Smart Calling, 3rd Edition

CHAPTER 20Smart Calling Reviews, Case Studies, and Makeovers

One of the many things that I love about what I do is seeing the results that Smart Callers worldwide are enjoying. Also, I get great satisfaction when I have the opportunity to help further refine what they develop.

In this chapter I’m sharing examples submitted from fellow Smart Callers out in the field. In some cases you’ll see the finished product that didn’t require any changes; in others I’ll walk you through the process I apply when I review and tweak openings for clients and customers.

How One Rep Used the Smart Calling Process to Craft an Effective Opening

Mike Bartashy sells crates, foam, and cartons. He was previously in the military as a packaging engineer, so he has experience as a buyer and user of these products. Because of his background, Mike smartly targets prospects who sell to the military or their contractors.

Mike says that he does his research and knows everyone that he calls uses and needs what he sells. But he doesn’t sound like he is assuming that in his calls. Mike shared his Smart Call opening:

“Hello ____, I’m Mike Bartashy with ____. I noticed that you do business with [Lockheed Martin, the military, etc.] and/or [recently received a contract] or [currently a supplier to _____]. We help companies like yours that supply these types of industries, with assistance in making sure you are in compliance with any special packaging requirements. We also help you stay informed of the latest ...