15 {{ upvoteCount | shortNum }}
15 {{ upvoteCount | shortNum }}

Cold Call Script Help

by Zen Productions
12 replies
Hey Guys,

Wanted to get your opinion on a couple of scripts I have been using to see If I can get some good feedback.

Background: I'm selling a "bottle-less" water coolers to companies who are currently using water coolers in their office. We are cheaper and our water is cleaner.

Objective is to make calls and find out:
1. If they are using a water cooler or not
2. If so get the Decison Maker on the phone to set up an appointment.

At the moment I'm having TONS of problems getting past the gate keeper. Here are the scripts i've used

Number 1
"Hello, my name is zen with xxx, we are doing a quick survey. Does your office still use those water coolers with the big 5-gallon bottle on top?

(yes)
"Ok, what we do is help companies save anywhere from 10-60% on their water cooler bill. Is (decision maker) in?
(no) I have never gotten passed through when using this.
"no problem, when will he be back in (unbusy, back from vaction)?"
(a bs answer).
"Ok I will try back then"

Number 2
Saw a script on here that I wanted to try and I didn't get the results I was hopeing

"I'm not to sure who to talk to but maybe you can help me out, I'm zen with xxx and was wondering if your office still used a water cooler with a big bottle on top?"

(I'm sorry, this is a xxx company we don't deal with water cooler)

Basically this script has been confusing them and just makes it even harder to get an answer.

Any feedback or scripts you think would do better? Again, I'm trying to see if they have a water cooler and then be passed on to the decision maker
#call #cold #script
  • Profile picture of the author Jason Kanigan
    Pitching to the gatekeeper is a no-no...they don't care about 10-60% savings.

    Ewenmack's opening would be good for this one. The one he uses for his paper rolls company.

    "Hi, who should I talk to about saving you money in your employee break room?"

    Not sure why you're having trouble with the question of whether or not they're still using a water cooler.

    There is ALWAYS someone in charge of stock and supplies for the break room. You want to talk to that person, not pitch the gatekeeper or the first person you encounter.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[8523839].message }}
    • Profile picture of the author Zen Productions
      Originally Posted by Jason Kanigan View Post

      Pitching to the gatekeeper is a no-no...they don't care about 10-60% savings.

      Ewenmack's opening would be good for this one. The one he uses for his paper rolls company.

      "Hi, who should I talk to about saving you money in your employee break room?"

      Not sure why you're having trouble with the question of whether or not they're still using a water cooler.

      There is ALWAYS someone in charge of stock and supplies for the break room. You want to talk to that person, not pitch the gatekeeper or the first person you encounter.
      Well the target I'm going after is Insurance agents. They usually have water coolers galore in their waiting rooms.

      So maybe:
      "Hi, Who should I talk to about saving money on your water cooler?" (assuming they have one)

      Should there be a prior question to qualify them first?

      The question script I may have just been using wrong. I wanted to see if they had a cooler in their office and may have confused them the way I worded it.
      {{ DiscussionBoard.errors[8523866].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by Zen Productions View Post

        Well the target I'm going after is Insurance agents. They usually have water coolers galore in their waiting rooms.

        So maybe:
        "Hi, Who should I talk to about saving money on your water cooler?" (assuming they have one)

        Should there be a prior question to qualify them first?

        The question script I may have just been using wrong. I wanted to see if they had a cooler in their office and may have confused them the way I worded it.
        Did I say "water cooler"?

        No. I said "employee break room."

        You want to get pigeon-holed as a water cooler (replacement) salesperson by the gatekeeper immediately, and screened out?

        Have the conversation you want to have with the person who can make the decision. You're trying to tell the first person you find all about your offer. Stop that.

        People have as part of their roles responsibility for the break room.

        NOT the water cooler. Nobody gives a damn about the water cooler.

        Why do people keep trying to change what they're given? This happens all the time. "Oh, I think I can skip this step. I think can remove these words. I think I can make it faster." Use the words they way they are given to you and see how they work out.

        More help:

        http://www.warriorforum.com/offline-...t-selling.html
        Signature
        >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

        >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
        {{ DiscussionBoard.errors[8523876].message }}
        • Profile picture of the author Zen Productions
          Originally Posted by Jason Kanigan View Post

          Did I say "water cooler"?

          No. I said "employee break room."

          You want to get pigeon-holed as a water cooler (replacement) salesperson by the gatekeeper immediately, and screened out?

          Have the conversation you want to have with the person who can make the decision. You're trying to tell the first person you find all about your offer. Stop that.

          People have as part of their roles responsibility for the break room.

          NOT the water cooler. Nobody gives a damn about the water cooler.

          Why do people keep trying to change what they're given? This happens all the time. "Oh, I think I can skip this step. I think can remove these words. I think I can make it faster." Use the words they way they are given to you and see how they work out.
          Thanks, this makes sense and I will be doing this tomorrow for my calls. I will keep you updated on the results.

          By the way Jason I sent a PM to you
          {{ DiscussionBoard.errors[8523888].message }}
  • Profile picture of the author Matthew North
    Originally Posted by Zen Productions View Post

    Hey Guys,

    Wanted to get your opinion on a couple of scripts I have been using to see If I can get some good feedback.

    Background: I'm selling a "bottle-less" water coolers to companies who are currently using water coolers in their office. We are cheaper and our water is cleaner.
    Jason has given you some good ideas for getting past the gatekeeper. I agree that your script is confusing and you are selling to someone who really doesn't have an interest in the conversation.

    Jason and I have different styles and different ways of selling, both work. I've posted a research script you can use to qualify and sort the lead before phoning a decision maker. You'll be able to get past her 90% of the time using this.

    The good news is that you have established what your product advantages are with cleaner water and cost savings.

    Now think how you could turn these advantages into curiosity statements that make them want to find out more. This is called creating the need. And is the second piece of the puzzle to make your calls really stand out.
    Signature

    you cant hold no groove if you ain't got no pocket.

    {{ DiscussionBoard.errors[8524370].message }}
  • Profile picture of the author SashaLee
    Hi there,

    We devised a program for one of our clients, loosely based on Joe Polish's Consumer Awereness guide (I think that's what it's called). We took the approach that the product they were using was potentially subject to recall due to something or other.

    Thinks Ewenmack's dust-mite approach.

    If the gatekeeper thought the water cooler was potentially poisoning the office she'd put you through sharpish.

    Like Jason said, elevate yourself out of the "water cooler" business.

    All the best,

    Sasha.
    {{ DiscussionBoard.errors[8524406].message }}
  • Profile picture of the author Rearden
    Have you thought about cold walking?

    Seems like a one-call close situation anyway.

    Lug that bad boy for an on-site demo.

    Nobody gives a shit about the water cooler -- but the owner might give you amn audience if you happen to walk in cold...
    Signature
    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
    {{ DiscussionBoard.errors[8524833].message }}
    • Profile picture of the author mojo1
      Are you selling Avalon water by chance?
      {{ DiscussionBoard.errors[8526326].message }}
    • Profile picture of the author Aaron Doud
      Originally Posted by Rearden View Post

      Have you thought about cold walking?

      Seems like a one-call close situation anyway.

      Lug that bad boy for an on-site demo.

      Nobody gives a shit about the water cooler -- but the owner might give you amn audience if you happen to walk in cold...
      Got to agree if the money is there to make cold walking worth it I think this would be a killer cold walk opportunity with or without the machine being with.

      Trust me the coffee vendors and other water vendors cold walk. They normally sold walk while servicing their route.

      BTW how does this work? Just filters their own water? If so how often does the filter need changed and do you or they do it?

      I ask because some of these companies like the set it and forget it mentality. Which is why they use services for water bottles. You can DIY for those way cheaper. This is also why people lease vs. buy copiers. They want the service.

      If there is no service involved the money savings might not matter. I mean how much is water costing them? Even if you save them $100/mo I doubt that would be worth them having to do it themselves.

      So make sure your pitch hits on their hot points. Saving money may not be one specially if the savings is small.

      "How often do you have to change the bottle?"
      "Who changes the bottle?"
      "Do you think _____ would like it better to never have to change a bottle again?"
      "Our system uses filters so you don't have to lift heavy bottles. We also come in every __days and change the filters for you. You have better things to do than focus on your water cooler. Let us handle this for you."
      Signature
      Aaron Doud - Sales & Success
      {{ DiscussionBoard.errors[8526372].message }}

Trending Topics