a solid cold calling script is vital to your success for trying to sell your
product or service guys without me running through how to write your own :
script for your business regardless of your industry and I would go in focusing
mainly on b2b so selling business-to-business products or
services to us because that's where my experience lies at my corporate sales
jobs and with my current marketing agency but you will be able to adapt the
strategies in this video to write your own script we'd b2c company as well as a
business to consumer or to a customer so guys what we get into this make sure you
are subscribed to this channel with your notifications turned on and let's get
started with this video
okay so this video comes as a follow-up to the previous video we just uploaded
which was cold calling techniques that really work you can click the link up
above do it after this video though and because you don't need to watch it
before this and we essentially went through tips and strategies to really
master cold calling as a skill and become an expert on the phone we went
through the mindset went for the pre call the whole lot so make sure you
check that out if you haven't done already so cold calling we're gonna be
going through two scripts and yeah this is the biggie getting this script right
is it's the secret it's the kids that fundamental is the call to success in
coca-cola encodings been around for years and years and years it's the og of
outreach and these days it really must be used as part of a multi-platform
strategies so you want to use cold calling as one of your outreach
strategies in your bigger picture sales process so the script the scripts 110
things that people were like do I need a script or not neither scripts gonna make
me robotic it's gonna make you sound like a salesperson I'm gonna have to
hold it in front of me together limit me and the the misconception that you need
to get out of your mind if they the common conception and that people have
about scripts as that is this a physical piece of paper that they're going to be
holding in front of them that's not what I want you to do Axl I want you to
memorize this script I don't used to be walking about holding this piece of
paper reading from it I want you to treat it as if it was a monologue in
drama in high school all done then monologue okay and drama okay you learn
that script I mean where I did it in my first corporate sales job I used to be
terrible beforehand on a shake in the office I'm looking around with my piece
of paper I took it home one night pretending I was like learning one of my
drama scripts I would like read a bit and cover it up read a bit until you
learn the entire thing once you actually learn it and you internalize it that is
when you can truly master the tonality because that's when you understand why
you're saying what you're saying and not just what you're saying on a piece of
paper okay that is when you separate yourself from all of the other sales
people that sound robotic that sound salesy and that's struggle to close and
back learning my script one of the things that got me promoted in the first
three weeks of working for my first telesales company I just started off as
a meeting setter and I wasn't allowed to do any closing at all they'd like it's
kind of hierarchy and I just don't happened to be doing a
setting a meeting outside momentum director's office this is true story
guys name is Kieran chapter you can check it out on LinkedIn he was my mom's
director at the time and I was done with my my call outside of his office and he
recognized I wasn't holding my script I internalized it name press him so much
that was the youngest person in that company to be promoted to each sales
manager and I was allowed to close on my own deals and that caused an absolute
uproar in the company but I'll use my initiative why not okay and that is what
really separates with it so people from average sales people is that
internalization of their sales script and the ability to master their tonality
and the way that they execute their script of a novel course with its the
structure okay it's the framework it's the blueprint so what are the five
things that you need to have on your sales script now go to that saying you
need to have all of the three core stuff in place first you need to make sure you
prospecting correctly you know the name of the person you're speaking to you've
got some kind of unique information about that business that you're actually
calling up so it's not really a cold call it's a little bit warmer like we
went through in our previous video again you can watch that after this but apart
things that you want to include in your coccoon script in any column strip
number one will list them here and we'll come back to them and break them down
one by one number one is having some color diffusion we want to diffuse the
business owner right away we don't want to have an introduction so a quick
introduction to ourselves we don't want to have a voice and why we're actually
calling we didn't want to qualify so we want have some pre-qualification
questions this isn't always necessary and then finally number five we want to
say what it is we actually want from this person so those are the five things
just break them down one by one now starting off with number one which is
some kind of diffusion we want to diffuse the person we are speaking to
the biggest mistake that I see in so many sales scripts but I'll get so
script sent over to meet people that can you take this out for me the biggest
mistake is when they see something like hey John how are you doing hey how is
your day going but this fake rapport building like you
don't care how their day is you don't care like what they're up to or how they
do you don't know the person you're calling they don't care if you care
about that he faked like facade of niceness and it just doesn't work it
doesn't wash because every salesperson thinks that they should say that to
build rapport although it's not building genuine rapport tool is saying it to
absolutely everybody hey how are you doing it's just false conversation and
it doesn't need to be in there fact the best thing for you to do is to diffuse
them on the thing that they're worried about the most and that's you wasting
their time they do not want their time wasted they get pitched all the time if
you business the business these people were calling up they don't they're
getting pitched day in day out you better believe that so that's one of the
things you need to recognize how can I separate myself from everybody else
which is calling that person up so defuse them right away and defuse them
on time you could say something like hey John I know you're busy sir my so I'll
be quick well hey John have I caught you in the middle of something right you can
ask that question you could almost be a little bit of a role reversal because no
normal sales a person without somebody how I caught you in the middle of
something so they can then potentially give you an object and actually it works
the other way around it improves that you have respect for them and therefore
they're gonna trust you a lot more and be more inclined to give you their time
because you should be grateful of the time someone that you don't know so make
sure you defuse them right away you don't bother about that fake small talk
number two is on introduction we want to say who we are where we're from and what
our company actually does keep it this really short no waffle and this is their
whole kind of theme of how will culling scripts should be in this day and age
gone are the days of these a4 pieces of paper this long script where you just
get away with like pitching something over the phone like five minutes allow
them say anything it doesn't work you need to make sure you not waffling you
get straight to the point and you respect that person you're speaking to
so you can say something like so the names Jordan under mentioned director of
the effluent agency I help restaurants get more clients per month using social
media when they stored my own affluence I hope equalness companies get more cars
per month using social media ads so you can say something which is relevant to
you that's for me for a marketing agency but make sure it is relevant to you who
you are where you're from and exactly what you
it's just one sentence it doesn't need to be longer than that we're able to say
why we actually cooked so what is the reason we called and this is where we
want to introduce some kind of personal touch we want to say something which
says to that person that we have only called up then then they're not just one
part of some big Excel spreadsheet okay so what information can we dig up on
them can we say something that's relevant if we're selling like some
sales CRM software maybe we know how many people they have in their sales
floor maybe we know what their sales figures
are currently like we drop something in there to let them know done our due
diligence to you diligence we struggle with that and that we're not just
calling up a thousand companies even if you are ok he is it looks personal what
sounds personal to them so as a marketing agency I could say something
like I was on your facebook profile earlier and their notice you're running
ads at the moment but come on guys for us ever made vultures
I'm not gonna give you my full script right now you can click link in
description if you want it go get a copy of the 15 minute agency but for the rest
of you you want to highlight something unique to them cael's on your facebook
profile earlier and I noticed that noon rain she walked out recently how's that
going one looks is your season 2020 how's that going ok you could ask them a
question about their product or their service something unique to them well I
saw the yoga picture on your profile earlier I tried yoga this morning it
didn't go too well just have build some kind of rapport this is your chance to
be able to some rapport with the business owner but you're telling them
why these you're actually called but you could drop something in there to let
them know like a little bit off tangent conversation to let them know that
you've actually done your research on them
or you could just simply say something which is unique to them hey I saw you
running some at the moment no sin that retargeting ad that's really nice copy
you've got going on there but actually dot dot dot the rest of your script and
you can tell them what it is you can do to improve on that for them give them a
compliment this is my mister my tech if you don't bring a service based business
give them a compliment on something unique to them personal to them and then
you can serve them up the fact that you can improve it you don't want to go
straight in a big mistake see people making it go straight in all guns
blazing you're doing something wrong we're gonna put on the backfoot they're
gonna feel that not I'm absolutely fine doesn't know who you are me why you
wasted my time on the I didn't speak to you by like move on
they don't care that you need to make sure if you are going to deliver
criticism to somebody you deliver it with a compliment as well you make me
feel good you said the mother shit sandwich Isaac we makes it make me feel
good you didn't give them some kind of criticism and then again look oh you're
gonna make them feel good again you can offer them something that they really
really want so that is your why okay why is it you're actually calling and how
can you make this you need to that what can you add in there in your sales pitch
something unique about them which makes them feel personal like you personally
originally so then we have number four which is qualification now at this point
we can ask them a question to qualify whether they are suitable for our
service for example if we are marketing agents that we could ask them what is
your current marketing strategy what have you run asking for well have you
used Facebook ads before and you're asking them a question to prequalify
whether they are actually a suitable client for you you're gonna make them
think about whether they want your product oh we will serve this before
you've even offered it to them now as I said you don't always need to do this
nobody instances when you already know that this person is qualified
they are already really keen you think that the conversation is going well and
you're pretty sure that you can get that out of them what do you want to get out
of them okay majority of the times we the speeds to
be it's going to be getting some kind of a meeting with them some kind of a
follow-up call so you can actually close them
I wouldn't recommend you selling like cold calll if your b2b people will need
warming up businesses you can't just jump into bed result okay so you want to
arrange some kind of meeting with them but on the flip side that person is like
their bit standoffish that don't really sound it interested like when they onto
the phone they sound like what nine you might want to dig deeper okay you might
match one get some kind of conversation anthem build some kind of rapport with
them and so hence ask them a question about their business about whether they
are doing something that you provide for them already okay if you're doing sales
CRM going back to that asking them what's real CRM system look like in a
moment I asked them a question which makes them think about your products
before you actually deliver it to them on the actual chord so that is number
four that's qualification number five is on what what do we actually want we
could transition to the wall just by saying
thing like so the reason for my call is doll I want to see if you've got 10-15
minutes over the next couple of days or so so I can share some ideas with you so
I can do this so I can talk you through this so I can talk about how this works
so I can see whether we're a good fit for each other that's a good one to say
so I can see where we were a good fit for each other that's a nice bit of
psychology in there and the key of why dirty works I'm use this in many sales
scripts boys you will almost be qualifying somebody you're missing well
you you might what you might not be the kind of person that we want to work with
one thing that we've introduced into our sales pitches before is I'm only looking
to take on one or two new conscious map or I only have a capacity to take on one
new e-commerce client this month and so then it's like I'm gonna be that person
I don't want that and you create that scarcity in that designer again
something we covered in our previous coding techniques video scarcity is
something which makes people want to buy from you you can introduce that into
your scripts um we're both Saints then like deep qualifying them right you got
a qualification to addy qualifications we only look for saving one or two new
clients as month what I want to see over the next couple of days if you're free
10 15 minutes so we can see whether we're good fit for each other
in which case they're gonna be like yeah obviously I'm a good fit for this
company but would you be why wouldn't I be a good fit let's have this call an
SCM I am okay it's that reverse psychology and it works really really
well but getting back to the task and number five is to be what it is what we
actually want from this call okay do we want to sell my service do we want to
have a meeting with them and then you go in at Haven actually arrange all the
technicalities now the majority of the time these calls aren't going to go the
way you want them that's just the way it is that to sales you don't always get a
plain sailing yes without any hiccups you're gonna get some kind of objection
this is a numbers game but an objection is not a rejection it's just the request
for more information remember that okay any good salesperson will push back on
the objection the majority in the meetings we have on our marketing agency
is when we push back on some kind of request for more information okay so for
example if somebody says to us well I don't have the time this is really
common one I like this one so when are you gonna have the time to
increase your sales when are you gonna have the time to increase your client
base I thought you just told me you want to
expand your business when are you gonna have the time to do that okay so you
don't now that's fine what about tomorrow what
about next week like okay even at the time right now what about tomorrow and
that's just one objection that you can get me what about I'm not interested
there's again there's like I'm not interested okay fine well I presume
you're making a lot of money from Facebook at the moment no not well why
would you not be interested in making more money from a new source well I
presume that your CRM system is on point by now well so why would you not be
interested in straight lining your CRM system I just want to share 15 minutes
with you over the next couple of days what have you got to lose something with
I've said many times what have you got to lose
I just want to share some ideas with you Oh from 10 to 15 minutes over the next
couple of days what have you got to lose by that exactly they have got nothing to
lose so become these objections the best way to do is I can't give you every
single objection for any possible scenario right now because people
watching this is going to be from all different industries the best thing to
do as I went through the techniques video is to write down every possible
objection that you could get all over 100 calls just write down every
objection that you're guessing and then write down an answer next to that know
the time you're going to master objections you need to make sure just in
like with outreach through secret is in the follow-up that the success is in the
follow-up right it's not in the initial outreach it's as that tape recording
where the success is in the objection handling you don't get it first time and
if you give up on the first caller where you don't deserve the sale of the
meeting in the first place you need to push back again and again and again and
again so that person who doesn't want to be do on the phone anymore because you
don't want to just burn a lead with an objection that's just a request for more
information a really simple easy request but more information that you could have
given them so make sure you always always always push back on objections
now once you actually read out your script and you've internalized it you've
learnt it got a huge tip it's a massive one they say hopefully improve my sales
ethic worth more than anything else that was recording my college course record
your cock was over a period of like 7 to 14 days and judge them critique them
even better to have other people critique them judge the way that you are
pronouncing and delivering every single word every single sentence and play with
it over time you continue recording it over a period of a month or two months
you're really good master your own script because you're
going to be able to listen to it subjectively when you're saying things
you're not actually hearing what the other person is hearing you're only
hearing what you are saying in your own voice and you're actually thinking about
what you're going to say next and so you're not actually paying attention to
what's really coming out of your mouth so the only way to truly judge that is
by recording yourself it's super uncomfortable but it's where you're
gonna see the most growth in yourselves delivery so guys I'm gonna finish this
video may gives you enough to go on to create your cold-calling script I hope
you've got a ton of bowing fulness if you have then please drop me down the
comments below and let me know and in fact let me know your best tips on cold
calling scripts and I'm gonna do a giveaway okay the next video we're gonna
do a giveaway I'll give a coaching call wait someone well I need to announce the
winner from this week's video our last week so let me just get that up right
now that is scary this is a prime example
look at this company which is cold call to be twice today
it's from Kingsland I won five five three eight eight seven six oh nine okay
I hope actually was an angel awesome if someone goes spam call this company I
don't what like stop like cold calling me and they call me up and this one of
those automated cold calling systems like the worst thing ever
they need to watch this video that's scary to this cuz come on um so right
let's let's get up this video from last week and I will pick a winner and for
coaching call from the last week's of videos so so Danny Kim okay Danny Kim
who's trying to get the point where I am hopefully we can get in touch in a
couple of months we don't get in the Cup touch with a couple of months man we can
get the touch in touch this week so the team are gonna reach out to you we can
jump on a call we can go through anything you're working on right now and
how we can best serve you and help you improve and increase your success within
your marketing agency so guys that is the end of this video I hope you had a
ton of value comments assembly to be doing another giveaway make sure we
notification bell is turned on because we do these giveaways within the first
like a couple of days of a video being released so you'll miss out on anything
don't see the video as soon out cool I've seen this video I hope you all
have you ever nothing personal