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

DECISION MAKER CALL SCRIPT: FOLLOW-UP TO PACKET CALL

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

(If gatekeeper says, “Yes, he [or she] is expecting your call.”)

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

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