Sell The Meeting: Set Discovery Calls & Sales Appointments To Close New Accounts: A Lead Generation Process With Phone Script Samples For B2B Appointment Setting & Cold Calling

by Scott Channell

The final 2 lines in the script are strategically very important. “If you hear something you like and think of us in the future, that would be great.” I always used this line — 3 reasons. 1. Our objective is to convey value and enable people to feel comfortable meeting or speaking to us again. By using softer language again “think of us” and referencing the future, I am taking the pressure off. I am not using language like “see what we can do for you” or anything that connotes that I expect anything to happen quickly. No pressure. 2. It is the truth anyway, so why not say it. Remember, the odds are that only 1 in 6 of those you speak to are “in-play” at the moment. Meaning, that they will change vendors or buy within 3-15 months. So the real world is that you are more likely to bump into a great buyer during a non-buying period. So getting them to meet you and maybe think of you in the future is realistic. 3. It sets you up perfectly for a very common objection. “We are all set.” “We have a vendor we love.” Or something similar. Those words may be true. More likely they are a knee-jerk blow-off. But your words connote that you don’t expect anything to happen quickly. If they do run the “we are all set” objection on you, you will have a great response that can convert that into a meeting now.