Scenari di chiamata a freddo per esseri umani veri e propri

Cold-calling potential customers is a part of just about every sales team’s operations in some capacity or another.

But whether your sales team makes 10 cold calls a year or 100 cold calls a day, it’s important to stay human in the process.

ragazzi che rispondono al telefono allo stesso tempo

Sales scripts are a great way to stay consistent and organized, but you don’t want to be too scripted either.

So, how do you begin creating a script that works for you and your team – and gets you results?

Not to worry – we’ve put together a couple of templates to help you get started and to empower your team to close those deals. 🤝

Prima di iniziare a chiamare potenziali clienti a freddo

There are a few things to consider before you actually pick up the phone. By doing a bit of research and narrowing down who you’re actually going to call, you save yourself a ton of time and stress.

If you go into cold calling blindly, you’re going to be reaching out to people who may not be in your target market, leading to lots of hung-up calls and wasted time on your part.

So, first thing’s first: pick who you’re going to call. Consider the target audience for your solution, whether it’s across industries or company size, just try to have a couple of categories in mind to help you narrow your list down.

Quindi, iniziate a trovare le persone giuste con cui parlare. LinkedIn è un'ottima risorsa a questo scopo, perché è possibile ricercare i clienti potenziali giusti da una miriade di opzioni di ricerca.

La ricerca si basa su titolo del lavoro, settore, connessioni reciproche, posizione e molto altro ancora.

Una volta che avete un elenco solido di persone da contattare, fate un po' di ricerca prima di comporre il loro numero.

Cercate di scoprire cosa comporta il loro ruolo, di cosa si occupa l'azienda (magari avete già aiutato aziende simili in passato e potete usare quei punti dolenti nella vostra conversazione) e qualsiasi informazione interessante che possa aiutare la conversazione a scorrere senza intoppi.

Now that you have a thoughtful, well-researched list ready to go, it’s time to put together your script!

Chiamata al freddo

Let’s put all of the elements together to create a script.

And remember: because you’ve researched your list before reaching this point, try to work those conversation points into the call.

Innanzitutto, è necessario indicare chiaramente il proprio nome e la propria azienda.

Don’t speak too quickly or in a loud space, as the person on the other end of the line will be annoyed immediately if they can’t tell what you’re saying to them.

Rather than immediately jumping into your pitch, give some space for a couple beats of silence. This allows the person to think about who you are, and possibly give them a chance to exchange a friendly “how are you?”

È questa l'occasione per rendere la telefonata un po' più personale. dalla ricerca fatta in precedenza. Chiedete loro qualcosa sulla loro carriera, sul loro background, ecc.

“Am I right that you are responsible for [current responsibility] at [current company]?”
“First off, I saw on LinkedIn that we both know [mutual contact]. We [did something specific together at some point]. How do you know each other?”
“I noticed you went to [university name]. One of my best friends studied there. How did you like your time at [university name]?”

… or mention/ask anything that you feel comfortable with and that makes a connection.

Connect with them on a personal level, and they’ll most likely warm up to the conversation.

Se sentite che iniziano ad aprirsi, continuate la conversazione e aggiungete una domanda di approfondimento.

But don’t dwell too much – devi arrivare al punto!

bambino che chiede: "Aspetta un attimo, chi sei?".

Either give them the opportunity to ask the inevitable, “why are you calling me?” Or, casually jump into, “the reason I’m calling…”

Assicuratevi di partire dalla vostra esperienza con le aziende del passato che hanno punti di sofferenza simili. Posizionate voi e la vostra azienda in modo da dimostrare di comprendere le sfide che l'azienda deve affrontare.

Example: “I currently work with business development managers in small to medium-sized marketing agencies. My customers are usually looking to minimize the time they need to spend on billing and invoicing clients. Does that sound like something you also face?”

Grazie alla vostra precedente ricerca, they should respond with a resounding, “yes.”

Invece di continuare con la vostra presentazione, chiedete loro di parlarvi di più. In questo modo avrete la possibilità di ascoltare tutti i loro punti dolenti e di spiegare perché la vostra soluzione è la più adatta.

A questo punto, la conversazione dovrebbe fluire. Listen to them, and don’t be too pushy in your pitch. It’s all about them and helping them find the solution they need.

Depending on how much time they have to continue the conversation, it’s probably best that you offer a time for a follow-up call or meeting to discuss everything in more detail.

Basta chiedere la loro migliore disponibilità e coordinare i passi successivi. And if you promise to send them additional information ahead of your next conversation – do that as soon as you hang up the call!

Great, so you have your cold call ready to go – but what if they don’t answer their phone?

Lasciare un messaggio vocale

Fortunately, we’ve also created a quick and simple script below for leaving a voicemail that hits all of the key points in a short amount of time.

Salve [nome], sono [nome] della [vostra azienda].
Attualmente lavoro con [ruoli simili] in [tipo di azienda/settore]. I miei clienti di solito cercano di risolvere [il punto dolente che verrebbe risolto con la vostra soluzione].
I wanted to see if it would potentially be a good fit for you. I’d love to have a quick conversation with you to discuss a bit further.
Potete raggiungermi a [il vostro numero].
Anche in questo caso, sono [il vostro nome] di [la vostra azienda] e potete contattarmi a [il vostro numero].
Grazie, [nome].

It’s important to give them all of the necessary information upfront so that they have a clear understanding of who you are and how you can help them.

However, after a couple of days with no response, it’s time to consider following up.

Seguire le chiamate

When it comes to following up after you haven’t received a response from someone, it’s important to find the fine line between being tenacious and being pushy.

If you’ve called a few times with no response, it’s time to move on. There’s nothing more annoying than someone calling over and over again when it’s not something you’re interested in.

And let’s be honest: there are many people out there who won’t bother to give you a flat-out “no,” so it’s important to know when to take the hint. 🤷‍♀️

Alternatively, cold emailing is a great way to reach out to potential customers as well (or a great way to follow up once you’ve left a voicemail).

This is something we touched on in this article about follow-up email templates. Check it out for more templates that you can use to close more deals. 🚀

These cold-calling scripts are designed to help your sales team be more uniform and efficient, without losing your human touch – but there are many ways you can tweak and adapt these scripts to fit the needs of your team specifically.

In the end, it’s about connecting the right people and companies to your product or solution. 💛