Today’s Blog post comes from 
“Cold Calling Techniques (That Really Work)”
by Stephan Schiffman
Get it off Amazon Here

Even More Cold Calling Appointment Scripts

Prospect: Why don’t you tell me something about your product?

(remember that you must give a brief, direct answer to a prospect’s question)

You:  Well, Mr. Jones, we have been in business for 9 years and helped over 90,000 people repair their credit.  We’ve developed a number of ways where a client can improve their scores over 100 points quickly.   I’m just curious, what do you do?

Prospect: blah,blah

You:  Really?  Has that been working for you?

Prospect: Sure it has.

You: Oh, that’s great then.  We really should get together so I can show you ways we can complement ABC.

Prospect:  Why don’t you put something in the mail?  Let me take a look at it and I’ll give you a call back.  I’m really kind of busy right now.

You: Actually the only reason I called is to set up an appointment.  Would next Tuesday be ok?

Prospect: Well, not really.  You know, I’ll tell you the truth.  This is my busiest time of the year.

You:  I have an idea.  What are you doing four weeks from today?

Prospect:  Let me check.  Nothing.

You: Well why don’t we get together Friday the 11th at 2:00?

BE PREPARED!!!!!!!!!!!!!!!!!!!!!!!

You:   Good morning Mr. Jones, this is Steve Schiffman from Widget Management here in New York.  I don’t know if you know who we are, but we’re a major supplier of widgets in the area.  We’ve worked with ABC Corp and 123 Corp.  Anyway, the reason I’m calling you today specifically is to set up an appointment so I can tell you the way in which we’ve been successful with other companies.  How’s Tuesday at 2:00?

Chapter7:  Mastering Third Party and Referral Calls

The Third Party Call:  The basic steps

  1. Get the person’s attention
  2. Identify yourself and your company
  3. Give the reason for your call
  4. Ask for the appointment.

Get attention as usual with “Good Morning <name>”

Identify yourself as usual “This is Steve Schiffman.  I’m the President of DEI Franchise Systems.  I don’t know if you’ve ever heard of us but we’re an international sales training company here in New York City.  I also have offices in Chicago and Los Angeles.  I do a lot of work with…..”

  • And now mention the XYZ, the ABC, and the 123 Companies.  This is painting the picture.  I said key words of what I do that they might be interested in.  I’ve mentioned XYZ, the ABC, and the 123 Companies, which are major players in the area but familiar names to Mr. Jones.

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