Before and After Script Handbook. Page 1

Transcription

1 Before and After Script Handbook Page 1

2 2011, Wendy Weiss All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording or by any information storage and retrieval system without permission in writing from the publisher. Published by: DFD Publications 215 East 95th Street Suite 31G New York, NY Page 2

3 TABLE OF CONTENTS INTRODUCTIONS... 1 FINANCIAL SOFTWARE COMPANY... 2 GRAPHIC DESIGN FIRM... 4 KEYWORD SEARCH FIRM... 5 THE SCRIPT FORMULA... 4 MARKETING COMMUNICATIONS FIRM... 5 FRAGRANCE MANUFACTURER... 6 CRITICAL POWER SYSTEMS... 7 FINANCIAL SERVICES... 8 Page 3

4 INTRODUCTIONS Use a Benefit Statement to Gain Your Prospect s Attention Page 4

5 FINANCIAL SOFTWARE COMPANY Before: Hello. My name is and I m with. We specialize in BUSINESS PERFORMANCE MANAGEMENT solutions for budgeting, reporting and analysis... Page 5

6 After: Hello. My name is and I m with. We re known for helping business owners keep the money they make. Page 6

7 Graphic Design Firm Before: Hello,. I m with. We re known for the creativity of our graphic designs and all of the awards we ve won. When you work with us, you know that you ll get top notch, highly creative design. Page 7

8 After: Hello,. I m with. We re a full service graphic design firm. We ve won a ton of awards The bottom line is, we re easy to work with, stay on budget and meet deadlines. Page 8

9 Keyword Search Firm Before: Hi, this is with. We re one of the authorities on Adwords that Google specifically trains to help existing advertisers maximize their return on investment on the search engine. [How are you? (optional)] Page 9

10 What we ve found by working so closely with Google over the past few years is that: Many advertisers are managing their own accounts (or having someone else do it) but aren t really drilling down and really do the things that will lower their conversion costs and increase their sales revenues. Page 10

11 After: Hello,. This is. My company is. We are Google Adwords Experts and we re known for helping advertisers substantially increase their return on investment. We ve been in business for 5 years, we re the TOP RANKING PPC MANAGEMENT FIRM on Google and we work with Texas Monthly Magazine and Barclay Capital (you ll change this out Page 11

12 depending on who you re speaking with) and the bottom line is: our average advertiser sees an increase of return above 70%. Page 12

13 THE SCRIPT FORMULA Benefit Statement + Success Story = Prospect Attention Page 13

14 Marketing Communications Firm Before: Hello. My name is and I m with. helps associations with their marketing and communications to their members; including new member-kits, billing systems and direct mail. Page 14

15 After: Hello. My name is and I m with. We re known for helping associations grow and retain their members. For example, was losing members as fast as they were gaining them. We helped them with keeping members informed and helping new members get started and their membership increased by 20%. Page 15

16 Fragrance Manufacturer Before: Hello. My name is from. I am a chemist and an expert in all natural perfumery. We specialize in manufacturing customized home fragrance products, cosmetics and massage therapy products for our clients. For this we use exclusively all organic and natural products as well as natural perfumes. Our clients can choose Page 16

17 from a large variety of products and have their line tailor-made. Their customers keep coming back because the are getting a very specialized aromatherapy treatment with extraordinary perfumes. A cosmetician had us make perfumed home products for her and her clients have asked her for more varieties, today she sells more home fragrance products than cosmetic products. Page 17

18 After: Hello. My name is and my company is. I am a chemist and perfumer. My expertise is helping massage therapists [cosmeticians] build their product line and generate more revenue. For example, the therapist now offers all natural candles that we produced for her and 30% of her clients who got an aromatherapy massage also Page 18

19 buy an aromatherapy candle after the treatment. This increased the profit per client by nearly 20%. Critical Power Systems Before: Good morning, this is I am a Critical Power Consultant with! Page 19

20 We provide maintenance solutions for UPS systems, batteries & generators. We offer onsite evaluations to ensure your site complies with the federal regulations and also provide a complete report to improve the reliability of your UPS, batteries and Generators. Recently we evaluated a Sprint site and helped them save over $34,000 from installing a UPS. Page 20

21 After: Good morning, this is I am a Critical Power Consultant with. We provide maintenance solutions for UPS systems, batteries & generators and we have lightening fast response time, accurate invoicing and parts in stock when our customers need them. Page 21

22 Bottom line, we save our customers time, money and stress. For example, recently Sprint was going to install an ATS (Automatic Transfer Switch) to transfer Sprint systems from UPS power to utility power while servicing the unit. Maintaining the new ATS, however, meant that Sprint would be offline for long periods of time. Instead, we advised them to install a Manual Bypass Switch that required no Page 22

23 maintenance, no offline time plus this saved Sprint over $34, Financial Services Before: Hello,. This is over at. I know you weren't expecting my phone Page 23

24 call today; is this a convenient time to talk? We specialize in helping employees to increase wealth and reducing risk without a sacrifice in lifestyle. Over a period of six month, we indentified a number of solutions for them. As a result; they were able to avoid volatile market and low interest Page 24

25 rates; and saved over $200 per pay check deduction on a bi-weekly basis. After: Hello,. This is over at. We specialize in helping employees increase their wealth and reduce their stress. Page 25

26 For example, we were able to help stay on top of inflation, save $400/month on pay check deductions and they re no longer so stressed out by their finances. Page 26

27 Wendy Weiss, The Queen of Cold Calling, is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development and she helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country. Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Sales & Marketing Management and various other business and sales publications. She is the author of, Cold Calling for Women, 101 Cold Calling Tips for Building New Customers in a Down Economy and the recently released, The Sales Winner s Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance. Page 27

28 She specializes in working with companies that want to increase sales revenue by generating new business and/or companies with under-performing sales teams. She has helped clients double and triple the number of new business appointments they can schedule resulting in a matching increase in sales. Wendy is also a former ballet dancer who believes that everything she knows in life she learned in ballet class. Page 28

29 Special Offer The Sales Winner s Handbook: Essential Scripts & Strategies to Skyrocket Sales Performance (Insider Business by Phone Secrets) 53 Word-for-Word Scripts to Get the Appointment, Sail Through Objections, and Get the Sale... Scripts for What to Say in Every Situation so You Get What You Ask for Questions to Qualify Prospects, Gather Critical Information, Gain Agreement, Justify Price, and Close the Sale Claim $227 Worth of Additional Business- Building Audios & Guides - FREE... And Much More... Page 29