Please critique my calling script

9 replies
As the title says please let me know what you think.
Also a huge thanks to Jason Kanigan who I stole a couple of lines from.

If Gatekeeper:

"Hi I'm a little unsure on who I need to speak with, I wonder if you can help me, my name is ......... and I help <their business type> to generate more customers from online marketing [pause]"

If the gatekeeper puts you through great, if they are hesitant say

"It is usually someone who deals with marketing"


If Owner:

"Hi <client name>, am I calling at a bad time?"

If Yes - "No problem I'll try again later"

If No - "Great, Let me quickly tell you why I called and then I'll let you decide whether or not we should continue talking. Does that sound fair?"

If No - "Ok, Thank you for your time"

If Yes - "Thank you, I appreciate that. My name is .......... And I help local business in <location> to generate more customers through the internet. Many of our clients had a website but were getting very few customers from it, I done some quick research before calling you today and I found that XXXXXX amount of searches are being done a month for <business type> in <location>. We can help make sure that these people become your customers and don't go to your competitors instead. Is this something that would interest you?"

If No - "Ok that is fine but just to let you know we will be shortly contacting <name one of their competitors> and other <business type> in <location> to offer them this same service."

If Yes - "Good, How we tend to operate is that we build a website on your behalf and get it ranked on the first page of google for people who are searching for things such as <business type> in <location>. We then let business such as yours either rent the website as a whole or simply pay an agreed amount for each call that they receive, usually in the region of $xx"

Usually a load of question get asked here, I'll state some of the obvious ones and their answers later.

Once the questions have finished and they seem happy.


"As you can see you are only paying for results here, something that in our opinion is a lot fairer than the lengthy contracts that don't even guarantee success, which is how our competitors tend to operate. In order to get this set up as quickly as possible all we are asking for is a payment of $100 for our time to edit your information into the website. You can either send this by paypal if you already have an account set up or pay by credit or debit card at <website address>."

Whichever they choose say "I'll stay on the line with you while you do that just in case you run into any problems."
#calling #critique #script
  • Profile picture of the author MarkJez
    I think you are over-complicating your calling script.

    In addition, asking them whether or not it is a bad time to call puts you in an immediate position of weakness. It's ALWAYS a bad time to call if you have something to offer that doesn't interest them or cannot benefit them.

    But you do have something extremely valuable to offer them (new customers).

    The fact that the biz owner has taken the time and trouble to pick up the phone shows that he or she does indeed have a couple of minutes to spare at the very least - so it is not a bad time to call!

    With that out of the way - this is what you could say instead to simplify your phone script....(E.g. a chiropractor)

    Hello,

    My name is Jack from XYZ,

    We help chiropractic companies just like yours get more clients from the internet.

    Currently we have xyzwebsite.com available and it is generating highly-targeted enquiries from people looking for a chiropractor in your town.

    If you are by your computer would you like to have a quick look at this website?

    (Prospective client looks at professional website which is preferably BETTER than their current website)

    This site is currently available for rent for $x per month. Alternatively, if you prefer you can just buy the leads that this site is generating for $x each.

    Unfortunately, we can only work with one chiropractor in TOWN, so we work very much on a first come first served basis.

    We offer a free 30 day trial so that we can make sure that we are both a good fit before we make any firm decisions to work with each other.

    Oh and by the way, we don't require any contracts, you can cancel at any time, and we offer a "pay as you go" service similar to what mobile phones offer.

    In other words, if you find that you are getting too many clients you can pull the plug!

    Is this something that would be of interest to you?

    If so, let's get our diaries together and arrange a time to meet.

    __________________________________

    Best regards

    Mark J.
    UK
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  • Profile picture of the author jackc2107
    Wow thanks Mark that is some great advice you have given here. I have to be honest I wasn't sure about using the "am i calling at a bad time" line but I read a great script from Jason Kanigan where he explained why he used it and therefore felt as if I should add it in because he is obviously far more experienced and knowledgeable about cold calling than I am.

    I do hear what you are saying about my script being overly complicated as I thought this myself whenever I read through it. The problem that I have is that site that I own isn't ranked yet and therefore I was trying to get someone to 1. Have their information on the site to help with the ranking (Not a massive deal) and 2. To get some money even if it is £100 to help with some of the outsourcing I am doing for the seo work.

    Also it is great to hear someones opinion from the UK as sometimes I feel like cold calling doesn't translate across the pond too well.

    Regards

    Jack
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    • Profile picture of the author MarkJez
      Thanks Jack for your kind comments.

      Rather than say "Hi <client name>, am I calling at a bad time?"

      Why don't you say "Hi <client name>, I trust I am not calling at a bad time?"

      This changes your posture and assumes to the biz owner that you have some authority, but it is still giving permission to the biz owner to cut the call short.

      Here's another script you could try.....

      This is Jack here from XYC.

      I know you time is valuable, so I will be very brief.

      or I know you time is valuable, so I will cut to the chase.

      Perhaps the best way to handle it at the beginning is to shy away from offering a benefit straight-away (which can seem a biy hypy and pitchy - after all you could be the 10th cold-caller that they have spoken to today!)

      Instead, mention something that could be a pattern interupt that they probably haven't heard before.

      Example: Hello its Jack here from XYZ.

      I was looking at your website earlier and I noticed that it is broken. This is not the reason for my phone call but we can perhaps talk about it later - there won't be any fee for my advice.

      The actual reason for my call today is that I have just finished building chiropractor in your town.com and its starting to get enquiries.....

      Would you like to receive these enquiries free for one month with no obligation?

      ----------------------------------------------------------

      Best regards

      Mark J.
      UK
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      • I don't care about what you say.

        I want you to say the same thing, because you are comfortable with it and "buying into it" so you reinforce the believe in what your doing, then call with a script you wrote and it's YOU (it's positive affirmations)
        call call call call etc...,,,

        call, call, call some more.

        your foundation, like building a house, are just #'s of calls 1st.
        then belief
        then you have a % that respond because they like what they hear and are in need/have business pain.

        Long Term / Value Proposition / Social Value / Your Business ?

        And, want to feel good about what you "say"

        sell the way you buy = you will be authentic,confident, business savvy, and won't put up with objections, procrastinations, put offs, and B.S.

        IMO

        from..... Michael Gerber "you are your business"
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        • Profile picture of the author Jason Kanigan
          Yup, I agree with Kirby.

          The problem with posting these scripts is that you get a bunch of people who don't know the methodology chiming in.

          http://www.warriorforum.com/offline-...beginners.html

          http://www.warriorforum.com/offline-...ccess-tip.html

          Watch these and find out the reason WHY you ask if it's a bad time.

          It's NOT always a bad time.

          Originally Posted by kirbymarketingconcierge View Post

          I don't care about what you say.

          I want you to say the same thing, because you are comfortable with it and "buying into it" so you reinforce the believe in what your doing, then call with a script you wrote and it's YOU (it's positive affirmations)
          call call call call etc...,,,

          call, call, call some more.

          your foundation, like building a house, are just #'s of calls 1st.
          then belief
          then you have a % that respond because they like what they hear and are in need/have business pain.

          Long Term / Value Proposition / Social Value / Your Business ?

          And, want to feel good about what you "say"

          sell the way you buy = you will be authentic,confident, business savvy, and won't put up with objections, procrastinations, put offs, and B.S.

          IMO

          from..... Michael Gerber "you are your business"
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        • Profile picture of the author Dmagnet
          Great Quote...

          Michael Gerber is the master when it comes to understanding small business.

          Thanks!

          Originally Posted by kirbymarketingconcierge View Post

          I don't care about what you say.

          I want you to say the same thing, because you are comfortable with it and "buying into it" so you reinforce the believe in what your doing, then call with a script you wrote and it's YOU (it's positive affirmations)
          call call call call etc...,,,

          call, call, call some more.

          your foundation, like building a house, are just #'s of calls 1st.
          then belief
          then you have a % that respond because they like what they hear and are in need/have business pain.

          Long Term / Value Proposition / Social Value / Your Business ?

          And, want to feel good about what you "say"

          sell the way you buy = you will be authentic,confident, business savvy, and won't put up with objections, procrastinations, put offs, and B.S.

          IMO

          from..... Michael Gerber "you are your business"
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  • Profile picture of the author laurencewins
    If Gatekeeper:

    “Hi I’m a little unsure on who I need to speak with, I wonder if you can help me, my name is ……… and I help <their business type> to generate more customers from online marketing [pause]”

    If the gatekeeper puts you through great, if they are hesitant say

    “It is usually someone who deals with marketing”
    This part screams sales person to me and the gatekeeper won't let you through. Gatekeepers are hired to protect their employer from "nuisance" calls which is how they perceive you because they don't yet know that you're actually able to help them.

    I have been out of that game for a while but I would say this
    " Hi, My name is __________ and I would like to speak to the person who manages your _____________(whatever it is that you do or that they should be in charge of) If they ask what it's about, always say that you're calling because they will get a massive benefit by simply sparing a couple of minutes to talk to you.

    If the gatekeeper doesn't put you through, they're then guilty of preventing their employer from getting that massive benefit.

    Again, this is general but I believe it would work far better than your current message and it was something I used to use with great success. I had some gatekeepers apologising that their boss wasn't available but w anted my number so they wouldn't miss out.
    Signature

    Cheers, Laurence.
    Writer/Editor/Proofreader.

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  • Profile picture of the author Steve2967
    Certainly do not ask if it is a bad time to call. This gives them the opening to simply say yes even if it is not.
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  • Profile picture of the author Steve2967
    Certainly do not ask if it is a bad time to call, it gives the opening for them to say yes even if it is not.

    Do not over complicate things, be polite and get to the point as quickly as possible.

    You want to assume they are busy as they are a business owner and they are usually not going to offer you much time unless you get their attention quickly.
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