The # 1 strategy when calling any company is not to get hung up and stalled by the Gate-Keepers and Screens that will encounter every day .
” Whoever owns the FRAME will win the GAME “
If Adnin, the executive assistant or secretary starts to CONTROL the conversation you’re doomed
As a sales professionals , if we give her an ‘Opening‘ she wll take it –So Don’t Give her an Opening
You need to practice ” Frame Control”
Some tactics borrowed from the late great Chet Holmes
1) Hi there it’s ________ calling for Bill Jones , is he in?
No
Who am I speaking to ?
Oh… what’s your name ..?
Shirley
Great, Shirley when will he be in?
________________________________________________
Hey its _________ calling for Bill Smith ….
What’s this in reference to ?
Who is this ?
Tell him I’m with X, Y, Z Company…
I’m sorry he doesn’t know your name, can you tell me what;s this about ?
Who am I speaking to ?
Shirley
Are you his regular Assistant ?
Did you tell him it’s _______ from ABC Company ?
Oh… tell him it’s in reference to some correspondence sent out on ____date
_________________________________________________________
Forbes claim that 80% of callers sent to voicemail do not leave messages because they don’t think they’ll be heard. InsideSales.com research shows they’re dead wrong
61% of executives say they are likely to respond to voicemail at work, according to a 2014 InsideSales.com study .
— 80% of calls go to voicemail,
— and 90% of first-time voicemails are never returned. •
— The average voicemail response rate is 4.8%.
The Referral Template
Hi {Prospect’s Name}, this is {Your Name} with {Your Company}.
I was speaking with {Referral Name} over at {Referral’s Company Name} regarding how we helped him/her reduce {common pain/concern} and he/she mentioned that I should give you a call to get your opinion on this strategy. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}. Thanks {Prospect’s Name}
Hi Warren, this is __________ with Accounting XYZ. I was speaking with Jim Green over at TWorks3 regarding how we helped him reduce costs associated with Sarbox compliance and he mentioned I should give you a call to get your opinion. I can be reached at 888-123-4567.
Again, this is _______________ and my number is 888-123-4567. Thanks Warren.
The Competition Template
Hi {Prospect’s Name}, this is {Your Name} with {Your Company}. We recently helped {Competitor 1}, {Competitor 2} and {Competitor 3} avoid {common pain} while at the sametime {desired benefit} and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at {Your Number}. Again,my name is {Your Name}, with {Your Company} at {Your Number
Hi Susan, this is ____________ with ___________. We recently helped
MedNow, DocOnCall and FixYouUp eliminate the stress of slammed office schedules by mobilely optimizing their paperwork process, and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at 888-123-4567. Again, this is ____________ with __________and my number is 888-123-4567. Thanks Susan.
Decision-makers are more likely to open an email with the subject line “voicemail” because they want to be sure they didn’t miss anything. The most effective “voicemail” email templates will follow the lead of the voicemails. For example, if you are
The Cold Call Template
Hi {Prospect’s Name} this is {Your Name} with {Your Company}. I’m calling because I havean idea on how to possibly help you avoid {specifics of common pain} and wanted to seeif it would make sense for us to have a quick conversation to find out more. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}.
Thanks {Prospect’s Name}.
The “ Guaranteed” 70% return callback Voice –Mail
Hi There, its’ ________ , I wonder if you could help me out for a second….
I’m doing some research on / in the area of _________ and I believe the
you’re the resident expert and authority in this area — I have a quick
question that I need an answer to …If you could call me back at _________.
I would be very grateful . Thanks so much
( try it exactly like this )
3 step Opening Statement Formula
1) Identity / Benefit Statement upfront
“ Hi Mr Jones this is _________ of _company name_ We help companies similar to yours to Benefit 1 , Benefit 2 , Benefit 3
2) Reason Benefit Statement
Recently we’ve worked with ___________ and delivered significant and
substantial ( growth , success , reduction etc.. ) over a period of 6 months
with a number of our solutions / ideas .
And as result, they were able to eliminate problem’s and challenges
such as ______ and ______ and _______
3) The Request
“ And…we are confident we can do the same for you . Could I ask you
a few quick questions to see if there’s any chance we could help your
company as well ?
Or
“ And… was wondering if you could give me another 120 seconds on the phone here to see if there could be a possible fit in the future , I promise I’ll earn the rest .
The Power to Persuade meets Predictable Revenues =
Increased Revenues
The Master Jill Conrath ( selling to big companies ) on how to create an
elevator speech opening statement guide;
1) Who do you work with?
— “ We work with manufactures and distributors of hard goods”
2) What are they challenged with?
— “ That are challenged with problem 1, problem 2, problem 3 ”
3) what do you do for them ?
— “ We’ve shown them how they can benefit 1, benefit 2,
benefit 3
Make it a great day …