SOME BASIC STEPS

- Get Attention of the person

o The First sentence should be

Assalamo Alaikum Mr. _____________or Sb.

Good Morning Mr.________________ or Sb.

Good Day Mr. _________________ or Sb.

- Identify yourself and your company

o My Name is Ahmed Mirza. I am calling you from bridggit which is a corporate
development advisory firm.
o We offer two main services i.e. corporate development solutions and CFO Services
o For CDS, we act as advisors for your organic as well as inorganic growth, diversification,
transformation, divestment including fund raising.
o For CFO Services, we work with your existing staff for operational as well as financial
excellence. We can make things work the way management wish to or to match with
management’s vision and style.
- Giver the reason for your call
o Purpose of this call is to give you a brief introduction of our services and get an
appointment for detailed discussion.
o Our team members are skilled and qualified professional accountants who have worked
for various organizations as CFO and Corporate Development Advisors.
o Our team members become part of your organization and act as mentors in
development of processes and procedures, assess and train your staff to create
efficiencies which lead to effective reporting and decision making.
▪ Develop/Evaluate processes/procedures
▪ Evaluate/Train Staff
▪ Create Effective reporting procedures/routines
▪ Develop meaningful reports
▪ Evaluate/Develop/Implement internal control system
▪ Evaluation/Develop/Implement any software solutions including ERP
- ASK for appointment

Off time calling can be more effective to by-pass the secretaries and PAs. After 5PM

Not more than 5 follow up calls.

IMPORTANT

Make a note of every call done specially the contents of conversation to help understand and improve
client needs.

Standup or sit in active position while making calls (this will help make your mind in active
position).

Preferably call on Land Lines to avoid any distortions like call drops/voice quality/comfortability
TIPS for COLD Calling

- Using a mirror-Do smile for a moment before dialing. Use the mirror to practice your sales
script.
- Using a timer-Complete your call 3-5 minutes maximum. Complete the minimum target number
of calls withing the target time +-10 minutes. So for 20 calls, maximum time should be 60-100
minutes. Gaps not included.
- Prepare a list daily for next day calls better to keep the pipeline for 2-3 days in advance.
- Rest of the time, look for new contacts to call and research about their business. Try to
understand and grab as much as possible.
- Practice- practice several times with a person who can listen and respond to you. May be a
friend or colleague or a relative.
- Keep track of your calls (Target and its track is much important)
o Number of calls dialed
o Number of completed calls
o Number of appointments gathered
Managing Responses
- No thank you, we are happy with what we have.
o Challenge the status quo in a polite and appropriate manner. Do not counter argue but
try to convince that our services are beneficial and will complement with what they are
already doing.
- We are not Interested
o Remember: Sales is selling to somebody who wasn’t interested prior to the sales call
o Many of our clients initially said the same but when they learned about our services
they got interested and were benefited.
- Use the referrals/examples wherever possible.
o I am sure that what we do is beneficial for your organization and we need to meet you
first to learn what it is about and how it can be beneficial
o Ask to give a chance to present and convince in a one-to-one meeting
- I am too busy
o Immediately ask for an appointment (be specific – like Monday 3:00PM)
o If this does not work, you will get any of the responses above and you can handle
appropriately
- Send me some literature or brochure or email
o Remember: This response is the most difficult to handle
o Simply try to avoid and ask for an appointment by saying that it will be better to present
you in person.
- REMEMBER
o responses roll into each other
o First negative response may be a false indicator and if handled carefully may lead to a
second but positive response as mentioned above.
o Second response is the key response
o Fighting with the prospect/anyone on the other side of the phone is foolish
- LEDGE-something to become the foundation for further discussion
o You are trying to uncover more and more information about the business of prospect
 o Remember the basic steps
▪ Get the person’s attention
▪ Identify yourself and your Company
▪ Give the reason for your call
▪ Ask for Appointment
- The real key to successful selling is finding out
o What they do
o How they do it
o When they do it
o Where they do it
o Who they do it with?
o Why they have chosen to do the way they do
o How your company’s services can help them
o Remember: Information Gathering counts 75% in sales process
- Four basic steps in selling
o Getting the appointment
o Gathering information
o Giving presentation
o Closing a sales