The Conversion Code, 2nd Edition

Chapter 25How to Have a Perfect First Minute on a Sales Call with a Lead

HOW TO GAIN CONTROL OVER THE CALL(ER) WITH ONE SIMPLE SENTENCE

What you say immediately after your opening is critical, and it needs to be nearly the same every single time. Once you find a “gain control” statement that works, use it over and over. Here is exactly what I say after my opening:

I need you to please grab a pen and paper so that I can give you some information about Curaytor that isn't available online. Let me know when you are ready.

OR

Can you please grab a pen and paper—I want to give you my personal contact information in case we get disconnected or you ever just want to speak with a real person during this process.

OR

I have some information that you are going to want to write down. Can you please grab a pen and paper and let me know when you are ready?

Feel free to substitute or add “something to take notes with” if you feel like “pen and paper” is too old-school of an ask.

Then once they are ready I say, “Great. My phone number is 407-305-3870 and my email address is [e-mail].”

This is a technique called pattern interrupt and it puts you in control, early. Will some people pretend to grab a pen and paper or be driving and unable to? Sure. The people who are serious and will actually become a client will be willing to grab the pen and paper 95% of the time. If they are driving, just say, “No problem—I will email it over to you after our call” and move on to ...