Cold Calling Script
The Brief
Niche: Carriers (new and existing) that want to book consistent, high paying loads
Offer: Make $30,000 in 30 days, or we work for free until you do.
Service: Dispatching + Back Office Support
Agency: [your company name]
The Script
You - Hi, is this [name] from [trucking company name]?
Perfect! It’s [your first name] here. Just so you know, this is a cold call so I do have
something to pitch your business. Would you like to hang up right now or just give
me 10 seconds and then you can decide?
- People are smarter than you think. We can spot telemarketers quickly.
- By admitting it's a cold call, you drop their guard and give them power.
- Be vague and peak their curiosity
*Silence*
[Optional: I promise I’ll be quick…]
- Sometimes helps push prospects over the edge and entertain the call*
Positive Response - Awesome! I help owner operators book high paying loads
without them having to do anything extra themselves. I find the loads, negotiate
with brokers, and send you the highest paying ones straight to your phone. And
actually, I’m so confident that we can get results for you that if we don’t make you
$30,000 in your first 30 days with us, we will work for free until you do. That being
said, are there any questions that you have?
- What I do
- How I do it
- Risk Reversal
- Question at the end invites more conversation - if a client asks a question,
book a meeting and answer questions there.
Service Explanation - So, we’ll reach out to our private network of 200 brokers every
single day to source loads that small trucking companies just can’t get AND THEN
we’ll actually negotiate and book the loads on your behalf. And actually, I’d love to
run through it all in more detail with you, what time are you free for a quick Zoom
call tomorrow?
- Vague explanation (sparing the details)
- Book meeting for more details
- GOAL - strike up desire for a meeting
Negative Response - No problem, just so you know I’m not trying to sell you anything
right now, I just want to arrange another time when we can have a quick 15 minute
meeting, get past this awkward cold call stage, and I can show you how we find
these loads. No obligation, if you like you can copy our exact method and implement
it yourself. You essentially have nothing to lose. So with that being said, what time
are you free for a quick Zoom call tomorrow?
- Diffusing
- Calling out their thoughts
- Booking meeting with a hook
Gatekeeper Handling:
If you have decision makers name:
GK - “Hi it’s Rebecca from XYZ Trucking, how can I help?”
You - Hi Rebecca, it’s [your first name]... could I please speak with [owner name]?
- Important to catch the gatekeepers (GK) name
- By repeating their name, saying your first name, and saying the trucking
company owners first name… you’re giving the illusion that you’re all familiar
with each other
- 40% of the time, you’ll get put through. If they have questions, here’s how you
handle it.
Who’s calling?
Tell [him/her] it’s [your first name], do you know if he/her is in right now?
- You’re not only answering the gatekeeper (GK’s) question, but you’re also
immediately asking one back.
- This is to gain control of the conversation
What company?
Just tell [him/her] it’s [your company name], he should be familiar with us. I don’t
mind holding, thank you.
- You’re being direct and authoritative.
- The less details you give, the less they’ll feel comfortable asking you more
questions.
If you don’t have decision makers name:
GK - “Hi it’s Rebecca from XYZ Trucking, how can I help?”
You - Hi it’s [your first name] here... I’m calling in regards to your trucking service. I
need to speak with the business owner or the person that handles it.
- You’re calling for their service, not yours.
- Don’t say “hey I’m calling about our dispatching service…” They get hundreds
of calls like that per day.
- Use words that establish a sense of pre-existing relationship (account,
program, service, membership, etc.)
GK - “Where are you calling from?”
You - It’s [Your company name]. They should be familiar with us. I can hold, thank
you.
- Again, you’re being direct and authoritative.
- Never EVER pitch to the GK. They’re not a decision maker, so it’s a waste of
your time talking to them.
-
- At this point, they’ll either let you through OR they’ll ask the decision maker if
they know you. If it’s the latter, here’s how to respond…
GK - “I just talked to them and they said they don’t know you.”
You - Really? Tell him it’s about the email I sent him last Tuesday.
- Obviously, if you’re going to use this… make sure you’ve sent an email to set a
point of reference
- The decision maker is not even going to check their inbox to see what you
sent. They’ll let you through to see what you have to say.
