First Try At This Cold Calling Stuff, Thoughts?

32 replies
So I've been lurking around here for quite some time and have finally dabbled enough info to take this on full time. I'm going live the 1st of the month with my attempts at cold calling. I'm finishing up a local directory to offer free listings for, which will be ranking pretty quickly (already done all the keyword research) for the area I'm targeting to give me an easier in with potential clients. I wanted to post my script to see if I could get some feed back from some of the pro's on here.. go easy guys..




You call the business:
They say: "Thanks for calling [Business Name] this is [Persons Name] how can I help you?"We say: "Hey, [Persons Name]. I hope I didn't catch you at a bad time. I just wanted to shoot you a quick call and introduce myself. My name's [Your Name] and I'm actually just following up with all thelocal businesses in the are because our new online directory is up for Dalton, GA. ( a directory is an online phone book except ours is targeted strictly for dalton,ga)(I'm sure they'll say something or ask questions, but just fake it til you make it or if you don't know what to sayjust say, I'll have to ask my manager about that one, laugh it up and continue with the script.)Well since our directory is new were actually listing all the businesses completely free of charge and could actually bring you all some new customers every month free of charge but I just needed to make sure we had all the right information..I just need to ask you a few questions or I can get your email and send you the questions, there's only about 8 questions, it'll take 30 seconds..(either get email or just go straight into asking the questions)How do you spell the business name?What's the business address?What's the business phone number?The business email?(this won't go on the website)Do you have a photo or logo you want to add?(they don't have anything? We do logos for $35)Do you have a description you'd like to add?Would you care to be listed in the "featured businesses" section?( if they seem interested offer them package A ) which is 200 setup fee 25 monthlyWebsite Address?( if they don't have a website offer them package B ) which is 75 monthly no setup feeWell thank you so much for your time, we'll send you a link so that you can see your listing once it's live. And if you have any questions don't hesitate to contact us at [website address].you have any questions don't hestitate to contact us at [website address]
#calling #cold #cold calling #iamnameless #john durham #offline marketing #stuff #thoughts
  • Profile picture of the author sandalwood
    Originally Posted by caseyray View Post

    So I've been lurking around here for quite some time and have finally dabbled enough info to take this on full time. I'm going live the 1st of the month with my attempts at cold calling. I'm finishing up a local directory to offer free listings for, which will be ranking pretty quickly (already done all the keyword research) for the area I'm targeting to give me an easier in with potential clients. I wanted to post my script to see if I could get some feed back from some of the pro's on here.. go easy guys..




    You call the business:
    They say: "Thanks for calling [Business Name] this is [Persons Name] how can I help you?"We say: "Hey, [Persons Name]. I hope I didn't catch you at a bad time. I just wanted to shoot you a quick call and introduce myself. My name's [Your Name] and I'm actually just following up with all thelocal businesses in the are because our new online directory is up for Dalton, GA. ( a directory is an online phone book except ours is targeted strictly for dalton,ga)(I'm sure they'll say something or ask questions, but just fake it til you make it or if you don't know what to sayjust say, I'll have to ask my manager about that one, laugh it up and continue with the script.)Well since our directory is new were actually listing all the businesses completely free of charge and could actually bring you all some new customers every month free of charge but I just needed to make sure we had all the right information..I just need to ask you a few questions or I can get your email and send you the questions, there's only about 8 questions, it'll take 30 seconds..(either get email or just go straight into asking the questions)How do you spell the business name?What's the business address?What's the business phone number?The business email?(this won't go on the website)Do you have a photo or logo you want to add?(they don't have anything? We do logos for $35)Do you have a description you'd like to add?Would you care to be listed in the "featured businesses" section?( if they seem interested offer them package A ) which is 200 setup fee 25 monthlyWebsite Address?( if they don't have a website offer them package B ) which is 75 monthly no setup feeWell thank you so much for your time, we'll send you a link so that you can see your listing once it's live. And if you have any questions don't hesitate to contact us at [website address].you have any questions don't hestitate to contact us at [website address]
    Since you asked, here's my opinion. Emphasis on opinion. Too wordy and not once did you ask for the decision maker. You just started in selling the person who answered the phone. Chances are 99.9% this person has NO decision making powers at all. And when people say to me hope I didn't catch you at a bad time, unless it is my parole officer, I always say, yes you did.

    Again emphasis on opinion from a guy who cold calls for a living.
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  • Profile picture of the author AmericanMuscleTA
    The best thing you're doing is taking action!!!


    Whether your script works or not, I dunno, but you'll get business just because you called.
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    • Profile picture of the author fantrom
      Originally Posted by AmericanMuscleTA View Post

      The best thing you're doing is taking action!!!
      Yes.

      Whether your script works or not, I dunno, but you'll get business just because you called.
      Not really.

      You must have a good pitch/script and be amiably persistent... just to open the door.

      I was a gatekeeper at a Flag Making Company and it took a Sprint rep several weeks before I patched him through to the decision maker he needed to speak to. He made it a point to ask for my name on the first call and subsequently used it every time thereafter.

      Ironically, the decision maker in this company was also the rainmaker responsible for bringing new accounts and was himself cold calling most of the day.

      And in case you were wondering, yes the company eventually switched their business account to Sprint (from AT&T) as they offered a better value in both cost and service.
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  • Profile picture of the author Barry Unruh
    Definitely drop the "hope I didn't catch you at a bad time"...That might be appropriate when you get hold fo the decision maker, but not for the receptionist. That's her job to answer the phone.

    If you have the business owner/decision maker's name, just ask for them by name without all the intro.

    It would be much better, in my opinion, to start off with something like:

    Hi, this is (your name), I'm calling about your listing in the local directory and need to verify some information. Who takes care of that for your office/business?

    But, I'm far from professional script writer. Hopefully a few of the seasoned pro's drop in to give you some advice.
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  • Profile picture of the author Freebiequeen1999
    Good for you for taking action

    You can learn owners name and just ask for them...

    if gatekeeper balks...."I need to make sure we have his listing right..it will only take a minute, thanks"

    (assume she will do what you want. If she was a good worker bee and said "xx office, Melissa speaking" address her by name...

    "it will only take a minute Melissa..thanks" (smile)

    Then when you get "boss"...."Hi this is x with the yabbadabba directory, we just wanted to make sure we had your info right, (read it off, with a slight error, if they correct the error they are showing interest)

    and then go from there....for upsell ..."Oh by the way....a lot of the (restaurants, plumbes, whatever) wanted a bit more so we are doing xzy"

    close on the phone...but get involved....be a "team" with them...use the word "we"....assume the sale right from the start - never say "buy" "sell" "pay", etc...use words like "do" "take care of"

    Which card did you want to use to take care of this?
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    • Profile picture of the author caseyray
      Thanks sandalwood.

      Thanks American muscle.

      Barry thanks a lot, I'm actually going to add that to my script.

      Thanks freebie, I'm gonna add that as well. I'll post the updated version soon.

      Have you all been doing cold calls for awhile? Or still doing them?

      I've tried IM and I'm having success just slowly. I figured I could add some offline and speed up the process of building my business.

      Thanks again everybody
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    • Profile picture of the author iAmNameLess
      Originally Posted by Freebiequeen1999 View Post

      Good for you for taking action

      You can learn owners name and just ask for them...

      if gatekeeper balks...."I need to make sure we have his listing right..it will only take a minute, thanks"

      (assume she will do what you want. If she was a good worker bee and said "xx office, Melissa speaking" address her by name...

      "it will only take a minute Melissa..thanks" (smile)

      Then when you get "boss"...."Hi this is x with the yabbadabba directory, we just wanted to make sure we had your info right, (read it off, with a slight error, if they correct the error they are showing interest)

      and then go from there....for upsell ..."Oh by the way....a lot of the (restaurants, plumbes, whatever) wanted a bit more so we are doing xzy"

      close on the phone...but get involved....be a "team" with them...use the word "we"....assume the sale right from the start - never say "buy" "sell" "pay", etc...use words like "do" "take care of"

      Which card did you want to use to take care of this?
      I think this is the approach every beginner needs to consider. When you cold call, and act like you SHOULD be calling, you have much better luck.

      Make the person on the other line believe you should be put through no matter what.
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      • Profile picture of the author BigFrank
        Banned
        Originally Posted by iAmNameLess View Post

        I think this is the approach every beginner needs to consider. When you cold call, and act like you SHOULD be calling, you have much better luck.
        Totally agree.
        Make the person on the other line believe you should be put through
        I still agree.
        no matter what.
        That's generally the telemarketer that I place on 'infinite hold.' :-)

        Cheers. - Frank
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  • Profile picture of the author caseyray
    Here's the goals I'm setting for myself.. Do my numbers seem to be right?

    125 calls = 1 sale

    Need 1300 calls done a month.

    1300 calls / 4 weeks = 325 calls a week

    325 calls / 3 days = 108 calls per day

    Should be able to get 10 customers a month at minimum with those #'s.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by caseyray View Post

      Here's the goals I'm setting for myself.. Do my numbers seem to be right?

      125 calls = 1 sale

      Need 1300 calls done a month.

      1300 calls / 4 weeks = 325 calls a week

      325 calls / 3 days = 108 calls per day

      Should be able to get 10 customers a month at minimum with those #'s.
      Leads >> Qualified Prospects >> Buyers.

      Your own numbers will be different from anyone else's.

      And they'll improve the more you do this.

      http://www.warriorforum.com/offline-...t-selling.html
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      • Profile picture of the author sandalwood
        Originally Posted by Jason Kanigan View Post

        Leads >> Qualified Prospects >> Buyers.

        Your own numbers will be different from anyone else's.

        And they'll improve the more you do this.

        http://www.warriorforum.com/offline-...t-selling.html
        Jason,

        Excellent material for the serious. Wanna be's can stay home. I've had a lot of success cold calling over the years but thought I'd try something different. So, I tried your cold call 2 sentence script this afternoon. Absolutely fantastic. Worked on every business owner who answered the phone. When a gate keeper answered I used my script. Your script WORKS!

        The only thing wrong with that particular video is the hat you are wearing. Should be a Yankee hat.
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        • Profile picture of the author caseyray
          I can't thank you all enough! It's great there's a place a person like me can come to and ask for help and get genuine help. Thank you so much.

          sandalwood, where's this two sentence script?
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          • Profile picture of the author sandalwood
            Originally Posted by caseyray View Post

            sandalwood, where's this two sentence script?
            In this video:

            http://www.warriorforum.com/offline-...ml#post5922258
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          • Profile picture of the author Jason Kanigan
            Originally Posted by caseyray View Post

            I can't thank you all enough! It's great there's a place a person like me can come to and ask for help and get genuine help. Thank you so much.

            sandalwood, where's this two sentence script?
            Casey, make sure you don't miss the process you have to learn. That is laid out in the link I provided and Sandalwood quoted in his first reply.

            Do not get stuck looking for the magic bullet that makes people drop their wallets and purses at your feet. That doesn't exist.

            Learn a consistent sales process, whether it's mine or someone else's. Apply it consistently, until it becomes a reaction like muscle memory. Then you'll know where you are in the conversation, why the prospect is or is not buying, and how to get out in front of them and lead the conversation invisibly.

            Yes, the first step is to reach the decision maker. If you don't do that, you definitely don't get conversations.

            But after that, you must know what is coming and what you should be doing. Otherwise you'll get all tongue-tied and mess up those opportunities. The good news is this stuff works for inbound calls as well as outbound.
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            • Profile picture of the author Freebiequeen1999
              You could learn from the "old school" tips from the (often notorious) phone rooms of Florida LOL

              Maybe I should offer a course for $7500 and $25000 LOL....but I won't come here and ask for FREE email help haha haha
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              • Profile picture of the author DABK
                Nobody would buy. You'd have to do 3 packages

                Bronze at $6997
                Silver at $11,997
                Gold at $24,997

                Because they'll buy $11,997 like crazy, and that's the one you want to sell anyway, the gold is just for looks and the bronze too cheap to be worth your while.

                And, tomorrow you can discount the Gold at $12,097 and, surely, it will sell like hot cakes and you love, for that package is no longer just for looks.

                And, a week from now, when the buying frenzy has died down, you can sell it at $19.97, for a limited time only, of course. And, of course, you'll present it thusly:

                was $24,997 only $19.97 (but only for the next 10 buyers)

                and $24,997 will be X'ed out with a big, bold, red X and the $19,97 will have a couple of red squigglies under.

                Have we not taught you anything about pricing?

                Originally Posted by Freebiequeen1999 View Post

                You could learn from the "old school" tips from the (often notorious) phone rooms of Florida LOL

                Maybe I should offer a course for $7500 and $25000 LOL....but I won't come here and ask for FREE email help haha haha
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                • Profile picture of the author bizgrower
                  And then in 8 months it's free when she starts her next launch.


                  Originally Posted by DABK View Post

                  Nobody would buy. You'd have to do 3 packages

                  Bronze at $6997
                  Silver at $11,997
                  Gold at $24,997

                  Because they'll buy $11,997 like crazy, and that's the one you want to sell anyway, the gold is just for looks and the bronze too cheap to be worth your while.

                  And, tomorrow you can discount the Gold at $12,097 and, surely, it will sell like hot cakes and you love, for that package is no longer just for looks.

                  And, a week from now, when the buying frenzy has died down, you can sell it at $19.97, for a limited time only, of course. And, of course, you'll present it thusly:

                  was $24,997 only $19.97 (but only for the next 10 buyers)

                  and $24,997 will be X'ed out with a big, bold, red X and the $19,97 will have a couple of red squigglies under.

                  Have we not taught you anything about pricing?
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                  • Profile picture of the author colzinfobiz
                    Cold calling is not easy for anyone...

                    I had a great experience the other day from a lady who called me about my "website".

                    She actually stated my business name but asked me about the wrong website????

                    What the???

                    I simply said "I didn't know the website you mentioned", and she hung up on me....

                    In this case I would say know who you need to talk to first or at the very least....

                    Know some small fact about the industry you are targeting....It may be the only foot in the door.

                    It's not necessarily a numbers game, but a offering "quality" game if you catch my drift

                    Cheers
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                    • Profile picture of the author Jason Kanigan
                      Originally Posted by colzinfobiz View Post

                      Cold calling is not easy for anyone...

                      I had a great experience the other day from a lady who called me about my "website".

                      She actually stated my business name but asked me about the wrong website????

                      What the???

                      I simply said "I didn't know the website you mentioned", and she hung up on me....

                      In this case I would say know who you need to talk to first or at the very least....

                      Know some small fact about the industry you are targeting....It may be the only foot in the door.

                      It's not necessarily a numbers game, but a offering "quality" game if you catch my drift

                      Cheers
                      Some of this is opinion and not fact.

                      The people who don't know anything about phone prospecting are the first to jump up and say how hard it is.

                      "Woodworking is not for everyone!" Yeah, and you dig and find out they tried using a lathe and chisel once without help. Duh. What did you think was going to happen.

                      Just because you have a brain and a mouth doesn't mean you are magically going to know how to use the tool called the telephone to your advantage.

                      Just because you've been calling your friends and family for decades doesn't mean you know how to conduct a business call.

                      By the time you were 16, you'd probably been riding in automobiles for over a decade and a half. You knew all about the steering wheel, how door handles worked (I've read in travel and adventure books there are desert nomads who don't), and that there were gas and brake pedals. Doesn't mean you knew how to drive.
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                      • Profile picture of the author sandalwood
                        Originally Posted by Jason Kanigan View Post

                        Some of this is opinion and not fact.

                        The people who don't know anything about phone prospecting are the first to jump up and say how hard it is.

                        "Woodworking is not for everyone!" Yeah, and you dig and find out they tried using a lathe and chisel once without help. Duh. What did you think was going to happen.

                        Just because you have a brain and a mouth doesn't mean you are magically going to know how to use the tool called the telephone to your advantage.

                        Just because you've been calling your friends and family for decades doesn't mean you know how to conduct a business call.

                        By the time you were 16, you'd probably been riding in automobiles for over a decade and a half. You knew all about the steering wheel, how door handles worked (I've read in travel and adventure books there are desert nomads who don't), and that there were gas and brake pedals. Doesn't mean you knew how to drive.
                        Jason,

                        Here is my thought, emphasis on my, for colzinfobiz's opening line which reads:

                        Cold calling is not easy for anyone...

                        I believe instead of the word anyone, the word everyone would be more accurate. That means it would read:

                        cold calling is not easy for everyone...

                        I say that because of my training at a major stock brokerage firm. Part of that training was being put in a room with about 100 other class mates and told to cold call using a particular script. While I don't know this for sure, not one of us had cold called prior to this assignment.

                        I will admit I was more of an observer than a participant on that day in 1985. I had no idea how easy it was cuz I never did it. As I looked around the room I watched a few newbies pick up the phone and just start dialing and talking. It was almost like they were born to cold call.

                        That's why I say anyone should really be everyone.

                        This is by no means the gospel according to me. It is just an experience I lived.
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    • Profile picture of the author Barry Unruh
      Originally Posted by caseyray View Post

      Do my numbers seem to be right?
      Here's a great little video to help you get your head wrapped around the numbers...by someone you might even know...


      I watched it recently and found it extremely helpful for mindset.
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  • Profile picture of the author Michael Nguyen
    Do this instead

    Decide how many contacts with DM you want to achieve first and then you can decide how many sales you want.

    I did exactly what you did above and failed those numbers. You need to develop those numbers above while on the job cold calling. Then from there you have a real baseline.

    What if you found out you actually needed 150 calls before as sale? or 20 contacts before a sale? That would mean the above is not working. Know your numbers..
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  • Profile picture of the author Freebiequeen1999
    This might help....in any successful phone room they have the objections down pat

    when you get "no's" and "objections" don't beat yourself up...learn from them....jot them down in a notebook then look for the patterns - you will no doubt see that the same objections keep coming up

    so = figure out - and experiement - with ways to "overcome" those objections
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  • Profile picture of the author Jason Kanigan
    Traditional features & benefits, overcoming objections with rebuttals is ONE way of selling. There are others.
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  • Profile picture of the author Michael Nguyen
    Totally agree Jason.

    Cold calling is a real skill and needs to be practiced daily, mindset, scripts etc. Doesn't happen in a day. I've probably been honing this skill for the last 2 months properly but studying maybe for a year before that.

    You definately need training though, learn all you can from all sources, develop your own style and go get it. Couple weeks ago I made my first cold call call and I'm just about to put another proposal forward today with another lead. Did so yesterday as well.

    Fact is, my pipeline has never been so full with cold call leads. I haven't tracker properly but I know by getting on the phones for 2-3 hours, I'd generate at least 2-3 leads, good list I guess.

    I'm not there yet but the below could possibly happen:

    2-3hrs per day cold calling - 5 days a week and that's 10 leads, for a whole month, that's 40 leads. On the conservative side of 12.5% converting to sales. Thats still 5 new clients.

    I'm struggling to put in those hours to cold calling because it might take me 30mins to write a proposal and if I have 2-3 of them to do then, I'm messed. These are just excuses now...
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Michael Nguyen View Post

      Totally agree Jason.

      Cold calling is a real skill and needs to be practiced daily, mindset, scripts etc. Doesn't happen in a day. I've probably been honing this skill for the last 2 months properly but studying maybe for a year before that.

      You definately need training though, learn all you can from all sources, develop your own style and go get it. Couple weeks ago I made my first cold call call and I'm just about to put another proposal forward today with another lead. Did so yesterday as well.

      Fact is, my pipeline has never been so full with cold call leads. I haven't tracker properly but I know by getting on the phones for 2-3 hours, I'd generate at least 2-3 leads, good list I guess.

      I'm not there yet but the below could possibly happen:

      2-3hrs per day cold calling - 5 days a week and that's 10 leads, for a whole month, that's 40 leads. On the conservative side of 12.5% converting to sales. Thats still 5 new clients.

      I'm struggling to put in those hours to cold calling because it might take me 30mins to write a proposal and if I have 2-3 of them to do then, I'm messed. These are just excuses now...
      Pay Time vs No Pay Time.

      Pay Time is when your customers are available to talk to.

      No Pay Time is when you do the other work. Like write proposals.

      Don't fill your Pay Time with No Pay Time busy work.

      As for colzinfobiz, he sig spammed through the subforum last night knocking out eight or ten posts in about twenty minutes. This one at least he put some effort into and that is why I responded to it.

      If an individual doesn't know the requirements, expectations and guidelines for a thing, how on earth are they going to feel comfortable with it.
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      • Profile picture of the author Michael Nguyen
        Originally Posted by Jason Kanigan View Post

        Pay Time vs No Pay Time.

        Pay Time is when your customers are available to talk to.

        No Pay Time is when you do the other work. Like write proposals.

        Don't fill your Pay Time with No Pay Time busy work.
        So what you're suggesting is getting the propsal writing automated somehow / using a VA or reduce down to 10mins or less if doing myself.
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        • Profile picture of the author Jason Kanigan
          Originally Posted by Michael Nguyen View Post

          So what you're suggesting is getting the propsal writing automated somehow / using a VA or reduce down to 10mins or less if doing myself.
          Pay Time = call time

          No Pay Time = later, say in the evenings, when you do your proposals.

          Yes, as much as you can automate/template out, the better. Should be straightforward.

          Back in '97, I took a clunky process to put together a power plant quote taking 40 hours and knocked it down to 8 hours. More professional-looking output, too.
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  • Profile picture of the author MarcParkinson
    Personally I am new to cold calling so I can't judge your script but if I had to write my own, I would definitely strip down the overall script to make it a lot shorter.
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  • Profile picture of the author caseyray
    I've tweaked my script a little bit with a ll the good feed back I got. Thoughts?

    I was suppose to go live on the 1st but with working a full time job it's got me behind a little bit, I'm working referals right now but I know I'm about at the end of the line and cold calling is a must..



    You call the business:
    They say: "Thanks for calling [Business Name] this is [Persons Name] how can I help you?"

    We say:
    "Hey, [Person's Name] this is [Your Name], I'm calling about your listing in the local directory and need to verify some information. Who takes care of that for your office/business?"


    If gatekeeper says they can: "Great, I just need to make sure we have your listing right, would you just verify we have your information correct? .. it will only take a minute [Person's Name], thanks" (smile)

    If gatekeeper says [Bosses Name] : Thank you so much could I speak to [Bosses Name] real quick?

    If gatekeeper won't give us owner: "I just need to make sure we have your listing right, would you just verify we have your information correct? .. it will only take a minute [Person's Name], thanks" (smile)

    When you get the boss or have to ask the gatekeeper the questions: "...."Hi this is [Your Name] with the north georgia directory, we just wanted to make sure we had your info right, (read it off, with a slight error, if they correct the error they are showing interest)

    Is the business name spelled..?
    And is the business address..?
    What's the business phone number again?
    Do you have a description you'd like to add? (we can do one FREE of charge)
    Do you have a photo or logo you want to add? (they don't have anything? We do logos for $35)
    Your email?(this won't go on the website)
    What's your website address? (they don't have one, ask.. "Why not?" Let them talk.. make offer)








    I'm spacing like this because this part of the script won't come into play unless their interested...


    If they say yes:

    What colors would you like or you want us to pick them?
    Logos or pictures you want on the site?
    Do you have any social media accounts you want to add?
    Ok what services do you offer or products, hours, want us to add a really good description, we do a minimum of 400 words completely free.
    Anything else you can think of that you'd like on there?
    Well thank you so much for your time [Person's Name], we'll send you an invoice for your payment here in the next few minutes & once the website is up we'll send you a link so that you can see it!
    Let them talk if need be.] If you have any questions don't hesitate to contact us at our [wesbite name] it has all our contact info. Have a wonderful day [Persons Name]

    It seems a little long but once I looked it over the first part of the script is short and to the point I think. If I get to ask my questions is where it looks long but by that time I've already got their interest enough and leads into a "soft sell" so to speak, I think anyways.. What do you all think?
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    • Profile picture of the author Barry Unruh
      Originally Posted by caseyray View Post

      If gatekeeper won't give us owner: "I just need to make sure we have your listing right, would you just verify we have your information correct? .. it will only take a minute [Person's Name], thanks" (smile)
      You might want to add "And who is the owner or manager at your office?" after the GK gives you the info.

      At least that way you get the name of a decision maker and can follow-up later to offer your services with the right name to ask for.
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      • Profile picture of the author caseyray
        Hell ya, great idea. Thanks
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