When calling a prospect for the first time, make sure you do a couple things:
Have a script
Name drop others you’re working with (either local or in their industry - preferably both)
Talk about increasing profit
Make them feel included
Close - ask for specific dates/times, not just a generic week
Here’s a sample script I use that’s transferable to any industry:
“Hey ____ it’s _____ with XYZ Company? How are you?!
Great! I know you’re busy and I’ll be brief –
NOW ____, the reason for the call today is that we’ve been working with others in your industry, like ___, helping them maximize profits by cutting costs and improving efficiencies for their operations.
If you had just 20 minutes, I’d LOVE to include you in on those conversations.
I’m in the area _____ or _____, do either of those work for you?”
Make it short, sweet, and to the point. But what if they rebut?
“What do you do?”
Great question...we use our expertise to help you lower your bottom line expenses by_______ year over year. The first step though is just to see if we’d be a good fit for you. That’s all I’m looking to set up.
So how would ____ work for you?
Most people say: “Not interested in what?” But you don’t, you have to say something they’re not used to hearing:
“MAN I KNEW YOU WEREN’T INTERESTED, EVEN BEFORE I CALLED, BUT I DID ANYWAY BECAUSE I’M SO CONFIDENT THIS IS SUCH A GOOD FIT FOR YOU! Look, time is money and I’m looking to save you both. But I just need 20 minutes for us to find out together if I can.
So how’s ____?”
“Send me Information”
“DONE, I’D LOVE TO. Now you’re a busy guy, what do I need to put in there to make sure it’s worth your time to read? What’s the biggest headache right now in your business? Why’d you say that?”
MAN I KNEW YOU WERE GOOD, EVEN BEFORE I CALLED, I DON’T WANT TO HELP OUT ANY BAD PEOPLE. Look, time is money and I’m looking to save you both. But I just need 20 minutes for us to find out together if I can.
So how’s ____?”
“I always say the same thing to a voice on the phone, but the truth is I’m not coming out to sell you anything and I promise 2 things: (1) I won’t waste your time and (2) you’ll walkway with some value out of our conversation, even if you never do business with me.
So how’s ____? I’ll bring coffee or lunch for everyone in your office. You can consider it free lunch and a 5 minute conversation with the delivery guy.”
Look, please don’t mistake my persistence, and I’ve been told border line annoyance for anything other than me being passionate about knowing there’s a chance I can save you money. I’m not trying to sell you, I’m just trying to have a conversation to determine together if we’d be a good fit.