06/19/2026
Make it count.
What To Say In The First 10 Seconds Of A Cold Call
When you get prospects on the phone, those first few seconds are crucial. They’re not deciding whether they need merch — they’re deciding whether to keep listening. Some reps bungle those first moments on a sales call. They may talk too fast or sound like they’re reading from a script. This only makes prospects tune out faster.
A better approach, according to writer Floris Koppejan, is to immediately introduce yourself, establish credibility and give a compelling reason for the call. Make them want to stick around and hear what you have to say. In this issue of PromoPro Daily, we share some insight from Koppejan on how you can make the most of those first few seconds of a cold call
What To Say In Those First 10 Seconds
According to Koppejan, your cold call opening needs 3 essential elements: a clear introduction, acknowledgment of the interruption and an immediate value statement. Follow this structure: “Hi [Name], this is [Your name] from [Company]. I know I’m calling out of the blue, but I noticed [specific observation about their business] and wanted to share how we’ve helped similar companies [specific benefit].” He says the key is balancing professionalism with conversational warmth. Avoid sounding robotic by using natural speech patterns and varying your tone. Your goal isn’t to sell immediately but to earn 30 more seconds of their attention.
Why Most Cold Call Openings Fail Immediately
Oftentimes, it’s because they trigger immediate defensiveness. Maybe the sales rep doesn’t acknowledge their poor timing or they sound overly sales-y. Koppejan says that speaking too quickly can compound these problems. It’s understandable to feel nervous, but if you rush through your opening, it can be difficult for prospects to process the information.
How To Prepare Before Making The Call.
Koppejan recommends spending a few minutes reviewing the prospect’s company, role and recent developments. This quick research helps you craft a personalized opening statement and create talking pints that demonstrate genuine interest and relevance. He suggests creating a flexible script framework rather than a word-for-word script. Remember to practice until you sound natural. You may want to record yourself to identify areas where you sound stiff or rushed. The goal, Koppejan says, is confident delivery that feels conversational rather than scripted.
Watch Your Tone And Pace
According to Koppejan, the most effective cold call tone combines confidence with humility, speaking at a pace slightly slower than normal conversation. Your voice should convey competence without arrogance, enthusiasm without desperation. Think of how you’d speak to a colleague you respect but don’t know well — professional yet approachable.
Getting a prospect on the phone is your first win. Now, instead of rushing into your pitch, slow down. Take time to understand the prospect and communicate value without sounding pushy. Your goal is to earn more attention rather than closing the deal. By making those first moments feel natural and relevant, you significantly improve your chances of a productive conversation.
Compiled by Audrey Sellers
Source: Floris Koppejan contributes blogs for Aexus, a business development and sales outsourcing agency
