Cold Calling Goal

- Get them interested/Get them to express interest

- Book a Meeting/Set appointment

Cold calling DO’S

1. Confirm that you got the right person on the phone.
2. Address the lead by their first names.
3. Be direct to the point.
- EVERYTHING IS VERBATIM
4. Always use the CTA at the end of your responses to the lead.
Call to Action:
➔ Would you be interested in learning more?
➔ Would you be interested in setting up a quick introductory call with us?
This will signal the end of your turn talking and help you gauge the lead's interest.
5. Ask three information of the lead during the appointment setting part.
6. Closing spiel

Cold calling DON'TS

1. Do not ask for the lead’s availability. Rather, point the lead to a date and time.
- Funnel down from which day the lead is available, next the time then confirm the
timezone
2. Do not use: (Last names, Mr/Ms., Sir/Ma'am)
3. No need to say greetings like (Good morning, day etc.)
4. No need to do recaps or respell the information of the leads. (No paraphrasing)
5. Don’t ask two questions at the same time.
EA / Operator:
OA: “Hi, I’m looking for [Lead’s FirstName].”
Lead:
OA: “Hi, [Lead’s FirstName]?” Or “[Lead’s FirstName]?”

Opening Spiel:

Hi, my name is ___ and I’m calling from a company called Salaria. We saw that you had
a job post for a Sales development representative and thought you might be interested
in us as we are a lead gen company and take care of the same sales tasks.

CTA
Would you be interested in learning more?

(Call line 2) - What do you do?

We do things such as cold calling, digital marketing, and appointment setting.

Salaria specific Objections

Straight Not interested Objection: Are you still hiring for the Sales development
representative position?

Objection #1: I tried outsourcing before and haven’t had any success.
Answer: We’ve actually worked with a lot of companies that have had unsuccessful
engagements and campaigns with other lead generation companies. But all I can say is
that we do things differently and have a very unique model that is different from any
other lead generation or sales development firms you've worked with. We would love to
walk you through exactly how we are different. Would you be interested in setting up a
quick introductory call with us?

Objection #2: Why should we work with you vs hiring a full time employee.
Answer: Our biggest differentiator is that we hit a much higher volume across every
activity that we do. 400-800 cold calls a day, 65 highly targeted prospects, huge
amounts of reachout via emails, and linkedin. Hiring 1 person, you get the volume of 1
person, with us you get the volume of up to 15 people a day. Would you be interested in
setting up a quick introductory call with us?

Objection #3: Do you have experience selling to the [X] industry?

Answer: Absolutely (client’s name)! Yes, we work with firms across a diverse set of
industry types including private equity, SaaS, agencies, healthcare, energy, real-estate.
I think the best course of action is for me to schedule a meeting between you and my
manager, who can talk more specifically about our experience about the [X] industry.
Would you be interested in setting up a quick introductory call with us?

Objection #4: Where are your cold callers located?

Answer: Our headquarters is in Jacksonville Florida, and our cold callers are based in
the US and around the world. We have a unique hybrid model where we work alongside
our USA team. Honestly, It's difficult to articulate everything over the phone but I would
love to schedule a time between you and my manager, who can go over our model on a
deeper level. Would you be interested in setting up a quick introductory call with us?

Objection #5: I already hired someone.

Answer: That's actually why we are reaching out. Our services support [Job Title], by
providing them leads, and setting up meetings for them to take, making them more
successful and efficient. Would you be interested in setting up a quick introductory call
with us?

Objection #6: Outsourcing cost more

Answer: Our services are typically commensurate with the cost of hiring internally. We
would love to break it down actually on a call. Would you be interested in setting up a
quick introductory call with us?
Objection #7: Prefers internal hiring
Answer: We actually work with many companies that have internal teams and we act as
an extension of their team so that they can operate more efficiently. Would you be
interested in setting up a quick introductory call with us?

General Call Script

Objection #1 Where are you located?

Answer: We are located in the United States.

Objection #2 Where did you get my information/number?

- “We have a contact info database that we use to find phone numbers.”

If someone asks you, “which database?”

- “It’s called rocket reach.”

If they continue to ask you more information about how you got their
information
- “I really didn’t mean to bother you, I can just take you off our list.”

Deflect any additional questions and just tell them you got their info from
there and you really don’t know much more about Rocket Reach other than
they are a contact info database.

If a lead is sketchy on why we’re calling them.

Ex. Lead: "You called me on my home phone."

Do not offer or ask if we can call another number. Just say, “I'll go ahead and
take this off our list.“

Objection #3 How did you get your number to show up as a local number?
Answer: Dialer System/Technology that we are using.

Objection #4 Appreciation Script “Why are you calling me?”

a. “Given your title, I just think you’d really have an appreciation for our services
and so we’d love the chance to meet with you.”
 b. “We wanted to reach out to you specifically because we were just hoping to
introduce ourselves and given your title we thought you'd be interested in our
services."

Objection #6 Quick Meeting

“This shouldn’t take more than 15-20 minutes. I promise this won’t take up too much of
your time”

Objection #7 More Information

“Sure I will send you an email. However, the most efficient way for us to introduce
ourselves would be through a quick call in that way if you have any questions we can
answer them live on a call rather than going back and forth via email”

CTA: "So that is why I'm really pushing for a call. Would you be open to setting up a
quick call as well?"

Objection #8 Lead says Not today/Not at this time

OA: I totally understand, I wasn't actually trying to speak with you right now. I was just
hoping to schedule some time with you when you're more available.

CTA:
- Would you be open to having a discussion at a time when you are available?

- Can we talk sometime when you're more available?

Objection #9 I'm busy. Call me back after (2 weeks... etc)

a. "No problem. I really don't know when I'll be able to catch you again. Could we
put a placeholder for the Date/time? I can always follow up with you to see if that
still works down the road."
b. "I could definitely give you a callback. But, would it be ok if we could actually put
a placeholder/invite on that day via email so we have that time blocked off.

Objection #15 Call me back on (Specific Date and Time)

"Do you mind If I actually send you an invite (the date they gave) just to block it off on
your calendar?

Objection #16 You don’t have my email (for Demo Calls)

"I was actually just trying to confirm what we have is right. (Do not read/provide what
email we have on file) So what is a good email for you?”
 If the lead refused and said, “The one you sent me is okay.” (This instance, you
may read back the email we have on file)

Appointment setting:
1. best date & time (confirm the timezone)
a. Lead to a date and time (e.g What is the best date and time that works for
you? Or When are you available?)
b. Funnel down to a date (e.g How about _______ this week?)
c. Funnel down to a time (e.g Okay, let say ______ AM/PM?)
d. Clarify the timezone: (e.g You are in Eastern/Pacific right?)
2. email address
a. What is your email address so we can send you the invite?
b. What is your email address for the invite?

Note: You do not need to repeat or summarize when the meeting is going to be

Closing spiel:
Please look out for an email invite from Salaria, and if you can do me a huge favor, can
you go ahead and accept that invite so that my manager knows that you got it and that
you're actually interested in taking that call? Can you do that for me?

Last Revised: July 06, 2023