Revamping "Old" All About Us Cold Calling Script....

9 replies
I'm revamping an "old" cold calling script for "selling" financing and other services to small businesses....

The "old" script goes into a several sentences about the company and the services they provide.... yada... yada... yada... It does everything but scream, "This a sales call....hold on for my pitch."

The big "leak" I see here is the company is trying to "sell" financing and a variety of other services......

We've already bored them to death with our "about us" spiel.... Even if they may have been interested in our other services, we've already blown the call by making it "all about the company" instead of probing for how we can help the prospect.

I'm looking at it from the prospect's perspective....

I could give care less how you got my contact information.....

I could care less about your business........

I only want to know what you can do for me.... so I can make a decision to hang up... or continue listening.

What I really want to focus on is the results we're selling not the service...

Business financing results.... Making more money by investing in more staff, equipment and space.

New responsive web site.... More sales because people can now easily view their web site on everything from a personal computer to a smartphone... and higher search engine rankings.

SEO... Making more money by having more eyeballs on their web site.


Here are my initial ideas for the "new" script......

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Business owner on the phone....

I'm Dick from XYZ, Inc..... I'm calling you to see if you could use funds to grow your business and make more cash?

Wait for response....

If "No," then ask them the following, "We've been helping Clients who have been losing business because their web sites cannot be viewed on smartphones. I'd like to see if you have the same problem. What is the URL of your web site?"

Wait for response....

We then verify if Google shows it as "mobile friendly." If it is not, we follow with "Google is telling me your web site is not mobile friendly. How much money do you think you're losing each year because your potential customers cannot view your web site on their phone?"

Wait for response.... They respond with $xxxx....

So, you think you're losing $xxxx each year? Would you invest $yyyy (the cost of a responsive web site)... to fix the issue?

If "No," then ask them the following, "How much money are you bringing in each year from your web site?"

Wait for response...

"If we could get 1,000 more people to your web site each and every month, how much additional cash do you think you could make?"

Wait for response...They respond with $xxxx....

So, you think you could make $xxxx more each month? Would you invest $yyyy (the monthly cost of SEO)... to make $xxxx?

================================================== ========================

I've only laid out the "skeleton" of the pitches.... This is far from a complete script.....

I didn't go into rebuttals... when we get a "No." My focus is on getting the question's wording down first. Then, go into the rebuttal sequences.

Does anyone have any suggestions for improvement on what I have so far?

I look forward to your insight.
#calling #cold #revamping #script
  • Profile picture of the author kemdev
    If you can really bring a local business "1,000 more views, each and every month" you won't need to worry about your script or perfecting the art of cold calling. You'll get sales, and those sales will snowball into more sales.

    For you, is cold calling the end, or the means to the end?
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    • Profile picture of the author TrickyDick
      Originally Posted by kemdev View Post

      If you can really bring a local business "1,000 more views, each and every month" you won't need to worry about your script or perfecting the art of cold calling. You'll get sales, and those sales will snowball into more sales.

      For you, is cold calling the end, or the means to the end?
      Cold calling is bringing in the vast majority of the business... A small amount comes in from referrals.

      The problem is with the "old" script.... We lose the vast majority of the prospects because the "opening" is so focused on the "all about us." We don't even get to the SEO pitch.
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  • Profile picture of the author theseomaster
    Love the new script and the different tactics you implemented! However, I have found from experience the most business owners dont have a lot of time to talk when you cold call or they are simply annoyed by ANOTHER person on the phone that is trying to sell them something. I usually go in with a value offer and offer them something for free to add value and then schedule an appointment to pitch them at a later date, could be later that day or in a few days. That way when I do pitch them then they are actually interested in what I am saying because I have already added value.
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    I am a client getting machine lets team up: http://bit.ly/1UlLqM8

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    • Profile picture of the author TrickyDick
      Originally Posted by theseomaster View Post

      I usually go in with a value offer and offer them something for free to add value and then schedule an appointment to pitch them at a later date, could be later that day or in a few days.
      I like the idea of offering something the prospect finds valuable...

      I don't do appointments.... anymore. I've found they are just a waste of time.... If the prospect doesn't want to buy right now, I move on....

      In the three to four hours I'm spending prepping, driving and presenting... I could be closing other prospects on the phone.
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      • Profile picture of the author theseomaster
        Originally Posted by TrickyDick View Post

        I like the idea of offering something the prospect finds valuable...

        I don't do appointments.... anymore. I've found they are just a waste of time.... If the prospect doesn't want to buy right now, I move on....

        In the three to four hours I'm spending prepping, driving and presenting... I could be closing other prospects on the phone.
        What I mean by presenting doesnt really include driving to the prospect. Simply presenting them your offer over the phone or over Skype after adding value is way more effective in my opinion. Because that second phone call you are on, it is not exactly a cold call anymore because you have already given them value and they will take the time to listen to what you have to say.
        Signature

        I am a client getting machine lets team up: http://bit.ly/1UlLqM8

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  • Profile picture of the author Jason Kanigan
    I shared a script like this a long time ago. You've probably seen it. A lot of people ripped it off and sold it as their own WSO.

    The key is in understanding that while Monetizing The Problem is a powerful technique, people buy emotionally and then rationalize intellectually. So you can't sell with this technique alone.

    MTP is effective later on in the conversation, after you've done some qualifying and doctoring for pain.

    Used alone, too early, it lacks the emotional "oomph" to work. The prospect will swim through the motions of the technique, and may even agree with you about the validity of the numbers (after all, they said them, so they're true)...

    ...but without the emotional involvement from doctoring for pain, the prospect will shrug the numbers off unless they are a 'C' in the DISC profile. And if that's the case, you have another problem because 'C's are slow to decide on anything.

    If you want to sell more quickly, you must first uncover the prospect's reasons to get emotionally involved with the change.

    They've been living without your solution all this time. Why change now? Even if the numbers make sense and they agree it's important, they'll still do nothing because it's not URGENT to them.

    From my creative writing experience, going back to the beginning over 25 years ago, a line from a magazine is burned into my memory:

    "Each character has an urgent personal agenda."

    The same is exactly true for real life.

    If you can uncover the prospect's urgent personal agenda, and align your solution with it, then your chances of selling are vastly increased.


    I'll give you a hint for your situation: Does the prospect care their site isn't visible or correctly displaying on mobile devices?

    If they don't, or they have no idea what you're talking about, it's going to be a tough sell from that point, isn't it.

    Back in 2012 DABK found a webinar of mine where I go through this stuff. That's a pretty good thread, as is this one. Selling hasn't changed.
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    • Profile picture of the author TrickyDick
      Originally Posted by Jason Kanigan View Post

      I shared a script like this a long time ago. You've probably seen it. A lot of people ripped it off and sold it as their own WSO.

      The key is in understanding that while Monetizing The Problem is a powerful technique, people buy emotionally and then rationalize intellectually. So you can't sell with this technique alone.

      MTP is effective later on in the conversation, after you've done some qualifying and doctoring for pain.

      Used alone, too early, it lacks the emotional "oomph" to work. The prospect will swim through the motions of the technique, and may even agree with you about the validity of the numbers (after all, they said them, so they're true)...

      ...but without the emotional involvement from doctoring for pain, the prospect will shrug the numbers off unless they are a 'C' in the DISC profile. And if that's the case, you have another problem because 'C's are slow to decide on anything.

      If you want to sell more quickly, you must first uncover the prospect's reasons to get emotionally involved with the change.

      They've been living without your solution all this time. Why change now? Even if the numbers make sense and they agree it's important, they'll still do nothing because it's not URGENT to them.

      From my creative writing experience, going back to the beginning over 25 years ago, a line from a magazine is burned into my memory:

      "Each character has an urgent personal agenda."

      The same is exactly true for real life.

      If you can uncover the prospect's urgent personal agenda, and align your solution with it, then your chances of selling are vastly increased.


      I'll give you a hint for your situation: Does the prospect care their site isn't visible or correctly displaying on mobile devices?

      If they don't, or they have no idea what you're talking about, it's going to be a tough sell from that point, isn't it.

      Back in 2012 DABK found a webinar of mine where I go through this stuff. That's a pretty good thread, as is this one. Selling hasn't changed.
      Jason, I appreciate your detailed insight.... I will check out the resources you mentioned...

      The results I've seen from Cold Calling has confirmed its value for me... 20 hours in, I found a business owner I could help... She had an immediate need... and signed a deal after about 15 minutes on the phone.

      One can follow what many of the MMOers and IMers are doing and invest hours in "tactics." Then, hope and pray you get some traffic... and a couple of prospects who call you or pick up the phone and get directly to the decision maker and close the deal.

      If you are good at Cold Calling, you are going to get way more sales than "hiding" behind your computer monitor. This "hiding" makes you feel like you are doing something productive. It is actually a "sales avoidance" behavior... It is missing the most important ingredient... talking to people.
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  • Profile picture of the author SalesGod
    Change that intro. Don't ask how they are and don't ask that rhetorical question in the beginning.
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    • Profile picture of the author TrickyDick
      Originally Posted by SalesGod View Post

      Change that intro. Don't ask how they are and don't ask that rhetorical question in the beginning.
      I appreciate your input....

      I made that change.
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