Phone Script
Successful salespeople realize that e-mailing is not the best option for prospecting and closing deals. A phone conversation is still the best and most successful way to schedule the first meeting. The purpose of using a script is not to try and sell them on your product/service, but to trade something of value for their time.
Phone scripts are designed to increase your chances of converting your first contact into a face-to-face meeting. Designing and using a well-thought-out phone script will show your prospect that you value them and that you will respect their time. It also demonstrates that you are not a high-pressure sales rep only trying to close the next deal.
Best Practices for Designing Your Phone Script:
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Ask early (for a meeting) and only for a time.
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Expect and prepare for a “No”.
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Promise value without a pitch.
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Ask again!
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Lower the commitment level (e.g. asking for 20 minutes rather than 1 hour).
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Promise not to waste their time.
Outbound Calling Script
1. Greeting
“Hi (prospect's first name)…”
2. Why You're Calling
“This is (YOUR NAME) with (YOUR COMPANY). We provide a wide range of state-of-the-art technology integration services for the people and businesses around the Richmond area and are very proud of our 5-star customer satisfaction rating!”
3. Reason for Your Call
“I’m calling to schedule 10 minutes of your time to share with you the latest in home/office integration that is improving lives for the people and businesses around Richmond.
4. Bridge the Reason with a Benefit
“There are some unique “Total Solutions” around (pick your vertical) that you may be interested to get more information about.”
5. Ask for What You Want
“I promise I’ll respect your time and make it worthwhile. Do you have 10 minutes now or is Thur at 2:00 PM better?”
Turnaround Script Outline
The following are three examples of turnaround scripts and how to respond when the prospect doesn’t respond positively to your call script. There are three paths based on the response you get. Follow the A path, B path, or C path depending on which "Anchor" you get.
1. Anchor - The prospect says...
A. I'm busy - Response: "Nancy that's exactly why I called."
B. We're not interested - Response: "You know, that's what a lot of our clients said the first time I called."
C. We're really happy with our current service - Response: "That's great to hear."
2. Disrupt - Don't argue, but agree with what they say and respond with...
A. "I figured you would be, and that’s why I want to find a time that’s more convenient for you."
B. "Most people say they aren’t interested before they learn about innovative solutions that are available today. Frankly, I’m not sure our program would work for you, but doesn’t it make sense to at least explore the possibilities?"
C. "Anytime you are happy with your current servicer, you shouldn’t think about changing. All I am asking is for a few minutes to share what other people are doing around home/office automation. Our program may not be right for you, but at least I can share some information that you can take a look at."
3. Ask - Re-ask for what you want and say...
A. "How about we schedule a 10 minute call for 3:00 PM tomorrow instead?"
B. "How about we schedule 10 minutes at 3:00 PM tomorrow or would the following day work better for you?"
C. "How about 3:00 PM, tomorrow, or would Thursday work better for you?"
Post-Call Email
Send a follow-up email recapping the main topics of your conversation. And always thank them again for their time and please follow up on any commitments made during the meeting.
Phone Script
