Rate My Small Business Script

[Delta76]

There are two approaches:

1. Product
2. General

Both have advantages and weaknesses, both work. If you want an introduction, I would skip most of the script and call for a quick introduction. Just realize you will have a lot of no shows and quick intro's without a case opened. That's fine if you set up enough intro's. My exerience is on the product approach, so I won't be much help.

 

[xrac]

Here is a potential script:

Me: This is xrac from __________. Mr. ___________ I work primarily with business owners. I am going to be in your building (street/neighborhood) all day on Tuesday of this week. Would 1:30 on Tuesday be a good time for me to stop in and introduce myself?

Prospect: (Objection)

Me: I can appreciate that. As I said, I'm only wanting to introduce myself when I'm there. Will you give me a couple of minutes on Tuesday or is next week better.

Prospect: I guess that Tuesday will be o.k.

Me: See you at 2:00. My number is 555-1212. Please call me if your schedule changes.

This kind of approach works very well for several reasons. It's hard to reject someone who merely asks if they can stop by and introduce theirself. It's low key, non-threatening, and difficult to say no to, unless a prospect is totally swamped. Once you're in an office, as long as you look, sound and act professional, the odds of obtaining an longer interview on whatever you want to talk about goes up substantially.

This is the kind of thing I have learned from Topgunproducers.com and it serves me well.

 

[somarco]

If you are getting objections your "pitch" isn't grabbing them. When I was cold calling if I got objections I simply moved on. Much easier to dial another number and find someone who IS interested than battling for an appointment.

 

[Delta76]

If I'm calling with a specific product or offer, I completely agree with Somarco, move on after an objection. If all I'm trying to do is get an introduction, I would try once to turn it around. After all, they have no idea who I am and it's often a knee-jerk reaction.

 

[djs]

Let's see.... stop by and introduce yourself. Dead give away it's a sales call. People call me all the time with this, the answer is no because apparently there isn't anything in it for me.

Anything, if you are sincere, works. I only suggest don't be vague and don't hide behind insincerity. Try one of the following:

- I'm a new business owner in town and I'm trying to get out and meet other business owners (use this, when you meet, ask about their business, don't worry about yours)

- I'm a financial advisor and my clients frequently ask for various referrals. As a service to my clients, I'm trying to get to know the local businesses and their owners so I can make proper referrals to my clients. (If you use this, be very sincere. It doesn't matter that they sell garden hoses and nobody has asked yet about a garden hose, somebody might).

Really, the goal should be to get an appointment where you can learn about their business, much more than for them to learn about your business. They will ask, don't be pushy.

This type of approach doesn't work for every style business.

The first approach works because people like to talk. They will assume its a sales call, don't make it one.

The second approach works if they are not a realtor, mortgage broker, or insurance agent. These professions are always being 'sold' referral stuff.

You might point out that you are not from Send Out Cards, Aflac, or Prepaid Legal.

Dan

 

[somarco]

What is Prepaid Legal?

 

[djs]

Oh, I'll stop by next Tuesday and explain it to you. Or would Wednesday be better?

 

[somarco]

I have a feeling someone from the forum will be along to explain it . . .

 

[souldeux]

My ex tried with all of her might to get me to sell PPL long ago. I very, very briefly looked into it just to satiate her...

I haven't been the same since.

 

[somarco]

Since you could not satisfy her, I guess that is why she is your ex . . .