A job in sales can get tedious, especially after a day filled with rejections and follow-ups that never happen. Try using some of these Prospecting scripts for a different kind of workday – and learn how to create your own!
You will find them below these examples, and learn how to create your own, custom Prospecting scripts for every possible scenario there is.
Special Offer Prospecting Script
Tom works for Castellano Bank as a Client Advisor, and this month he has two business objectives:
- To get more people to obtain the new GoldenStandard Credit Card;
- To increase bank liquidity by getting the clients to pay their installments as early as possible.
Castellano Bank tries to achieve this by introducing the Earlybird point system and lowering interest rates for clients who decide to get the GoldenStandard.
Good afternoon, this is Tom from Castellano Bank, may I speak to Jenna, please?
Hello Jenna, Tom here from Castellano Bank. Hope you’re having a good day!
That’s great to hear! The reason I’m calling is – I was looking into your car payment plan and noticed we could make a few tweaks, so you can get rid of the loan faster and easier. How does that sound to you?
Castellano Bank now offers lower interest rates for everybody who obtains our new GoldenStandard Credit Card during September. Of course, the lower rate remains until you pay off the whole loan, but this deal is only available until the end of the month.
In addition to that, we have just introduced the Earlybird point system that provides you with discounts in 96 popular stores and supermarkets.
I believe this would greatly improve your situation, don’t you think?
That is completely fine, we can schedule a meeting next week. At what time would you like to meet up?
Yep, Thursday is fine, 1 pm… It’s set! I’ll catch up with you next Monday to make sure it’s still on. Have a great week, Jenna, bye!
Why does this work?
Before even making the call, Tom studied Jenna’s financial stats, frequency of payments and some personal details she provided when choosing the Castellano Bank.
As she is a mother of two schoolchildren and has recently bought a car, Tom concluded this was the perfect timing to offer her some benefits and deemed her a qualified lead.
In addition to getting straight to the point – he asks her if she would like to pay less, not if she could pay earlier and get another card!
Although it boils down to the same thing, his way of wording made the real difference.
In the first and the finishing lines, Tom explained the clear benefits Jenna could have from accepting the offer (lower rates, discounts) while creating a sense of urgency that increases the conversion rate.
Learning about personal needs and showing genuine care about the financial wellbeing of his client got Tom an appointment in less than 5 minutes.
Qualifying Prospecting Script
Amanda works for Cirrus, a startup that created a cloud-based team collaboration software, and needs to reach out to a certain number of new companies that fit the criteria.
Although she did the necessary research about the companies while creating the Ideal Customer Profile, getting the first-hand knowledge about them by simply asking the right questions will save her time and effort.
Scheduling the appointment is easier once Amanda knows if the leads are qualified, but first – she needs to make a call.
The answers will provide Amanda with the exact type of service prospects need; she will guide the conversation – but they will talk more!
Hello, this is Amanda from Cirrus.
The reason I am calling is that we have created a fast and effective collaboration software, and I would like to see if we can improve your productivity by 30% as we did for HALKE.
Firstly, could you please share what kind of everyday communication channels you use?
Does that include the whole structure or just the decision-makers within the company?
Is there anything you would like to change about that, something that makes all of your coworkers frustrated?
Would you consider transitioning to a more unified platform in the next few months?
If that’s the case, I think we could be a good match!
We could arrange a meeting next week, would Tuesday work well for you?
Okay, then Wednesday it is, 11 am?
Great! Thank you so much for your time, goodbye.
Why does this work?
By learning about someone’s habits, wants and needs, Amanda knows whether the lead is qualified or not, and most importantly – what aspects to bring up at the meeting to make the prospect go through the sales pipeline.
In the world of Account-Based Marketing, it’s quality over quantity, any time of the day. By filtering out the unnecessary rejections and failed meetups, you save time and also keep your spirits up!
New Client Prospecting Script
PanTastic is a job-finding app that specializes in the workforce in the food industry – bars, restaurants, coffee shops, bakeries, etc. Jacob got the assignment to reach out to bars and restaurants that aren’t using their services to find new employees.
He decided to take the problem-solving approach when talking to managers, as he knows how hard it is to build a good team at work.
Hello, this is Jacob, I saw you were on the lookout for new employees and I would like to speak to Ian, please.
Hello Ian! My name is Jacob, and I am working for PanTastic App – I think we could help you find the people you won’t need to fire after a week! Would you like to hear more?
PanTastic is the app that helps you find qualified workers in the food industry, everything from bartenders to Michelin star chefs. Just type out what you need, and PanTastic will filter out the right people for you – so you can contact them instantly.
I’m glad you do! We can meet for a detailed demo od the app, it would take about 20 minutes. Tomorrow, perhaps?
It’s a deal, see you at noon. Bye!
Why does this work?
By being someone who knows the exact problem that needs to be solved (constant search for the right staff), not just eager to sell something, Jacob got past the negative attitude people tend to have towards salespeople.
Jacob mentioned the pain point many employers have right away and got the attention he needed to tell more about the app, and even schedule a demo the next day.
Gatekeeper Prospecting Script
Since phone numbers of important people aren’t easy to get, and phone calls with the highest management levels need to be scheduled first, it’s necessary to contact the assistants or secretaries first.
The thing is – you don’t have to fear you won’t get through!
Salespeople get better results when they work with gatekeepers, not against them, and keep the convo professional while being kind and humorous.
Being polite and relatable made Hannah stand out when she set out to offer a health insurance package to a large company.
Hi, this is Hannah speaking, have I reached the ___’s office?
May I know who I’m speaking to?
Nice to meet you, Mary. Are you available for a quick chat right now?
I was wondering if you could possibly help me out with something.
I’m calling from the Harper’s Medical; I was told that I should reach out to Mrs. Robinson (CEO) for business propositions, but I wanted to know what was the best way to do it first – I would hate to interrupt you or your boss during the workdays.
The reason I’m calling is to offer a new health insurance package for the employees – after doing thorough research of your company and job descriptions, we noticed that what we have to offer would better suit your needs, and eventually pay off.
For example, Mary – you do spend all the time in the chair, right? Me too, so I can imagine the state of your back in the evening.
In the package we offer, you can opt for a chiropractor and get some relief from time to time. Of course, there is a lot more to this package, but it would be good to speak to Mrs Robinson in person.
Thank you so much, it would mean a lot!
Yes, I’ll be waiting for your call. Thanks again, talk to you soon!
Why does this work?
Hannah was not only respectful but managed to connect with the secretary on a personal level. Honesty and empathy played a huge role and got her a scheduled meeting.
Good social skills come in handy in any scenario, altogether with showing that what you offer is excellent!
Referral Prospecting Script
Looking for qualified leads happens both online and in real life. Generating B2B leads on Quora, LinkedIn and similar networks proved to work well, but a couple of referrals from your satisfied clients, especially the big ones, will bring in most of the new clients, so be sure to use these referrals every time you can!
Ian was looking to expand the business by reaching out to various local firms with offices and offer them catering services. Since many of his old clients think of their meals as exceptional, it wasn’t too much of a hassle to ask them for a referral.
Hello, this is Ian from QuickieMeals speaking. Sir David Ashton was kind enough to give me your phone number, so we could speak about catering services at your workplace?
That’s great to hear.
We at QuickieMeals deliver daily meal packages that consist of breakfast, lunch and snack, pre-made the same day and delivered in the morning. We carry vegetarian, vegan, Halal and many other food options, and each meal is as tasty as it is nutritious.
The minimum for packages is five per office, and you can cancel our services any time, with one week’s notice. Everything else is customizable.
Alright, would you like to schedule another call then? We could also arrange a meeting, so you can see the full menu and catalog of services.
Today, I’m available between 1 pm and 3 pm.
Great, I’ll be there in an hour. Goodbye!
Why does this work?
When someone stands behind your work with their name and personal reputation, it shows what you’re selling must be pretty good.
What do all of these Prospecting scripts have in common?
Although your prospecting objectives vary greatly, there are things all good Prospecting scripts have in common – and should be included every time you prepare yourself and your team for a hard day of Cold calling:
- getting straight to the point;
- convincing them that your offer could benefit them greatly;
- doing your research well;
- showing that you care;
- being honest and courteous;
- focusing on problem-solving, not selling;
- maintaining a natural conversation flow.
No matter what industry you work for, bettering your Prospecting skills by keeping this in mind will drastically up your Cold calling game and get you a successful deal at the end of the conversation!
Bonus tips for writing Prospecting scripts that work like a charm
In case some of our examples can’t be applied in your situation, you can easily write your own Prospecting script in short notice! Stick to these universal tips, and creating custom Prospecting scripts won’t feel like a chore.
Prospecting scripts should be used as a guide and reminder – you shouldn’t rely on them without having any backup! The person you’re speaking to has no prepared lines to say, so trying to predict their exact words is too difficult of a task, and more often than not, straight-up reading from the premade script will hinder your performance.
Learn from your mistakes
Listening to your failed conversations sure is unpleasant, but there are few better ways to learn about your strengths and weaknesses. Don’t make the same mistakes more than once!
Employ psychological tricks
Don’t ask “Do you want to meet up?” – ask “When”!
Don’t ask “Am I calling at the wrong time?” – ask “I’m calling at the right time, am I?”
You get the gist. This way of wording might seem irrelevant, but it does make a difference.
Take a look at their social media profiles
When you are extracting information about the business, don’t forget to peep at their social media profile to check out the public info. You never know how useful it can turn out – for example, if you can’t get through that pesky gatekeeper you might connect on a personal level by discussing how good (or bad) some new movie is.
While it’s important to know what to say (and how to do it) – you need to have just the right audience – or else all the talk is in vain.
At Market Republic we create bespoke B2B Prospect lists – increasing your chances of success!