Your “Set the Meeting” Script: Two Sample Scripts with Variations.
Consider this.
You launch your call process with many decision-makers by making the first call to get the name or if you are confident you know the name, making the first call to try to get them to pick up.
Your objective is to obtain a commitment for that person to spend more time with you or a representative of your company. That time could be face-to-face, a discovery call by phone, webinar or attendance at an event. Same concept.
You are seeking to enable them to conclude that more time spent with you would be worthwhile. That the risk of you wasting their time is pretty low.
Lets review two variations of a “set the meeting” script.
Script number one:
Suspect: “Hello, Busy Bobby here.”
Lead generator: “Hi, this is Paula from Super Service Group, specialize in widgets, wadgets and custom services. More than 600 companies such as Mega Corp, Brito and I. B. Sorry have worked with us to reduce production cycles by 12%, downtime and unplanned expense. If you are open to reviewing options regarding widget production and customization, we would like to introduce ourselves and share case histories, strategies and some things we do differently that companies appreciate. No clue if we might be a fit some time, but willing to share our experiences. Would you have any time in the next week or two?”
BOOM. Read that script again and think about all the bases that are being covered.
Script number two: Slight variation.
Suspect: “Hi, Distracted Dan here.”
Lead generator: “Hi, this is Scott from Super Services. We specialize in employee relocations. Companies like L. L. Beanstock, Microsquishy and 500 others selected us to manage the move process for 30,000 employees last year, as they get a single point of contact, 98% transferee satisfaction and competitive pricing. No idea if you might be open to reviewing options to improve your move process. If so, would like to share some examples of strategies used to improve satisfaction and cost efficiencies. If you hear something you like and think of us in the future that would be great. Do you have any time in the next week or two?”
BOOM. This verbiage covers the same bases in a slightly different way.
Your Mindset
When you approach these calls and these scripts, would recommend you adopt the following mindset.
1. The buyers are out there. There are people right now that understand they have problems to solve, that certain things could be better and they have an itch. A good number of these people will write checks to one of your competitors within the next 3 – 15 months. Or maybe you, if you are there.
2. You have a worthy offering. You or your company are superior, dependable, top shelf and do a great job for your accounts and clients.
3. It is the most normal and natural thing in the world for you to be calling those that are most likely to benefit from your offering.
4. It would be the most normal and natural thing in the world for them to conclude that you are worth their time.
5. You are doing buyers a favor, performing a service for them, helping them, by contacting them and enabling them to become aware of a quality provider that could be of great service to them.
6. On this call you are a peer. You may not be a CEO, VP of Sales or Exec VP of HR, but on this call and at this stage you have information that is valuable to them and communicate with them at their level.
7. Be professional and direct, so that the buyers can grasp that you may be able to help them.
8. Resist the temptation to water down your upfront verbiage to have more comfortable conversations with non-buyers. Non-buyers will make up most of those you speak to. You do a disservice to those you can help and would welcome interaction with a provider of your caliber when you water down your verbiage. It is less likely they will conclude you are worthwhile. They lose a great provider option. You just shrunk your paycheck.
Worth Repeating: You do a disservice to those you can help and would welcome interaction with a provider of your caliber when you water down your verbiage
To gain a commitment for a next step, you must convey confidence that your prospect would agree to invest more time with you.
Within the first 3 – 5 seconds after saying hello, your target is going to make a decision. “Is this a person worth listening to or not? Is this a waste of time or someone that may have something beneficial to me?” Within the first 3 – 5 seconds after hello, assuming you are talking to a buyer, you must enable them to conclude that you would be worth listening to just a bit longer.
Again, assuming you are talking to a buyer, if you don’t give them “cause for pause” within seconds of hello, what you say after that doesn’t matter. They have concluded you are not worthwhile, they cast you off, they are not listening anymore. You lost them at hello.
If they are not buyers, if they do not recognize a need you can fill or they would not be willing to act, fuhgeddaboudem.
What they think is irrelevant. Focus on making an initial connect with buyers (those that recognize a need you can fill) within seconds.
