The EASIEST way of making appointments, proven $4,000+ pm formula!

46 replies
Hi everyone,

My friend benbro here from WF requested an appointment setting script for getting qualified appointments for SEO/Web Dev.

He contacted me and with his permission I've posted it here to share with the rest of you.

I promise you that if you can follow this script word for word you will get appointments!

This is the same script that I use for my own business, so I know that it works.

Our strategy here should be to qualify their interest, build the value of the appointment and firm them up for a date and time.

We aren't SELLING ANYTHING at this point, we just want to establish value and the urgency of getting this done for them.

Simple right?

Then I'm sure you can work your magic doing it F2F

I'll also include one of my best tactics of getting past the gatekeeper for FREE just for you, brother.

Getting Past the Gatekeeper

Say for instance they have a premium paid listing in a business directory such as yelp.com or yellowpages.com, these guys get invoiced on a monthly basis, right?

So what you do is you target these businesses paying money ALREADY to a paid directory site and you know before you even pick up the phone that:
  • They see the value in online marketing
  • They have a relationship with a directory that YOU CAN USE to get past the gatekeeper

You don't want to sell to people that don't have any interest in online marketing or SEO, these people in the paid directories obviously do otherwise they wouldn't be paying between $400 and $500 per month to get listed!

Most of which I assume are getting ripped and are dissatisfied.

So before you go into your script with the decision maker you say this to whoever picks up the phone:

'Hello. This is XXXX speaking. I'm looking to speak with the person in charge of your yelp/yellowpages/(whatever they have) listing, please.'

Don't say what company you are from JUST YET.

The gatekeeper will ASSUME you are from one of the paid directories and will happily transfer you to whoever deals with it.. which is almost ALWAYS the business owner!

This is what I've found to be the most reliable way of getting in touch with otherwise impossible to reach business owners, even premium leads such as doctors and dentists, lawyers and accountants!

So now you are on the phone with the business owner you can go into your script:

Appointment Setting Script

'Hi, this is XXXX calling from YYYY, we're an Internet Marketing company based in ZZZZ.

Am I speaking with the business owner?

Great. The reason for my call is that we've been recently been working with businesses in the XXXX industry to help them get more leads and sales through the internet.

I thought I'd let you know because I noticed that you have a paid listing with (YELP/YP/ETC), so I'd like to find out, if you don't mind:

How is your paid listing performing?
Do you have a website?
Does that bring in customers?
Would you like more of them?

Okay, that's great. And if I could show you a better way of getting more higher paying customers would you be open to looking at it?

Fantastic, thanks a lot for that.

So you know how people search online these days for XXXX industry in YYY area?

We are the people that get you found online, and with 88% of people searching Google before they buy, you gotta be found online right?

Based on what you've told me about how your listing is performing I believe that we can help your business get more of the RIGHT kind of customers calling your business, because some people pay more than others, right?

I'd like to show you exactly HOW we can get you those people calling your business, usually I offer these 30 minute consultations for hundreds of dollars, but since I'm going to be in your area this week anyway I can drop by on my way back from another appointment.

Worst case scenario is that you will be left with some very valuable information that will educate you that you can use to better your own situation, although 70% of the people that we see go ahead in the first meeting.

I'd also like to point out that NOTHING WILL BE SOLD TO YOU on the day of the appointment, and if you find that you aren't ready to go ahead with anything I'll just leave my business card with you and you can get back to us when you're ready.

Does that sound fair?

So will the start or the end of this week suit you better for our appointment?

So was that monday/tuesday, thursday/friday?

Are you more of a morning or an afternoon person to reach?

So we can both pencil in our diaries: (10 am on Thursday? 2pm on Monday?)


Wrapping up the call

MAKE SURE YOU CONFIRM THE FOLLOWING
  • Prospect's name: 'May I confirm who I am speaking to?'
  • Business Address
  • Cellphone number
  • Send them an EMAIL after the call with your link, company profile, appointment date and time.
  • Remember to give them a courtesy call before the appointment. Double check that they are in the office before leaving!

Why this Works!

I'd like to quickly summarize the psychology behind why this works, because it is deceptively simple and straightforward.

To start off it's important to remember that TELLING IS NOT SELLING, and that it's only by asking questions that we truly communicate anything.

We want the focus on THEM, their business. Not what we do, 20% talking 80% listening keeps you IN CONTROL of the conversation and stops the conversation from going into irrelevant territory which leads to resistance, disinterest and objections.

The more you TALK the more you come across as a salesperson.

You want to be viewed and positioned as a consultant and you can only do this by asking questions.

To begin the script we do not want to sell, we want to quickly 'pay off', our introduction by showing what we can do FOR THEM with some added social proof of what we've been able to accomplish for others.

Next we go in and probe around their needs, we ask about how their listing is going, we ask about their website. We start building rapport whilst controlling the conversation.

Then we ask our qualifying question to make sure we are dealing with a qualified prospect:

'And if I could show you a better way of getting more higher paying customers would you be open to looking at it?'

Once they say YES then we can keep going.

If they say NO at this point we politely thank them for their time and keep dialling.

The next few questions starts building up the 'compliance momentum', pushing them into an agreeable frame of saying 'Yes. Yes. Yes.' which makes it psychologically difficult to say NO when we ask for the appointment.

We also describe more about our product with extra facts and point out it will involve being on Google, moving the conversation from something very general such as advertising into something SPECIFIC such as SEO.

Note we do not talk about the PRODUCT on the phone. We do not mention PRICE on the phone.

All of these things need to be addressed F2F. Bringing either of those things up will kill the opportunity.

Finally we clinch the appointment by demonstrating VALUE, the appointment is worth hundreds of dollars, you are showing scarcity and urgency of meeting with you THIS WEEK by squeezing them in after a meeting with another prospect.

You show more value and social proof: this is going to be about LEARNING and EDUCATION and the best part is that most people take us up on our offer on the day!

Then you relieve some of the tension slightly by saying that you aren't there to sell them anything, this makes it easier to say yes to.

Finally we firm up the appointment, ask them several alternate closes between to alternatives to funnel a decision. Don't let them escape now!

Once we have the appt booked we then go thru out checklist which I've provided to you, thank them for their time and move on to the next lead!

Use my script for the first 200 to 300 calls word for word and you will have a pipeline ready to EXPLODE!

I wrote this to fit around my style and you should edit it to fit yours. Aslong as you are following the proper wording and syntax you will get the same results!
#appointments #easiest #formula #making #proven
  • Profile picture of the author benbro
    Hey Pantera, this was just what the doctor ordered. Must say that I was thoroughly impressed - especially w. the finer points of the script.

    And I have no doubt this will help me immensely in getting more folks to follow through with me and be present for the appointment.

    Will share results soon. soon. Thanks!
    Signature

    "Everything you can imagine is real." – Pablo Picasso

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  • Profile picture of the author kenmichaels
    [DELETED]
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  • Profile picture of the author CudaFish
    This looks like a simplified SLP pitch right here. (I'm sure you know what I'm referring to!)

    Not bad at all.

    - Mark
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    cudafish.com | marketing | design | work / life balance
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  • Profile picture of the author benbro
    So I've only made two hrs worth of calls already. And since I didnt have time to put the numbers into a spreadsheet, I just ripped the pages out of the YP and started dialing.
    As promised, we're back again to report on my results - so far.


    Well, what do you know...The very FIRST person I spoke to set what seemed to be a solid/serious appt w. me for Friday.

    Not only that but I can sense a shift in the tone of these calls. Before it was very evident that the person on the other line held all the chips.

    However, today it felt like I was driving the direction of the calls - all the way. In essence, it was me that made the decision on whether to pump the call for the appt or dump it.

    And I know this might sound sorta weird but I'd almost liken it to how a big game animal - like a lion must feel as they stalk their prey.
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    "Everything you can imagine is real." – Pablo Picasso

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    • Profile picture of the author Scott Stevens
      Originally Posted by benbro View Post


      And I know this might sound sorta weird but I'd almost liken it to how a big game animal - like a lion must feel as they stalk their prey.
      Nice analogy there, partner.
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      Yours in prosperity,
      Skochy - The Musical Salesman

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    • Profile picture of the author AndrewCavanagh
      Originally Posted by benbro View Post

      Not only that but I can sense a shift in the tone of these calls. Before it was very evident that the person on the other line held all the chips.

      However, today it felt like I was driving the direction of the calls - all the way. In essence, it was me that made the decision on whether to pump the call for the appt or dump it.

      Regardless of what method you use of all the things you could learn this is
      the biggest key...to set things up in a way and to use language in a way
      that makes you come across as being in demand and having something
      valuable to the business owner...instead of coming across as someone
      trying desperately to sell them something.

      This posture is the biggest key to getting hired more often and to charging
      premium fees.

      Kindest regards,
      Andrew Cavanagh
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      • Profile picture of the author benbro
        Originally Posted by Scotty Stevens View Post

        Pantera's advice and script here is spot on. But I've been using Jason Kanigan's 'little unsure' technique (search WF for it) to start the calls. It does 2 things for me:

        1) Means I have to do zero research on the decision-maker before the call;

        2) Disarms - and even endears yourself - to the gatekeeper, who, on hearing the 'little unsure' patter, want to help you reach the correct person (even if you had have done your research before the call, it may be that you had the wrong decision-maker's name anyway).

        A nice bit of psychology, a big relief, and a real time-saver.
        Hey Scotty, I've used Jason's technique too and you're right. It helps a lot. Surprisingly, everyone that I've said that too has either told me who to talk to or they've been helpful in general.

        What I like about the script above however, is it seems to do a few things that help cut down on the "no shows".
        1. Sets some urgency
        2. Yet, at the same time it is also fairly unassuming and non-"salesy"

        Because truth be told I set a lot of appt's w. Jason's script. But the problem was I'd get there (if it was an in-person one) and the owner would be gone or I'd call if (if it was a conf call appt) and the owner would re-schedule me into oblivion.

        And I gotta be honest, that can be highly demoralizing. That being said, at the end of the day - what matters most is using a system that fits your personality and that works for you.

        Originally Posted by AndrewCavanagh View Post

        Regardless of what method you use of all the things you could learn this is
        the biggest key...to set things up in a way and to use language in a way
        that makes you come across as being in demand and having something
        valuable to the business owner...instead of coming across as someone
        trying desperately to sell them something.

        This posture is the biggest key to getting hired more often and to charging
        premium fees.

        Kindest regards,
        Andrew Cavanagh
        Agreed 100%!
        Signature

        "Everything you can imagine is real." – Pablo Picasso

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        • Profile picture of the author mojo1
          Man you're on it Benbro.

          Be sure to leave some business here in North Fulton and Cherokee County for the rest of us
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    • Profile picture of the author Claude Whitacre
      Originally Posted by benbro View Post

      And I know this might sound sorta weird but I'd almost liken it to how a big game animal - like a lion must feel as they stalk their prey.
      First; That statement almost precisely describes how real salespeople feel, when prospecting.

      And thanks for bumping this thread. I can't believe I missed it the first time around.

      Phenomenal stuff from Mathew, as always.
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  • Profile picture of the author RazorSharpSamurai
    Banned
    Wow. You are the man. Exactly what I am looking for, thank you for this. Definitely going to try this out
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    • Profile picture of the author shockwave
      Pantera,

      I'm going to offer my completely unsolicited, non-scientific, opinion here just for conversational fun and consideration.

      I agree the focus is to schedule an appointment. Heck, I even agree with most of the rest of your strategy except for that first part of getting past the gatekeeper.....
      'Hello. This is XXXX speaking. I'm looking to speak with the person in charge of your yelp/yellowpages/(whatever they have) listing, please.'
      .....that intro reeks of a sales call and doesn't sound like any pre-call research has been done to learn who is in charge - thus, as a business, I'm just a commoditized, non-valuable potential customer to you. (Dear Noobs: .....don't be surprised if you hear a CLICK after that intro).

      Then again, perhaps it's not an effective use of time for pre-call research into this market - I really don't know (just sayin) - It will be interesting to see what others have to say.
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      • Profile picture of the author PanteraIM
        Originally Posted by benbro View Post

        So I've only made two hrs worth of calls already. And since I didnt have time to put the numbers into a spreadsheet, I just ripped the pages out of the YP and started dialing.
        As promised, we're back again to report on my results - so far.


        Well, what do you know...The very FIRST person I spoke to set what seemed to be a solid/serious appt w. me for Friday.

        Not only that but I can sense a shift in the tone of these calls. Before it was very evident that the person on the other line held all the chips.

        However, today it felt like I was driving the direction of the calls - all the way. In essence, it was me that made the decision on whether to pump the call for the appt or dump it.

        And I know this might sound sorta weird but I'd almost liken it to how a big game animal - like a lion must feel as they stalk their prey.
        Hey, Ben. AWESOME

        Yea man. This is what happens when you use a script and stay and with it, you end up controlling the conversation with questions prepared in advanced.

        When you fly by the seat of your pants that's when they control it.

        Once you get your momentum you should be booking 1/10 conversations. Great stuff again.

        Originally Posted by RazorSharpMomentum View Post

        Wow. You are the man. Exactly what I am looking for, thank you for this. Definitely going to try this out
        No problem

        Originally Posted by shockwave View Post

        Pantera,

        I'm going to offer my completely unsolicited, non-scientific, opinion here just for conversational fun and consideration.

        I agree the focus is to schedule an appointment. Heck, I even agree with most of the rest of your strategy except for that first part of getting past the gatekeeper.....
        'Hello. This is XXXX speaking. I'm looking to speak with the person in charge of your yelp/yellowpages/(whatever they have) listing, please.'
        .....that intro reeks of a sales call and doesn't sound like any pre-call research has been done to learn who is in charge - thus, as a business, I'm just a commoditized, non-valuable potential customer to you. (Dear Noobs: .....don't be surprised if you hear a CLICK after that intro).

        Then again, perhaps it's not an effective use of time for pre-call research into this market - I really don't know (just sayin) - It will be interesting to see what others have to say.
        Nah, man. You are right.

        Ideally, it'd be nice to know who the decision maker is on every call and is something I'd recommended people to do before they pick up the phone, but this is going into the calls 100% cold.

        You bring up a good point and it's something interesting to discuss for sure.

        Originally Posted by CudaFish View Post

        This looks like a simplified SLP pitch right here. (I'm sure you know what I'm referring to!)

        Not bad at all.

        - Mark
        Thanks, Mark. I'm not sure what SLP means, but NLP?

        Now you're talking
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      • Profile picture of the author Scott Stevens
        Originally Posted by shockwave View Post

        Pantera,

        I'm going to offer my completely unsolicited, non-scientific, opinion here just for conversational fun and consideration.

        I agree the focus is to schedule an appointment. Heck, I even agree with most of the rest of your strategy except for that first part of getting past the gatekeeper.....
        'Hello. This is XXXX speaking. I'm looking to speak with the person in charge of your yelp/yellowpages/(whatever they have) listing, please.'
        .....that intro reeks of a sales call and doesn't sound like any pre-call research has been done to learn who is in charge - thus, as a business, I'm just a commoditized, non-valuable potential customer to you. (Dear Noobs: .....don't be surprised if you hear a CLICK after that intro).

        Then again, perhaps it's not an effective use of time for pre-call research into this market - I really don't know (just sayin) - It will be interesting to see what others have to say.
        Pantera's advice and script here is spot on. But I've been using Jason Kanigan's 'little unsure' technique (search WF for it) to start the calls. It does 2 things for me:

        1) Means I have to do zero research on the decision-maker before the call;

        2) Disarms - and even endears yourself - to the gatekeeper, who, on hearing the 'little unsure' patter, want to help you reach the correct person (even if you had have done your research before the call, it may be that you had the wrong decision-maker's name anyway).

        A nice bit of psychology, a big relief, and a real time-saver.
        Signature

        Yours in prosperity,
        Skochy - The Musical Salesman

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  • Profile picture of the author Rearden
    Pre-call research... haha -- just pick up the phone and ask for the decision maker.

    You may not get him the first time -- but at least you'll have his name, and you can follow up in day or week and ask for him by name and hopefully get through.
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    Final Expense Agent Mentor -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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  • Profile picture of the author natasha333
    Brilliant stuff thank you so much
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    • Profile picture of the author benbro
      Originally Posted by mojo1 View Post

      Man you're on it Benbro.

      Be sure to leave some business here in North Fulton and Cherokee County for the rest of us
      Ha ha...I'll try to leave a little something for you. Lol! No...but seriously though, West Cobb/Paulding is my stomping ground. And also I'm beginning to find there's a certain type of business that I favor more than others.

      In fact, if things continue to work like they're going...I will niche down and just not target non industrial companies anymore.

      Originally Posted by natasha333 View Post

      Brilliant stuff thank you so much
      Glad you found it helpful Natasha.

      Oh, by the way Pantera...my appt today kept his appt w. and did not reschedule or cancel like many of the others. Didn't bite, but I'm still working on em'...so hat tip once again!
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      "Everything you can imagine is real." – Pablo Picasso

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      • Profile picture of the author Scott Stevens
        Yo Pantera,

        Nice thread mate.

        I've been taking yours and Jason's advice this week in cold calling selling websites. Started off the week with hair salons, offering websites to those without, and redesigns to those with bad'uns.

        No joy.

        I ended the week calling a few tradesmen paying for little ads in the local paper. Called 7 (at the end of a day calling hair salons) and all 3 owners I spoke to all want a website. Emailing mockup today. The boost I needed after struggling with hair salons.

        Anyway, I must be a really slow cold caller, because I'm only getting through around 15-20 an hour. Copy the website/business name into google, check if the have if website or if they have a rubbish one, call, add notes to spreadsheet if they need callback, follow-up, and repeat.

        60 calls an hour seems like a dream. But then, after the success with the half dozen tradesmen at the end of Friday, I'm thinking maybe my leads are good, and my approach is good, so maybe I don't need to fly through hundreds a day. At this rate I certainly don't need an auto dialer.

        How many calls are you getting through a day?

        And also, do you do any other prospecting, or just cold calling?

        I'd planned on spending time in the evenings posting ads and cold emailing folks. But now I'm thinking I just use my non-calling time adding new leads to my cold call spreadsheet, making my calling time more effective so I can get through more calls.

        Anyway, after everything I've tried - emailing videos, walk-ins, and now cold calling, calling is king as far as I'm concerned, in terms of how many leads you can go through coupled with the more personal approach that emailing doesn't have.

        Thanks for the thread and tips.
        Signature

        Yours in prosperity,
        Skochy - The Musical Salesman

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        • Profile picture of the author PanteraIM
          Originally Posted by Scotty Stevens View Post

          Yo Pantera,

          Nice thread mate.

          I've been taking yours and Jason's advice this week in cold calling selling websites. Started off the week with hair salons, offering websites to those without, and redesigns to those with bad'uns.

          No joy.

          I ended the week calling a few tradesmen paying for little ads in the local paper. Called 7 (at the end of a day calling hair salons) and all 3 owners I spoke to all want a website. Emailing mockup today. The boost I needed after struggling with hair salons.

          Anyway, I must be a really slow cold caller, because I'm only getting through around 15-20 an hour. Copy the website/business name into google, check if the have if website or if they have a rubbish one, call, add notes to spreadsheet if they need callback, follow-up, and repeat.

          60 calls an hour seems like a dream. But then, after the success with the half dozen tradesmen at the end of Friday, I'm thinking maybe my leads are good, and my approach is good, so maybe I don't need to fly through hundreds a day. At this rate I certainly don't need an auto dialer.

          How many calls are you getting through a day?

          And also, do you do any other prospecting, or just cold calling?

          I'd planned on spending time in the evenings posting ads and cold emailing folks. But now I'm thinking I just use my non-calling time adding new leads to my cold call spreadsheet, making my calling time more effective so I can get through more calls.

          Anyway, after everything I've tried - emailing videos, walk-ins, and now cold calling, calling is king as far as I'm concerned, in terms of how many leads you can go through coupled with the more personal approach that emailing doesn't have.

          Thanks for the thread and tips.
          All good man!

          15-20 calls an hour is good, I average 200ish, less if I'm having a good day.

          60 calls an hour is one a minute.. really? That seems like a lot.

          Everyone goes at their own pace, the important thing is that cold calling is not an indiscriminate numbers game. Maybe when you do your prospecting calls at the very start, but once they are qualified for interest perhaps you could slow down a little and spend longer talking to prospects instead of talking to a billion suspects during the day.

          I don't use any other prospecting methods and I probably never will. The thing is that there's lots of people who can do EVERYTHING but end up not being really good at ANYTHING. You need ONE specialized skill in your armory, because anything works if you make it work.

          Congrats on getting the mockups out, 3 out of 7 is a really good conversion. Those seem like good prospects going after the newspaper advertisers, especially since you know that those businesses paid just a few months before going live.. they need leads! That's a real interesting strategy, thanks.

          The rule is that from 8am to 6pm is your prospecting time, it is your golden, money making time and all other tasks need to be done before or after otherwise it will cost you money. So all your precall research/admin time is done then, not while you are dialling, because it's about focus and getting a rhythm going.

          You want to get into a state of flow and having your unconscious handle the verbal aspect of the call while you can listen consciously to their answers. You get into a flow at around about the 1000 or so call mark but it really picks up after you have spent around 40 hours on the phone for that particular script and campaign, all of which can be accelerated by early success!

          It's quite a zen concept, but it's really about learning to relax and to be in the present moment instead of feeling fearful, self-conscious, nervous e.t.c which are common and normal emotions, theyre just not productive

          Sorry if this post wasnt very clear i'm a bit hung over lol
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          • Profile picture of the author Scott Stevens
            Originally Posted by PanteraIM View Post


            Sorry if this post wasnt very clear i'm a bit hung over lol
            This is you hungover? Clearly you can hold your liquor better than I can. Or it must be that post-drunken lucidity giving you clarity to write such good stuff.

            Thanks for stopping by to answer my post, Pantera.
            Signature

            Yours in prosperity,
            Skochy - The Musical Salesman

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            • Profile picture of the author PanteraIM
              Originally Posted by Scotty Stevens View Post

              This is you hungover? Clearly you can hold your liquor better than I can. Or it must be that post-drunken lucidity giving you clarity to write such good stuff.

              Thanks for stopping by to answer my post, Pantera.
              I was doing jager bombs from 6pm onwards last night. I was in quite the state

              One thing I'd like to mention is that your weakest area of the call is going to determine the speed of your results. Usually 80% of the call's issues are going to come from 20% of what you are doing wrong. This is made worse by the fact that we all seem to have the tendency to actually push the prospect in the direction we are the most uncomfortable in - I don't know why, but it's an opportunity to improve even more and refine the whole process at least.

              Usually it's a specific objection or a method of objection handling that needs to be addressed. You probably already know what it is that's stopping you from selling as much as you want, what is it?

              It will always come from inside ourselves which means it can be changed and improved, we are always in control even if things seemingly come from outside forces. The more responsibility we accept for this the better our results and life will be in general.

              The last step is to use zero-based thinking and from this point forward only ask the question of how we are going to reach our goals, how are you going to fix or change whatever you need to make the sale? It is a huge shift from the paradigm of most people being taught to set small, safe, 'realistic' goals that don't excite them or set their souls alight.

              When you are calling you are doing one of the hardest jobs which also carries some of the biggest rewards. You need HUGE goals to motivate yourself to take action and smash the phones, you break it down into smaller tasks and activities that you can work on every day.

              Analysing what you are doing is just getting equity from your calls, it all accumulates to the bigger picture of earning a six, seven figure income.
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  • Profile picture of the author SalesNirvana
    no diss man but your sales script is weak
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    • Profile picture of the author benbro
      Originally Posted by SalesNirvana View Post

      no diss man but your sales script is weak
      Though I can't speak for Pantera, I can say the script has helped me get more buttoned up appointments..which leads me to this - everyone is entitled to an opinion.

      That being said, why don't you be more specific. What part of the script do you find weak? What would you do differently and why?

      Is it about the "power" that you describe in your thread? If that's it, you should know that sales isn't a one size fits all proposition. How many times have you seen several ppl do the same exact thing to get sales and all have drastically different results? Those differences can be attributed in several variables - chief amongst them is the sellers comfort level w. the technique..
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      "Everything you can imagine is real." – Pablo Picasso

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    • Profile picture of the author Eddie Spangler
      Originally Posted by SalesNirvana View Post

      no diss man but your sales script is weak
      No offense but your comment is worthless.:confused:


      Seriously why dont you suggest ways to improve it.
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      Promise Big.
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    • Profile picture of the author joecarson1
      Salesnirvana=

      1. Five total posts ever
      2. Does not offer alternative script
      3. Does not say why script might need work
      4. Is right now offering a "email your way to sales success, no more cold calling ever" wso
      5. Is a waste of oxygen
      6. Needs mommy to give him a time out from the computer
      7. Has distracted the adults here from the point of the thread, his whole point to begin with I think.
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  • Profile picture of the author hassan007
    I am sorry I can thank you only 1 time for this...
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  • Profile picture of the author 9999
    This was a great post to read!
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  • Profile picture of the author GTC1187
    Great post man!

    15 calls and I have two solid appointments already!
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  • Profile picture of the author kevinenrique
    Started using this script today and only called 8 companies, talked with 4 or 5 business owners and got an appointment for Monday and sent a quote today.
    Great approach..
    As soon as I ask about their paid listing its like opening Pandora's box... They start complaining at how expensive and how unefective it is.. I love it.. It gives me a chance to start an effective conversation.
    Thanks Pantera.
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    • Profile picture of the author PanteraIM
      Originally Posted by kevinenrique View Post

      Started using this script today and only called 8 companies, talked with 4 or 5 business owners and got an appointment for Monday and sent a quote today.
      Great approach..
      As soon as I ask about their paid listing its like opening Pandora's box... They start complaining at how expensive and how unefective it is.. I love it.. It gives me a chance to start an effective conversation.
      Thanks Pantera.
      This is how we should start all sales conversations, starting at their current state and asking where they would like to be in the future. The product is just the vehicle to get to that desired state: A - B - C

      Good stuff, glad it's working for you.
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  • Profile picture of the author aduttonater
    Great content, I will indeed subscribe to this thread.
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    • Profile picture of the author 9999
      Great content as well, will give this a try!
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  • Profile picture of the author TEXinOZ
    @pantera, damn, used to be neighbors in auckland. too bad I didn't realize it when I was there. I used to have an office on shortland st
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    • Profile picture of the author Scott Stevens
      Originally Posted by TEXinOZ View Post

      @pantera, damn, used to be neighbors in auckland. too bad I didn't realize it when I was there. I used to have an office on shortland st
      Shortland Street, oh cool, is that as in the TV series 'Shortland Street', based in the hospital? Used to love that programme. So many of those went into Lord Of The Rings, and I was well chuffed to see them in that kicking ork ar*e.

      Soz OP, just Shortland Street reminiscing...
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      Yours in prosperity,
      Skochy - The Musical Salesman

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  • Profile picture of the author GTC1187
    I closed the first appointment I scheduled using this script, awesome contribution man!
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  • Profile picture of the author rolltide
    How many appointments do you normally set per 100-200 calls?
    Signature

    Make $150 everytime someone backs up their computer!
    http://goo.gl/07M6K

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    • Profile picture of the author npk
      This thread has been dormant...but yes---what are your numbers for this script?
      Signature
      Freelance appointment setter/copywriter.
      I can help with getting you leads and/or sales scripts.
      I also broker lists, both business and consumer.
      PM for details.
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  • Profile picture of the author asamanthinketh
    I am so bookmarking this page. Pretty sweet script Matthew, thanks.

    Guys if you want to take it to the next level, you can study some tonality patterns. Search "Art of Tonality" on Youtube and you will find a video by this young cat called Mr. Opulence. It's some free training off Jordan Belforts SLP - definitely worth your time.

    I honestly believe that having the sales script ready is 20% of effort that gets you 80% of the results you desire. You can't let the guy on the other end of the telephone control the sale.
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  • Profile picture of the author misterme
    I think the scripts sounds good and apparently it's getting some results. I get the psychology behind it. There's something that strikes me wrong about it and that's the part where you're establishing the value of the appointment by saying " usually I offer these 30 minute consultations for hundreds of dollars, but..."

    Two things about that set off an inner voice to me.

    A smart cookie's going to think or respond back with "yeah that's the value YOU placed on it, who knows if it's worth anything" or "if your time's so valuable you're going to take time off from making that money to give it away for free just because you'll be passing by?"

    So maybe there's another way of establishing value that doesn't come from you as the source who set the value, and then also giving a more realistic "reason why" for giving away the appointment, the response may even bump up?

    Just saying.
    Signature
    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      I think the scripts sounds good and apparently it's getting some results. I get the psychology behind it. There's something that strikes me wrong about it and that's the part where you're establishing the value of the appointment by saying " usually I offer these 30 minute consultations for hundreds of dollars, but..."

      Two things about that set off an inner voice to me.

      A smart cookie's going to think or respond back with "yeah that's the value YOU placed on it, who knows if it's worth anything" or "if your time's so valuable you're going to take time off from making that money to give it away for free just because you'll be passing by?"

      So maybe there's another way of establishing value that doesn't come from you as the source who set the value, and then also giving a more realistic "reason why" for giving away the appointment, the response may even bump up?

      Just saying.
      I thought about that too. But it was the "Hundreds of dollars" that wasn't what I would want to hear. Too vague. If he said "When clients call me, I get paid $150 for these 30 minute consultations....but because I'm calling you..and I have appointments in your area anyway, I can just see you between my regular consultations"...that would sound a little better.

      But the script is strong.
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      • Profile picture of the author misterme
        Originally Posted by Claude Whitacre View Post

        If he said "When clients call me, I get paid $150 for these 30 minute consultations....but because I'm calling you..and I have appointments in your area anyway, I can just see you between my regular consultations"...that would sound a little better.
        It's still the Seller making a self-serving, proofless claim about their own value. The message is: 'I get paid $150 for these 30 minute consults but hey, though I'm highly successful I happen to have some free time because no one else is throwing $150 at me for my valuable knowledge this Tuesday afternoon. And look! I'm passing through your neighborhood... so what the heck, I'll just stop by and tell you all about it and give you that $150's worth of stuff for free instead of going back to my office and doing work I get $300 an hour for - even though you're a complete stranger!'

        Now if the business owner's very curious or greedy, then yeah they may park that thought on the side just to check out what he's got. But others with that thought are going to say no to the offer so just make it more credible. And if that improves the response rate then why not?
        Signature
        "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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        • Profile picture of the author Claude Whitacre
          Originally Posted by misterme View Post

          It's still the Seller making a self-serving, proofless claim about their own value. The message is: 'I get paid $150 for these 30 minute consults but hey, though I'm highly successful I happen to have some free time because no one else is throwing $150 at me for my valuable knowledge this Tuesday afternoon. And look! I'm passing through your neighborhood... so what the heck, I'll just stop by and tell you all about it and give you that $150's worth of stuff for free instead of going back to my office and doing work I get $300 an hour for - even though you're a complete stranger!'

          Now if the business owner's very curious or greedy, then yeah they may park that thought on the side just to check out what he's got. But others with that thought are going to say no to the offer so just make it more credible. And if that improves the response rate then why not?
          Misterme; Two things;

          You are more analytical and savvy than almost any prospect. So am I. So we tear these things apart. We are a cold caller's worst nightmare. Most prospects don't do the mental work, you just did.

          It isn't an approach that I have used. I was trying to make his approach a tad better. And....if it gets results, that's the most important thing.

          I've cold called, positioning myself as the "In demand consultant". It can be done. It's more about tone, speech patterns, inflection...positioning.

          Once, I was cold calling a car dealer. I told him I normally work by referral. And he said "Then why are you cold calling me?"

          So, Claude the Amazing said "You have salespeople, and they get referrals, am I right? (Yeah, sure). So when they aren't with a prospect, and have no more referrals to call, what have you trained your top guys to do?" And he said "Get on the phone, cold calling". And I said "That's exactly what I wanted to hear. Tomorrow at 2PM?"

          See how I gave him my approval? Very strong technique.

          Did he buy? No. I didn't even present to him when I got there. But cold calling can even be done by "Busy in demand consultants".

          And lighten up. You're 93% water by weight. How can you be so serious?
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          • Profile picture of the author AlexTee
            Originally Posted by Claude Whitacre View Post

            Misterme; Two things;

            You are more analytical and savvy than almost any prospect. So am I. So we tear these things apart. We are a cold caller's worst nightmare. Most prospects don't do the mental work, you just did.

            It isn't an approach that I have used. I was trying to make his approach a tad better. And....if it gets results, that's the most important thing.

            I've cold called, positioning myself as the "In demand consultant". It can be done. It's more about tone, speech patterns, inflection...positioning.

            Once, I was cold calling a car dealer. I told him I normally work by referral. And he said "Then why are you cold calling me?"

            So, Claude the Amazing said "You have salespeople, and they get referrals, am I right? (Yeah, sure). So when they aren't with a prospect, and have no more referrals to call, what have you trained your top guys to do?" And he said "Get on the phone, cold calling". And I said "That's exactly what I wanted to hear. Tomorrow at 2PM?"

            See how I gave him my approval? Very strong technique.

            Did he buy? No. I didn't even present to him when I got there. But cold calling can even be done by "Busy in demand consultants".

            And lighten up. You're 93% water by weight. How can you be so serious?

            This is an outstanding post....I wonder if the readers understand the depth of knowledge you just conveyed here...
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          • Profile picture of the author Tony M
            Originally Posted by Claude Whitacre View Post

            Misterme; Two things;

            You are more analytical and savvy than almost any prospect. So am I. So we tear these things apart. We are a cold caller's worst nightmare. Most prospects don't do the mental work, you just did.

            It isn't an approach that I have used. I was trying to make his approach a tad better. And....if it gets results, that's the most important thing.

            I've cold called, positioning myself as the "In demand consultant". It can be done. It's more about tone, speech patterns, inflection...positioning.

            Once, I was cold calling a car dealer. I told him I normally work by referral. And he said "Then why are you cold calling me?"

            So, Claude the Amazing said "You have salespeople, and they get referrals, am I right? (Yeah, sure). So when they aren't with a prospect, and have no more referrals to call, what have you trained your top guys to do?" And he said "Get on the phone, cold calling". And I said "That's exactly what I wanted to hear. Tomorrow at 2PM?"

            See how I gave him my approval? Very strong technique.

            Did he buy? No. I didn't even present to him when I got there. But cold calling can even be done by "Busy in demand consultants".

            And lighten up. You're 93% water by weight. How can you be so serious?
            Claude,

            Can you elaborate more on what you meant by inflection, please?
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            • Profile picture of the author Claude Whitacre
              Originally Posted by Tony M View Post

              Claude,

              Can you elaborate more on what you meant by inflection, please?
              Making questions sound like declarative statements, is a good example. Not raising your voice at the end of a sentence to make it sound like a question.

              Sounding as though you are a doctor giving a prescription. For example, no nervous speed when talking. No wavering in your voice. No overt enthusiasm in your voice.

              It's important, if it's in you, to sound like a parent...or a business owner. I can't show voice inflection in type..but I can maybe give it in words.

              For example;

              "In that case, we should talk" And you tone goes down slightly when saying "talk".

              Hear how judgmental that sounds as you say it? You aren't asking. You are informing. You are subtly showing that you are used to being in control.

              When you are talking to many (maybe most) business owners, it's how they sound when talking to employees and suppliers. I talk like that to everyone, even customers. It's just habit now.

              Think of any President that you really respected. How did they talk? Calmly, Resolute, Certain.

              And when you talk like that, to the owner of a small business, you sound more like one of them than like a telemarketer.

              I also sometimes extend my words to sound more conversational. Like "Wellll...". It's just the way I talk now, but originally it was crafted.

              I always sound like I'm very slightly put out, by having to set aside time to talk to them. I'm never eager. I talk like I'm ten years older than they are. Not talking down to them, but like a concerned big brother.

              I do interviews like that. Listen to Dan Kennedy on any tape or CD. He talks like that too.

              Caring, concerned, busy, wealthy....that's how you want to sound. And then that's how most of them will react. It's hard to pull off if you don't have it in you normally.
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              • Profile picture of the author MRomeo09
                Originally Posted by Claude Whitacre View Post

                Making questions sound like declarative statements, is a good example. Not raising your voice at the end of a sentence to make it sound like a question.

                Sounding as though you are a doctor giving a prescription. For example, no nervous speed when talking. No wavering in your voice. No overt enthusiasm in your voice.

                It's important, if it's in you, to sound like a parent...or a business owner. I can't show voice inflection in type..but I can maybe give it in words.

                For example;

                "In that case, we should talk" And you tone goes down slightly when saying "talk".

                Hear how judgmental that sounds as you say it? You aren't asking. You are informing. You are subtly showing that you are used to being in control.

                When you are talking to many (maybe most) business owners, it's how they sound when talking to employees and suppliers. I talk like that to everyone, even customers. It's just habit now.

                Think of any President that you really respected. How did they talk? Calmly, Resolute, Certain.

                And when you talk like that, to the owner of a small business, you sound more like one of them than like a telemarketer.

                I also sometimes extend my words to sound more conversational. Like "Wellll...". It's just the way I talk now, but originally it was crafted.

                I always sound like I'm very slightly put out, by having to set aside time to talk to them. I'm never eager. I talk like I'm ten years older than they are. Not talking down to them, but like a concerned big brother.

                I do interviews like that. Listen to Dan Kennedy on any tape or CD. He talks like that too.

                Caring, concerned, busy, wealthy....that's how you want to sound. And then that's how most of them will react. It's hard to pull off if you don't have it in you normally.
                That's really good Claude. I mean, really, really good.
                Signature
                We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

                Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
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  • Profile picture of the author npk
    The general rule of thumb is that you want to immediately establish value and credibility.

    For example, "we've (I've) worked with ___, _____, and ____; providing [specific benefit 1, 2, and 3]. This provides social proof, which is always important in sales.
    Signature
    Freelance appointment setter/copywriter.
    I can help with getting you leads and/or sales scripts.
    I also broker lists, both business and consumer.
    PM for details.
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