English for Business

Speaking
Section 2-Telephoning
Unit 9 Cold calling

© 2017 Acadsoc Limited

 Outline
A. Warm up (2mins)
B. Useful tips (5mins)
C. Conversation (13mins)

D. Further reading (after-class)

© 2017 Acadsoc Limited 1

 Suggested time: 2mins

A. Warm up

INTRODUCTION

Cold calling is generally referred to as an

over-the-phone process, making it a
source of telemarketing.

If someone makes a cold call, they

telephone or visit someone they have In this unit, you will learn:
never contacted, without making an
appointment, in order to try and sell ➢ How to make a cold call
something. ➢ How to prepare for a cold call

© 2017 Acadsoc Limited TI: Introduce what cold calling is to S. 2

 Suggested time: 5mins

B. Useful tips
How to make a cold call:

1 Be clear, concise and sweet about who you are.

Remember:
➢ The point of your call is to
get an appointment and
2 Start by asking if it is a good time to talk to show that you
attempt to convince the
respect his/her busy schedule. Obtain permission to continue.
prospect to purchase your
product or service.
3 Ask questions to help and guide the prospect (潜在客户) and ➢ Always use titles such as Dr,
suggest something valuable. Mr, and Ms and never use
first names.
4 Once you’ve broken the ice and told the prospect a little about ➢ Avoid making fun of the
your product, it is time to ask for the appointment. prospect or you might
offend the customer.
Solve the problem. List one or two ways that your product or
5 service will help to solve it. If you come up with a good answer,
you are almost assured of getting the appointment.

© 2017 Acadsoc Limited TI: Guide S to learn how to make a cold call and emphasize the tips on the right box. 3
 Suggested time: 5mins
C. Conversation
Macey Chance is on the phone, trying to set up meetings to discuss her company’s
services. There are three dialogues. Listen carefully and see how Macey Chance makes a
cold call.
(21s) http://www.acadsoc.com.cn/IES/Aplayer.aspx?code=2EFBB39DA0749A1F

Dialog 1
Mr. H: Trancross Power and Gas, project management office.
MC: Good morning, Am I speaking to Mr Harvey?
Mr. H: Speaking.
MC: Oh hello, Mr Harvey. This is Macey Chance from Turner & Young
Consultants.
Mr. H: Oh, yes.
MC: Do you have a moment to speak to me?
Mr. H: Um…well, yeah.
MC: Thank you. [to be continued]

• What tips did Macey Chance use?

• If Mr. Harvey said he couldn’t talk now, what would you do with it?

© 2017 Acadsoc Limited TI: Both T and S listen to the audio. Ask S to answer the above two questions. 4
 Suggested time: 4mins

(31s) http://www.acadsoc.com.cn/IES/Aplayer.aspx?code=03788A1309BAE8AA

Dialog 2
MC: My company specializes in helping power industry companies manage risk,
Mr. Harvey. Do you think that’s something that might be of interest to
you?
Mr. H: Er…well, we have risk management plans in place, you know.
MC: I’m sure! But may I ask you a question, Mr. Harvey? Do you have plans in
place for handling risks generated by climate change?
Mr. H: Um, It depends on what you mean exactly. Of course, we have plans in
place for damage to our power plants from bad weather. [to be continued]

• What tips did Macey Chance adopt?

• When Mr. Harvey said he had plans in place, how did Macey Chance handle it?

© 2017 Acadsoc Limited TI: Both T and S listen to the audio. Ask S to answer the above two questions. 5
 Suggested time: 4mins

(20) http://www.acadsoc.com.cn/IES/Aplayer.aspx?code=D3657EF508F4E6EC

Dialog 3
MC: Would it be possible to arrange a meeting where I could explain
our services in more detail?
Mr. H: Well, it could be interesting.
MC: Fine. When’s a good time for you, Mr. Harvey?
Mr. H: Er, let me just check my appointments. Um, how about Friday this
week, 2 p.m.? [The end of conversation]

• What tips did Macey Chance use?

• Did Macey Chance succeed in making a cold call? Why or why not?

© 2017 Acadsoc Limited TI: Both T and S listen to the audio. Ask S to answer the above two questions. 6
 After-class
D. Further reading
We have talked about how to make a cold call. Here comes a question—How do
you prepare for cold calling? Here are some important questions you should ask
yourself before starting cold calling:
➢ What is the goal of the call? Are you looking to sell over the phone, schedule a
meeting or offer written information with them?
➢ Who are you and what company do you represent? In 15 seconds, you should be
able to introduce yourself, your company, and your company’s value.
➢ What can you offer the person on the other end of the line? Use your research
to talk about the company or industry and how you can help address certain points
of concern.
➢ Why does your solution work? Describe what distinguishes your service and how
you can help the executive meet company goals.
➢ What’s the next step? Should you ask about setting up a meeting, forwarding an
information kit (资料包), or following up via email? Find a way to continue the
conversation.
Question: Someone says cold calling is old-fashioned. It only annoys
customers and won’t attract business. What do you think of it? Do you like
cold calling?

TI: This slide is only for S. If time allows. Inspire S to answer the question. Ask S
© 2017 Acadsoc Limited to read this part after class. 7
 ￥2

See you the next unit!

In Unit 10, you will be given some exercises and a chance to do a role play
with your tutor. Review this unit after class and prepare for the next class.

© 2017 Acadsoc Limited 8