Cold-Calling Process and Script

Prospect's Name:  ______________________________     Company Name:  ______________________________    

Address:  _____________________________________     Phone Number:      _________________   E-mail:  _______________    

Follow-up Appointments:  __________________________________________________________________________________    

Context: 
There are ambitious business managers who would be excited to pay us to help them succeed.
I am an exceptional professional with valuable skills, excellent attitudes, and keen instincts for business profitability.
I am willing to be uncomfortable while I create opportunities to do work that excites and fulfills me.
I am walking my talk -- demonstrating an effective process for getting new business from complete strangers.
I'm happy to meet new people and demonstrate my enthusiasm for collaboration.

Script:
Hi, ___(name)__, I'm Dan Webb, with Team Analytics Group.  We're a local consulting firm serving smaller companies to improve financial results by better managing relationships with customers, and how technology and business processes are working to turn customers' needs into profitable sales.

Is this an area where your business interests might meet with ours?
Is this an area where your business problems overlap with our practice area?

If they ask "What are you best at?"

  • Our specialization is delivering the metrics and matrix of effective business performance with a focus on managing the relationship with customers in a methodical way.  Information about
  • We start with a quick assessment of your core competencies and business processes to find out where you think the best opportunities for improved performance may lie.  Business processes and information systems are "the matrix."  Indicators of how they're supporting your business performance are "the metrics."
  • The Team Analytics process is documented on our Web site if you want to see how we work. 
  • In short, we start by documenting answers to these questions:
    • How are customers' needs recognized through your company's marketing strategy?
    • What tools are provided to your sales team?
    • How does R&D deliver products and services that meet recognized customer needs?
    • And how do these people and groups interoperate?  That's our team focus.
    • What are the right things to measure to make sure the right things get done in the terms of your vision and goals?
    • And what metrics indicate progress toward fulfilling your mission?  That's our analytics focus.
  • Then we make recommendations about how to prioritize resources and budget to improve the matrix of business processes and information systems and develop performance metrics.
  • You might say we like to hunt alligators and drain swamps. 


(After they indicate their interest, go to Next Step.)
(If now is not good:  "Perhaps we could schedule 15 minutes later on to get to know each other.  When would work best for you?")

(If no interest:  "I'm sure you know colleagues who have unmet opportunities.  Would you be willing for me to call some of them to see how Team Analytics might be of service?"  [Record referrals at the bottom of the page.])
What would you say is the most significant obstacle to greater profitability for __(name of bus.)__?

How would your customers characterize the quality of your customer service?  [Intent: Collect metrics.]

How many people in your company have direct contact with customers?  [Intent: Discover scope of CRM benefits and justification.]

Do you think there might be new products or new markets for existing products that could generate additional sales?

What information systems do you consider to be mission-critical in making __(name of bus.)__ competitive?

How many people in your company participate in strategic planning?

How would the people in your company characterize your leadership?

Next Step: 
I'd like to continue our conversation in person.  Could we schedule an hour together sometime during the next week at your office?   I'd like to give a short presentation that would enable us to qualify each other a step further.
Our Pricing:  $200 per hour for short engagements with better rates for longer projects
Referrals: