I submitted a question on Linked in regarding creating sales scripts…
When creating your first script, let’s say for follow up with someone you met at a networking event, what recommendations do you offer a newbie to script writing? Do you recommend any websites as resources
I received this great answer from John and have his permission to use it here on my blog. Enjoy. It’s full of great advice.
When you look at developing a script, there are 6 steps to follow for the call to be effective.
1. Have clear and defined strategy, reason for the contact and best practices.
2. Understand each of the objectives you are attempting to reach.
3. Have an opening statement for each of the possible people you will speak to during your follow-up. i.e. informant, influencer and decision maker.
4. Create a primary question to begin the discussion necessary with each of the possible contacts you may speak with during the call, also have all other questions prepared ahead of time that you may feel able to ask. One last note about questions. Always use some form of pre-question statement prior to asking the question that aligns your prospects thinking with the information you are searching for.
5. Create a positioning statement that will allow you to summarize the discussion and allows your prospect to reason within themselves why the next step makes sense.
6. This is the most important step and one of the main reason so many fail at doing business over the phone. Always on every call, no mater whether you think you know the answer or not…ask for the next step. If you don’t, everything up to that point was a waste of effort.
Here is a quick opening statement to a decision maker / contact
Good _________, my name is _________, we spoke at _______ event, last week, I know you were not expecting my call today and I was wondering if I could have a brief moment to discuss (link this to the contact from the event)
The first obstacle anyone needs to overcome when cold calling is developing a level of rapport. When you go in cold, the tone of your voice and the words you say are important. The bonus for this situation is you have a point of reference to develop that rapport already. Your prior meeting.
Also keep in mind that the message you are creating should take on a few different forms, including email and voice mail. Key here, each should flow into one another.
Answer (c) 2008 John Chepyha http://www.linkedin.com/in/effectivecoldcalling