Example of Cold Calling Small Business Owners
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The document provides templates and guidance for cold calling small business owners to discuss accounts payable and receivable automation services. It includes sections on value points, pain points, qualifying questions, current state questions, a customer example, and the product offerings. The caller's approach focuses on understanding the business's current AP/AR processes and pain points, while qualifying needs and interest. The guidance then suggests discussing how the caller's company can help by simplifying and automating AP/AR to reduce time and costs and increase payments received.
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Example of Cold Calling Small Business Owners
- 1. Cold Calling Small Business Owners
- 2. I just wanted to see what you guys were doing to save money regarding your accounts payable process. Purpose for the Call
- 3. I just wanted to see what you guys were doing to save money regarding your accounts payable process. Purpose for the Call
- 4. Typically owners that we work with say that they have a pretty intensive AP process, AR process. And they’re looking for a way to automate that. Pain Points
- 5. Typically owners that we work with say that they have a pretty intensive AP process, AR process. And they’re looking for a way to automate that. Pain Points
- 6. So just curious what your process looks like? Do you have a lot of receivables? Qualifying Questions
- 7. BUSINESS PROCESS OUTSOURCING FEATURES • Take care of AP and AR processes • Real-time dashboard DIFFERENTIATION • No set up time and costs • Dedicated account rep FOR BUSINESSES IMPROVEMENTS • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments CHALLENGES/CONCERNS • AP and AR can be intensive processes • AP and AR can be time-consuming and labor-intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered PAIN QUESTIONS • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers? CUSTOMER EXAMPLE • We worked with a startup business owner • They were spending too much time on AP and AR. • We helped to solve that by taking over and automating their processes. • This helped to decrease time spent on AP and AR • Also helped to decrease the payments they were not able to recover. PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE • What does your AP/AR process look like? • How much of your AP/AR process is automated? CURRENT STATE QUESTIONS
- 8. Her Approach Our Approach I just wanted to see what you guys were doing to save money regarding your accounts payable process. VALUE PROPOSITION We help small business owners to: • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments
- 9. Her Approach Our Approach PAIN POINTS A lot of small business owners we work with have challenges with about: • AP and AR can be intensive processes • AP and AR can be time-consuming and labor- intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered Typically owners that we work with say that they have a pretty intensive AP process, AR process.
- 10. Her Approach Our Approach QUALIFYING QUESTIONS • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers? So just curious what your process looks like? Do you have a lot of receivables? PAIN QUESTIONS
- 11. Her Approach Our Approach QUALIFYING QUESTIONS So just curious what your process looks like? Do you have a lot of receivables? • What does your AP/AR process look like? • How much of your AP/AR process is automated? • Have you outsourced any of your AP/AR processes? • Are you working with any BPO providers? • How many people do you have working on AP and AR? • Do you have a lot of receivables? • What is your average days outstanding for your AR? • How much revenue are you not able to recover? • When was the last time you looked at improving CURRENT STATE QUESTIONS
- 12. BUSINESS PROCESS OUTSOURCING FEATURES • Take care of AP and AR processes • Real-time dashboard DIFFERENTIATION • No set up time and costs • Dedicated account rep FOR BUSINESSES IMPROVEMENTS • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments CHALLENGES/CONCERNS • AP and AR can be intensive processes • AP and AR can be time-consuming and labor-intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered PAIN QUESTIONS • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers? CUSTOMER EXAMPLE • We worked with a startup business owner • They were spending too much time on AP and AR. • We helped to solve that by taking over and automating their processes. • This helped to decrease time spent on AP and AR • Also helped to decrease the payments they were not able to recover. PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE • What does your AP/AR process look like? • How much of your AP/AR process is automated? CURRENT STATE QUESTIONS
- 14. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 15. Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 16. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Reason for the call is that we help business owners to: • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments But I am not sure if you are needing to improve those areas is why I am reaching out.
- 17. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE If I could ask you real quick: • How do you feel about the current AP/AR processes? • How important is it to spend less time on AP/AR? • How helpful would it be to get customers to pay faster? • How important is it to decrease delinquent customers?
- 18. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • What does your AP/AR process look like? • How much of your AP/AR process is automated? • Have you outsourced any of your AP/AR processes? • Are you working with any BPO providers? • How many people do you have working on AP and AR? • Do you have a lot of receivables? • What is your average days outstanding for your AR? • How much revenue are you not able to recover? • When was the last time you looked at improving AP/AR?
- 19. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE A lot of small business owners we work with have challenges with about: • AP and AR can be intensive processes • AP and AR can be time-consuming and labor-intensive • Takes too much time to get customers to pay • Large amount of AP is never recovered Are you concerned about any of those areas?
- 20. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Based on what you have shared, it might make sense to talk more because as I mentioned, I am with [Company] and we provide business process outsourcing and: • Take care of AP and AR processes • Real-time dashboard Some ways we differ are: • No set up time and costs • Dedicated account rep
- 21. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • We worked with a startup business owner and they were spending too much time on AP and AR. • We helped to solve that by taking over and automating their processes. • This not only decrease time spent on AP and AR, but ultimately helped to decrease the payments they were not able to recover. Key: Customer | Pain Point | Product sold | Value Point
- 22. But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you available for a brief call where I can share some examples of how we have helped businesses owners to: • Simplify AP and AR processes • Decrease time spent dealing with AP and AR • Decrease time to receive payments • Decrease delinquent payments Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
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