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How is this script?

by James English
16 replies
Using mobile as my foot-in-the-door and I have my list in front of me to make my calls right now. Anything wrong with this that you can see? I figure its very straight forward and to the point, get a yes or no and move on.

Once I have the owner on the phone I was thinking of something along the lines of:

"Hey (owner name) I was looking at your website and I noticed its not cell phone ready. When I pull it up on my phone its really hard to read and navigate. I have already drafted up a mobile ready mock-up of your website that I would like to show you. I'll be in your area between 12-3 tomorrow afternoon, is there a time that works best for you that I can stop by and show you what I've drafted up for you?"
#critique #script
  • Profile picture of the author Brendan Vraibel
    That sounds good to me. Do you have an upsell for after you close on the mobile site?
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    • Profile picture of the author James English
      I've got a few things to upsell them on once I actually have them as a client (SEO/Video/Reputation Management/Social Media) just depends on the client.

      Very first call of the day with that script landed me a client! Didn't even have to meet him in person. This is offering a $497 mobile website.
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      • Profile picture of the author jtlucas2511
        Originally Posted by Trent English View Post

        I've got a few things to upsell them on once I actually have them as a client (SEO/Video/Reputation Management/Social Media) just depends on the client.

        Very first call of the day with that script landed me a client! Didn't even have to meet him in person. This is offering a $497 mobile website.
        Nice job man! Now, just don't get down when every call doesn't convert like that one
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  • Profile picture of the author James English
    Most of the businesses on my list have the owners name, if it doesnt have the name who do you guys usually ask for? Do you just ask if the owner is in?
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    • Profile picture of the author jtlucas2511
      Originally Posted by Trent English View Post

      Most of the businesses on my list have the owners name, if it doesnt have the name who do you guys usually ask for? Do you just ask if the owner is in?
      I try and stick to the businesses on my list that have the name, but if not, yeah, just ask for the owner.
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    • Profile picture of the author RRG
      Originally Posted by Trent English View Post

      Most of the businesses on my list have the owners name, if it doesnt have the name who do you guys usually ask for? Do you just ask if the owner is in?
      If you don't know the name of the person you need to speak with, split it into two calls.

      First call, ONLY get the name. If the gatekeeper asks why you need it, say you want to send a package in the mail and you need the name and correct spelling. (AND ... if the gatekeeper tries to get him on the phone right then and there, say no, that you want to send your package and you will follow up in a few days.)

      Then, call again another day and ask confidently to speak with the juice.

      If you just cold call asking to "speak with the owner" that screams unwanted cold call.
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  • Profile picture of the author Tim Brendel
    Are you making the mobile sites yourself or outsourcing?
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  • Profile picture of the author prostarprofitsdotcom
    Dont think about what you want sell him think about what he wants first. He does not know they need your stuff YOU NEED TO EDUCATE THEM.

    But you also have them interested in what you have before you can educate them.

    This is what I say:

    Hi is this ___________?

    Hi my name is ___________.
    I'm looking to network with some of the businesses in the area.

    Can you hear me ok?

    _________ I'm not looking to sell you anything right now.
    All I want to do is show you how we could build a relationship that will improve both of our business.

    Then you can determine if it applies to your situation FAIR ENOUGH?

    I then get then a result once I get them a result
    I give them a FREE coaching session where then they ask me to buy my stuff I don't ask them.

    I make a $2,000 - $25,000 sale to 1 out of every 10 coaching session I give away.
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    • Profile picture of the author RRG
      Originally Posted by prostarprofitsdotcom View Post

      Dont think about what you want sell him think about what he wants first. He does not know they need your stuff YOU NEED TO EDUCATE THEM.

      But you also have them interested in what you have before you can educate them.

      This is what I say:

      Hi is this ___________?

      Hi my name is ___________.
      I'm looking to network with some of the businesses in the area.

      Can you hear me ok?

      _________ I'm not looking to sell you anything right now.
      All I want to do is show you how we could build a relationship that will improve both of our business.

      Then you can determine if it applies to your situation FAIR ENOUGH?

      I then get then a result once I get them a result
      I give them a FREE coaching session where then they ask me to buy my stuff I don't ask them.

      I make a $2,000 - $25,000 sale to 1 out of every 10 coaching session I give away.
      Great that it's working for you!

      My take on a couple things here:

      Don't say "can you hear me OK?" Instead say, "Did I catch you at a good time?"

      Very few cold callers do this. It shows you know he's busy and you respect his time. If he says yes, you're good to go. If not, you ask when is a better time and set an actual appointment time to speak. Then he'll be expecting your call and it will be "warm."

      Also, don't say "Fair enough?" It's a hackneyed idiom and not something you would say in a conversation with a friend.
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  • Profile picture of the author Warrior Ben
    Trent,

    Your script is actually not bad. The key point in it is that you nail down a time to meet with him, which puts the ball in his court to respond.

    -Ben
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  • Profile picture of the author Rus Sells
    Lots of good advice and other approaches on this thread. Take what works for you.

    I like your script but I would only change one thing.

    Instead of saying, ""Hey (owner name) I was looking at your website and I noticed its not cell phone ready. I have already drafted up a mobile ready mock-up of your website that I would like to show you."

    to:

    I tried to view your site with my mobile phone and its not a mobile ready site, (pause and listen, they'll usually confirm this for you by saying yeah we need one) then just say, Well that's is exactly the reason I'm calling, your mobile site is finished and ready for you.

    Then go into the appointment for the meeting to show them.

    Business owners are busy! They know they need all this online stuff but they think about the time it takes for proofing, content, etc. etc. and ultimately it all gets shoved to the back burner and stays there.

    BUT!

    If the work is complete you've helped the avoid all the reasons why its been on their back burner in the first place.



    Originally Posted by Trent English View Post

    Using mobile as my foot-in-the-door and I have my list in front of me to make my calls right now. Anything wrong with this that you can see? I figure its very straight forward and to the point, get a yes or no and move on.

    Once I have the owner on the phone I was thinking of something along the lines of:

    "Hey (owner name) I was looking at your website and I noticed its not cell phone ready. When I pull it up on my phone its really hard to read and navigate. I have already drafted up a mobile ready mock-up of your website that I would like to show you. I'll be in your area between 12-3 tomorrow afternoon, is there a time that works best for you that I can stop by and show you what I've drafted up for you?"
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  • Profile picture of the author Matty40
    Hey guys hope everyone's well,

    I have been using this method to get the decision makers name, I find that sometimes the gatekeeper doesn't like to give out the decision makers name, so I use a black hat version that works pretty well.

    Anyway here's the script.

    Hello my name is John,

    I am calling on behalf of (local business directory) how are you today?

    The reason I am calling is to confirm your current business information
    as we are updating our client database, do you have a moment?

    Great, Can you please confirm the following details for me:

    name of business:
    address:
    phone number:
    fax number:
    website URL:
    email:
    Registered business owner:

    Excellent, thanks for your time have a great day.

    They really do just hand you the information on a silver platter if you ask the right questions lol. Then just call back a few days later with the business owners name.
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    • Profile picture of the author RRG
      Originally Posted by Matty40 View Post

      Hey guys hope everyone's well,

      I have been using this method to get the decision makers name, I find that sometimes the gatekeeper doesn't like to give out the decision makers name, so I use a black hat version that works pretty well.

      Anyway here's the script.

      Hello my name is John,

      I am calling on behalf of (local business directory) how are you today?

      The reason I am calling is to confirm your current business information
      as we are updating our client database, do you have a moment?

      Great, Can you please confirm the following details for me:

      name of business:
      address:
      phone number:
      fax number:
      website URL:
      email:
      Registered business owner:

      Excellent, thanks for your time have a great day.

      They really do just hand you the information on a silver platter if you ask the right questions lol. Then just call back a few days later with the business owners name.
      And what phony business directory do you pose as representing?
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      • Profile picture of the author Matty40
        Originally Posted by RRG View Post

        And what phony business directory do you pose as representing?
        Well one thats in your area. Its only in the effort to get the correct name. Im not one for calling up and asking to talk to the business owner screams im trying to sell you something.
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      • Profile picture of the author Warrior Ben
        Originally Posted by RRG View Post

        And what phony business directory do you pose as representing?
        LOL, yeah I agree... it's not really the best to pose as a phony business directory. If you are already making the call, just ask for the owner and if you don't get him, ask for the person's name. Then log the call in your CRM and set an a follow up in a couple days anyway.

        Another way to find out the owner's name is to visit the Secretary of State business registration page for your state and then do a search for the company name. Most state's have online search functions and you can search for any name you want. For example, here is where you would look but businesses in Oregon: Business Registry Business Name Search

        To find your state just do a Google Search for "[STATE NAME] secretary of state business lookup" and you'll find it.

        -Ben
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        • Profile picture of the author RRG
          Originally Posted by Warrior Ben View Post

          LOL, yeah I agree... it's not really the best to pose as a phony business directory. If you are already making the call, just ask for the owner and if you don't get him, ask for the person's name. Then log the call in your CRM and set an a follow up in a couple days anyway.


          -Ben
          I may be repeating myself, but take the extra time to get the name ONLY on the first call, then call a few days later and say confidently, "Sam Smith calling for Joe Juice, will you put me through please."

          Now, cold calling is poor positioning to begin with, but if you're going to do it, at least be smart about it.
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