LEAD-OFF scripts are for the first 60 to 90 seconds of a prospecting call. They identify you, tell the prospect why you are calling and give a "brief" selling message.
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The following lead generation scripts are "LEAD-OFF PAGE HEADINGS that are representative of the scripts that we sell.
The pages are printed on BLUE heavy stock & are cut-down and ready to use. They come in a 3-ring binder along with a plastic "section-flipper," extra pages and complete instructions.
"Just place the script in front of you ... and read the dialogue aloud."
It is impossible to predict what will happen next .... but either you will: ...
1. get the opportunity to TALK ... ie: Go for an appointment, inquire if they need & want your services etc.
2. you get an OBJECTION that must be responded to or a QUESTION that must be answered, the Q & A
3. or you give the prospect reasons to do business with you .... the SELL & TELL.
Heading list
NOTICE OF DEFAULTS - LEAD-OFF SCRIPT HEADINGS
1. FIRST CALL - PRE-FORCLOSURE
2. ACCORDING TO COUNTY RECORDS
3. OPTIONS YOU CAN TAKE
4. LET YOU KNOW OF A SERVICE AVAILABLE
6. ASK FOR A SHORT PAY TO SELL HOME
7. I CAN OFFER SOME STRATIGIES
8. I’M SURE YOU’RE AWARE OF DEFAULT
9. I HAVE EXPERIENCE WITH DEFAULTS
10. FOLLOW UP CALL AFTER A MAILING
11. ASSISTANTS FIRST CALL
12. LETTER TO A NOTICE OF DEFAULT
________________________________________
EXPIRED LISTINGS - LIST OF HEADINGS
1. EXPIRED LISTING - first call
2. EXPIRED LISTING - variation 1
3. CALLING AFTER BUSINESS HOURS
4. CALL VERY EARLY - VERY LATE
5. FOLLOW UP CALL
6. FOLLOW UP CALL Variation 1
7. FOLLOW-UP CALL - RENEW INTEREST
8. "OLD" EXPIRED LISTING
9. "OLD" EXPIRED LISTING VARIATION 1
10. FOLLOW UP AFTER MAILING
11. WILL THEY DO A "ONE PARTY" SHOW
12. NOT LISTED - BUT STILL FOR SALE
_______________________________________
COLD CALL - LEAD-OFF HEADINGS
1. Cold Call 1st. Call
2. Cold Call - Follow-Up
3. “Old” Cold Call Lead (previous call)
4. Follow-Up Call after A Mailing
5. Let You Know of a Service Available
6. Cold Call - You Can Lease My Property
7. “Old” For Sale by Owner Previous Contact Say in Touch
8. Cold Call - After Business Hours
9. Cold Call - Very Early - Very Late
_________________________________________
BUSINESS SERVICES - LEAD-OFF SCRIPT HEADINGS
1. FIRST CALL - SALE OF SERVICES
2. FIRST CALL Variation
3. FIRST CALL with a 30-Second Commercial
4. FOLLOW-UP CALL
5. CALL AFTER MAILING
6. CALL FOR PRESENTATION OF SERVICES
7. GATEKEEPER
8. CALL DODGER
9. SECRETARY SCREENS CALLS
10. PREVIOUS CONTACT 6 months to 1 year age ago
11. OLD PROSPECT - RENEW INTEREST
12. CALL BEFORE / AFTER BUSINESS HOURS
The difference between a “Blue lead-off” script and the main Smooth-talker business script is that you use a Lead-off script on every call you make. Once it is spoken, you immediately go to the main Smooth-talker business script.
How-to write a sales script. - How to write a "Lead-off script.
• Smooth-talker business scripts and sales scripts and prospecting scripts are generally written
to cover everything after the initial pitch.
• Lead-off scripts are considered the traditional prospecting scripts. But there is more to it!
• Lead-off scripts are designed for the initial call to talk to a new prospect for the purpose
of doing business with them.
• Lead-off sales scripts are the subject of many books and articles on selling ...
Notice I said “selling" and not “prospecting."
• This is only the "opening act" of a performance that can go in many directions.
"The prospect can agree to give you an appointment, ask a question, state an objection,
or may want to hear your classic sales script dialogue.
After the Lead-off script dialogue is spoken, Smooth-talker business scripts are designed and written in preparation for almost anything the prospect is capable of saying.
• • It's impossible to predict how the prospect is going to respond.
• • This is where “Smooth talker” comes in with its prospecting script.
• • The dialogue is written & designed to "demand" an answer of some sort.
A Lead-off prospecting script is a single purpose, stand-alone, business-to-business prospecting and sales script.
After the “Lead-off” script has been used, Smooth-talker business scripts continue with the other components of the prospecting call. A Lead-off prospecting script can be written for a variety of purposes but they are usually about selling your product or service.
1. Business-to-business sales scripts and B2B Lead-off scripts are a one-way conversation.
2. They are short and sweet. They state the purpose of the call and are usually topical in nature.
3. They usually end with a question that the prospect must answer.
4. The answer can take you in many different directions of which Smooth-talker business scripts
and sales scripts and business scripts has an organized system to organize the dialogue.
The length of time of a business-to-business Lead-off prospecting script is usually less than one minute although can be any length of time. Generally speaking they will consume approximately 30 seconds to one minute. In rare instances will go over one minute.
(Lead-off sales script and prospecting script dialogue is unique for every type of call. It is not the primary purpose of this web site page to go in-depth into writing the Lead-off scripts. The scope of the topic is too broad to cover. Lead-off scripts differ widely and cannot hope to address every type of business and profession. )
The basic strategy of all prospecting calls is simple enough, you get a .....
• Yes,
• No,
• Maybe, or ....
• Not now
Once you have that answer, you'll know which direction to go based upon how the business prospect reacts and what they have to say. The most important thing in script writing the sales script and prospecting script is to have a reason to call. It's usually about saving time and money or getting a better product.
• The lead-off prospecting script and sales script and business script is the introduction of you
and your product or service followed by a brief selling message.
• It is the traditional prospecting script and sales script dialogue.
• Most consumers and people in the business world consider it to be the “pitch script.”
People think the “pitch script” is the most important part of the prospecting call. We think that it is
only a fraction of the process because there is much more that "can" take place.
Most sales scripts and prospecting and business scripts try to sell the prospect without bothering to ask the question whether they want or need the product. Lead-off scripts are discussed lightly and are not the primary focus of this book. We will devote sufficient text to it. It will be enough for you to write this type of basic script.
1. Lead-off scripts states the reason and purpose for your call. You'll only get what you ask for
and your prospect will decide to buy what they want.
2. The business prospect will want to know if the product meets their needs.
3. They always know if it's the right time to buy and if they can afford it.
Introduce yourself and your service and what it will do for the prospect. Do this as quickly and efficiently as possible.
For example; “I'm a real estate agent in the real estate sales business and I'm responsible for contacting people who we thing have an interest in selling their home.” Then ask you feel there is a need for our products and services.
It's just that simple .....