What's your best sales script for lead generation over the phone

5 replies
Hi Everyone,

I've had a number of clients ask me to help with their sales script for following up leads over the phone.

One client is an electrician and another one is a removalist - so fairly essential businesses really.

They are getting leads and have sent an email and want to follow up with a phone call. They are struggling with the phone call part, mostly because they find it confronting.

It's not really an area where I have delved too often, and I while I have developed some tips for them, I'd love to point them in the right direction for ideas for lead generation sales phone calls.

Anyone out there want to share their lead generation gems for over the phone sales scripts.
They are both great at what they do, however not too confident at business development...

Just thought I would put it out there...

Thanks
#generation #lead #phone #sales #script
  • Profile picture of the author Mark Riddle
    Phone scripts need to be focused on a SINGLE action.

    When people say lead generation make sure they're wanting leads.

    A lead isn't the same as a appointment which isn't the same as sale.

    The basic idea is identify, introduction, qualify.

    Identify who you are speaking with. (not speaking to subtle but important difference)

    Introduction of who you are AND introduce the point of the call.

    Qualify is as simple as asking is that something you are interested in?

    Qualify step two do you know someone else that may be interested?

    Get contact information and thank them and get to the next number.
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  • Profile picture of the author savidge4
    Originally Posted by gingerninjas View Post

    Hi Everyone,

    I've had a number of clients ask me to help with their sales script for following up leads over the phone.

    One client is an electrician and another one is a removalist - so fairly essential businesses really.

    They are getting leads and have sent an email and want to follow up with a phone call. They are struggling with the phone call part, mostly because they find it confronting.

    It's not really an area where I have delved too often, and I while I have developed some tips for them, I'd love to point them in the right direction for ideas for lead generation sales phone calls.

    Anyone out there want to share their lead generation gems for over the phone sales scripts.
    They are both great at what they do, however not too confident at business development...

    Just thought I would put it out there...

    Thanks
    There are 2 types of buyers in the world.. there are those that WANT, and those that NEED. In both cases, you are dealing with NEED type buyers. You simply do not call a plumber or fill out a online form for any other reason other than needing their service. Same with the removalist, you are only going to contact these people when they are moving and NEED their house or office contents moved.

    I would say in both cases the script needs to SET AN APPOINTMENT... how soon can they get there. Why I say this... in terms of the electrician....Need is slightly different than say a plumber.. you have a leak, you need the plumber NOW, and would not bother with the form.. you are simply going to call til you get an answer and confirm someone is on the way.

    The electrician, is usually not as urgent... so offer a free whole home inspection what day is good for you? At that time, yes we can go over your concerns, and give you a better picture of what is right and wrong with your electrical system, is Tuesday 2pm ok with you? and this is in response to Hi this is Steve.. you left s a e-mail to contact you.. how can we help you? ( they answer ) you then offer the free home inspection and set the APPOINTMENT.

    The removalist is again going to be the same thing... we got your form, how can we help you? we can stop by Tuesday at 2pm for our free in home pre move evaluation is that a good time for you?

    Again in both cases by virtue of filling out the form.. the client has already set the hook and shown on their part the NEED. All that needs to be done at that point is determine the exact nature of the need, and how you can provide value added service and get directly in front of the prospect to close the deal. in other words SET AN APPOINTMENT. no prices no quotes... provided value added IE free whole home inspection or pre move evaluation. Stop selling, and start nurturing the NEED by providing expertise.
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  • Profile picture of the author animal44
    I'm not a salesman and I'm not a great believer in scripts per se. I believe in having a conversation with your prospect.

    What you want to find out is their motivation. Once you have their motivation you can focus your pitch on that and make it more personal.

    Take the electrician. If their prospect loses power during the game it might be a matter of life and death... So he's not going want an appointment or a proposal. He wants it fixed... Now!

    By contrast someone wanting a quote to fit new lighting to their nice new deck probably would want an appointment and a proposal. You'd want to find out if they have their own ideas or they want your input. You might want to ask questions to uncover any pitfalls that your experience might be able to highlight that the prospect hasn't thought of...

    I don't think set scripts can do this...

    Of course having a list of questions may well help...

    Think about it. The guy who's just lost his TV in the middle of a game might be more motivated to choose the electrician who can bring a portable TV so he (the prospect) can continue watching the game, while the sparky fixes the problem...

    People calling you (or your client) shouldn't need qualifying. IMHO that should be done by the lead gen mechanism...
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    • Profile picture of the author gingerninjas
      Originally Posted by animal44 View Post

      I'm not a salesman and I'm not a great believer in scripts per se. I believe in having a conversation with your prospect.

      What you want to find out is their motivation. Once you have their motivation you can focus your pitch on that and make it more personal.

      Take the electrician. If their prospect loses power during the game it might be a matter of life and death... So he's not going want an appointment or a proposal. He wants it fixed... Now!

      By contrast someone wanting a quote to fit new lighting to their nice new deck probably would want an appointment and a proposal. You'd want to find out if they have their own ideas or they want your input. You might want to ask questions to uncover any pitfalls that your experience might be able to highlight that the prospect hasn't thought of...

      I don't think set scripts can do this...

      Of course having a list of questions may well help...

      Think about it. The guy who's just lost his TV in the middle of a game might be more motivated to choose the electrician who can bring a portable TV so he (the prospect) can continue watching the game, while the sparky fixes the problem...

      People calling you (or your client) shouldn't need qualifying. IMHO that should be done by the lead gen mechanism...
      Thanks for your post,

      I forgot to mention in the case of the electrican, he is looking to secure new commercial contracts for highrises and more high end arrangements - ongoing work and support that sort of thing - so it is about contacting business managers and speaking with them and seeing if they are willing to move their services over - that sort of thing. Sorry, I should have mentioned that.

      The other group, the removalists, they are just plain old needing business enquiries and were looking to contact local real estate agents to try and be the preferred supplier for real estate clients who are buying, selling and renting.
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  • Profile picture of the author BartsTreasures
    It has been said that people will not remember WHAT you said but they will ALWAYS remember how you made them feel. The GOAL of the lead follow up should be to book an appointment to submit a quote. However, we also want to BOND with our prospect on a personal level and get them to like us or at least have a 'good feeling' about us...We also want to reassure the prospect that we are not "typical" of our competition and show we are really looking out for them. We need to also question the prospect, not only to find out their needs but to uncover their emotional 'hot spots'....LISTEN for long enough and the customer will tell you what you need to say to get their business.
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