5 questions for cold calls

Salman Mohiuddin shares a cold calling approach using five closed-ended questions to book meetings with ease.

Here’s how to use it:

1. Start with a brief introduction. Let them know you won’t take long.

2. Ask if they use relevant apps. For example, "Do you use apps like Salesforce or SAP?"

3. Ask about their processes. Inquire if they have a method for connecting data between apps.

4. Identify their pain points. Point out issues like manual work and error-prone processes.

5. Offer a solution. Briefly explain how your product can improve their workflow.

This approach helps to quickly qualify the prospect, pinpoint their issues, and introduce your solution without being pushy.

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Ask questions that get results

Jason Bay explains that effective cold calling isn’t about using fancy openers or clever rebuttals.

It’s about getting the prospect to acknowledge a problem:

1. Find a problem – Instead of focusing on your product, find a relevant issue that your prospect is facing. The best cold calls uncover pain points quickly.

2. Ask the right questions – Use open-ended questions to let the prospect share their struggles. But avoid making them feel uncomfortable by admitting weakness. The goal is to make them feel like they’re having a conversation, not just giving you a sales pitch.

3. Use question stacking – This involves providing context and then asking an open-ended question. For example, "We help outdoor e-commerce brands balance customer experience and cost. How does your company handle this?" This shows you understand their industry, builds credibility, and makes it easier for the prospect to answer.

4. Get the prospect to acknowledge the problem – The conversation should lead to the prospect admitting a challenge that your solution can solve. Without this acknowledgment, there’s no reason for them to take the meeting.

Laugh your way through objections

Marcus Chan offers a cold call strategy to handle objections effectively. Here’s a step-by-step approach for salespeople:

1. Start by laughing. When you laugh, it humanizes the conversation and makes you stand out.

2. Ask if you can send only relevant information. Let them know you want to save their time.

3. If they agree, ask more questions to understand their needs. This turns into a mini discovery call.

4. If they say they don’t have time, suggest a quick 5-minute call. It might lead to a longer, more productive conversation.

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