I'm currently working on a book that will contain a ton of tips for busy entrepreneurs, that I use every day. This is an "unedited" number where I speak about planning before phoning.
I do not expect the worse, I expect the best but I plan for the worse (or less than best) and proceed. The keyword in that sentence is “proceed”. The next most important word is “plan”. One way I plan is for return phone calls. This morning before calling a client I had presented to I typed a few bullet points in a word document as a “script” but to work around the bullet points so as to be conversational. My intent was to set up a zoom meeting but I expected to get hit with “we’ve decided not to go forward…” So I continued my “script” with a few bullet points to be “future-minded” because I always know that “no” is always “no for not; not forever”.
In this case, the prospect/client wanted to move forward with a zoom meeting and I think I’ll close him and get the order.
Here is what I used as bullet points.
I also have the phone number I’m calling right at the top of the page so I’m not calling and then opening the word document. (XXX) XXX-XXXX
Hello (Name),
Terry with (My Business Name) here, calling to set a zoom appointment with you so we can move forward and get your ad in the January marketing for next year.
(Pause to get his/her “take” yes or no. I was “expecting” a “no”).
That’s fine; sometimes the time doesn’t seem right. As I said I had some work done at your place and I’ll continue to send you business. Plus, my company works with business owners in a variety of ways and I’m sure we’ll do business in some way in the future.
Who did you say does your marketing, (Business Name)? (Another Business Name)?
I know that (My Business Name) works with a lot of national groups like that.
Just one more thing, as you know we recommend only one business in each category. Who would you recommend that I talk to that sells tires or has an automotive shop?
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