Everyday, you should have a goal for the number of phone contacts,
appointments set, clients seen, follow-ups, and, more importantly, SALES.
Following these mundane steps each and every day may seem like a waste of time.
However, if you follow and track your performance, you will soon know how much
work you must do to make a sale. Even more, you will almost be able to predict
when the sale is coming.
Each day, you should be able to log the following actions. Beside each
action (if applicable) is the minimum daily Performance.
Phone Contacts (you get a “yes” or “no” response) 10
Follow-up (returning a call to a prospect) 5
Number of Messages Left N/A
Appointments Set 5
Appointments Kept 2
Sales Made 1
Remember the formula: 10 contacts = 5 appointments = 2 kept appointments = 1
SALE
Scripts
Listed below are basic scripts to use when cold-calling a potential client
and when calling on a referral that you have been given. In addition, below the
scripts are responses that you can use when potential clients give you
objections to making an appointment.
Referral Script
Hello, (name of client), I’m (your name) with name of company. The reason I
am calling is that (name of referral) met with me and said that you might be
interested in our services. I wanted to call to set-up an appointment so that
we can review (product, service, etc). How about (appointment time)?
Basic Script
Hello, (name of client), I’m (your name) with name of company. We have
helped hundreds people with (problem). The reason that I am calling is to
schedule a time when we can meet to discuss our product. How about (appointment
time)?
Overcoming Objections
No thanks, I’m happy with what I have.
It’s great that you have (current service). Many of our clients started out
with (current service) and were able to expand by working with us. How about
(appointment time)?
I’m not interested.
Well (name of person), a lot of people had the same reaction before they had
a chance to see how we could help them. We should get together. How about
(appointment time)?
I’m too busy.
(Name of person) the only reason I am calling is to schedule an appointment.
How about (appointment time)?