From this point on, all the names and numbers will be redacted so I’m not the one to blame if they get spammed. Consider this a template on getting through to your Fortune 500 decision maker.
On the other hand - you can check out the video version of the call - here.
Coca-Cola rep picks up. This is how it went.
Rep: Good morning. Coca-cola. This is --Rep--.
Me: Hey --Rep--! I’m trying to call --The Decision Maker--. And I just don’t have the number for the company directory with me.
Rep: I can get you a number for the switchboard operator. They can search that person for you. What’s your zip code?
Me: --My zip code--.
Rep: Ok. Hold on one second. The number is --##########--.
Rep: You’re more than welcome. Thanks for calling Coca-Cola.
I dial the new number, S. picks up.
S: Hey this is S.
Me: Hey S! I’m trying to find the extension for --The Decision Maker--.
S: Ok. One moment please.
The Decision maker: Hello.
Voila. You’re in. This took only a couple of minutes.
There is a lot of theories on what cold call structure to use, but this is what works good for us: open with a quick pitch of who you are then pitch the idea to them and ask for the goals for 2017.
Since you already went through step #3 you have your innovative pitch that stands out and you’re ready to go.
Cold cold until you get through. If you don't get them the first time call back an hour later.
I don't recommend leaving voicemails and there's no real tracking to show who's calling. So you can call them a bunch of times and it doesn't really matter. Just cold call 'till you get through.
It takes an average of five times calling at different times of day to get through to these people, but once you do you're able to pitch the idea and ask about the goals for 2017.
The goal of this cold call is not to sell them. The goal of this cold call is to get them on the calendar.
And you're still gonna have to follow-up via email most of the time, but sometimes they'll say: 'Hey! Yeah, that sounds good. Call me back at 3pm.'
That's what works there. So ask availability and get a meeting on the calendar. I don't recommend using Calendly or any software for this. You will just be creating additional friction to the ideal outcome. I recommend just booking it on the calendar. Reading a few times and doing it that way.
Then have the scheduled meeting. The key is to approach them as a value provider not an order taker.
Cold calling is different than managing an inbound lead. This isn't somebody who is expressing a desire in mobile app development. This is a company that you want to provide your innovation to.
The key is to unlock their innovation budget and get them to go with you because you have the best ideas not because you have the best technical prowess.
This mindset is a lot different than the way that your inbound sales team is selling right now.
There you go. Cold call, grow your business and get the ROI on your efforts and time by using this strategy. Hope you found value in this!
If you want us to do this for you contact us here.