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:
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?”