The complete cold calling playbook
Prepare your session, get past the gatekeeper, follow your script and book the meeting: the full method, from list to calendar.
01
Prepare a calling session
A good session takes ten minutes to prepare: a targeted list of 40 to 60 numbers, a reviewed script, a time block in your calendar and one simple goal (calls made, meetings booked). Call in 90-minute blocks, when your prospects pick up: early morning and late afternoon for most trades.
02
The first 20 seconds
Introduce yourself, give the reason for the call and ask an open question. Skip “is this a bad time?”: it hands them a way out. One precise piece of context (a Google review, an open position, a new branch) shows the call isn't random.
03
Getting past the gatekeeper
With a receptionist, be brief and confident: ask for the person by first and last name, without going into detail. If asked what it's about, keep it simple and honest. Write down the best time to call back and the name of who you spoke to: they'll help you next time.
04
Handling objections
“Send me an email”, “we already have someone”, “no time”: every objection is a question in disguise. Rephrase, ask a question, suggest a small step (15 minutes next week). Prepare your three most common objections with a short answer.
05
Close and schedule
Offer two specific time slots instead of an open question. Confirm the email, send the invite during the call and note what was said. A prospect who gets the invite within the minute shows up far more often.