Here’s a transcript of a good cold call.
SDR: Hi Pete, Beth Jones with Gravy. We’ve never met. Complete stranger here, but I was on your website and was hoping you could help me out for a moment.
SDR: Just to make sure I’m in the right place, do still handle failed payment recovery at X?
Prospect: I do.
(How they’re currently getting the job done)
SDR: Are you using internal resources or are an outsourced recovery team?
Prospect: We’re doing that in house using our staff.
SDR: Your staff? (With a slight uptone as if to say “tell me more”.)
Prospect: Yes, our customer support agents recover failed payments.
SDR: Sounds like you’re happy with your recovery rate.
Prospect: We are. They do a great job.
(Poke the bear)
SDR: Good to hear. I often hear companies using internal resources recover 12-15% of failed payments. If you don’t mind me asking how does that compare to your experience? Seems like you’re recovering more than that.
Prospect: That sounds about right. What are you calling about?
(Tease what’s possible)
SDR: I’m calling to see if you’d be open to a different approach that can potentially recover 20-25% of failed payments.
Prospect: What dio you mean? How does that work?
SDR: I know you weren’t expecting my call. Would it make sense to continue the conversation for 20 minutes Thursday or Friday so you can review what your options are?
Prospect: Sure, I can do Friday.
This is for Gravy but you can easily modify it for you audience.