Making that sales call, even to a past client, can be tough. Picking up the phone and starting the conversation is the hardest bit, even if you know you have something valuable to offer them.
This script is very much designed for service-based business and is particularly effective for B2B companies.
Do you have a new product or service you want to present to past or potential customers? Do you want to re-engage with past clients to see if there are any new opportunities to help them? Do you know companies who you believe you can help and your service would be an ideal fit?
Try our tried, tested and successful phone script to guide your first phone call to new contacts and past clients.
It’s what we call the Connect Call.
It does exactly what it says on the tin – you want to call a potential or past client and connect with them. The question is how do you do that in a planned, constructed and positive way that leads to a meaningful conversation?
The first thing is, you need to do your homework. Check out their website, social media, blogs, news – anything that gives you any up to date information about what the company is doing right now. Are there any new services or products they are offering? Are they working with new clients? What was there last blog or social media post about?
It’s important to take the time to find out everything you can about what the company is doing now. Also look or think back to the last conversations or communications you had with them. What were their future plans and goals? What were their priorities? What was stopping them going ahead with the next step at that point?
Once you’ve done the background homework you can move on to make the all important call….
The best introduction sales script:
Hi, (first name), how are things going with you?
I just wanted to have a quick chat for 2 minutes if that’s OK. <If not arrange a call back time>
It’s been a few months since we last spoke/ had contact/ emailed and I wanted to check in and see how business has been for you?
I noticed on your website/social media/ email marketing that you have been _________ (talk about a specific positive example of a blog, email or news on their website and congratulate them on it).
Since we were last were in touch we started to work with lots of companies who have experienced problems with ___________ (state a problem that you can solve)
Is this something that your business has an issue with?
<If NO then state another problem you can solve>
<If YES then>
We have_________ (introduce your new service, product or upsell) which specifically solves that issue.
I thought this would be of interest to you because________ (explain why this is particularly relevant to them).
From what I have seen I think that you could implement the following today and it would help the issue a little - <give 1 or 2 tips the business can implement without you>
We could schedule a day and time to discuss this further with you? There may be other suggestions I can make to help solve the issue.
I’m available during ________ next week.
Simple but effective. We follow this template for all our first calls because it works.
There are 3 reasons why the connect call is so powerful.
- The focus is on the person you are contacting
- You’ve prepared for the call
- You are offering them help
What it isn’t is a sales pitch. The whole call is focused on how you can help them, and you’ve taken the time to do some background research before you speak to them.
Follow this format and be prepared to be surprised at how successful it is.