The simple prospecting call is sometimes over-complicated by sales reps, shows Jeb. He advises using a simple 5-step framework for creating the perfect prospecting call, detailed below: Use the prospect’s name to get their attention Introduce yourself and tell them why you are calling (what you need) Give them a reason why they should give you more of their time Ask for what you need and then offer them the opportunity to respond. The 5-step framework makes you agile and adaptive because you can leverage it in different situations. This way, you have more time to focus on the message rather than rethinking your process each time. You need a consistent and repeatable process, that doesn’t sound like a script and focuses on the prospect’s needs and is respectful of their time. Read More: Best Lead Generation Methods for Creating Pipeline Example of a Telephone Prospecting Call Script Here’s an example of a telephone prospecting call script, as given by Jeb Blount in the Playmakers podcast: “Hi Ian, This is Jeb with Acme Kitchen Supplies. The reason I am calling is because I read in the paper you are building a restaurant over on the 44 bypass. I wanted to learn more about your process for purchasing kitchen equipment supplies. I know I am calling early in the game. However, I found that when we get our design team working with your team before you make critical decisions about kitchen layout, you’ll have more options in layout. You can often save a ton of money in construction costs and future labor costs with a more efficient and streamlined kitchen. Can you tell me how you make those decisions and when selection process will begin?”

“My research shows that your company is in the process of ... ” “One of my clients, [name] at [company], mentioned to me you are [looking for, might be a good fit for] … ” “I was looking at your LinkedIn company profile, and saw that one of your major projects this year is … ” “We’ve been working with a couple of similarly sized companies within your industry, and they are experiencing two major problems. I wondered whether they were causing you concern as well … ” “I read your [Twitter, Facebook] post the other day about … ” “I see your [annual report, newsletter] was released on your website last week, and it’s looking like you’re expanding your operations in ... ” “[Name], in reading your company blog, I noticed that you’ve had some good reviews from customers on your new [product] and I was wondering ... ” “[Prospect], I was speaking to one of your business managers yesterday and he said that a growing part of your business is through [product, niche, market]. As that’s the case, I can … ” “Hi [Prospect]. Yes, this is a sales call! [Wait for a response, laughter] Can you spare me just three minutes so I can tell you about [product] that will help you with [benefit]?” “Hi [Prospect]. It’s [name] from [company]? We’ve just worked with [competitor] and have achieved [results] with them. Have you got five minutes now or in the future for us to explore how [company] can achieve the same?”

Hi John, I’m guessing your roof got hit by the hail storm over the weekend. [Situation/Problem] Jess, our roofing engineer, just completed a repair audit of the building next to yours (Joe’s Plumbing) and found a way to cut repair cost by 50%. [3rd party success] Do you want me to ask Jess to drop by and take a look at your roof? [Offer] Best, Dan