How to Cold Call Without a Script
programmed to think you have to have a script to make a successful cold call. Let me share a recent experience.
Last week I was sitting at my desk and the phone rang. I picked it up and said, “Hello, this is Ari.” The caller said. “Hi, Ari, my name is Steve, how are you today?” I knew right away that he was using a structured sales script, and that triggered the negative “salesperson” stereotype in my mind. Nevertheless, I didn’t want to hurt his feelings so I let him continue with his pitch for a few minutes.
Then I gently said, “Hi, Steve.” He was so startled that he completely stopped speaking.
He had no idea how to react to my simple, normal greeting. Why? It was because he was totally focused on his selling script and not on any real two-way conversation. This is the problem with using a cold calling sales script —
