Please Critique My Phone Script - 3 Leads my first day, But Know It Could Be Much Better

Your email script or your phone script?

Just some random thoughts...

Do people in UK respond to the word "audit". Strong negative connotation in US as in IRS audit.

Add something specific about what you have achieved w/ other clients like, we have found that by doing this and this that we can drive 25 percent more qualified leads while reducing add spend 10 percent or more. Would results like that thrill you?

Not bad.

Maybe toss in some verbiage recent customer results or testimonials.

Half the people you call won't be available.

Of those who do pick up the phone, half of them can't talk right now.

You're down to about 12 out of 50 dials right there. 3 leads out of 12 conversations ain't bad.

I liked the phone script pretty well, ukcarl, but I would offer some kind of additional proof that you can and will do something really helpful for them and their accounts in addition to the "free" audit of their system.

Good luck in your work.

The closed ended question at the end gives the person the opportunity to say no. Interview them and add some open ended questions to get them to open up about their needs. Example, Mr. Customer what can you tell me about your current Adwords Campaign? Interview the person and uncover their needs it'll make it easier to demonstrate your product, negotiate and close the deal.

Hi UK Carl,

Good job! I agree with what others are adding!

I found that in the US when I gave my name and company first they would hang up.

So, like you I searched for some advice and found something that worked really well.

I would call the business, then say something like this...

"Hi, I was wondering if you could help me?" - They always say yes.
"I'm trying to find the person who oversees or is in charge of your business online marketing." - Every time I get a name and usually the title, like "oh, that would be John Smith our Manager." (WOW, Awesome, I now have a name and the position they hold). 9 out of 10 times they say "Let me get him/her." At that point I would start your script with some of the other advice given.

Just my experience and the benefit is I now have a name, title, phone number, and I always ask for a contact email.

Good luck! - RJ

I must admit I am not fond of the word 'audit' there either and I am Australian. To me that word has certain connotations. An audit is generally something I hear of when someone is suspected of doing something wrong or bad. I don't think you want to sound like they are doing something wrong. Personally I would just remove that word because it's not really needed and doesn't add anything to the line.

So just instead say something like...

My thoughts - you provided a solution but I think you should also highlight the pain point of those who are running google ads.

I too cold call local businesses who are running google ads. The one thing we ask is "are you getting leads from your google ads?" I know from experience that most want more leads but aren't getting them even though they are doing Adwords.

Providing a free audit is great proposition. Only problem is, you are cold calling them and their natural instinct is that you are trying to sell them something. So making them feel the pain and how your audit can help would cushion that skeptism they have.

Good luck!

As an offline business owner of 21 years here in Aus "audit" is a red signal straight off the bat. It doesn't matter if it's ok in other countries but you don't know where the business owner originates from even though their biz might be in U.S, U.K or southern Tippaburra

Definatly don't use it and don't push for a time in the same week. eg if you ring on Monday, put the appointment in the next week so the biz owner doesn't need to make the decision there and then but lets it "stew" during the week because it will be unfamiliar territory. After all isn't that why they pay Goggle to advertise for them so they can get on with what they know?

Definetly follow up with a personal email on the same day you make the call and thank them for their time on the phone today. Make sure you give the prospect some addition valuable info (not a sales pitch) in the follow up email and let them know that you will follow up with a call next week to make another appointment to visit/reveal your package. Your package is your sales pitch

Otherwise your script is good and if you don't rush, if you build the relationship you will increase your chances of a sale dramatically.

Thats my advise from being on the prospects side of the fence.
Cheers and good luck,
Scotty

I have more than 10 years of experience in sales. Cold calling has been one of the many approaches I´ve used.

This isn´t bad at all. It´s short and to the point, which could both have its advantages and disadvantages.

The biggest advantage to this approach is that people who has already reflected on the matter might show an interest right off the bat. These people would often be the easiest to convince after all, allowing you to focus your energy towards the ones that are more likely to accept your offer.

The disadvantage to this however, is that it would you´d burn a lot more prospects this way as you´ll scare away a lot of people in the process. A lot of these could be hot prospects that just aren´t in the right mindset at that time, which triggers their auto-response to turn down just about any TM-salesperson with a script.

A way to counter this; Don´t of jump to the gun and ask if they´re interested right away, try asking open ended questions instead. Assume they´re interested, get them talking and build rapport. You´d be surprised how often you can use the potential customers own words as your best selling point. Then propose a meeting or offer them a solution if you feel comfortable at closing them at this point.

I also like Jason Morris advice in this thread. Just make sure the prospects don´t turn cold after calling them, which easily happens if you give them too much time between your initial contact and your next appointment. I´d say a day or two at most should suffice in this case.

It´s probably needless to say at this point, but it has to be mentioned. You could be an amazing wordsmith and have the best strategy in the world, but it´ll fail if your delivery is poor.

Good luck

Some great advise from our warriors

I would also add a little more in terms of pain, saying something like

"FREE professional account audit, we find that many of our clients were wasting money before and with our review and recommendation they are now improving their ROI....."

In my experience its not so much what you say, but how you say it... Tonality, pauses and level of confidence etc matters so just try out different approaches and remember to test and record your results.

Good luck
Kev

P.s Remember its a numbers game, and you know you will not get everyone first time... so keep a record and call them back if required. Be persistant.

tell them one of their competitors has already signed up under you

Hope this helps...If you or any one else needs help give me a PM...I will reply as time permits..

Good Luck RonnyG