Step #2: First Contact  

What's the best way to connect on a first call?

ACTIVITY #8: Developing a Calling Script

I know what you’re thinking: I don’t want to be one of those canned callers. You’re right—don’t be. It doesn’t work. But fumbling for the right words doesn’t work either. You need to be the best you can be. Unfortunately, you don’t always demonstrate your best work when forced into unfamiliar calling territory. Having a script in front of you keeps you on track. After the first five calls, you’ll likely toss it in the bin. The best actors, top news anchors, and sales reps start with scripts. Take the pressure off and use this verbal guide. It helps.

 

Voicemail: The Most-Efficient Prospecting Tool Ever Invented

Voicemail is one of the most-efficient time savers for cold calling. You may ask, If 60 to 80 percent of calls go to voicemail (and they do), how can this possibly be efficient? Stop and think about it. Voicemail provides you the opportunity to leave a message and go on to call the next person on your list. Work out the statistics: Say you make one hundred calls a month and 70 percent—that’s seventy calls—go to voicemail. If only 20 percent of these people call you back, it means fourteen people have heard your message and have some interest in what you’re selling. The total live calls for the month: forty-four. Without leaving a voicemail: thirty. Using voicemail is all about increasing your odds of more successful discussions.

 

What to say:

  • At the beginning of the voicemail, leave your name, the name of the company you represent, your phone number, and where you are calling from. (Include your physical address. It shows you are not a ‘telemarketer.’)

  • Ask the prospect to call you back at a specific time on a specific day.

  • If it’s a referred call, leave the name of the person who referred you.

  • If it’s a cold call, tell them you are interested in their company and are interested in speaking with them.

  • Use their first name only once in the call. Using a person’s first name too often becomes redundant, and sounds a little pushy.

  • Leave your name and phone number again at the end of the call.

 

How to say it:

  • Speak very slowly.

  • Be clear and articulate.

  • Don’t use jargon.

  • A voicemail should only last twenty seconds or less.

Copyright 2017 Paul Kidston

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