Cold Call Strategy

Author

Mike Gallardo
October 20, 2024 • Estimated Reading Time: 4 minutes

The Best Sales Newsletter

My best cold call tip for pitching your product and the question you ask afterwards.

Hey sales friends,

In this week’s newsletter I’m breaking down the best cold call tip I’ve learned for pitching your solution and the question you ask afterwards.

I’m building our cold call strategy from the ground up and have really been getting into the trenches, so I’m excited to share this with y’all.

Let’s dive in!

PS: I learned this strategy from Sara Uy.

Be sure to give her a follow and listen to her podcast interviews (here, here and here) if you want to learn about cold calling and social selling!

Here’s The Strategy:

4 Steps to Follow:

  1. First, get permission to pitch your product [use a permission based opener].

  2. Then make your pitch solely focused on how you help your customers.

  3. After that ask what the prospect struggles with the most when it comes to what you help with.

  4. Then no matter what they say follow up with “that’s exactly why we should meet” and then go for the close!

I’ve been studying cold calls A LOT.

And this is by far the best strategy I’ve come across for how to pitch your solution and the question you ask afterwards.

Here’s An Example:

You: Hey Jill - It’s Mike with Acme. I know you didn’t expect my call. Do you have a moment? I promise to be brief.

Jill: Sure, go ahead.

You: Great, thank you. I’m reaching out because I noticed [insert context].

Usually when that’s the case founders are focused on a few things:

1. [priority 1 with short description]

2. [priority 2 with short description]

3. [priority 3 with short description]

Curious Jill, when it comes to [what you help with] what would you say are your biggest challenges?

Jill: [shares what her challenges are]….

You: Great, that’s exactly why we should meet. [quick 1 sentence value proposition]. Would you be open to a quick call to see how it all works?

Why I Love This:


  1. The pitch sets the table with potential challenges and establishes yourself as a subject matter expert on the topic you help with.

  2. Asking what they struggle with instead of a closed ended question like “are any of those priorities top of mind for you or did I miss the mark?” is so much better.

  3. The entire closing process is simplified completely. No guessing on when you should go for the close. Because you know to do it right after they share their challenges.

What do y’all think of this approach?

Until next week!

Mike G

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