Select VoiceCom

Your Australian Call Centre Partner in

the Philippines
www.selectvoicecom.com.au
AU Phone: 61-291-919-704
US Phone 1 914-406-7032
info@selectvoicecom.com

Sample Cold Call Script for B2B Calls

This sample script was created by SVC and is intended to assist companies in the preparation of an effective telemarketing
script for cold calls where the name of the prospect is known. Of course there are many instances where the name of the
prospect will not be known and in such cases we use various techniques to find the decision maker. Each company will
have to customize the script to address its particular circumstances and goals, but the overall format of this script has been
proven to be an effective approach in making sales appointments. Entire books have been written on this topic and the
intent here is to provide a good example of one approach and the reasoning behind that approach. SVC’s services include a
complete review and analysis of our client’s telemarketing efforts and we work with each company to find the approach
that works best for them.
Script Language Commentary/Reasoning
Hi, is _________ around? or Assuming a gatekeeper is answering you want to sound like
Hi can I speak to [first name]? the prospect’s best friend is calling. Keep it short and casual
like you would if you were calling your friend’s secretary
and he/she knows who you are.

Responses to Gatekeeper Question 1: “Who is calling?” It sometimes helps to sound impatient. Don’t offer any
Just give your name. details of the reason you are calling. Experiment with just
giving your first name.

Responses to Gatekeeper Question 2: “What is this in
reference to?”
I’m calling back to discuss some business matters. Is
he/she around?
The gatekeeper may think you are returning a call, but you
really mean I’m calling a 2nd time.
There are many other ways to get by a gatekeeper,
including situations where they say the prospect is “in a
meeting” or “on the phone”. We train our agents on these
techniques and would be happy to discuss them in more
detail.

When the prospect gets on the line:
Hi [first name], this is [your full name] from [your
company]. Does my name or company ring any bells
with you?
Everyone hates to get cold calls and you want the prospect
to think you are someone he may know (or should know)
from some prior contact or communication. This may throw
him off for a second and avoid the situation where you get
cut off right away.

If prospect says NO (no bells ringing):
Don’t worry about it, I wasn’t sure it would. We’ve been
doing some marketing that may have cross your desk.
Anyway, do you have 30 seconds and I’ll tell you why
I’m calling and you can see if it makes sense for us to
talk?
If the prospect HAS heard of you or your company,
make reference to how they may have heard of you
The goal here is to let the prospect know that you are not
going to take up a lot of his time and that after he lets you
give the 30 pitch, he will be in control of the call and decide
to end it if what you said is of no interest. This instant
agreement between you and the prospect has been coined
an “upfront contract” by Jerry Sandler, a renowned sales
trainer and author of bestselling sales training books.

Page 2
For example, if they say they received an email from
your company: Glad to hear that you received our email
and checked out our new website… Anyway, do you
have 30 seconds and I will tell you why I’m calling and
you can see if it makes sense for us to talk?
Your 30 Second Pitch:
Discuss 3 “pain points” that your company’s goods or
services address (The below example is our 30 second
pitch for call call centre services ):
Select VoiceCom is an Australian owned company based
in Cebu, Philippines.
-We work with companies like yours that are looking to
reduce their overhead and increase performance by
moving all or some of their call centre services to a
lower cost location.
-Many of the companies we work with are really
frustrated with the high cost operating their own call
centre and are looking for effective outsourcing options.
-Other clients we talk to are happy with their in-house
call centre but are looking for ways to increase their
staffing without taking on additional employees.
I don’t suppose any of these are concerns of yours?
At this stage in the script there are countless
directions that the call could take and deciding
whether to push ahead with additional questions is a
judgment call based on the response from the
prospect. For purposes of this sample script, we will
deal only with a clear “Not Interested” and a clear
Expression of Interest.
If the prospect gives a clear negative response:
Thank them for their time, but ask if there might be
anyone else at the company that might be interested in
your goods or services and try to get a name, number
and email (or better yet, ask to be transferred if they
offer up a name).
Select VoiceCom
Your Australian Call Centre Partner in the Philippines
www.selectvoicecom.com.au
Most people will give you 30 seconds. This takes the
pressure of everyone. You have permission to talk and the
prospect has agreed to listen.
Some people prefer the approach where the caller
immediately gives the pitch without giving the prospect any
opportunity to agree to listen. This approach does work as
well, but in the long run we prefer the “upfront contract”
and get the “permission” to talk approach.
Your pain points should focus on:
- Why a prospect might need your services.
- Think about the problem that your goods or services fix.
- It should not be a list of the features and benefits of your
product. Your competitors will likely have similar features
and benefits, so focus on the “pains” (i.e., problems) your
goods or service cure.
You will notice that our 30 second pitch for the call centre
services did not say that the call centre was the greatest
centre in the Philippines or give a list of the cutting edge
technology it may have. It focused on WHY companies may
need our service.
Part of the process of training the agents on the phone is to
anticipate all of the possible responses that they may hear
and have them prepared with an appropriate counter-
response that may allow the call to proceed
Since you have the prospect on the line, there is no
downside to asking for a referral.
 Select VoiceCom
Your Australian Call Centre Partner in the Philippines
Page 3 www.selectvoicecom.com.au

Explore the “pain”

If the prospect gives a positive response showing
interest, the next step is to ask probing questions to
better understand their business and the “pain” that
they mentioned in their response to the 30 second
pitch. Example questions:
Tell me more about that…
How long has that been a problem?
What have you tried to do about that?
And did that work?
How much do you think that is costing you?

Setting a Firm Appointment: If an appointment for another call with a salesperson or an

The goal of most cold calls is simply to see if there is a appointment for a webinar presentation is the goal of the
need for what you are selling and then set up another initial call, then it’s important that the agents know how to
call, a webinar or meeting to further explore their set an appointment for a specific time. This may seem
needs, budget, decision making process and in some obvious, but you would be surprised at how often we have
cases, to close a sale. Thus the direction of the call after seen people fumble through the process prior to training.
interest and need is shown is to set a specific time for
that next contact. For people that have not done
telemarketing before, it’s best to train them on how to
set up an appointment. We use the “funnel” approach.
What day of the week works best for you?
And is morning or afternoon better?
If morning – closer to 9 or closer to 11?
If closer to 11: so does 11am on ____ work for you?
Great, before I let you go, can I send you and email to
confirm our appointment at 11am on ____?
I have your email as: johndoe@abccorp.com is the
correct?