Instructivo Cold Calls
Diagrama de Flujo
Etapa 1: Etapa 2: First Etapa 3: Discovery
Gatekeeper Contact with & Needs Analysis
Contact Decision Maker
Etapa 4: Appointment Etapa 5: Follow-Up
Setting & Closing Commitment
3
Etapa 1: Gatekeeper
Contact
“Good morning, this is [Your Name] from MART
Transport Inc. Please connect me with
[Logistics Manager’s Name].”
Si no sabes el nombre: “Please transfer me to the
logistics manager.” o “Please connect me with the
person responsible for logistics decisions.”
4
Si preguntan “¿De qué se trata?”
“It’s about improving freight reliability and
creating dedicated options for your shipments. I
need to discuss this directly with your logistics
manager.”
5
Stage 2: First
Contact with “Hello [Name], this is [Your Name] with MART Transport
Inc. We’re a U.S.-based freight broker specializing in
Decision Maker
punctual, secure transportation solutions. I wanted to
reach out about your current shipping needs and how we
can support your team.”
Industry Experience: “We work extensively with shippers
across the [produce/food/refrigerated/frozen] sector,
moving temperature-sensitive freight on lanes such as
California to Florida, and Florida to major Midwest and
East Coast hubs.” “For example, we recently improved
on-time delivery for a refrigerated produce shipper
shipping into Chicago and Atlanta, raising their
performance from 85% to 98%.” “Our experience with
seasonal surges and time-sensitive freight means we
understand the urgency and standards your business
requires.”
6
Si preguntan “¿De qué se trata?” o “¿Por qué llama?” “It’s about
securing on-time deliveries and ensuring you always have reliable
carrier capacity. We help companies in your industry overcome
shipping challenges with dependable service and proactive
communication.”
7
Stage 3: Discovery
& Needs Analysis
“Where do you see the biggest challenges in your
transportation process right now?”
“Are you currently seeking additional capacity for
specific lanes or during peak seasons?
“How satisfied are you with your current on-time
delivery rates?”
8
Si preguntan “¿Qué ofrecen exactamente?” “We
provide end-to-end freight management, ensuring
on-time, secure deliveries with a vetted carrier
network. Our focus is reducing risks and
supporting logistics teams directly with tailored
solutions
Refuerzo de experiencia en la industria: “Based on
your industry, we’d customize capacity and routes
that match your shipping profile, just like we do for our
existing clients shipping perishables and produce on
critical lanes.”
Stage 4: Appointment
Setting & Closing
“Let’s schedule a brief call to review your main lanes and see
where MART Transport can help. Does Tuesday or
Wednesday morning work better for you?”
“Our goal is to simplify your freight process and add value to
your operations. Let’s set a time this week to explore how we
can support your shipments.”
Si preguntan “¿Por qué reunirnos?” “Logistics challenges are
unique to each company. A short call lets me present
targeted, practical solutions—we only recommend options
tailored specifically to your freight profile.”
10
Stage 5: Follow-Up
Commitment
“Perfect, I’ll send a calendar invite with a brief overview of
MART Transport’s services right after this call and I’ll follow up
one day before our meeting to confirm
Si preguntan “¿Puede enviar sólo la información por email?”
“Absolutely—I’ll send you details. However, scheduling 15
minutes to talk through the information allows us to focus on
what matters most to your business and get your questions
answered promptly.”