It’s actually probably better to not think of it as a script but more of a prompter.A script tends to make people feel that they have to stick rigidly to it and can actually inhibit their listening skills and that could mean missing an all important buying signal.
There are some key things to remember, here they are in 5 easy steps:
- A good opening sentence that makes it clear why you are calling, what you want and who you are but is no longer than 30 seconds long – think how quickly you lose interest with a cold caller who drivels on…
- Asking them if they have time to do this now, they may say no, but just ask them which day and time you can call them back
- Have the key open questions you want to ask them, remember, what, how, when, who and list some likely objections you could get and have those answers prepared, have it printed off and in front of you when you call.
- Start out with the end goal in mind, if it’s to get a meeting, then ensure you ask for one in your script and always give a couple of meeting time options as that way, it’s harder for them to turn you down.
- Finally, have a Call to Action such as a limited offer or seasonal product; a reason for them to do this now, rather than later. If they insist it’s the wrong time, that’s fine, but book a call for when they think it will be the right time, and diarise it.
Just remember to keep it simple. The idea is the conversation should flow, it’s about building rapport and understanding – your prospect understanding what you offer and want from this call, and you understanding what they want so that you can match your service/product to their needs.