Script library: by scenario
For calling someone a client, partner or colleague recommended, and for asking for the referral in the first place. Every line is ready to use: replace each {{placeholder}}, read it aloud a few times, then make it sound like you.
Quick answer
A referral changes the first ten seconds of a call: the prospect has a reason to listen because someone they know is involved. It doesn't change the rest. If you lean on the referrer's name and skip discovery, you'll get a polite meeting with no real need behind it.
Only use a name with permission. Confirm with the referrer what you can say, and ideally ask them to send a short introduction first. An unexpected call that drops a name the prospect wasn't told about feels like a trick.
Six parts, in the order buyers expect them. The note under each part explains why it is written that way.
Hi {{first_name}}, it's {{your_name}} from {{your_company}}. {{referrer_name}} at {{referrer_company}} suggested I give you a call.
Have you got a couple of minutes?
Why it works: Referrer's name and company first. It's the reason they're listening.
We've been working with {{referrer_name}} on {{topic}}, and they mentioned you might be dealing with something similar.
I didn't want to assume, so I thought I'd ask.
Why it works: Be accurate about what the referrer said. If they only said 'you should talk to them', don't embellish.
How did {{referrer_name}} describe what we do?
Is {{topic}} something you're working on at the moment?
How are you handling it today?
What would you want to know before deciding whether it's worth a proper conversation?
Why it works: Asking how the referrer described you reveals what the prospect already believes, so you can correct or build on it.
That's helpful. With {{referrer_name}}'s team, the main change was {{result}}. Your situation sounds similar in {{similarity}}.
Why it works: Only share what the referrer is happy for you to share about their results.
Would it be worth 20 minutes to see whether the same approach fits {{prospect_company}}? I can do {{day_time_1}} or {{day_time_2}}.
Why it works: Same ask as any good call. The referral makes it easier to say yes, not unnecessary to ask.
Great. I'll send the invite to {{email}}.
After the call: send {{referrer_name}} a short thank you, whatever the outcome.
Why it works: Thanking the referrer, and telling them how it went, is what produces the next referral.
Swap one of these in for the opener above when the situation fits.
Hi {{first_name}}, {{your_name}} from {{your_company}}. I was speaking with {{referrer_name}} in your {{department}} team, and they said you're the person who looks after {{topic}}. Is that right?
When to use it: Use when a colleague at the same company pointed you to the right person.
Hi {{first_name}}, it's {{your_name}}. {{referrer_name}} introduced us by email on {{intro_day}}. I thought a quick call might be easier than going back and forth. Is now okay?
When to use it: Use within two days of a written introduction.
For when reception or an assistant answers. Be honest about who you are and ask for help.
More gatekeeper scriptsHi, it's {{your_name}} from {{your_company}}. {{referrer_name}} at {{referrer_company}} suggested I speak with {{first_name}}. Are they available?
Acknowledge, ask one question, then offer a smaller step or let them go.
All objection responsesThat's fine. They just thought {{topic}} might be relevant. Is it something on your radar at all?
Why: Don't push the connection. Move to the topic.
Fair point, every business is different. What's different about how you handle {{topic}}?
Why: Invite them to explain the difference. It's discovery.
Good idea. Would it help if I sent you both a short note so you have something to discuss? I'll follow up on {{day_time_1}}.
Why: Support their due diligence and set a follow-up.
No problem. Is it timing, or just not a priority? I'll let {{referrer_name}} know we spoke, and check back when it suits.
Why: Respect it and keep the referrer informed.
Happy to. Would a one-page summary of what we did with {{referrer_name}}'s team be useful, if they're okay with me sharing it?
Why: The referral case is the most relevant proof you have, with permission.
Most referrals are never asked for. Use these lines with happy clients and contacts.
When a client mentions a win
That's great to hear. Who else do you know who's dealing with {{topic}}? I'd be happy to help them the same way.
When you know who you want
Do you know anyone at {{target_company}}? We're keen to speak with whoever looks after {{topic}} there.
Before you use their name
Would you be comfortable if I mentioned your name when I call them? Or would you rather introduce us by email first?
Under 30 seconds. Skip voicemail on the first attempt and pair it with an email the same day.
12 more voicemail scriptsHi {{first_name}}, it's {{your_name}} from {{your_company}}. {{referrer_name}} at {{referrer_company}} suggested I get in touch about {{topic}}. I'll send you a short email with the background. My number is {{phone}}.
Send it the same day as the call or voicemail. It identifies you and includes a working unsubscribe.
Subject: {{referrer_name}} suggested we speak
Nousu has not published referral conversion benchmarks. Track referral meetings separately from cold meetings, because the conversion rates differ.
Australian cold calling statistics| Measure | Published figure or what to track |
|---|---|
| Referrals received per month | Your own figure |
| Referrals reached | Your own figure |
| Reached referrals that book a meeting | Your own figure |
Nousu's published 22% conversation-to-meeting rate is measured across every conversation, including referrals and switchboard transfers, so it is not a referral-only figure.
To see how many dials your own meeting target needs, use the meetings per dial calculator.
General information only, not legal advice.
Australian cold calling lawsThis script is a starting point. The free cold call script generator builds a version around your offer, buyer and market, with your own objection responses, voicemails and follow-up emails. It runs in your browser and nothing you type is stored or sent.
FAQ
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