I don't know when it happened, but recently it occurred to me that the people who really know what they are doing are in the offline section.
I've been a telemarketer and outside salesman a handful of times in my life, but I've never sold anything for myself for my own company. And I haven't touched the phone in over two years.
I see a lot of people asking about the phone, too...
So I thought I'd contribute.
Quick backstory: When I was in the credit repair industry, that was my first phone gig. And I was awful. So what I did was record the owner pitching customers, and I turned his pitch into a script.
I quickly made pretty good sales.
But it wasn't consultative.
And I got burned out.
I took the recommendation of Claude Whitacre (and others) to follow around a certain Warrior, Jason Kanigan, and piece together his consultative cold calling methods.
This is what I came up with.
This is pretty generic, but I I think it's laser-targeted to business owners. I know that's a contradiction. Of course, I have a purpose in mind for it, after I get past freaking about picking up the phone again.
Plus, I'm working on what to sell. I have basic ideas. Nothing solid.
Maybe customer reactivation postcards and letters.
(BTW: If anyone has a gig, let me know).
Maybe you guys will find it useful.
It's pretty much 95% Jason Kanigan, unless otherwise noted. Some Ken Michaels, some Claude Whitacre by default, Mwind076, Dave Kurlan.
Also, a little Bryan Franklin (who I don't think is a member) on price rebuttals and qualifying for the decision maker. Not sure that last part is necessary when talking to business owners...
I just thought it was genius.
My biggest things of course is the qualifying stage. You can't really put that into a script. But I've learned from these guys it's the most important if you want to close sales.
If they don't have the need, budget, authority, or personality fit...
Anyway, hope this helps...
It took me about two days to put together.
GETTING PAST THE GATEKEEPER (DON'T HAVE OWNER'S NAME)
Hi. Um, I'm not really sure who I should speak to. Maybe you can help me. I'm looking for the person who's in charge of keeping customers coming back into the store and making extra sales to them after they've already bought from you guys. I know you got people who handle customers when they're there, but is there someone who's in charge of that?GETTING PAST THE GATEKEEPER TWO (HAVE OWNER'S NAME)
Hey, this is Marc. Is _____ still in? I'll hold.
(Attitude: I'm supposed to be calling, I'm in a hurry, and I'm a little put off that I even have to make this call.) (Ken Michaels)REBUTTAL TO BEING ASKED WHY YOU'RE CALLING IF YOU SOUND UNCONFIDENT
"If he's not available, when should I call him back? This is Marc." (Mwind076) (Fix: sound confident)OPENING FOR DM
Hi, is this a bad time? (Jason Kanigan + Claude Whitacre adoption)"Yes, it's a bad time."
Okay. I'll call you later. (Hang up.)"No, it's a good time."
"What's it about?"
I appreciate that. Let me take a quick thirty seconds, I'll tell you why I called, and then you can decide whether we should keep talking or not. Is that fair?"Okay."
"Who are you?"
"What's it about?"
YOUR 30 SECOND COMMERCIAL: WHO YOU ARE & WHY YOU CALLED
I appreciate that. My name is Marc and I help [business owners] like you who are frustrated that they're losing their best customers, causing them to miss out on a lot of money and monthly revenue if they could just find an effective way to bring them back into the fold. (Pause) Can I ask you a question?
(Jason Kanigan + some Dave Kurlan)
Okay. I work with an awful lot of [business owners] and lately the two biggest frustrations they're having about keeping their customers coming back is an increasingly declining response to all of their follow up marketing, and of course, not enough new business in the pipeline to make up for it. But I don't know if you're experiencing any of these issues..."Nah, everything is fine."
I HAVE A TON OF BUSINESS/EVERYTHING IS FINE REBUTTAL
I appreciate that. Can I ask you one question before I go? (Yes.) When I first spoke with many of the people who eventually became my clients, they told me exactly what you just did: that everything was going great. But after they gave me the chance to speak with them for a little while, they opened up and shared with me that things were not nearly as rosy as they said. So I asked them: why did you tell me at first that business was going great? And they told me, Marc, I just didn't know you. That's not happening here, is it?QUALIFY THEM OUT FOR NEED/BUDGET/FIT (GENERIC QUESTIONS) (JASON + CLAUDE)
So you've established that they're interested and they're experiencing Symptom XYZ or Problem 123.
• Alright so tell me more about that. Can you explain that some more?QUALIFY THEM OUT FOR DECISION MAKER (BRYAN FRANKLIN)
• Why do you think that's happening?
• And how long has this been going on?
• What do you think the cost has been?
• Have you done anything to try and fix it?
• What happened then?
• How much are you currently spending on it?
• And where are you at now?
• Sounds like a problem. Do you want to fix it? Do you want my help? (Dave Kurlan
Great. So assuming we work together and assuming you're the decision maker, is there anyone else you need to check with before making a commitment (to solve this problem/to the kind of work we might do)?REBUTTALS TO GET THEM BACK INTO ANSWERING YOUR QUESTIONS IF THEY'RE PERSISTENT PITAS
"How much does this cost?"
I'm glad you're asking that because it means you're serious about getting your problem solved, but I'm just curious, what is the problem that you're trying to solve?
I understand but before I can answer that I need to know if you have a need for a solution. So I have no idea, because I don't know what we're doing yet.
If you don't have a need for a solution, obviously it doesn't cost anything."How long will this take?"
Oh, well I have no idea because I don't know what we're doing yet. But I was more curious about the decision maker and whether you're empowered to make this decision? So is there anyone else we're going to need to check with once we do decide how long this is going to take?"What's the price?"
Tell me about your budget approval."I just want to know how much it costs."
Okay. Let's say it was under $5,000, so if what we come up with is under $5,000, would you be able to sign for it? Are you the decision maker, or is there someone else we need to check with."Yeah, I have to check with my wife."
Great. When can schedule a call between you and your wife and I, because your wife is going to have concerns that you may not think of. And I want to make sure that your wife is as much an advocate as I am for your success in the work that we're going to do together.And that's it. That's all I got so far.
I need to work on monetizing the problem next. It's on the list.
And as all you pro's already know...
All of this would come before a demo or presentation.
What do you think?
PS. This is important. There are a lot of things I won't do, like web design, or lead generation, advertising, etc. at this stage. I just want to sell reactivation campaigns.
PM if I can refer you business for your services.
Also PM me if you need a salesman.
I need to get my feet wet again.