What Do You Say?

Teneo’s popular Phone Factor program is based on the principle of being pro-active and reaching out to your ideal profitable customers by making warm telephone calls on Friday mornings (especially in B2B markets). But one of the most common questions we are asked is “What do I say when making my warm, pro-active sales calls?”

In an effort to answer that common burning question, here is an example of a strong warm call opening that will ensure your phone call is returned, help you take the sales cycle to the next step or land that appointment.

“Good morning (reference their name – people always like to hear their name). I’m calling to tell you about how we helped (insert company name) increase their sales by (insert number or ROI) in just (xxxx) months and how a similar program might be of interest to you.”

Here is how that opening sounds in action:
“Good morning Joe, I’m calling to tell you about we helped one of the leading edge promotional consulting companies increase their sales by 25% in just 90 days with a fun, committed approach involving their entire sales team. (Pause 3 seconds and wait for their response) I would like to set up an appointment with you (either a call or meeting) to discuss how a similar program might be of interest to you.”

Is this scripting? Not exactly, you don’t want it to sound like a scripted message. This is simply an attention grabbing success story. People don’t want to hear about you or your company, they want to hear what you’ve successfully done for other clients that can also help their business.

So what success story can you integrate into your next warm call? How will you capture your client’s or prospects attention and make them want to know more?

This summer – we’ll be adding some new exciting elements to the Phone Factor program – like webinars that focus on creating marketing campaigns, developing a lead management system and yes, crafting a compelling warm phone call. More details will be announced during the next month.