Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Decision Maker Call Script: Follow-Up to Packet Call

Timing: two or three days after mailing the packet of information you promised.

Hi, [gatekeeper’s name]. This is _____________________ from [your company]. Is _____________________ in? Could I please speak with him for just a minute?

(If gatekeeper asks, say: “Yes, he is expecting my call.”)

Mr. D-M, this is [your name] from [your company]. Have you received our information packet on [solution] to [their point of pain]? [pause] Have you looked at it?

Yes, the person has looked over the packet. Give him a second or so to get it and add any comments or observations he may have rather than jumping immediately to the next step. Listening throughout these steps is invaluable. Make notes about their ...