I want to show you one of my best sales scripts to help you secure new clients. I will walk you through the step by step process to scoping the client to securing the client. This will assist you in what to do and say in a preliminary meeting in order to determine whether you and the client are a good fit. Well use a hypothetical l video production company called “Welch Green” in this script. This script can easily be transferred to suit your own company’s details.
The conversation will begin with general niceties, brief chitchat to open the client up. Avoid business discussions, anything negative, do not discuss the weather (they can see that coming a mile away and will put up their guard for a salesperson). Best discussion would be a quick 2 sentence about your kids or animal. Try to prompt them to give you a story back. If they have kids or an animal, almost a guarantee they will make mention of it. If they are unresponsive, this will set the tone for the rest of the meeting; they want to be formal and straight to the point, NO MORE non-business discussion. If they are responsive, you have evoked some emotion and they will be much more receptive for the rest of the conversation.
An opener I typically use:
“Hope your day is going great, mine started off with a bang, my cats got into their cat food bag and caused a ruckus last night, but that is not too big of a deal.”
They will either respond a similar story or give you the standard “Oh No, lol”
Do not say anything about running late in the morning or having a bad day or anything like that, it will make you appear unprofessional.
Again, if they are unresponsive, that is a sign that they want to keep this formal and any more tangents from you are unwelcome.
Once the initial exchange is over, you have to get right into the pitch, have it memorized and perfected. My suggestion is to read it at least 30times first and then deliver it 10times without the script verbatim, only then adjust it to fit your natural speech.
Well thank you for choosing Welch Green. We create distinctive videos for companies who wish to get their message across. This is done by a fresh method called Whiteboard videos. They are particularly fantastic if you have a complex message or if you want to have a stimulating presentation.
For several years now we have been assisting companies, such as yours, convey important information in a manner that allows for optimum retention. One of our largest clients is an educational materials provider & they consistently use our videos because the message is effectively delivered and retained.
Now, for me to understand how we can create the best video for your situation, I need a little information.
First can you tell me…
Ask several questions directly related to their business that will assist you in determining not only the type of video for your pricing, but also understand why they need this video. That is the key to this entire sales pitch. The more you say, the less they want it, the more they tell you why they need it, they are affirming to themselves why it is necessary to have a video. Then they will transition to actualizing that Welch Green is the right partner who can deliver this for them. Most other companies will talk about what they can do, but in the client’s eyes, everyone is the same, stand out by having the client advocating for you.
We will need to work together on these questions. There should be no less than 10 questions, hopefully no more than 4 questions in relation to what price to charge, and anywhere between 6–12 questions that will uncover at least one or two hot button reasons as to why they need this video.
Asking questions is important because you remain in control and you can direct the conversation. Almost every one of your competitors will ask them: “so tell me about your business”.
That will get you nowhere.
So, from what I can gather, you think we would be of assistance because…
Now emphasize on the hot button(s) you have uncovered. The more, the better. You have turned the tables around on them, you are confirming the problem they told you about, to which they will readily agree, however, you are getting them to tell you that you will solve this problem for them. This helps them actualize not only the sale but also the solution. That is the key to this sales pitch.
Once they agree and say YES, then move on. But make sure they say the word. If they nod their head, or hum in agreement, reply back with a “YES?” and then pause, it is very important that the word comes out of their mouth.
Sounds good, well this reminds me of…
Give them a relevant example of a client with a similar problem and how your solution solved it for them. You do not have to name drop, and I would suggest that you do not name drop if you do not have permission from the client. However, if you are able to, I would strongly suggest using the name of the company as it will build credibility and instill confidence in your client. Let the client respond and if you are getting positive feedback, which if you asked right questions in the right manner, you will, go in for the close.
Perfect, well I think we would be a perfect for one another because we only take 6 clients per month and in this industry we are the only ones who… (Let them know how your videos are different from the competitors)
The video will cost $ x,xxx.00
Now, I have a very important question for you, when do you need the video by?
About the Author
Ali is an accomplished Sales Master and Trainer! Starting his career in sales at the tender age of 18, Ali quickly realized that he would have to become better because being terrible at selling was not fun. Since then, Ali has personally closed almost $100 Million in sales for many companies from small local establishments to large multi-national organizations. Since 2012, Ali has taken his passion for closing deals to teaching others how to close deals. Ali firmly believes, there is no such thing as a born salesman; the only things born are baby boys and baby girls! Salespeople are taught. Ali currently lives in Atlanta and travels the country helping companies increase their sales; you can keep up with him at his consulting firm.
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