The wind up... The PITCH... Wait... Help?

by 39 replies
48
Hey everyone, I hope all is well! I'm fairly new to this forum, though I can say I am not new to sales. I have so much to learn, but I think I'm off on the right foot..

I'm having a hard time finishing my sales script, and I would really appreciate it if someone could point me in the right direction to finishing it to be solid? I understand even if I just get the core concepts down I will have to further optimize it, and I do understand tonality plays a large role... but I'm willing to do whatever it takes to get to where I need to be in my business and in my personal goals as well. Here goes...



... Will alter for Web Design/PPC and or Social Media


__________________________________________________ ______
REP: Hi (prospect name) is this a bad time to talk?

REP: I appreciate that… Let me take a quick minute and tell you who I am and why I called, and you can decide if it makes sense to keep talking, sound fair enough?

REP: "<prospect name> I've had a ton of success helping small to medium sized businesses, specifically with
<Their Market – Landscapers/Electricians/Restaurants Etc.> that have been getting slammed on the costs of acquiring new clients, struggling to generate new leads, or failing to convert those leads on a consistent basis. I’ve been able to help generate up to 220% in revenue increases in similar markets. Would you like to know more?"

REP: Great. My name is _______ and I’m with ________… you may have heard of us.. I actually found you on (_________) and I’ll ask you just a few questions… (prospect name)… If you don’t mind me asking, Other than (_________), are you doing any other forms of marketing?

REP: (let them answer) would you mind telling me a bit about your experience with those options?
(let them answer) ok, and would you say you’re seeing a sharp ROI in your favor?

REP: Can you see yourself taking on more clients in your business?

REP: Ok… Can you see yourself consistently converting more profitable clients in your business, more often?

REP: Roughly, how much revenue would you say each client brings in for your business?

REP: And roughly, how many customers are you currently bringing in each month?

REP: (have google analytics numbers and break down revenue and client increases based on services offered vs. incoming traffic)

REP: (Prospect name) As a little insight, 82% of all business conducted in the local market is done through first researching companies on Google. If you look at the 1st page for the keyword (insert keyword) you can see your competitors dominating 80% of all of the extremely targeted, hot leads coming into google. And roughly half of those searches click on the first three organic links that show up.

REP: (PITCH – Under Construction)

(Assume the close)
#offline marketing #cold call scripts #cold calls #offline #pitch #sales #wait #wind
  • REP: Hi (prospect name) is this a bad time to talk?

    I don't like that.

    How about more direct

    "Hi, john
    I have a way of increasing your business may I have a minute to explain it?

    Rick
  • The above facts are not in any way shape or form the "truth" in todays market. 81% of all online business starts with a search on a search engine. NOT just Google, and NOT just Local.

    half the searches clicking the top three is no longer a "truth" There are simply to many " Listing " factors that retract from that old school thought. such as video in the top 5 or a forum listing or a "Authority Listing" or schema data that obviously draws the eyes.

    Just me personally, if you are going to spew facts at least get them half correct. because if the guy on the other side KNOWS you are twisting details, you don't stand a chance.
    • [1] reply
    • Rick I like your approach too. I will a/b test it!

      You're right, I should do a bit more due diligence of giving relevant data...

      As far as the rest of the script goes, what are your thoughts? And if anyone can point me in the right direction for the pitch and close, that would be fantastic
  • , "REP: Hi (prospect name) is this a bad time to talk?"

    Don't ask for anything Just tell them who you are and why you are calling and more! If you make easy for them to say "Yes It is a bad time to call ect" then you are giving them an easy way out!

    Andre
    • [1] reply

    • Maybe the person on the other end of the line has an irate customer in front of them? Do you REALLY want to be talking to this person at that time? Don't you think it would of been a good idea to ask if it was a bad time then?

      The original concept was presented by Jason Kanigan (do a search in this section). I agree that it may or may not be a good approach, it really depends upon a lot of little things like the niche you are calling into, the profile of the typical decision maker for those businesses, etc.

      I wouldn't agree to just dismiss this though! There are some very good reasons why, what Jason calls, a reverse negative (ie, is this a bad time?). I won't detail those reasons here but it certainly does a couple of things for you and giving them an "out" may actually be exactly what is best at that moment.
      • [ 1 ] Thanks
      • [1] reply
  • If it were me, I'd nix this:

    Just get to the point for those types of small businesses you are targeting.
    • [ 1 ] Thanks
    • [1] reply
  • I get these calls all the time. I rather have someone tell me who they are and what they do immediately. If someone is looking for that type of business, they will hear you out. So like some of those above me, just be short and sweet. You are more inclined to close a deal if you are confident and get straight to the point.

    Don't state "Is it a bad time to talk." That is a fast out for them. Just say your name and where you are from and do. People appreciate that more.
    • [ 1 ] Thanks
    • [1] reply
    • In your experience, have you ever had a good conversation with someone if they are not focused on, you know, the conversation? I mean, how effective would you be? Finding out if it is a bad time is good because I wouldn't want to have a conversation with someone distracted by whatever is causing that "bad time" to occur.

      A "fast out" is exactly what I'd want if it's not a good time to talk with anyone.
  • One last thing about the "is this a bad time?" line...

    What better way to overcome the "Oh, I'm busy, can you call back later?" response by initially asking if it's a bad time now and taking that out of the conversation right away before it even comes up?
    • [1] reply

    • I'm not sure why there is a debate on this. When I ask "Is this a bad time, or do you have a minute?'...I nearly always get "I have a minute, what's this about?"

      And why do I ask? Because that's what busy business people ask other busy business people....before they start talking. It's also what friends ask before they start a phone conversation.

      Want me to hang up on you? Just start a pitch, assuming I have nothing else to do, but listen to you.




      I don't know if this question is necessary. It's not bad, but I might use either this or "Is this a bad time to talk?"

      You are asking for permission twice. And I don't think it's necessary.

      I think what you are doing is creating a script out of parts of effective scripts (I recognize several).

      On the other hand, if you are using this script, and you are getting a great result after you ask for a minute..keep doing it.

      Your results will teach you far more than anything any of us can tell you.
      • [ 4 ] Thanks
      • [1] reply
  • I was trying to remember where in his script Jason puts "Is it a bad time to talk?"
    I'm thinking it's after your intro and they have enough info.

    Personally, I appreciate it. I manage a small hotel. If you call me when I am literally busy
    and I am interested and want to talk to you when I CAN focus, then I sure appreciate the
    courtesy and respect for people who know my time is valuable.

    Don't get so focused on your goal for the call that you forget to treat the Gatekeeper
    or Decision Maker like a person. And a person who has a lot to do.

    I've thrown reps off by honestly asking them to call back next anytime next Tuesday
    through Thursday afternoon. Don't get thrown off by that. It's a turn off if you're so
    bent on your goal that you don't appear to listen or care about my priorities.
    (Also, I don't care for the "We only talk to business owners" approach. My business
    is absentee owner run and I do decide what I ask him to pay for.. Be flexible and human
    in your approaches.)

    Maybe keep in mind the main goal is a business relationship, not just an appointment or
    a one call close.

    Dan
    • [ 1 ] Thanks
  • You could test offering a free report on your services and the benefits of SEO in general.

    "Hi, (name of representative) here, reason for the call, I'd like to send you our free report "Secrets of High Profit Online Marketing" and invite you to a free upcoming webinar "The 5 Deadly Trends Facing Brick & Mortar Business Today". Fair enough?"

    You could certainly put together a short webinar and make that available to them, and by doing so that would give you some leverage in getting their email addresses.

    Then you could follow up on the phone with a "warm" call.
    • [1] reply
    • Michael, that's definitely a great idea.

      One of my ideas was to obviously get my website on Google to generate leads... but I also want to do some PPC that offers tripwire services (not sure yet) that has a general sales video introducing them to the idea... so the report might be good... and then work my way to getting a warm call.

      GREAT IDEA.
      • [1] reply
  • It not only shows a level of respect for the other persons time it also get them saying a very important word, "yes".

    So much more to comment on but that's the one thing that Claude said that stuck out. I may come back and comment more.

    P.S.Claude I know I owe you a phone call but been super busy. I'll try and phone you up this week. Do you have time for me?
    • [2] replies
  • Can anyone point me in the right direction?
    • [2] replies
    • You might find this thread helpful.

      The whole thread has good info. Post 21 helps with format.
      - I see you need some help with format after reading your OP

      Your more on the correct path then most who throw a script up
      and ask for help.

      After you read that thread if you have questions post your questions
      there + your orig script .I'll try to help you out as i have time.
      • [1] reply
    • Luis; If you want someone to write a phone presentation for you, you're going to have to pay them. Jason Kanigan can do it, Ken Michaels could do it.....

      But that's a major job that you aren't going to get by just asking for it.
  • I think I'm going to write a whole blog post, or a YT video and put this stupid "is this a bad time" thing to rest once and for all.

    Here is WHY you don't ask.

    Claude is right...kinda.

    IF it is indeed a bad time, you do not need to give them opportunity to say so. They will tell you. I assure you. By the time they say "this isn't a good time" or "I'm busy, what's this call about" - you have already said what you called for, or you will now have a chance to say it. IT WILL COME OUT that it is a bad time whether you ask or not. So WHY would you ask and put it in their head. If it's NOT a bad time, you're signaling to them that you're a telemarketer or pitching something and you don't know them.

    If you just go into your call, you have a much better chance of getting through most of your opening or even pitch by just doing so. I'm not saying speak without pause, I'm saying talk until you get pushback. They are adults, you don't need to hand hold and coddle, and being "polite" is relative unless you're yelling at them. You can be polite without pussyfooting around. "Is this a good time" "are you busy" "would you like me to wipe your ass for you?" Those aren't polite, they are patronizing.

    Introduce yourself and get to the point. They'll thank you and the never ending debate on here can end.
    • [1] reply
    • Stupid is a strong word. This isn't Jason's creation by the way. I'm not sure where it originated, but if asked correctly, there is a very small percentage of people who think I'm a telemarketer.

      This is coming from someone who has made 50 dials today & 50 to go. Same thing yesterday, same thing tomorrow.

      Everyone has their preference, but dismissing this as being ineffective may be misleading to some. You have your preference & we get that, but telling people that it doesn't work (yeah, I read your reasoning) is simply your opinion.

      Here is a hint to the OP, if you want to continue to test the "bad time" thing...it's all in vocal tone & inflection. Then again, that is your entire call...the words communicate very little.

      You worrying about words is splitting hairs. Much more is communicated via your voice than the content of your words.

      Good luck OP
      • [ 1 ] Thanks
  • Since the posting of this thread, I have bought 2 of Claude's books. Good stuff INDEED.

    I am currently refining my script and I will let you all know how it goes as I test things for myself.
    • [ 1 ] Thanks
  • As the busy owner of a service business, I get plenty of phone calls from people looking for help. I still remember the first time (and the person) who asked if I had time to talk, when he rang.

    It was such a refreshing change from the usual "help me ... and help me now!) type of call I usually get ... that it really got my attention. He has since become a good customer and I have a lot of respect and time for him.

    Now, I regularly ask the same question when I make calls looking for help, simply because of how respected I feel when it is done to me.

    As for the myriad of sales calls I get ... let's not even start ...
  • It strikes me that there are some strong opinions re: "Is this a bad time to talk..."

    It also strikes me that some of the most 'anti' comments will be from people who
    have never tried it. How do I arrive at this conclusion...well because I've been a high
    achiever in sales for many years....and I've tried it .....and I have NEVER had anyone
    answer unfavourably EVER...and that is after hundreds and hundreds of businesses
    called.

    I've had one or two who said it was a bad time and then arranged for me to call back.....
    and said it was a nice change for someone to be polite enough to ask ........

    Anyone who has sold for a living for any length of time has their own 'favourite'
    methods.....and I learned years ago that it is stupidity to think that other 'methods'
    are not worth trying.

    There is always something new to learn in the selling business.
    • [ 1 ] Thanks
  • Yes, it is "stupid." No, it's not a strong word unless I said Jason was stupid, which I didn't. In addition, I didn't say his method was stupid, I said the back and forth is. There are countless threads here for years debating the same question and "method." Does it work? Maybe some of the time, if you don't know how to make calls or work a call and need a script or time to gather your thoughts when you actually get a DM on the phone. Which is who most of Jason's methods are for. Newbies, that don't know calling from their butt.

    For the rest of you, that want to actually get to the point, make a sale, make an appointment, and not sound like you're reading the 5 page script (that you don't need), and that aren't scared to dial a phone...no, it's not a good idea and is stupid. However, do what you feel you must, it's really no skin off my back, I'm doing well on my calls.

    50 dials and 50 to go? That's cute. Been doing calls for over a decade, daily, and training others, consulting, writing scripts, you get the idea. Just finished 700 calls today...800 to go tomorrow!
    • [1] reply
    • I feel like the opening comes off VERY smooth, very easy for me... Normally, if someone has the slightest of interest, this portion is very good.

      I'm actually having a problem Post-Presentation and actually closing... I know I should be working on killing the notions of any possible objections, but I'm not quite sure how I should do it...

      Could someone tell me where I can watch live sales calls? or maybe a good resource to read? Claude's books have been extremely helpful, and I'd like to cross reference a few other sources.
      • [ 1 ] Thanks
  • I am by no means an expert but I do cold call day in, day out.
    I try to reach between 50 - 80 people a day, and I probably have between 5 - 14 calls a day.
    I book one meeting a day on average. Which isn't that bad of a result but could be better ofcourse.

    Now you know my background you can take my advice as you wish.

    If I had to go trough this questioning during my call I would go nuts.

    First of all, it seems to me you could get to the point quicker. Aren't most people getting impatient when you ask all those questions?

    I tried a lot and what works best for me is from a simple 10$ book about Cold calling. It's praised on this forum.
    I pitch the company, short, qualify them, short. And ask for the meeting.

    I probably get an objection. I tackle it. This continues. When I feel he/she is getting annoyed. I end the call even if I didnt book a meeting.

    I do ask questions, but these flow more naturally depending what he says. I have a list of Questions I can ask relating to our products.

    Call goes like this:
    Pitch + asking for meeting
    When Objection >>> Reason for meeting - Asking for meeting
    When objection >>> Reason for meeting - Asking for meeting
    When objection >>> Reason for meeting - Asking for meeting

    End call with meeting
    End call without meeting -- Call back in 2-3 months.


    you are asking questions, and questions and more questions but if I where your costumer I would wonder: When is he going to ask for "IT" (because he knows you are calling to make a sale.. appointment..whatever)

    So, perhaps in the end, you need to pitch why it makes sense to work with you with all the information he/she provided.. and ask for the sale/meeting/whatever it is
Join the discussion

Next Topics on Trending Feed

  • 48

    The wind up... The PITCH... Wait... Help?

    Hey everyone, I hope all is well! I'm fairly new to this forum, though I can say I am not new to sales. I have so much to learn, but I think I'm off on the right foot.. I'm having a hard time finishing my sales script, and I would really appreciate it if someone could point me in the right direction to finishing it to be solid? I understand even if I just get the core concepts down I will have to further optimize it, and I do understand tonality plays a large role... but I'm willing to do whatever it takes to get to where I need to be in my business and in my personal goals as well. Here goes...