Cold Call Script

Complimentary Coaching Session

[Agent] Good morning/afternoon, can I speak with (Customer name) please?

[Gatekeeper] What is it regarding?
[Agent] It’s a business call, is he/she available or should I call back?
[Agent] Thank you for taking my call. My name is (Agent name) and I am calling from ______________. We
are a (Local) sales/communications training and coaching firm and the reason I have specifically called you
today is that, due to expansion in our offices we are, for a short time running a promotion that involves some
selected businesses, just two in your zip code (or Industry) being eligible to receive a complimentary 60
minute business coaching session.

Now (customer name) there is no charge for this and there is absolutely no obligation. Our coach simply
comes to your place of operation, at a time that suits you, and focuses on some aspect of your business
(operation) that you may like to improve, to fast track or just to have a closer look at. This usually involves the
obvious things like improving your sales or better still profitability. It might just as easily cover staffing issues,
it is quite often related to marketing, maybe cash flow for example or time management. [PAUSE]

Now (customer name) having said that, if there was just one aspect of your business that you would like to
focus on what would that be do you think?

Now is there any day of the week that is better for you time wise than another day? As you can imagine these
are very popular so we are booked up for the next two weeks, how are you looking for (Nominated day,
morning or afternoon)?

I will book that [Date / Time] in for you. Now, if you just bear with me for a couple of minutes, I want to find
out a little more about your business simply so that you get the best out of that hour.

(build rapport, ask open questions and gather as much information as possible about the prospects
business)
Excellent, now the business development manager will give you a call in the next day to confirm your details
and arrange to have some information sent to you about ___________, the business coach that is coming to
see you and our contact details.

Congratulations (customer name) you are just the open minded person we are looking for and I am sure you
will gain a lot from your 60 minutes. It’s been a pleasure to talk to you and I wish you all the very best in the
future.

IF DON’T QUALIFY OR NOT INTERESTED

From time to time we run workshops covering all aspects of business. These are held at various convenient
locations and are very popular. Now (customer name) I am more than happy to let you know when we have
one coming up in your area by either giving you a call or sending out some form of communication. Are you
okay with that?

Excellent; if I can confirm your contact details…… (check contact details as fully as possible, including cell
number and email address).
 Confirmation Call Script
Complimentary Coaching Session

[Biz Dev Manager(BDM)] Good morning/afternoon, can I speak with (Customer Name) please?
[Gatekeeper] What is it regarding?
[BDM] It’s a business call, is he/she available or should I call back?

[BDM] My name is (BDM Name) and I am calling from _____________. You spoke with one of our team
members recently and one of our coaches is coming to see you on (Appointment date, Day and Time) is that
what you have in your calendar? Excellent!

During your call you would have been advised that I would call to confirm a few details and then arrange to
have some information sent to you.

I have just a few quick questions that should take no more than a few minutes, is now a convenient time?

[AREAS TO CONFIRM, CAPTURE AS MUCH INFORMATION AS POSSIBLE]

1. Sole owner – All owners/stakeholders are attending appointment

2. Contact details – Direct line, cell, fax, and email
3. Number of employees
4. Turnover
5. Nature of business
6. Identified “pain” – [DO NOT CONFIRM IF PROSPECT DOES NOT CLEARLY HAVE A DEFINED “PAIN”]

[BDM] Great, thank you for that. Now, (customer name) you were told that there is no charge or obligation
for this business coaching meeting. This is absolutely correct. Many owners do see the benefit of continuing
on with the __________ team and you will, of course, have that opportunity should you wish. Just to let you
know if you decide to continue you would be looking at a minimum cost of ____________. Assuming you like
what you see is that something you could work into your budget?

[IF YES go to CLOSE]

[IF NO go to REBUTTAL]

[CLOSE –BDM] Great, I will now arrange for you to receive your information pack which contains information
our companies Team, information on who _______ is and a questionnaire. All we ask is you complete the
questionnaire and return it to us within 24 hours. It’s important the questionnaire is completed and returned
in this timeframe in order for us to ensure we are prepared for you to get the most out of your time with the
coach. Are you able to do this? [48 hours is also acceptable]

Great, I am sure you will get a lot from the time you invest with one of our team and I thank you for your time
and wish you all the very best.
 FAQs and OBJECTION HANDLING

Whose calling and what is it regarding? (Dealing with the gatekeeper)

My name is ____ and the purpose of my call is to introduce myself and the company to (the business owner),
are they available or should I try back at a later time?

Where did you get my name?

We have thousands of clients throughout America and we find that most of our clients refer other businesses
to us to contact, so maybe a friend or colleague has referred you or you may have come off our data base.

I have a Financial Controller/ Accountant etc.

I can understand that would be the case as most businesses should have those covered; however what we are
offering is something very different. ___________ will not only look at one area of your business, but will
cover all aspects of your business. Tell me what would be one thing within your business you personally
would like to improve?

I’ve been in the business for 20 years, what could your coaches possibly tell me that I don’t already know?
I can understand your position and am sure you are extremely successful at what you do. We do however find
that a lot of business owners who have been in their industry for such a period of time find it very refreshing
to get some new ideas on business. It’s a great opportunity to keep an open mind and even keep undated and
get some new ideas that can help you within your business. We find that just because people own a business
this doesn’t mean they are entrepreneur in business and that’s where we can help. So if there was one thing
you would like to improve in your business, what do you think it might be?

Can you send me some information first?

Well, before our coach comes out to see you, you will receive a customized information pack, consisting of a
coach profile and some information on _______________, this pack costs around $35, therefore we don’t
send it to everyone. We send it to business owners who have arranged an appointment and have some
interest in what we do. So I am more than happy to get the process running and get your appointment
organized. Why don’t you give it a try, you certainly have nothing to lose and everything to gain?

Not Interested
Do you mind if I ask what it is you are not interested in; we are currently offering successful business owners in
your (field or area) a complimentary business coaching session valued at $365. We have only offered this to a
minimum amount of owners and we are having a huge success so far. Do you have a minute now so I can tell
you some more about this fantastic opportunity?

No Time
I understand you are a very busy business owner and this could be a perfect opportunity to look into such
issues. Don’t you find that the reasons for not doing something could be the exact reason we need to, so if
you find just one hour in the next two weeks, I’m sure you will find this extremely beneficial. So what day is
generally better for you? Tuesday or Wednesday?