Mastering the Art of Cold Call Openers

Dialing number after number, only to face quick dismissals or the dreaded click of a hang-up, is the harsh reality for many sales development reps (SDRs). The challenge? Breaking through the initial barrier of disinterest or annoyance in the first few seconds of a cold call.

This guide dives into effective cold call openers that grab your prospect’s attention and address critical pain points. We’ve compiled SDR-tested strategies that are sure to capture and hold your prospect’s interest:

1. Get the Prospect Excited

A great example of an effective cold call opener comes from Will Falkenborg, SDR Lead at Champify. Will consistently exceeds his quotas, hitting 220% last year alone—a testament to his ability to connect with prospects right from the start.

Opener: “Hey, this is Will from Champify. How’ve you been?” [chuckle while saying, “How’ve you been?”].

Why it works: Your excitement is contagious. The prospect’s response sets the tone for the rest of the call, giving you a chance to gauge their mood and adjust your approach accordingly.

2. Give the Option to Hang Up

Elric Legloire, the Global SDR Manager at Agorapulse, employs a bold strategy that gives power back to the prospect.

Opener: “Hi Sally, it’s Elric from Agorapulse; this is a cold call. You want to hang up now or give me 30 seconds to explain why I’ve called?”

Why it works: This disarmingly honest approach flips the script, acknowledging the nature of the call and putting the decision in the prospect’s hands. More often than not, curiosity wins out.

3. Mention Work You’ve Seen by the Prospect

Nick Cegelski, founder of “30 Minutes to President’s Club,” uses recent events or news related to the prospect to create relevance.

Opener: “Emma, I just finished reading your press release about the new product launch. My name is Nick, and I know you didn’t expect me to call you this afternoon. Mind if I steal a minute to tell you why that press release prompted me to call you, and then you can tell me whether or not it’s worth a chat?”

Why it works: This personalized approach shows that your call is based on genuine interest and recent developments, making the prospect feel valued and understood.

4. Ask if They’ve Seen Your Email

Will Falkenborg from Champify is back with another strategy that blends email and phone outreach to break the ice.

Opener: “Hey, This is Will from Champify; you may have seen my email earlier; you got a minute? I’ll be brief.”

Why it works: There’s a pre-existing connection, even if small. The prospect may have seen your name in their inbox, which makes them more likely to engage.

5. Add Humor Where You Can

People buy from people they like. Will Falkenborg of Champify uses humor to create a relaxed and open atmosphere.

Opener: “Hey, this is Will from Champify. Can you hear me, okay? Might be on a little bit of a bad line, or there might be a gorilla in the room.”

Why it works: It catches people off guard in a pleasant way, making them more open to what comes next.

6. Ask for Permission to Speak for 30 Seconds

Benjy Aryeh, Senior Business Development Representative Team Lead at Similarweb, uses a respectful approach that has boosted his success rate.

Opener: “Do you have 30 seconds to share why I’m calling, and you can tell me if it makes sense to continue?”

Why it works: This permission-based opener shows respect for the prospect’s time and conveys confidence in the value of what you have to say.

7. Say You’ve Not Spoken Before

Honesty can be refreshing. Shabri Lakhani from Trellus shares a cold calling script that has significantly increased engagement.

Opener: “Hi, this is Shabri calling from Trellus. We haven’t spoken before…”

Why it works: By explicitly stating that this is a new connection, you remove potential confusion and build trust.

8. Ask the Prospect How They Are

Nathan Frieberg, Outbound Sales Manager at Productside, opens with a natural and empathetic approach.

Opener: “Hey [name], Nate from Productside - how are you doing today?”

Why it works: Showing genuine interest in someone’s day lays the groundwork for a more relaxed and engaging conversation.

9. Be Upfront That It Is a Cold Call

Brad Norgate, Commercial Account Executive at Cognism, sees success with an upfront and transparent approach.

Opener: “Hi [name], you’re going to hate me; this is actually a cold call. Don’t know if you want to hang up now or give me 30 seconds and then decide?”

Why it works: This candid approach disarms the prospect and piques their curiosity, setting the stage for an open conversation.

10. Congratulate the Prospect on a Recent Win

Art Sobczak, President of Business By Phone Inc., recommends leading with a prospect’s recent achievement.

Opener: “Hi [name]. Congratulations on the [achievement] I had read about in [media].”

Why it works: This value-led approach shows that you are paying attention to what’s happening in the prospect’s world, making the call feel more personal and relevant.

11. Start with Something Strange

Tom Boston, Brand Awareness Manager at Salesloft, uses quirky openers to capture attention immediately.

Opener: “You’ll have to bear with me; I’ve just had a biscuit.”

Why it works: This strange yet memorable opener shifts the prospect’s mindset, making them more likely to engage in the conversation.

Confidence Matters More Than What You Say

Here’s the not-so-secret secret: on a cold call, confidence often matters more than the words you choose. It’s not just about the perfect opener but how you deliver it.

Cold calling tips to boost confidence:

• Play to your strengths: Know your conversational style and lean into it.
• Test different approaches: Run A/B tests to determine which openers work best.
• Stand up and smile while you dial: It boosts energy and adds warmth to your tone.

Confidence is contagious. If you believe in what you’re saying, your prospect is more likely to believe it too.

How to Structure a Cold Call

Chris Russell, Senior SDR at Allego, breaks down a cold call into three main acts: the three-second opener, the thirty-second pitch, and the three-minute conversation. Each act aims to move the call forward, ultimately leading to a successful outcome.

The three-second opener: Grab attention and earn the right to continue the conversation.

The thirty-second pitch: Quickly convey who you are, what you offer, and why it matters to them.

The three-minute conversation: Dive deeper into the prospect’s needs and how your solution fits.

Cold Call Opener FAQs

What cold calling openers should you avoid?Avoid anything that sounds robotic or rehearsed. Steer clear of vague or indirect approaches, as they waste the short window you have to capture interest.

How do I get past the gatekeeper?Blend empathy, clarity, and a touch of charm. Treat the gatekeeper with respect and be honest about your reason for calling.

What is a good opening line for a sales call?Personal, relevant, and engaging openers work best. Tailor your message to the prospect and invite them into a conversation.

For more tips on cold calling, explore Trellus's resources for videos on cold calling, sales emails, and social selling.

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