The more you make calls, the less you rely on a script. My over 10 years of experience in a B2B lead generation made me customize a script that works for me and my team. How I deliver my spiel and what words to say to my prospects varies depending on the person I’m talking to.
However, if you are an inexperienced agent, distractions can happen anytime during your call. Thorough preparation is needed before making calls.
How a newbie should prepare before making calls.
- Product knowledge. Know every details of the product and services you offer. Write down important details and make sure the information is available in case a prospect asks you about it, you can easily read it. This will refrain you from stuttering and you’ll sound credible over the phone. It’s a big turn off for prospects if the agent calling him is not familiar of what he’s offering.
Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch
- Remember your company details (name of the company and its location). Of course, how can you forget your company? But as a newbie, distractions plus a little bit of nervousness might make you forget some important stuff. So it’s best to have them handy as well.
- Be familiar with your script. Go over your script for at least 2 or 3 times. You’re not supposed to read your script and should be used as your guide. It is important to be familiar with what you’re supposed to say when talking to your prospects.
- Prepare for rebuttals for every possible objection. You can ask objections from your mentor or a colleague. As you make calls, you’ll encounter objections. Take note of them and provide rebuttals for you to use.
Scripts make you sound spontaneous and confident over the phone. Prospects wanted to speak with someone who is credible and not just any salesperson.
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Here are the Appointment Setting, Call-to-invite and Data profiling scripts I use that work for the following industries.
IT Services
Appointment Setting Script
Company Name: XYZ Consulting Group
Location: Sydney, Austalia
Website: www.xyzconsulting.com.au
Phone Number: 1234567890
Target Contacts: IT Manager, IT Director, CIO and CTO
Hi, Andrew! My name is _____________, with XYZ Consulting Group. Would you be the best person to talk to regarding your company’s I.T requirements?
(IF YES, proceed)
I’m calling with XYZ Consulting Group. We are an I.T solutions provider specializing in secure I.T solutions for small to medium business. We pride ourselves in providing business solutions that are designed to work.
We provide a range of Computer Support, Network Services, Backup and Disaster Recovery, IT Consulting, Cloud Services, VoIP and Phone Solutions, Virtualization and Email & Spam Protection.
I’d like to propose a quick conversation between you and one of our executives to see how we can assist in reducing your operating costs.
Are you open to such a meeting?
IF YES: (IF NOT INTERESTED probe and ask the qualifying questions to uncover opportunities)
Great! So would (date and time) work for you? And what would be the best number to reach you? (take note)
Qualifying questions:.
I’d like to ask;
- How many computers do you have? (should be 10+)
- Who do you call when there are computer problems? (Do you have an in-house or outsourced IT?)
- How do you confirm your I.T systems are secure?
If using an external company:
- Are you in a contract? For how long?
- Are you experiencing any issues with your current IT set up? What areas in particular?
- Is there any area where you think you might need improvements on?
If they have their IT in house:
- Would you consider outsourcing your IT? (should be a yes)
- What challenges are you currently facing with your existing set up?
To confirm your appointment, we’ll send you a meeting request so you could mark your calendar. Also, I would like to send additional information about our company and the services that we offer. May I have your email address?
(Gather/Verify complete name, Job title, phone number, direct line, mobile, company name, website and fax number)
Thanks for your time. Talk to you on (date of appointment). Have a nice day!
Data Profiling Script
Company Name: XYZ Consulting Group
Location: Sydney, Austalia
Website: www.xyzconsulting.com.au
Phone Number: 1234567890
Target Contacts: IT Manager, IT Director, CIO and CTO
Hi! My name is _____________, with XYZ Consulting Group. Would you be the best person to talk to regarding your company’s I.T requirements?
(IF YES, proceed)
I’m calling with XYZ Consulting Group. We are an I.T solutions provider specializing in secure I.T solutions for small to medium business. We would like to send information about our company and how we can assist in reducing your operating costs.
May I have your email address, please?
What’s your first and last name?
What’s your specific job title?
Do you have a direct line or ext. Number?
(Verify the company name, company address, fax number, website)
In order for me to send you the right information, I’d like to ask;
- How many computers do you have? (should be 10+)
- Who do you call when there are computer problems? (Do you have an in-house or outsourced IT?)
- How do you confirm your I.T systems are secure?
If using an external company:
- Are you experiencing any issues with your current IT set up? What areas in particular?
- Is there any area where you think you might need improvements on?
If they have their IT in-house:
- What challenges are you currently facing with your existing setup?
We will send you the information. Thank you so much for your time. Have a nice day!
Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts
Financial Services (Insurance, Securities, and Investment)
Appointment Setting Script
Company Name: XYZ Consulting Group
Location: Sydney, Australia
Website: www.xyzconsulting.com.au
Phone Number: 1234567890
Target Contacts: Business Owner
Hello Andrew! My name is Amanda and I’m calling from XYZ Consulting Group. I understand you are the best person to speak with about your business operations and expansion, am I correct?
(If yes, Proceed)
Great! Well as I was saying I’m calling from XYZ Consulting Group, an Australian owned financial services company. We offer business loans of up to $500,000 dollars. These loans require no security and the interest rate is very competitive.
I called to find out to check if this is something you might be interested soon or anytime in the future?
If Yes, proceed.
Great! I would like to arrange a short meeting with one of my Consultant to call you later this week and discuss with you about this and how you could benefit from it. When is the best time for him to contact you?
If yes, proceed
(Verify all contact details: Contact Person’s Name, Job Title, Email address, Company Address, Contact Number, Direct Line or Mobile Number)
We will send you information. Then my Consultant will call you later this week to know how we can assist you on this one. Thank you so much for your time. Have a nice day!
Data Profiling Script
Company Name: XYZ Consulting Group
Location: Sydney, Australia
Website: www.xyzconsulting.com.au
Phone Number: 1234567890
Target Contacts: Business Owner
With the Receptionist:
Hi, good morning! This is Amanda and I’m calling from XYZ Consulting Group. Can I speak to Andrew, please?
(When asked about the purpose of your call)
I’m calling about your business operation and expansion. Is he in?
With the Target Contact:
Hello Andrew. My name is Amanda and I’m calling from XYZ Consulting Group. We are an Australian owned financial services company. We provide business loans of up to $500,000 dollars that doesn’t require security and the interest rate is very competitive. May I send you more information about this?
If Yes, proceed to gather email address (USE PHONETICS).
- May I have your email address, please?
- What’s your first and last name?
- What’s your specific job title?
- What’s your ext. No or direct line?
(Verify company details: Company name, company address and website)
Great! We will send you the information. Thank you for taking my call. Have a great day!
Related: Why Lead Generation is a Sound Investment for Australia Financial Services
Advertising Services (Consulting and Healthcare marketing)
Appointment Setting Script
Company Name: XYZ Advertising
Location: Sydney, Australia
Website: www.xyzcompany.com.au
Phone Number: 1234567890
Target Contacts: Marketing/Branding Head, Marketing Manager, Marketing Director, CMO
Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Advertising. I understand you are the best person to speak with about branding and marketing strategy?
If yes, proceed.
Have you heard of XYZ Advertising before?
We are a global brand consultancy and we help companies create, grow and disrupt markets by integrating research, brand strategy, creative and digital. We have worked with different companies such as Airbnb, Unilever, Alibaba Group, etc.
I’d like to ask,
- Do you know if your digital marketing is working or not?
- Do you have difficulties in measuring the effectiveness of your digital marketing?
- Do you think your brand needs a boost in one of your markets but don’t know where the issue is or how to go about improving it?
My Director would meet with you to discuss our branding solution and how we can help improve your branding and marketing scheme. Would you be available on (day, date and time of appointment)?
(If not, ask for prospect’s preferred date)
(If yes, proceed)
We would like to send information about our company, may I have your email address, please?
(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)
Please mark your calendar for our Director to visit you on (date of the appointment). Thank you for your time. Have a nice day!
Data Profiling Script
Company Name: XYZ Advertising
Location: Sydney, Australia
Website: www.xyzcompany.com.au
Phone Number: 1234567890
Target Contacts: Marketing/Branding Head, Marketing Manager, Marketing Director, CMO
With the Receptionist:
Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Advertising. I’d like to speak with the Marketing Manager, please.
What is this regarding?
I’m calling about your company’s branding and marketing strategy? Is he in?
With the Marketing Manager:
Hi, good morning. This is Amanda with XYZ Advertising. I understand you’re the best person to speak with regarding your company’s branding and marketing strategy?
If yes, proceed. (If no, look for the person in charge)
Great! We are a global brand consultancy and we help companies create, grow and disrupt markets by integrating research, brand strategy, creative and digital. We have worked with companies such as Airbnb, Unilever, Alibaba Group, etc. We would like to send information about our company and the services that we offer,
- May I have your email address, please?
- What’s your first and last name?
- What’s your specific job title?
- Do you have a direct line or ext number?
(Verify the company information: Company name, location, and website)
In order for us to send you the right information, I’d like to ask,
- Do you know if your digital marketing is working or not?
- Do you have difficulties in measuring the effectiveness of your digital marketing?
- Do you think your brand needs a boost in one of your markets but don’t know where the issue is or how to go about improving it?
We would like to send information about our company. Thank you so much. Have a nice day.
Business Consulting Services (Strategic and Planning)
Appointment Setting Script
Company Name: ABC Consulting
Location: Sydney, Australia
Website: www.abcsolutions.com.au
Phone Number: 1234567890
Target Contacts: Owner, President, CEO
Hi Andrew, good morning. This is Amanda and I’m calling on behalf of ABC Consulting. We are a global business consultancy and we offer free assessment for every startup companies. We have worked with different companies all over Australia (you can mention some of your clients here) take better actions, make better decisions and produce a greater outcome with less time and effort for our clients. Would you like to have a free assessment of your company?
(If yes, proceed)
Great! If I may ask,
What problems and challenges are you experiencing right now within your organization?
One of our consultants would like to meet with you to discuss how we can help your company solve these issues.
Would you be available on (day, date and time of appointment)?
(If not, ask for prospect’s preferred date)
(If yes, proceed)
We would like to send information about our company, may I have your email address, please?
(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)
Please mark your calendar for our Consultant to visit you on (date of the appointment). Thank you for your time. Have a nice day!
Data Profiling Script
Company Name: ABC Consulting
Location: Sydney, Australia
Website: www.abcsolutions.com.au
Phone Number: 1234567890
Target Contacts: Owner, President, CEO
Hi Andrew, good morning. This is Amanda and I’m calling on behalf of ABC Company. I was wondering if you’ve heard of our company before?
We are a global business consultancy. We have worked with different companies all over Australia (you can mention some of your clients here) take better actions, make better decisions and produce a greater outcome with less time and effort for our clients. I called because we will like to send information about our company and the services that we offer.
- May I have your email address, please? (Take note)
- What’s your first and last name? So I can address the email properly.
- What’s your specific job title for me to address you properly in the email?
- Do you have a direct line or ext number?
In order for me to send the right information to send you, I’d like to ask;
What problems and challenges are you experiencing right now within your organization? (Take note)
We will send you the information. Thank you for your time. Have a nice day!
Related: The Best Practices for B2B Business Calling for Consulting Businesses
Software Services
Appointment Setting Script
Company Name: ABC Solutions
Location: Sydney, Australia
Website: www.abcsolutions.com.au
Phone Number: 1234567890
Target Contacts: IT Manager, IT Director, Financial Manager/Director, Accounting Manager
Hi Andrew, good morning! This is Amanda with ABC Solutions. I understand you are the best person to speak with regarding your accounting?
(If no, ask)
Who’s the best person to speak with regarding your accounting software? (Take note of the information of the person in charge)
(If yes, proceed.)
That’s great! We are currently running a free upgrade for Quickbooks. Are you currently using Quickbooks?
IF THEY’RE USING QUICKBOOKS:
- What year and version are you currently using?
- Also, does your company also accept credit cards? (Take note of response)
IF NOT USING QUICKBOOKS:
What accounting or ERP software are you currently using? (Take note. Thank the person and end the call)
I’m calling to see if we could arrange a short meeting with our colleagues to run the free upgrade for your Quickbooks.
(If YES, proceed)
Our colleagues would appreciate the opportunity of dropping by your office to do this. Would you be free on (offer day, date and time of appointment)?
(If not, ask for prospect’s preferred date)
(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Email address, Contact Number, Direct Line or Mobile Number)
Thanks for your time. We’ll see you on (mention the date of appointment). Have a nice day!
Data Profiling Script
Company Name: ABC Solutions
Location: Sydney, Australia
Website: www.abcsolutions.com.au
Phone Number: 1234567890
Target Contacts: IT Manager, IT Director, Financial Manager/Director, Accounting Manager
With the Receptionist:
Hi, good morning. This is Amanda from ABC Solutions. I’d like to speak with your IT Manager, please.
IF NOT AVAILABLE: Who’s the best person to speak with regarding your accounting? (take note)
NO ONE IS AVAILABLE: That’s okay. When is the best time for me to callback for your IT Manager? (Take note)
With the Target Contact:
Hi, good morning. This is Amanda from ABC Solutions. Am I speaking with the IT Manager?
(If yes, proceed)
Great! We are currently running a free upgrade for Quickbooks. Are you currently using Quickbooks?
IF THEY’RE USING QUICKBOOKS:
- What year and version are you currently using?
- Also, does your company also accept credit cards? (Take note of response)
IF NOT USING QUICKBOOKS:
What accounting or ERP software are you currently using? (Take note. Thank the person and end the call)
We would like to send the details to your email, may I have your email address, please?
What’s your first and last name? So we can address the email properly?
What’s your specific job title for me to address you properly in the email?
Do you have a direct line or ext number?
We will send you the information. Thank you for your time and have a great day.
Related: How Software Marketers Overcome the 3 Biggest Marketing Challenges
Medical Industry
Appointment Setting Script
Company Name: XYZ Company
Location: Raffles Quay, Singapore
Website: www.xyzcompany.com.sg
Phone Number: 1234567890
Target Contacts: Neurologist (Doctors/ Consultants/ Neuro Nurses)
Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Company.
We are a group of professionals and researchers who developed an advanced neurological disorder assessment tool, specifically for dementia. I understand you are the best person to speak with about this?
If yes, proceed. (If no, look for the best person to speak with)
Great! We have been in service for more than a decade now. Our memory assessment software is used by many clinicians to test and analyze a dementia patient’s memory. It also provides recommendation and further medical steps to take based on results.
If I may ask,
Are you currently using any neuro-assessment tool?
Great! My Director would appreciate an opportunity for a brief meeting with you for a further discussion about our neuro-assessment software and how we can help you with you assessing your patients.
Would you be available on (day, date and time of appointment) (If not, ask for prospect’s preferred date for a one on one presentation)
(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)
Please mark your calendar for our Director to visit you on (date of the appointment). Thank you for your time. Have a nice day!
Call-to-Invite Script
Company Name: XYZ Company
Location: Raffles Quay, Singapore
Website: www.xyzcompany.com.sg
Phone Number: 1234567890
Target Contacts: Neurologist (Doctors/ Consultants/ Neuro Nurses)
Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Company. We are a group of professionals and researchers who developed an advanced neurological disorder assessment tool, specifically for dementia. I called because we’ve currently updated our memory assessment software . Would you be available on (Day and Date of appointment)? (If not, ask for prospect’s preferred date for a one on one presentation)
(If yes, proceed)
Great! We will be sending you a calendar invite, may I have your email address, please?
(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)
Again, the online conference will be on (Day, date and time of appointment). We will send you a calendar with the login details. Thank you so much for your time. Have a great day!
Data Profiling Script
Company Name: XYZ Company
Location: Raffles Quay, Singapore
Website: www.xyzcompany.com.sg
Phone Number: 1234567890
Target Contacts: Neurologist (Doctors/ Consultants/ Neuro Nurses)
Hi, good morning! This is Amanda with XYZ Company. I’d like to speak with the Neurologist, please.
With the Marketing Manager.
Hi Andrew, good morning. This is Amanda with XYZ Company. We are a group of professionals and researchers who developed an advanced neurological disorder assessment tool, specifically for dementia.
We would like to send information to your email on how we can help you improve on how you assess your patients. May I have your email address, please? (Take note)
What’s your first and last name? So I can address the email properly.
What’s your specific job title for me to address you properly in the email?
Do you have a direct line or ext number?
By the way, if I may ask;
- Are you currently using a neuro-assessment tool?
- How long have you been using it?
- How is it working for you so far?
- Do you have any issues or problems with it?
(Take note of the answers)
That would be all. We will send you information. Thank you so much for your time. Have a great day.
