#1 THE PROBLEMS WE SOLVE OPENER (by SalesBuzz.com)
When you tie a problem that hits a nerve with your targeted audience to what it is that you do, you’ll drastically reduce, if not eliminate the “we already have someone who handles that” and you’ll start to gain interest and get to that next step in the sales process.
And here is the script:
“Hi (PROSPECT’S NAME) this is (YOUR NAME) w/ (YOUR COMPANY) Reason for my call, there’s a possibility we may be able to help your sales team (avoid/lower/reduce) their call reluctance by providing them leads that are interested in what your company has to offer – but I would need to ask a few quick questions first to be sure…”
#2 THE “Your Unique Value Proposition” OPENER (by SalesBuzz.com)
Aks yourself, what are the top three HOT BUTTONS that your targeted audience responds to? Why have previous prospects become clients?
- Was it pricing?
- Is it results? (or lack there of from their existing vendor?)
- Is it fear?
You have to know what the top reasons are why clients in the past have chosen you over the competition and then you can use that in your opening statement.
Here is a script you can swipe and model:
“Hi (PROSPECTS NAME) this is (YOUR NAME) with (YOUR COMPANY NAME). Reason for my call is I noticed some holes in your social media strategy that could possibly be fixed for a fraction of the cost most marketing companies are charging…”
#3 THE “Would You Be Interested in More ……” OPENER (by WarriorForum.com)
You “Good morning to you. My name is Dimitris Skiadas and i am an Internet Marketing consultant at My IM Firm, one of the most specialized companies on Internet Marketing in Greece.”
And then you carry on.
You : “Is this a good time to talk, in order to explain why i called you specifically today?”
80% of the times, they will answer “Yes” to your question.
“First of all, please tell me your name so we could talk with our names”
DM : “Mr X”
You “Nice to meet you Mr X. So, let’s get started. In MyFirm we are well known for the reliable and professional sites we build and for the fact that we help businesses like yours to increase their profits through the Internet.. We have already achieved great results with other companies in your field like X, Y, Z”
Now you make the Qualification Question No 1.
You : “Would you be interested in having more clients using the Internet?” PAUSE
If he/she answers yes to this, you are ready to go the final step, which is closing an appointment.
You:” The reason i called you today is to arrange an appointment to see if one of our services, could help you increase your Internet profits. Our appointment will last about 20 minutes. How is next Thursday at 3.00pm working for you?”
DM: “This works for me.We ll talk then.”
You: ” Thank you, Have a nice day Mr X”
Here are the reported results for you, to have a benchmark
#4 THE “We Just Did ……” OPENER (by Inc.com)
Hi, John. Jim here from Acme Cost Control.
Identify yourself immediately, or the contact will hang up on you.
Did I catch you at an OK time?
This question demonstrates respect for the person’s time and an understanding that your phone call is not the only thing on his or her plate for the day. You may feel that asking this question sets you up to hear a no, but don’t worry: Whether someone says yes or no or “No, but go ahead,” the next statement makes the response entirely moot.
John, I’m sure you’re busy and I want to respect your time, so I’ll be brief.
This statement still allows you to continue regardless of how the person initially responded to you, rather than scheduling another time to call. This is a good thing, because you’ve finally got a prospect on the phone, so the last thing you want to do is hang up and attempt to catch him or her again.
The reason for my call is this. We just saved Universal Transport an additional $12 million in shipping costs, so I thought it was important enough to let you know, since every company has an obligation to their customers and shareholders to reduce expenses.
The purpose of these sentences is to create a compelling reason for the person on the other end to continue the conversation. Note that you’ve said nothing about how the benefit was achieved. At this point, the customer doesn’t care about your specific product; the customer only wants to know what to expect if the conversation continues.
Now, you may be wondering if we can do this for you, too. Well, depending on what you’re currently doing, I don’t know if you have a need for our services.
This eliminates a potentially adversarial posture, lowers the person’s resistance, and brings down his or her guard. It lets customers know you’re not trying to force down their throat something they may not need or may not be ready for.
But with your permission, let’s talk for a few minutes to determine if there is anything we’re doing that you could benefit from.
This statement opens up a dialogue so you can get permission from the prospect to have a preliminary conversation.
Would you be comfortable spending just a few minutes with me on the phone now, if I stick to this timetable?
This establishes a timeline, letting the prospect know that you’re taking accountability for the length of the call, that you respect the person’s time and won’t keep him or her on the phone.
Once you have gotten permission to continue, you now have a prospective customer engaged in a conversation with you–and you can then determine whether there’s a good fit.
Additional resources we recommend:
You can use these scripts in your calls, but also in your emails or messages to your prospects on Twitter, LinkedIn and Facebook.
However, please make sure you follow the respective laws in your country.
If you´d like to get our feedback, or if you´d like some ideas and help to create a better appointment setting strategy, a more effective script or to overcome objections better, just get in touch.
To your success,