Script for calling

by 11 replies
13
I'm working in a well established company atm, selling copiers and multi function devices. I have 2 lists now, one is with a list of current users, one is a list of non users (probably using competitor's products/services).

For user's list, we call and see if we able to come down and meet the person in charge of the office equipments. If they've been using for a period of time, we try to get them to recontract their lease.

For non users, Typically we call and ask to speak with the person in charge of machine equipments, and tell them we're from xyz company n like to share info with them.

1. It's usually not hard to make appointments for the first list, as they're current users and its just a simple courtesy call.

2. The second list is a lot harder,very unreceptive as,we'll,sounds like a typical sales call n they are usually fine with their current equipment.

Question. How would you give suggestions to open the call with to make an app with the person in charge just to possibly share some info with them? Currently there's a scheme in which buying our sort of equipments will be heavily subsidized by the govt. so many small businesses take this opportunity to buy a premium brand at a subsided cost. (That's not the only selling point though, us being the premium brand has many other values which I can share with them. Possibly just need to meet them and find out any pain points)(any others in this industry feel free to chip in) thanks

PS: Might have a few guesses about which coy it is but not sure if its convenient saying here
#offline marketing #calling #script
  • People are skeptical. Giving things away takes the same effort as selling something these days. You may as well qualify your prospect by charging a small amount for your appointment.

    Find out what problems your prospects (and customers) are experiencing that your solutions can help fix. Then talk to them about these. Your credibility comes from that.

    To get an appointment you are still going to have to reach a decision maker, uncover pain and develop some rapport. May as well make some money while you do it.

    More info:
    http://www.warriorforum.com/offline-...t-selling.html
    • [2] replies
    • This works only on prospects that have a current need, which is less than 10% of prospects you'll get on the call.

      If they knew about a problem they were having they wouldn't be waiting for someone to fix it for them, either that or it's not that much of an irritation to begin with.

      Setting up appointments works by leveraging their CURIOSITY.

      Get them to want to hear from you instead of coming in with your usual problem identification techniques.

      Take a look at what I mean here.
      • [1] reply
    • jason
      very interesting point! Never thought about charging for an appointment.
  • Yup, I certainly don't know what I'm talking about, and I certainly haven't helped thousands of people on this forum and in the real world.

    You can uncover pain in a few minutes.

    Then you can monetize the problem, which means getting numbers from them so they don't argue with you.

    Most salespeople are pushing features & benefits, so there usually isn't much competition.

    As you've noticed, timing is a key factor. You can't control that, but you can control your own behavior.
    • [1] reply
    • I don't understand why you are being defensive or your use of sarcasm. Does it make you feel uncomfortable when people disagree with you? Are you insecure or something? I would think that an expert such as yourself would not run to defend their methods, let alone generalize criticism as a personal attack.

      Yes timing is something outside of your control and is something you will be completely at the mercy of if you go into your call with the sole purpose of solving problems. I've given you enough reasons already for why I feel this is a flawed prospecting method.

      I agree that most calls start and end with feature dumping and telling the prospect why they should be interested instead of using either techniques. Both work, but from what I've experienced first hand is that going after pain directly leads to lower conversations and sales than funneling their curiosity into interest and desire.
      • [1] reply
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    Script for calling

    I'm working in a well established company atm, selling copiers and multi function devices. I have 2 lists now, one is with a list of current users, one is a list of non users (probably using competitor's products/services). For user's list, we call and see if we able to come down and meet the person in charge of the office equipments. If they've been using for a period of time, we try to get them to recontract their lease.