Sales Blitz Script to Gatekeeper
Hello, _____ this is ___ with _____. I’d like to ask for your help. I just need
15 seconds to ask you a few quick questions. What brand of copier do you have?
{Don’t pause anywhere in this paragraph. If they say they don’t have time, then counter with “How about just 3 questions?”, and if they say OK, then ask the Brand, Age, and if they are planning to get a new copier, printer, or Fax in the next 6 months, and then cheat and ask them how their copier is doing. If they don’t know what kind of copier they have, you can try prompting them “Can you see it from where you are”, or “Might it be a Ricoh, Savin, Panasonic, Kyocera?”. Or, just skip ahead}
About how old are your copiers? {if they say they don’t know, prompt them: “Do you think it is older then 3 years? 4 years? 5 years?”. If they say it is leased, see if they know how much longer they have to go on the lease}
How are they working for you? {Let them talk, and see if there is any pain to be found}
Are you looking at or planning to get a new copier, printer, or fax in the next 6 months?
How do you print color? {prompt them, if necessary, with “Do you use Inkjet Printers, Color Lasers, your copier, or do you use an outside service?”. If they say Inkjet or Outsource, ask them “Do you think you print more then 150 or 200 pages of color in a month?”}
How many laser printers do you have?
Have you gotten a new printer, copier, or fax in the last 6 months?
{if it looks like this will be a lead, as about the DM: “Would <name from the record> be the person to talk with about copiers or printers?”, and try to find out who the person in charge of those decisions is. Update the DM name, title, and salutation.}
Great, thanks. Just to prove to my boss that I spoke with you, can I have just your first name? Thank you for your time. Have a good day.
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Sample Cold Call Approach 2 - Talking with the Decision-Maker
Hello, I’d like speak to the
person who handles your copying equipment, would that be ___?
My name is ___ with ____________.
We’ve been serving the ____________ area for __ years now
and we’ve got some great new copier technology you really need to
take a look at! Let me just ask you a question (NAME) – Do you expect to
upgrade or make any changes to your copying equipment within the next 90 days?
(if NO) How soon do you expect to begin looking at your copier
options? (if within 4-9 months)
What BRAND of copier(s) do you have?
(if not changing within 90 days, but within 4-9 months they are truly interested
in making a change, not just saying “call me back” – get the BRAND of the
copier(s) and terminate as an FYI. If beyond 9 months, or they just want a call
back later to check in, terminate as Not Interested with a Pending
status, set a recall date for the appropriate time, and MOVE ON!)
(If YES within 90 days) ____, how many copiers are you currently
using? What brand and how old are they? On a scale of 1-10,
how satisfied are you with their performance? Have you had any breakdowns
recently?
____, Intelligent machines of the future are here, now! With
clearly marked control panels and high-definition screens for messages and
prompts, these machines are simple to operate. Many even come equipped
with artificial intelligence features that automatically adjusts itself
for variations in copy quality.
____, what I would like to do, is have a representative of _____________
come out to meet you, and show you which machines will work best for your
company. Would (DAY) or (DAY) be better for you, at (TIME)
or (TIME)?
Let me verify your address and what would be the nearest cross street? Now I
just need your fax number, email, web-site address, and your title.
___ thank you for your time today, one of our representatives will be at
your office to meet with you on (DAY) at (TIME).
Prospecting Sales Track – NETWORK SERVICES
Hello, may I speak with (Contact)? (Contact) is
the person who handles your Network Infrastructure and Security, correct?
Hello, my name is _________ with _____. I am following up on information that we
sent you recently offering a no cost, no obligation analysis of your current
network security and infrastructure vulnerabilities. Were you able to review the
information?
__________ is locally owned and managed and we
pride ourselves in providing businesses with an exciting range of services and
technology for the last 30 years.
When was the last time you had an audit or analysis performed on your Network?
The analysis is free, and we'll provide you with a vulnerability report and some
cost saving solutions that I'm sure you'll find very informative and well worth
your time. --- is (DAY) or (DAY) better for you? _______ (Time) or (Time)?
_______
We'll send you an email to confirm the appointment and provide additional
information -what is your email address?
1. How many servers do you currently have?
2. How many workstations do you currently have?
3. How old are they?
4. What Operating System do you use?
5. On a scale of 1 -10, how satisfied are you with them?
Let me just confirm your street address -(double check it)
Thank you ______, our representative (Name) will look forward to meeting with
you on (Day, Date, at Time).