How can you create urgency during a cold call?

A reason you could have trouble thinking of your value proposition, is that you may have not dug deep enough to understand your prospect. Think of your value proposition as in "why should your prospect meet with you?". Telling them how you help and results from them gives them more clarity.

When I was a trainer in a large company with many brands, one of the brands wanted to create a spinoff. The parent brand was extremely strong, but the spinoff was not selling well. When I sat down with the manager and sales team and asked them to give me the value proposition, none of them could do so. This underlined how important the value proposition is to me. If you can’t explain why people should buy your product or service then why should the buyer be interested? Make sure it is clear and avoid jargon unless it is industry standard. Remember you eat, sleep and breathe your brand, customers don’t and you’re not the only supplier they are dealing with.

Listen to jeb blounts fanatical prospecting book and it will tell you what to do; it will save me writing it out. Be direct, to the point. Personally asking how are you is just a gut check reaction

To avoid the feeling that you're trying to sell something, which can lead to negative in most cases, you can suggest a free consultancy on the services related to your industry first, giving the value without asking anything back. For example, you can offer a free 30-minute call or meeting describing current industry trends, audit existing solutions, or advise how to deal with the customer's existing challenges connecting to your product. In this way, you'd gain trust and get valuable information on the customer's actual pain points that will help you suggest a better solution for them later.

Creating urgency is important. But I would argue that actually learning their current process and determining yourself if your product can help them is the first step. Once this has been done, and there is a need, when giving the value proposition do so in a way that shows the alleviated pain, saved money/time that is earned when using your tool. If they understand this, take the pressure off and ask for a 15 minute meeting to learn a bit more.

I think the traditional thought of 'creating a relationship' before the pitch is obsolete. Your prospects are interested in solutions - your charisma and your character are great tools, but the value of how you help, once again, trumps all. 'How do we establish that value Sean!?' Research and knowledge. Controlling what you can control comes from understanding the prospects pain point and how to solve it before even speaking to them. And THAT comes from being the expert in what you do; understanding why your service is a must-have and communicating it. The goal of your call isn't to solidify a purchase, its to garner interest and excitement.

Building a sense of urgency entirely relies on how you create a need for the specific persona on his professional growth in the company or creating a perspective that would help them build their ROI and efficiency. Getting the prospect's time on a meeting being the goal, Grabbing the prospect's attention in the first 30 seconds without pitching the product is the idea. An empathetic nature and mutual respect/consent is crucial. The cold call structure has three major parts- 1. Greeting, Consent to speak, and immediate attempt to block time in the calendar in case of an objection that they could be busy. 2. Personalization - job role/ company's role/relate product with their process-needs 3. Address pain points, find ways to stay in touch

Asking open ended quesitons is great, but really you need to pay attention to tonality, speed. You can deliver the same message in two different tones and speed and it can cause two different emotions!

Encourage the prospect to share more details by using open-ended questions. These questions typically start with "what," "how," "why," or "tell me about." Examples: "What challenges are you currently facing with your existing solution?" "How does budgeting for solutions like ours fit into your business priorities?" "What specific information about our services would be most valuable to you right now?" Probe and Clarify: Based on the prospect's response, probe deeper to gain additional insights. Examples: "Could you elaborate on that a bit more?" "Can you provide an example to help me better understand?" "What impact do you think addressing this challenge would have on your overall goals?"

Do not ask yes or no questions. Make the prospect speak as much as possible about their current processes and listen closely for real information and potential pains. Also be sure to stack questions on a single subject to go below surface-level. Instead of "Are you all using X vendor to tackle this problem?"... Ask "How are you all tackling this problem?"...

Using scarcity and exclusivity to create urgency during a cold call is a great strategy when done PROPERLY. Say it with me...Be Authentic! ?? Now before you can create urgency using scarcity and exclusivity you need to first understand their business and the challenges they currently face. Next, you want to find out what the consequences are if they don't solve this problem. The pain of loss is always greater than gain. This ties into FOMO. Highlight the potential loss or disadvantages of not taking immediate action. Lastly, highlight success stories. Share success stories or testimonials from other customers who took advantage of your offering. Show the benefits of acting quickly based on the positive experiences of others.

Always make sure you get a next step, never let them say "I'll give you a call or can you give me a call sometimes next week" realistically those ones never happen, if that happens you need to say something like John, I don't know if that will be possible, i'll check my schedule and see when I can maybe get back to you; just so i know what day specifically? Your the expert, you are busy and not desperate

Create urgency by pinpointing your prospect's challenges and emphasizing how your solution addresses them swiftly. Illustrate the positive outcomes of prompt action with real examples, introduce scarcity, and communicate potential losses. Tailor your message, use compelling language, and offer incentives to guide your prospect toward timely decisions.