Need help with my cold call script

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Mar 28, 2007 8:09 pm

I have been cold calling for a few months now and im not to sure of my script. Please, I'm looking for feedback on it.


Hello Mr. Adams? Good Morning Bob, John Matthew at Good hope Investment Group. I'll be brief and to the point, My team and i specialize in working with high-net worth individuals on identifying weaknesses in thier portfolio and the importance of Proper Asset Allocation.


What I would like to do is get you out my information with my business card because this i a crucial issue many investors are not aware of or just overlook. 


To me its to long to engage the person and  to much info. I'm looking for feedback to get better.


Thanks

Mar 28, 2007 8:28 pm

Me? I prefer calling with a conservative product. Not so much to sell them the product; but rather, to get them to talk about what they are interested in.



Mar 28, 2007 8:40 pm

Don't sound like you're reading or your client will be turned off; try to sound more natural.  My IRA company left me a message on my cellphone and it sounded like he was "reading"... a big turnoff.  (But I won't close my acct 'yet'.  I really don't care as long as the returns are there.)  On the other hand, reading (or having a script) does at least reflect a gameplan. 

Mar 28, 2007 10:11 pm
Raton:

I have been cold calling for a few months now and im not to sure of my script. Please, I'm looking for feedback on it.


Hello Mr. Adams? Good Morning Bob, John Matthew at Good hope Investment Group. I'll be brief and to the point, My team and i specialize in working with high-net worth individuals on identifying weaknesses in thier portfolio and the importance of Proper Asset Allocation.


What I would like to do is get you out my information with my business card because this i a crucial issue many investors are not aware of or just overlook. 


To me its to long to engage the person and  to much info. I'm looking for feedback to get better.


Thanks



Dude, that's bad. Real bad. I'm sure you know that, already.

Mar 28, 2007 11:35 pm

( You have to go right into your short presentation. The fellow picked up the phone to talk or get info, don't beat around the bush, create some value immediately, and show what you do.) Mr. Adams, John Matthew at Good Hope.


My clients trust me to grow their money, but most importantly protect it. We've had a good run here these past few years, now is the time to be really smart about protecting what you have.


Some people I talk to don't even know what percentage of their investments are in stocks right now, and the market is looking a  bit uncertain now, and to avoid another meltdown like after 9/11, most people don't even know their own mix of stocks and bonds, for example,  what is your biggest concern about investing?


( Listen.)


How is _____________ (what he told you) important to you?


Keep him talking, get some info that you can remind him of next time you call, in a few weeks.


After about 3 contacts of reminding and listening, you will either get the appointment or not.

Mar 29, 2007 3:54 am
silouette:

And remember, there are plenty of negative people who will torpedo you from the start:


Like:


Dude, that's bad. Real bad. I'm sure you know that, already.





His script was really bad though. He sounded like an arrogant fool.




------

Hello Mr. Adams? Good Morning Bob, John Matthew at Good hope Investment
Group.

( Do I know you? Why are you calling?)

I'll be brief and to the point,

(Who invited you to call me? Go away. Why are you wasting time telling me you will be brief and to the point? How cliche'd)

 My team and i specialize in
working with high-net worth individuals on identifying weaknesses in
thier portfolio and the importance of Proper Asset Allocation.



(What are you talking about? WTF is this broker talk about portfolio's,
proper asset allocation, and high-net worth individuals? Does any
person of wealth refer to himself as high-net worth?)



What I would like to do is get you out my information with my
business card because this i a crucial issue many investors are not
aware of or just overlook. 
(Who gives a $%^& about what you want to do? I care only about myself. Why should I want your crummy business card? Why are you calling me
unsolicited to send me a business card? Why not be a man and send it to
me anyways? How do you know if I've overlooked proper asset allocation? I hate spam)



=====


Good morning, Mr. Jones this is AllREIT at Pump and Dump Capital and
I'm calling you today about a fantastic 6 month CD yeilding 5.5%. This CD probably
has a much higher interest rate than any CD your current bank offers. Does
this sound like something you would be interested in?


Mar 29, 2007 7:09 am

Raton,


Read your script.  At what point do you ask for an appointment?  The answer is that you didn't.  If you don't ask for the appointment, you can't get one.


I don't understand the purpose of calling to send info.  Why don't you call for the purpose of setting an appointment?

Mar 29, 2007 8:46 am

Annonymous,


 The place i am at only wants to use the phone and sell over the phone. "Appointments are for advisors that have a book of business already" that's their qoute  


Silouette, I liked that script a lot thanks is there anyway to shorten it to get right to the question.


Are main focus is show our clients opportunites in the alternative investment space they don't see with the current advisor. Such as hedge funds, managed currencies, managed futures, private equity



 

Mar 29, 2007 8:48 am

It sounds like you should be asking the question of advisors in your firm who have succeeded in doing what you are trying to do.

Mar 29, 2007 9:06 am

Most of them started out with the lehman brothers and did the three call close thats how most of them built there book supposedly. They said since im so young it wouldn't be an advantage to meet with people because they wouldn't take me seriously

Mar 29, 2007 9:57 am

I started with the Lehman call. I used UIT's that had a closing date, for urgency purposes. It worked.

Mar 29, 2007 11:44 am
Raton:

I have been cold calling for a few months now and im not to sure of my script. Please, I'm looking for feedback on it.


Hello Mr. Adams? Good Morning Bob, John Matthew at Good hope Investment Group. I'll be brief and to the point, My team and i specialize in working with high-net worth individuals on identifying weaknesses in thier portfolio and the importance of Proper Asset Allocation.


What I would like to do is get you out my information with my business card because this i a crucial issue many investors are not aware of or just overlook. 


To me its to long to engage the person and  to much info. I'm looking for feedback to get better.


Thanks



It is too long.


Short, to the point, with a product works best.


www.billgood.com


Bill wrote the book on cold calling. Get the book, read it and learn.


Mar 29, 2007 11:45 am
Bobby Hull:

I started with the Lehman call. I used UIT's that had a closing date, for urgency purposes. It worked.


Could you give the gathered masses a sample script?

Mar 29, 2007 12:19 pm

I haven't read Bill's book but i have read probably 9 cold calling books and the only bood that related to our type of business was Martys book Successful telephone selling in the 90's.

Mar 29, 2007 12:43 pm
BondGuy:
Bobby Hull:

I started with the Lehman call. I used UIT's that had a closing date, for urgency purposes. It worked.


Could you give the gathered masses a sample script?



What's in it for me?

Mar 29, 2007 12:53 pm

You get to take a shot at being a better person.

Mar 29, 2007 12:55 pm
silouette:

You get to take a shot at being a better person.


Pass.

Mar 29, 2007 12:56 pm
Bobby Hull:
BondGuy:
Bobby Hull:

I started with the Lehman call. I used UIT's that had a closing date, for urgency purposes. It worked.


Could you give the gathered masses a sample script?



What's in it for me?



Exactly the same thing that's in it for me whenever I add to the collective knowledge of the group.

Mar 29, 2007 1:50 pm
BondGuy:
Bobby Hull:
BondGuy:
Bobby Hull:

I started with the Lehman call. I used UIT's that had a closing date, for urgency purposes. It worked.


Could you give the gathered masses a sample script?



What's in it for me?



Exactly the same thing that's in it for me whenever I add to the collective knowledge of the group.



I don't like the "group."

Mar 29, 2007 2:17 pm
Bobby Hull:
BondGuy:
Bobby Hull:
BondGuy:
Bobby Hull:

I started with the Lehman call. I used UIT's that had a closing date, for urgency purposes. It worked.


Could you give the gathered masses a sample script?



What's in it for me?



Exactly the same thing that's in it for me whenever I add to the collective knowledge of the group.



I don't like the "group."



BH, as an ex Lehman guy you have much to add. If you aren't here to learn or to help then why spend the time?