OK, Here's my Script...What do You Think?

Gordon and Readers,

OK, here's my new script. I originally asked for input on a headline for a sales letter. Gordon graciously provided input and I got so excited about the potential I developed a phone script instead.

You see i've always been afraid of cold calling and using the phone so it's time to bite the bullet and grow up. With Gordon's input I somehow gained confidence and don't want to waste time, paper and stamps. So instead i'll just call on local businesses in my area directly.

Here's the plan. Dun & Bradstreet list thousands of potential businesses in my area with their owners/presidents, sales volume, # of employees, competition, etc. Per Gordon's instructions I will use this info to make my call to the owner/president. Below is my script. Please provide your inputs.

Gordon, once again, thanks.

“Mr. Smith,

My name is Mitch Austin, we have never met but I’m the president of the Leadership Management Institute here in Palm Beach County.

I know your busy so I’ll make this brief.

I was just reading about local companies in Dunn & Bradstreet and noticed that you and your 75 employees at Omni Products had gross sales of $10,000,000 last year. On a productivity basis that’s $133,333 of productivity per employee. That’s quite an accomplishment in today’s competitive office equipment sales environment. And it truly exemplifies the type of leadership we here at Leadership Management applaud.

Mr. Smith let me ask you a question. Imagine for a moment, if you could add 20% more, well trained employees to your staff at NO cost. Do you think your company’s productivity and profits would go up?

Of course it would. But Mr. Smith, you don’t have to add anyone because over the last 35 years we have found that each of your current employees is worth at least 20% more productivity than they are currently producing.

In fact some of your top competitors have productivity per employee ratios as high as $247,000 per employee. That’s 85% higher than yours. Mr. Smith, would you like to know what they are doing and how you can use that same leverage to increase your productivity and profits?

I’ll be in your area next week so I’ll stop by for about 20 minutes and we’ll talk. I have Tuesday at 3PM available. See you then.”

Mitch, I'm no marketing expert, but your script sounds like one that I would feel very comfortable using if I were making a cold call to market my services.

My only concern would be the last para.

> I’ll be in your area next week so I’ll stop
> by for about 20 minutes and we’ll talk. I
> have Tuesday at 3PM available. See you
> then.”

If I were using this script, I would ask Mr. Smith's permission and confirm the time of the meeting. Again, you can tell, I'm no salesperson and this is MY approach. Also, this is only a base for keeping focused during your cold call. Smith could well say "are you free tomorrow at 2pm. Come on over!!"

Mitch, I haven't taken the time to get caught up on all the posts in the last several months, but I am curious to know more about the courses you provide at the Leadership Management Institute. Perhaps an email offline, if you prefer, might be appropriate?? You decide.

Thanks.

ELIZABETH!

Its been way too long! So good to see you!

With Purpose and Passion,

Julie

Hey Julie, nice to hear from you. I'll have to drop by your store and see what you've been up to.

The 'other half' accidentally wiped out all my bookmarks a few months ago so I don't have your url. Could you let me have it again. Thanks.

Take care.

Eliz.

> ELIZABETH!

> Its been way too long! So good to see you!

> With Purpose and Passion,

> Julie

Mitch ~

Your "script" is way too long. I would assume "Mr. Smith" is already aware of the information your regurgitating to him. My take is you're "selling" to him over the phone and it wreaks of a generic telemarketer's script.

Your last line is the best line.. "I'll be in your area next week so I'll stop by for about 20 minutes and we'll talk. I have Tuesday at 3PM available. See you then.”

When using the telephone to acquire appointments, all we are doing is securing the date and time. Nothing else. Be respectful to the business owners time. Be brief. Be polite. And separate yourself from the dozens of other people calling on the telephone. Your script is like everyone else's. So it will produce results much like everyone else's.

Develop an "Opening Statement" for yourself. Offer three distinct benefits others in his industry are experiencing with your services. Then let him know he may not qualify for your products or services and it will only take 15-20 minutes to see if he DOES qualify.

When I cold call, I can accomplish dozens of calls within a short time and not "sell" anything over the phone. All I am doing is acquiring a date and time to get myself in front of the prospect.

Unless you are attempting something other than making an appointment with Mr. Smith... I would shorten your script considerably. Opening Statement --> 3 Distinct Benefits --> May or May Not Qualify --> I will be in your area on ______ It will only take 15-20 minutes to see IF you do qualify. Fair enough???

You can receive this technique in a .pdf file if you like at the link below. Best of luck to you Mitch.

Success and Regards... Mike

http://www.CrashCourseMarketing.com
...The fastest growing eZine for Sales
Professionals and Internet Marketers...

Mike -

> Your last line is the best line..
> "I'll be in your area next week so I'll
> stop by for about 20 minutes and we'll talk.
> I have Tuesday at 3PM available. See you
> then.”

Wouldn't the "alternate choice close" work better here? Something like...

"I have Tuesday at 3 PM available or would Wednesday at 5 PM be better for you?"

As you said, all you're trying to do is secure the appointment. But with the close I've suggested, he might still get the appointment with Mr. Smith if the Tuesday slot won't work.

Could this close be combined with your "fair enough" technique?

Rick Smith, "The Net Guerrilla"


Click Here to Discover How to Create a Great New Life for Yourself In Just 10 Days!

Rick ~

Correct. The A/B close is standard and many businesses are aware of it since it's been used so long. It *would* be better for Mitch to utilize it in his last line, rather then the *forced" date. I pointed the particular line out, as the best line in the script he posted.

My "Time to Visit Close" adds one buffer step. After stating I'm going to be in there area or town within the next couple of weeks, I allow them to pick the date initally.

I only use the Thursday at 4 in the afternoon, or Friday at 10 in the morning choice (A/B Close), if they can't seem to make the decision on their own.

Generally speaking, if the person you are seeing is busy enough, they'll tell you when you can see them.

If they have all the time in the World... I begin to wonder why... LOL

Success and Regards... Mike

http://www.CrashCourseMarketing.com
...The fastest growing eZine for Sales
Professionals and Internet Marketers...

Hi Mike!

I had you pictured totally differently. All this time I was projecting a guy I knew in highschool named Richard Rodman who had dark hair and dark eyes.

What a surprise!

Looking forward to reading your stuff!

With Purpose and Passion,

JULIE JORDAN SCOTT


Dare to Discover Your Passion, Decide to Live Your Destiny

Mitch ...

"That dog would not hunt here."

Granted! I'm not an expert. But, regardless of who's sitting in the decision making chair these days, (time is money). If you cannot print your pitch on a post card, like so many others I have this blue can that sits by MY desk.

If you've got something to say, then say it.

"Don't eat my lunch, and then ask me to hire you."

Raymond

P/S: And if you're planing on telephoning, what makes you think you're going to get to the owner/president? (heck, that's my job here to say who talks to the owner). She's busy you know.

RC
-----------------------------------------

> Gordon and Readers,

> OK, here's my new script. I originally asked
> for input on a headline for a sales letter.
> Gordon graciously provided input and I got
> so excited about the potential I developed a
> phone script instead.

> You see i've always been afraid of cold
> calling and using the phone so it's time to
> bite the bullet and grow up. With Gordon's
> input I somehow gained confidence and don't
> want to waste time, paper and stamps. So
> instead i'll just call on local businesses
> in my area directly.

> Here's the plan. Dun & Bradstreet list
> thousands of potential businesses in my area
> with their owners/presidents, sales volume,
> # of employees, competition, etc. Per
> Gordon's instructions I will use this info
> to make my call to the owner/president.
> Below is my script. Please provide your
> inputs.

> Gordon, once again, thanks.

> “Mr. Smith,

> My name is Mitch Austin, we have never met
> but I’m the president of the Leadership
> Management Institute here in Palm Beach
> County.

> I know your busy so I’ll make this brief.

> I was just reading about local companies in
> Dunn & Bradstreet and noticed that you
> and your 75 employees at Omni Products had
> gross sales of $10,000,000 last year. On a
> productivity basis that’s $133,333 of
> productivity per employee. That’s quite an
> accomplishment in today’s competitive office
> equipment sales environment. And it truly
> exemplifies the type of leadership we here
> at Leadership Management applaud.

> Mr. Smith let me ask you a question. Imagine
> for a moment, if you could add 20% more,
> well trained employees to your staff at NO
> cost. Do you think your company’s
> productivity and profits would go up?

> Of course it would. But Mr. Smith, you don’t
> have to add anyone because over the last 35
> years we have found that each of your
> current employees is worth at least 20% more
> productivity than they are currently
> producing.

> In fact some of your top competitors have
> productivity per employee ratios as high as
> $247,000 per employee. That’s 85% higher
> than yours. Mr. Smith, would you like to
> know what they are doing and how you can use
> that same leverage to increase your
> productivity and profits?

> I’ll be in your area next week so I’ll stop
> by for about 20 minutes and we’ll talk. I
> have Tuesday at 3PM available. See you
> then.”

Raymond,

Good points. So if i'm hearing you right (my exwife says I can't hear sometimes) you saying be very blunt and to the point. Straight one liner questions such as

"Mr. Smith, would a 20% increase in your employee's productivity, in your case a potential $2,000,000 annual increase in sales, be of interest to you?"

are the way to go. Correct? Can you give an example?

Also, as gatekeeper to the owner what would you do to get through to them?

> Mitch ...

> "That dog would not hunt here."

> Granted! I'm not an expert. But, regardless
> of who's sitting in the decision making
> chair these days, (time is money). If you
> cannot print your pitch on a post card, like
> so many others I have this blue can that
> sits by MY desk.

> If you've got something to say, then say it.

> "Don't eat my lunch, and then ask me to
> hire you."

> Raymond

> P/S: And if you're planing on telephoning,
> what makes you think you're going to get to
> the owner/president? (heck, that's my job
> here to say who talks to the owner). She's
> busy you know.

> RC
> -----------------------------------------