CC Script

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Jun 16, 2007 6:30 pm

It took me well over a year to find something that truly worked.  I'd like to share this script with everyone out there trying to find an effective way to cold call.


Mr/Mrs. __________, this is __________ with ABC Investment firm here in __________.  The reason I called is because I help people here in town invest their money (or manage their money).  I wanted to see if we could set up an appointment to see if I can help you manage your money better.


Handling objections:


" Everything is fine...." - Well who are you working with, is it ______?


"Im not interested." - Well I'll be honest, the majority of my clients weren't interested when I first called.


" can you mail me something?"  - Can't we just get together?


No matter what these people say, go for the appointment.  That is Step#1.  The whole sales process is a series of steps.  If you truly want to build a solid relationship, get them IN THERE.  And then, immediately ask as many questions as you can ABOUT THEM.  People like talking about themselves.


Try this script if you are struggling with what you are doing.  Forget the product, forget the "Do you have a second to talk"  Second opinion stuff.  Ask them point blank if they want to set an appointment to review their investments and see if you can help them manage it better.



Good Luck

Jun 16, 2007 10:41 pm

I help people here in town invest their money (or manage their money).


This line just doesn't work in one of the biggest cities in America. Ha, thanks though, good points.

Jun 17, 2007 8:29 am

True - I'm in a relatively small town.  I guess if I were smack in the middle of Chicago or something people would laugh.  Either way the key phrase is, "I called to set an appointment to see if I can help you manage your money better."



Jun 17, 2007 10:57 am

I would substitute the word "portfolio" for money.


It CAN sound like you're trying to help them with their day-to-day budgeting.

Jun 17, 2007 12:07 pm

Half of the time I say "investments" instead of money.



let's set an appointment to see if I can manage your investments better.



what do you guys say?  On a cold call.  What is your script - I am interested to hear.


Thanks

Jun 17, 2007 5:31 pm
FreeLunch:

It took me well over a year to find something that truly worked.  I'd like to share this script with everyone out there trying to find an effective way to cold call.


Mr/Mrs. __________, this is __________ with ABC Investment firm here in __________.  The reason I called is because I help people here in town invest their money (or manage their money).  I wanted to see if we could set up an appointment to see if I can help you manage your money better.


Handling objections:


" Everything is fine...." - Well who are you working with, is it ______?


"Im not interested." - Well I'll be honest, the majority of my clients weren't interested when I first called.


" can you mail me something?"  - Can't we just get together?


No matter what these people say, go for the appointment.  That is Step#1.  The whole sales process is a series of steps.  If you truly want to build a solid relationship, get them IN THERE.  And then, immediately ask as many questions as you can ABOUT THEM.  People like talking about themselves.


Try this script if you are struggling with what you are doing.  Forget the product, forget the "Do you have a second to talk"  Second opinion stuff.  Ask them point blank if they want to set an appointment to review their investments and see if you can help them manage it better.



Good Luck



This is an unbelievably fantastic script. Thank you very much.

Jun 17, 2007 10:17 pm
FreeLunch:

It took me well over a year to find something that truly worked.  I'd like to share this script with everyone out there trying to find an effective way to cold call.



Thank you for posting your script.  Could we hear some of the metrics based on your results? 

Jun 17, 2007 10:56 pm

Well - i think I understand your question.


Let me first state that what I like about this script the most is that people understand Exactly what I am after.  I have, in the past two months gathered about 1 million in assets.  Smallest account $50k, largest $250k


What it does is provides people with the fact that hey, this guy calling me says he thinks he called handle the majority of my investments/portfolio better. 


when they come in this is what I do:


But first let me state that I am still less than 2 years in the business.  I am definitely in the learning stage.  But this is working far more effectively.


Once I get people talking about their investments or themselves I say something along the lines of this: "Well Mr./Mrs. _______, we could talk about this over the phone for a long time but I don't have enough information to make any kind of recommendation.  Let's set an appointment, you can bring in your statements and a list of questions and we'll take it from there.  You may be in a good place, and you may not be.  Let's just see.  My job is to ask the right questions to see if your money is positioned like it should be - Do you like to meet in the mornings or afternoons....(then take it from there)"


The objective of this script is twofold and its why I am using it.


A.  Provide and introduce your services CLEARLY over the phone


B.  To set an appointment. 


I once hear the sales process is nothing but a series of steps.


Step 1 is to set an appointment


Final step is to close.      Some people have more or less steps than others.


Either way - This is how I'd wrap it up.


Call them up - try and get them in there to see if you can help them manage their investments better.  Then get them to like you by asking as many questions as possible - And don't relate them all to money.  Then - get to the important issues.


I can't stress this part enough.  ALWAYS SET THE SECOND APPOINTMENT ON THE FIRST.


Go for all their money!  Selling $10,000 worth of a muni or a mutual fund isn't a great way to build a relationship. 

Jun 18, 2007 8:54 am

Great script, so simple. Thank you very much!