Tweak my script

Hello everyone, I'm not having much luck cold calling b2b. Below is my current script. Anyone have any ideas on how to improve it? My goal is to setup an appointment.

Hey, is _______ there?

Do you have a minute?

Good

The main reason I’m calling today is because I work with business owners in your area. I help them find ways to leverage their business for their own personal gain. There are a number of tax advantage strategies we can put in place that can save you a ton of money in taxes. With that all said, would you be interested in learning more?

dtclark;


My dad, whom I refer to as MySalesDad, is also known as The Father of Telephone Prospecting, as he began on the phone in the mid 1950's and is still working!

One of our main topics in our monthly training packages is Telephone Prospecting, which should never be referred to as COLD CALLING. Change one letter and you have GOLD CALLING - that's what we get from what we do.

I cannot really teach you the finer art of this great sales practice in a forum, as it must be heard. But I can share a few additional points;

(1) NEVER ASK if they have time!

The reality is - they answered the phone. If they had no time they would not have done that but, curiously, even though they did, they will tell you otherwise and some they should for two reasons; (A) Time - it goes something like this; if you ask, they answer "No" (though it is usually put differently), then when you say "I understand Mr ____________, making money comes first. What would be a better time to call back?" Is there a better time? No there is not. They are always zoo'd!

(b) In addition, you have not given them a reason why they would want to talk with you - let alone call back. And this is the point.

Incredibly, what is often not considered is; the time taken to go through the REJECTION (the NO) and the "what would be a better day and time to get back to you" is about the same time as it takes to actually get he G.B.S. out in the first place, so why not tell them why they should speak to you instead of dancing around the goods????

G.B.S. is General Benefit Statement. It must be general because you cannot tell in advance what they will be interested in of the many potential benefits your product or service offers.

So, the formula for calling is (once they are on the phone); Intro plus G.B.S. + proposed action plan (usually a face-to-face appointment).

Here is the way I would get at it;

"Mr./Ms. Prospect, my name is ______________ and I called today with an excellent reason for speaking, one that is totally unique. You see, amongst other things, I can show you a very exciting method of leveraging your business for personal gain. With this in mind, I recommend that I meet with you for an initial half an hour to explain the specifics of how this is sure to affect your life dramatically, would Tuesday morning fit your calender or is Wednesday afternoon better?"

Inevitably, if you can say it with a RING OF TRUTH in your voice, you they will initially respond with a question, not an appointment, something like; "How can you do that?" Or "How does it work?" If you try to answer in specifics you are likely to be dead ... !

Say something like; "First of all, let me say Mr./Ms. Prospect, that it is good to see you are open minded, that you accept help. And. let me assure you, I can REALLY help you. The specifics of how are difficult to get down to unless I can ask you a few questions, that is why it is imperative for us to meet. <don't pause!>

Now, looking back at our calendars, I have time open on Tuesday morning and Thursday afternoon or I could buy you for lunch near your office any day accept Friday, what is best for you?"

If LUNCH is on, then you need to meet him/her at their office.

Also; DON'T ASK SUPERFLUOUS QUESTIONS!

They will tell you they are not interested if they are not, you do not have to waste time asking it. Just go for the appointment!

I trust this will help dtclark. I recommend that you sign up at my website for a freebie copy of the newsletter to get some more immersion in correct telephone skills; MySalesTrainer.com

Best of luck to you.

Originally Posted by Gold Calling dtclark; My dad, whom I refer to as MySalesDad, is also known as The Father of Telephone Prospecting, as he began on the phone in the mid 1950's and is still working! One of our main topics in our monthly training packages is Telephone Prospecting, which should never be referred to as COLD CALLING. Change one letter and you have GOLD CALLING - that's what we get from what we do. I cannot really teach you the finer art of this great sales practice in a forum, as it must be heard. But I can share a few additional points; (1) NEVER ASK if they have time! The reality is - they answered the phone. If they had no time they would not have done that but, curiously, even though they did, they will tell you otherwise and some they should for two reasons; (A) Time - it goes something like this; if you ask, they answer "No" (though it is usually put differently), then when you say "I understand Mr ____________, making money comes first. What would be a better time to call back?" Is there a better time? No there is not. They are always zoo'd! (b) In addition, you have not given them a reason why they would want to talk with you - let alone call back. And this is the point. Incredibly, what is often not considered is; the time taken to go through the REJECTION (the NO) and the "what would be a better day and time to get back to you" is about the same time as it takes to actually get he G.B.S. out in the first place, so why not tell them why they should speak to you instead of dancing around the goods???? G.B.S. is General Benefit Statement. It must be general because you cannot tell in advance what they will be interested in of the many potential benefits your product or service offers. So, the formula for calling is (once they are on the phone); Intro plus G.B.S. + proposed action plan (usually a face-to-face appointment). Here is the way I would get at it; "Mr./Ms. Prospect, my name is ______________ and I called today with an excellent reason for speaking, one that is totally unique. You see, amongst other things, I can show you a very exciting method of leveraging your business for personal gain. With this in mind, I recommend that I meet with you for an initial half an hour to explain the specifics of how this is sure to affect your life dramatically, would Tuesday morning fit your calender or is Wednesday afternoon better?" Inevitably, if you can say it with a RING OF TRUTH in your voice, you they will initially respond with a question, not an appointment, something like; "How can you do that?" Or "How does it work?" If you try to answer in specifics you are likely to be dead ... ! Say something like; "First of all, let me say Mr./Ms. Prospect, that it is good to see you are open minded, that you accept help. And. let me assure you, I can REALLY help you. The specifics of how are difficult to get down to unless I can ask you a few questions, that is why it is imperative for us to meet. <don't pause!> Now, looking back at our calendars, I have time open on Tuesday morning and Thursday afternoon or I could buy you for lunch near your office any day accept Friday, what is best for you?" If LUNCH is on, then you need to meet him/her at their office. Also; DON'T ASK SUPERFLUOUS QUESTIONS! They will tell you they are not interested if they are not, you do not have to waste time asking it. Just go for the appointment! I trust this will help dtclark. I recommend that you sign up at my website for a freebie copy of the newsletter to get some more immersion in correct telephone skills; MySalesTrainer.com Best of luck to you.

This looks fantastic.. I'm going to start trying this later on this afternoon!

Gold Calling I noticed there was no qualifying/disqualifying of the potential client in the script you supplied. Do you feel that is standard and customary when telephone prospecting?

As I stated Jolly, you cannot teach TELEPHONE PROSPECTING or GOLD CALLING® in a forum thread, not very well, if at all. I just tried to supply the initial 'opening line' and why the one posted was way off track. As that was all that was included in the request for HELP by dtclark.

Since this subject has now been brought up I can make a very strong suggestion;

There is only one way to proceed that works in the vast majority of cases ... those where it was possible to get an appointment ...

ALL QUALIFICATION IS DONE AFTER CONCLUDING THE ACTION PLAN - WHICH IS USUALLY SETTING AN APPOINTMENT.

Of course it is important to qualify, sure. You do not want to go to see someone who has no need, though on occasion you will anyway no matter how well you qualify. But your need to qualify is irrelevant in comparison to the prospect's need to qualify whether they should spend time with you, that is paramount, not the other way round.

So which comes first, the qualification or the appointment?

The "By the way" question that you ask after arranging an appointment - if one is needed - qualifies in your mind that it is a reasonable risk to go on tech appointment. If you asked too many questions the prospect can get annoyed, after all they gave their time, and they might start asking you what you do, in which case what is the need to keep an appointment.

In the case of the financial services industry and the benefits offered, since I know that business, if I was dtclark I would say;

"Great Mr./Ms/ Prospect, I will see you on Thursday for lunch at 11:45 in your offices. By the way, you are a shareholder in the business, correct?"

This way you know they have equity, that they are not just the President, that this can be used to leverage investing, take advantage of tax advantages and so on. But asking how much the business is worth over the phone afterward, for example, well ... that is just going too far.

In some businesses the first question would lead to one last one but more than that is definitely an invitation to BUY BACK THE APPOINTMENT.

I trust this helps. If you really want to understand this skill you need to read "The disappearing art of prospecting" and get the audio "Gold Calling" training. Neither of these are available unless you subscribe at our site.

Originally Posted by Gold Calling As I stated Jolly, you cannot teach TELEPHONE PROSPECTING or GOLD CALLING® in a forum thread, not very well, if at all. I just tried to supply the initial 'opening line' and why the one posted was way off track. As that was all that was included in the request for HELP by dtclark.

By the look of dtclark's reply I would conclude he's happy with the information you submitted.

Yes, he got what he was looking for Jolly, exactly what he was looking for, even though there is an inference in this post that he should seek information else where, like on the Internet.

However, I was addressing you with the 2nd post Jolly.

Originally Posted by Gold Calling However, I was addressing you with the 2nd post Jolly.

Different strokes for different folks but thanks anyway.

Perhaps you would do us the honor of explaining what it is your different strokes is or means in real terms, we would all benefit by knowing your script or methodology Jolly.

Much appreciated.

Originally Posted by Gold Calling Perhaps you would do us the honor of explaining what it is your different strokes is or means in real terms, we would all benefit by knowing your script or methodology Jolly. Much appreciated.

This idiom means that different people do things in different ways that suit them.