Cold Call Strategy

Author

Mike Gallardo
November 10, 2024 • Estimated Reading Time: 5 minutes

The Best Sales Newsletter

How to book more meetings by going for the close early and often.

Hey sales friends,

In this week’s newsletter I’m breaking down a small (but mighty!) tip for booking more meetings on cold calls:

Going for the close early and often.

Specifically how you can and should go for the close after your pitch and whenever you get an objection — which a lot of cold callers don’t do!

Let’s dive in!

Responding to Objections

Shoutout to Jeb Blount for this awesome strategy.

Before we jump in.

Here’s the advice I typically see:

  1. You get an objection.

  2. Ask a question to learn more.

  3. Go from there.

Here’s a prime example:

Now’s not the right time.

Thank you for letting me know.

Is that because you already have something in place or you hate getting cold calls as much as I hate making them?

I think that’s OK.

But here’s a much better strategy:

  1. You get an objection.

  2. Say actually that’s why I called (pattern interrupt).

  3. Explain why most people you call feel that way.

  4. But then say why they find value in a conversation.

  5. And then go for the close!

Some examples:

Send me an email.

Actually, that’s why I called.

Figured sending an email would create more questions than answers. And thought you may be curious how similar [persona] are achieving [positive business outcome].

Would you be open to a quick chat showing how that works?

We’re already using [competitor].

Actually, that’s why I called.

[similar company] was using [competitor] and liked that we could [differentiator].

Would you be open to a quick chat showing how that works?

We don’t have budget.

Actually, that’s why I called.

Figured you wouldn’t have a budget right now, but hoped to share how we’re helping [similar persona] achieve [positive business outcome] so when you’re ready you know what’s out there.

Would you be open to a quick chat showing how that works?

I’m not the right person.

Actually, that’s why I called.

I’ve researched your company and I’m not sure to talk about [positive business outcome]. Figured you’d benefit from this. Any recommendation on who to reach out to?

Would you be open to a quick chat showing how that works?

We’re all set.

Actually, that’s why I called.

Figured you’d have something in place. [similar company] said the same but liked that we could [differentiator].

Would you be open to a quick chat showing how that works?

I’m not the decision maker.

Actually, that’s why I called.

I thought there would be a few people involved in the conversation, but was curious if [positive business outcome] would help you personally.

Would you be open to a quick chat showing how that works?

After Your Pitch

I covered this in a previous newsletter but it’s too good not to share!

Here’s how it works:

Step 1: In your pitch explain how you typically help your customers.

Step 2: Insert an open ended question about their priorities or challenges.

Step 3: After they share respond with “That’s exactly why we should meet” and go for the close.

Shoutout to Sara Uy for this strategy — She’s a crusher on the phones!

Pitch + Open Ended Question

Hey Samantha,

Usually we help Founders that are [insert relevance] with the following:

1. Priority/challenge 1 with short description.

2. Priority/challenge 2 with short description.

3. Priority/challenge 3 with short description.

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

After the prospect responds:

Great that’s exactly why we should meet.

We help customers like AI Life by [insert how you help].

Open to a quick call showing exactly how that’d work?


That’s it!

By making those two adjustments you’ll be going for the close way more often and will boost your chance of setting the meeting substantially.

Give it a shot and let me know how it goes!

- Mike G

When you’re ready…

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