inside of the plants they were acquiring to know the vulnerabilities they were inheriting. Their teams had more findings than resources so it was imperative to find a way to prioritize what really needed their attention and what they could ignore...
How'd I do?"
~~~
This is what it sounds like to bring a laser-focused hypothesis on the buyer's situation.
This weaves in killer relevance and social proof that's just too hard to ignore.
If you're getting shut down in your cold calls, work on a better answer to this question:
"How can I make the prospect feel it would be irresponsible NOT to give me the time of day?"