This document outlines two of the most impactful components of a sales call – how to start a call strong and how to end a call strong. By following and modelling these scripts, you can dramatically increase your closing ratios.
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System Architect: Chris Smith
Website: www.curaytor.com
Generated as part of the www.BusinessSystemsSummit.com
Part 1 – Opening Strong
Step 1: Follow the 3 critical components of successful sales calls.
- Speed
- If you attempt phone contact within 5 minutes after lead submission, the odds that the lead is contacted are 100 times greater than if it is contacted 30 minutes after the submission.
- If you attempt phone contact within 5 minutes after lead submission, the odds that the lead is contacted are 100 times greater than if it is contacted 30 minutes after the submission.
- Tenacity
- When a lead is not answering your call, immediately dial a second time right after the first and you will get a 22-25% more answer rate.
- If you call a lead once, even within the first 5 minutes, you have a 48% contact rate. If you call additional 5 times over a 3 day period, you can get a 93% contact rate.
- Differentiate your methods – every lead gets a call, text, email.
- Best times to call: middle of the week (Wednesday, Thursday), between 8 am and 10 am, and between 4 pm and 6 pm.
- When a lead is not answering your call, immediately dial a second time right after the first and you will get a 22-25% more answer rate.
- Script
- Gain control of the call early by perfecting your first minute. If you can set the tone within the first minute, then you are in charge of this call.
- “Hey, this is XXX, calling from XXX. I see you working at XXX and you’re looking at using our services. Can you please grab a pen and paper since I’m going to share some information about what we do that isn’t on the internet – please let me know when you’re ready.”
- Gain control of the call early by perfecting your first minute. If you can set the tone within the first minute, then you are in charge of this call.
Step 2: Pre-call preparation – set yourself up for the call.
- When you’re calling a lead, investigate to get information about them. You need to make yourself liked and trusted.
- Suggestion! Instead of Googling a prospect’s name, search for their email to dramatically narrow the results.
Step 3: Handling brick wall statements by acknowledging, responding and then pivoting.
- Acknowledge – repeat the question you got from the lead.
- Respond – give a reply but don’t give the information they require.
- Pivot – get back to what you want to talk about.
- For example:
Prospect: “Well I just want to know how much your <products/services> are.”
Acknowledge: “Oh great question, so you just want to know how much our <products/services> are.”
Respond: “Our <product/service> isn’t inexpensive... <product/service> isn’t for everyone…”
Pivot: “Are you <one type or lead> or <another type of lead>?”
- For example:
Part 2 – Closing Strong
Step 1: Identify 4-6 features + benefits and tie-downs.
- Here’s one Feature of working with me, here’s the Benefit of that feature for you, do you agree there’s a benefit? Or is that interesting to you?
Step 2: Script the transitioning closing statement.
- At the end of listing the features, benefits and tie-downs, tell the prospect “Ok great, here’s what happens next... I’m going get <insert next step>… and I’ll start <insert another step>.
Step 3: Use a trial close.
- Ask them a question about the next steps, assuming they’re going ahead – this is not a “Yes or No” question but rather an “Either/Or” question.
- Example: Is this better for you in the morning or early in the evening?
Step 4: Make the final close.
- Give two last choices about when they’re starting with your product or service.
- Example: Would you prefer your coaching on a Tuesday or a Thursday.
Hi [Insert Firstname]
I’m writing to follow up on my email. I offered you my [insert name of strategy] strategy on how to [insert main benefits] on a complimentary [name of session or consultation. For example "Strategy Session"].
If you’re too busy right now, I understand.
So, I made you a private short video explaining the strategy so you can watch it at a convenient time for you.
Watch it here: www.[insert your domain name].com/thanks/[Insert firstname]
[Note: if you want to use this format then you need to set up a URL wildcasd so any URL that contains www.[insert your domain name].com/thanks/ will go to the same page. Here'a an example: www.findtheedge.com/thanks/kenny]
I'm interested in whether you will be implementing it into your business as looking for feedback and possibly case studies for my [insert your content piece here. For example book, blog post etc].
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: S2)
I’m writing to follow up on my email. I offered you my [insert name of strategy] strategy on how to [insert main benefits] on a complimentary [name of session or consultation. For example "Strategy Session"].
If you’re too busy right now, I understand.
So, I made you a private short video explaining the strategy so you can watch it at a convenient time for you.
Watch it here: www.[insert your domain name].com/thanks/[Insert firstname]
[Note: if you want to use this format then you need to set up a URL wildcasd so any URL that contains www.[insert your domain name].com/thanks/ will go to the same page. Here'a an example: www.findtheedge.com/thanks/kenny]
I'm interested in whether you will be implementing it into your business as looking for feedback and possibly case studies for my [insert your content piece here. For example book, blog post etc].
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: S2)
Hi [Insert Firstname]
I’m writing to follow up on my email. I offered you my [insert name of strategy] strategy on how to [insert main benefits] on a complimentary Online Workshop (Webinar).
If you’re too busy right now, I understand.
So, I made you a private short video explaining the strategy so you can watch it at a convenient time for you.
Watch it here: www.[insert your domain name].com/thanks/[Insert firstname]
[Note: if you want to use this format then you need to set up a URL wildcasd so any URL that contains www.[insert your domain name].com/thanks/ will go to the same page. Here'a an example: www.findtheedge.com/thanks/kenny]
I'm interested in whether you will be implementing it into your business as looking for feedback and possibly case studies for my [insert your content piece here. For example book, blog post etc].
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: W2)
I’m writing to follow up on my email. I offered you my [insert name of strategy] strategy on how to [insert main benefits] on a complimentary Online Workshop (Webinar).
If you’re too busy right now, I understand.
So, I made you a private short video explaining the strategy so you can watch it at a convenient time for you.
Watch it here: www.[insert your domain name].com/thanks/[Insert firstname]
[Note: if you want to use this format then you need to set up a URL wildcasd so any URL that contains www.[insert your domain name].com/thanks/ will go to the same page. Here'a an example: www.findtheedge.com/thanks/kenny]
I'm interested in whether you will be implementing it into your business as looking for feedback and possibly case studies for my [insert your content piece here. For example book, blog post etc].
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: W2)
Hi [insert firstname]
Thanks for connecting and welcome to my network.
After looking again at your profile I thought you might be able to give me your take on some research I'm conducting.
I’m currently [insert a piece of content you are working on whether it be a book, podcast or blog post] on how to [insert a solution to their need] and would be interested in your feedback.
If you're willing to help please reply to this message with answers to the short questions. Everything is anonymous and I'm happy to share the overall results with you.
Questions:
1. From the following, what is your biggest [insert challenge so for example "public speaking challenge" if you are a public speaking coach]:
a. [Insert common challenge 1 - for example "preparing speech"]
b. [Insert common challenge 1 - for example "forget words and choke up"]
c. [Insert common challenge 1 - for example "getting speaking gigs"]
d. Other: please state
2. [Insert second related question so for example "Why do you need to speak better?"]
a. [Insert common reason 1 - for example "Been invited to speak at event"]
b. [Insert common reason 1 - for example "Need to present to prospects & clients"]
c. [Insert common reason 1 - for example "Want to pursue speaking as a career"]
d. Other: please state
3. If I were to give you the best solutions to the most common problems people have and the results of this survey how would you like to receive it:
a) Quick video
b) Webinar/Demo
c) [name of session or consultation. For example "Strategy Session"] over Skype
Thanks in advance for your help with this.
Kenny Goodman
[Insert credibility statement here so for example: "Founder of Global Coaches & Mentors Forum" - this is my private group for my clients but people don't need to know this]
E" [insert your email]
T: +Insert your telephone number (Ext: M1)
Thanks for connecting and welcome to my network.
After looking again at your profile I thought you might be able to give me your take on some research I'm conducting.
I’m currently [insert a piece of content you are working on whether it be a book, podcast or blog post] on how to [insert a solution to their need] and would be interested in your feedback.
If you're willing to help please reply to this message with answers to the short questions. Everything is anonymous and I'm happy to share the overall results with you.
Questions:
1. From the following, what is your biggest [insert challenge so for example "public speaking challenge" if you are a public speaking coach]:
a. [Insert common challenge 1 - for example "preparing speech"]
b. [Insert common challenge 1 - for example "forget words and choke up"]
c. [Insert common challenge 1 - for example "getting speaking gigs"]
d. Other: please state
2. [Insert second related question so for example "Why do you need to speak better?"]
a. [Insert common reason 1 - for example "Been invited to speak at event"]
b. [Insert common reason 1 - for example "Need to present to prospects & clients"]
c. [Insert common reason 1 - for example "Want to pursue speaking as a career"]
d. Other: please state
3. If I were to give you the best solutions to the most common problems people have and the results of this survey how would you like to receive it:
a) Quick video
b) Webinar/Demo
c) [name of session or consultation. For example "Strategy Session"] over Skype
Thanks in advance for your help with this.
Kenny Goodman
[Insert credibility statement here so for example: "Founder of Global Coaches & Mentors Forum" - this is my private group for my clients but people don't need to know this]
E" [insert your email]
T: +Insert your telephone number (Ext: M1)
Hi [insert firstname],
I contacted you recently asking for your take on some research I’m conducting for [insert name of content]. (Sorry we didn’t connect it looks like you have the right background in that area).
I've now collated all the results and noticed some very surprising results.
I made you a short video here: www.findtheedge.com/advice/Insert firstname]
[Note: if you want to use this format then you need to set up a URL wildcard so any URL that contains www.[insert your domain name].com/advice/ will go to the same page. Here'a an example: www.findtheedge.com/advice/kenny - it is slightly different to the /thanks video at the beginning only]
(There’s nothing for sale).
I hope it helps.
Best,
[insert your signature
Name
[Insert credibility statement here so for example: "Founder of Global Coaches & Mentors Forum" - this is my private group for my clients but people don't need to know this]
E" [insert your email]
T: +Insert your telephone number (Ext: N1)
I contacted you recently asking for your take on some research I’m conducting for [insert name of content]. (Sorry we didn’t connect it looks like you have the right background in that area).
I've now collated all the results and noticed some very surprising results.
I made you a short video here: www.findtheedge.com/advice/Insert firstname]
[Note: if you want to use this format then you need to set up a URL wildcard so any URL that contains www.[insert your domain name].com/advice/ will go to the same page. Here'a an example: www.findtheedge.com/advice/kenny - it is slightly different to the /thanks video at the beginning only]
(There’s nothing for sale).
I hope it helps.
Best,
[insert your signature
Name
[Insert credibility statement here so for example: "Founder of Global Coaches & Mentors Forum" - this is my private group for my clients but people don't need to know this]
E" [insert your email]
T: +Insert your telephone number (Ext: N1)
Hi [Insert First Name]
I’m writing to follow up on my email. Did you get time to watch the short video I made?
If not, you can watch it here: www.yourdomainname.com/advice/[Insert First Name]
I'm wondering if you had any feedback and if it has helped you?
[insert your signature
Name
Company
E" [insert your email]
T: +Insert your telephone number (Ext: N2)
I’m writing to follow up on my email. Did you get time to watch the short video I made?
If not, you can watch it here: www.yourdomainname.com/advice/[Insert First Name]
I'm wondering if you had any feedback and if it has helped you?
[insert your signature
Name
Company
E" [insert your email]
T: +Insert your telephone number (Ext: N2)
[Insert Firstname]
I’ve sent you several emails now directing you to a video I made for you and no response usually means too busy so thought I would give you a quick overview to can scan here:
The video introduces you to a clever strategy I'm using use to [insert solution and benefits].
At the end of the video I invite you to sign up for free webinar where I take you through the process step by step.
You can save your spot here:
[insert link to webinar registration page]
It's a simple [insert number of parts so for example 5-part] system I'm using to [insert specific results it gives you or your clients].
I hope this helps
If you're just not interested then feel free to let me know and I'll stop messaging :)
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: N3)
I’ve sent you several emails now directing you to a video I made for you and no response usually means too busy so thought I would give you a quick overview to can scan here:
The video introduces you to a clever strategy I'm using use to [insert solution and benefits].
At the end of the video I invite you to sign up for free webinar where I take you through the process step by step.
You can save your spot here:
[insert link to webinar registration page]
It's a simple [insert number of parts so for example 5-part] system I'm using to [insert specific results it gives you or your clients].
I hope this helps
If you're just not interested then feel free to let me know and I'll stop messaging :)
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: N3)
[IMPORTANT: Just before you send this message click on the smiley face icon at the bottom of the message and click on the “Get Out” animated gif and send this]
Once that is sent, send the following message:
Hi [Insert Firstname]
Is this you kicking me out?
Ok, before I go here's one last shot at getting your attention:
By popular demand I'm going to give you access to [insert a recording of you speaking or a good 10-minute video of you covering objections people normally have about joining your program and then offer strategy session at the end - here's what I offer http://www.findtheedge.com/killer-customer-value-proposition-ohv-1/]
Get direct access here (there's no email optin required):
[insert link]
It's will show you how to:
[onsert 3 big bullet pointed benefits]
If I don't hear back from you I will just presume you are happy with your current [insert current situation] and are not interested at this time.
Either way sending you good wishes
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: N4)
Once that is sent, send the following message:
Hi [Insert Firstname]
Is this you kicking me out?
Ok, before I go here's one last shot at getting your attention:
By popular demand I'm going to give you access to [insert a recording of you speaking or a good 10-minute video of you covering objections people normally have about joining your program and then offer strategy session at the end - here's what I offer http://www.findtheedge.com/killer-customer-value-proposition-ohv-1/]
Get direct access here (there's no email optin required):
[insert link]
It's will show you how to:
[onsert 3 big bullet pointed benefits]
If I don't hear back from you I will just presume you are happy with your current [insert current situation] and are not interested at this time.
Either way sending you good wishes
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: N4)
Hi [Insert firstname]
After reviewing your profile again, I think you would benefit getting some clarity on your [insert what you offer].
Not sure if you saw my presentation [insert name of video in N4] I sent a couple of months back but happy to run through your [insert common problem with your audience].
As a gift, I’d like to offer you a 30-minute [Insert name of session or consultation] session with my compliments. (Usually $_____).
If this sounds good, go to:
[insert link to sign up for session]
The session will help you:
[Insert 3 major bulleted benefits]
If I don't hear back from you I will just presume all is going great for you right now in the area of [insert common situation]
Either way wishing you all the best
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: N5)
After reviewing your profile again, I think you would benefit getting some clarity on your [insert what you offer].
Not sure if you saw my presentation [insert name of video in N4] I sent a couple of months back but happy to run through your [insert common problem with your audience].
As a gift, I’d like to offer you a 30-minute [Insert name of session or consultation] session with my compliments. (Usually $_____).
If this sounds good, go to:
[insert link to sign up for session]
The session will help you:
[Insert 3 major bulleted benefits]
If I don't hear back from you I will just presume all is going great for you right now in the area of [insert common situation]
Either way wishing you all the best
[Insert your name
Insert company name
E" [insert your email]
T: +Insert your telephone number] (Ext: N5)
To get the sales scripts Chris mentioned in his session simply:
- Buy his book: The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales
- Email the receipt to steve@curaytor.com