Please Critique My Call Script :)

You are going to have to deal with skepticism.

"Sure, what are YOU going to do to get ME those leads?"

But most aren't even going to ask you that question; they're simply going to say, "Yeah...we're fine, thanks" and hang up. And when you get to the website part, same thing. "We've already got someone"...even if they don't.

At some point you will get a lie-down, where the person was waiting for someone who can help them to call. They will be open to talking with you. But don't expect most prospects to be open or honest with you--they're jaded.

@Jason Thanks for the quick reply.

Excuse the pun but you are right on the money! My old script was a very soft sell basically asking for permission to send them my web portfolio instead I sent them a demo.

In my old call script I got a lot of "we are very busy thanks" "I am semi retired" and plain old "no thanks" near the beginning of the call script. Like you said though I did get what I thought were 2 "lie-downs" as in I caught them at the right time as they were already thinking of getting a website. So I am in the process of getting them to buy....whether that happens is an entirely different matter.

Should I be just trying to sell sites to those on the phone rather than going into depth into selling results as if the lie downs are ready to buy and by giving them a soft sell I was giving them time to change their mind? On the other hand I may be missing those who don't want a site but want results

Most lie-downs will probably want to see my portfolio first if I cant sell them there and then on the phone, I am guessing that would be a good time to email the demo instead???

@shockwave.....thanks again for jumping in on this thread everyone has been so kind giving me advice it's hard though to take it all in without getting confused - information overload lol.

So my problem is right now how do I package the results pitch and do I mention websites at all in the pitch?

Back to the drawing board again me thinks

Nick

Okay folks....the penny is starting to drop for me now I found Jason Kanigans (thanks Jason) amazing script on the telemarketing forum and adapted to my own needs below:

Hi is that [FIRST NAME]

- YES


Great, my name is Nick from XYZ and I help [builders, plumbers, electricians, plasterers] like you who are frustrated that business is slow at certain times of the month. Now, because of the business I'm in, I did a little checking, and I found out--you might not be aware of this--but 500 people a month are googling "builders east london". These aren't casual searchers, [FIRST NAME]. They are serious and they want to find out where your restaurant is right now. They're ready to hire a guy like you, and they're not finding you! So, would you like to talk for a couple minutes about getting a slice of those 500 people a month?"


- "I have tons of business"


"I appreciate that, [FIRST NAME]. ...Can I ask you one question before I go?

- Yes


When I first spoke with many of the people who eventually became my clients, they told me exactly what you just did: that everything was going great. But after they gave me the chance to speak with them for a little while, they opened up and shared with me that things were not nearly as rosy as they had said. So I asked them: why did you tell me at first that business was going great? And they told me, ______, I just didn't know you. That's not what's happening here, is it?"


Now continue with........

"[FIRST NAME], I want you to think of these 500 highly interested people a month as a rushing river. Every month 500 people who want to find out about your business are rushing by. Unfortunately, right now, none of them are seeing you! Now I can divert some of that river of people to you. Let's go hypothetical for a moment. Imagine I do what I just said I could do, and a good number of new highly interested people are now finding out about your services, calling your business and asking for a quote, and then inviting you into their homes. I'm not saying I can divert all 500 of those people searching every month to you; anyone who says they can is a liar. But I am saying I can divert some of them to you. A good proportion. So imagine I do what I say I can do, and you've got all these new customers. Based on what you've heard so far, can you share with me a conservative number of new customers that you believe would come in every month?"


- "You're the expert; you tell me,"


"I appreciate that. And I AM the expert, when it comes to implementing this kind of technical solution. But no one is ever going to be as knowledgeable about your marketplace as you are: so please, could you share with me what you think a conservative number of new customers a month could be?"


If they push you a second time, then you have to give them a number.

"[FIRST NAME], I appreciate your confidence in me. Now in my experience, 200 new customers a month just for one business is a bit over the top. In my experience, with businesses like yours, I've been able to very comfortably bring 16 new customers a month. That's just 4 new people a week. I'd like this number to be conservative and definitely achievable. Can we agree on 16?"


Or

"[FIRST NAME], 5 new customers a month is conservative. Maybe too conservative. I don't know. But what I do know is that for businesses similar to yours, I've been able to comfortably bring in 16 new customers a month. I mean, would those numbers be OK? Do you want to go with 5? Or 16?"


Or

So they tell you "16" the first time, and you're happy with that. "Yes, Mr. Prospect, you're right on. I've been able to achieve that conservatively for businesses similar to yours. Let's go with that."


Second question for them:

"Could you share with me what the average amount is that a person spends when they hire you?"


Some people may say they're not comfortable sharing this figure with you.

"That's fine, I can appreciate that. Just keep this number in your head, OK?"


Or they open up and tell you, "£500."

"[FIRST NAME], I'd like you to multiply those two figures together. The number of new customers times the average amount spent. What's that come out to?"

Get them to do the math. Involvement breeds commitment.


- -Wow, £8,000 A MONTH!!


"That's right, "[FIRST NAME]. And that's a conservative figure. I mean--you wanna go back and change either of those numbers? No? OK. Now let's figure it out for a year. Multiply that number by twelve."


- -£96,000!


"Yes, [FIRST NAME]. And that's the lowball number. All in new revenue for you. --Say...what you would spend that money on?"


You're getting them to imagine HAVING this money, and the things they can get with it.

"[FIRST NAME]...wow. £96,000. I want to get that for you. I want you to have the powerboat and the new kitchen renovation. I want to help you, and I can. Based on what you've heard so far--and keep that £96,000 figure in your mind--what would you expect to invest to get to this point?"


If they insist on you giving your price, give them a range built around 3% of the revenue figure.

"[FIRST NAME] Considering we conservatively estimated that I could bring you in around £100,000 worth of business.......I think that a £3,000 investment by you in me would be a great return yeah?"


They may come out with a price

- "Well, I'd invest £1 to make £10 all day long...but 10% is £10,000...that's too much...hmm...5% is still £5,000 and that's a lot too...umm..."
- "£2,500?"


We don't use the words "pay" or "price". We say "investment"
Qualify for budget (can they pay) now.

"[FIRST NAME]... £2,500...is that a lot of money for you? Compared to the £100,000? --Say, how do you get involved with something like this? Do you issue me a Postal Order? Do you write me a cheque? Do you go into your office and bring me back a big bag of money?" (Smile when you say this)


They may get started with you RIGHT NOW. Some of the personality types make snap decisions. Others may need you to demonstrate your solution.

================================================== =======
How do I demonstrate this solution to those prospects still unsure over the phone?

Do I email them over a screen shot of actual data showing how many people are searching for say builders east london every month or do I offer a 2 week money back guarantee? Or is it something else?

Any advice would be appreciated

Cheers

Nick

P.S. Will prospect by end of call realise he is essentially buying a website and if not isn't the prospect going to ask me? How do I handle all this guys?

Nick go out and make some calls and see how these guys respond. I think you have way too much going on with this script.

thanks bob, my problem is I am too analytical sometimes and I get information overload because I want to have the best information to hand. Wish there was a pill I could take for that lol.

ok f*** it! I am just going to go like a bull in a china shop, nothing complicated. I am going to make a hell of a lot of mistakes but who cares there are plenty of people to call and there are always buyers.......1 in a 100 owners that I actually speak to is going to want a site no matter how basic or rubbish my script is. Once I have banked a number of sales over the weeks and months then the confidence will be there to get a better call script and bigger and better clients but for now I need to start small in order to aim big!

Wish me luck guys, I won't be posting on here for a while now as I need my head in the zone but every now and then I may post some updates with my progress.

Thank you all who have got me this far

Hasta la vista warriors

That's right, just go out and make calls. You'll learn as you go. You'll pick up the right things to say after you hear a couple of the same objections over and over. You'll stumble and mumble a few times but it gets easier as you go.

You'll find that some of them will basically sell themselves on whatever you're selling, all you had to do was be the one that happened to call them that day.