“I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?”
“Data Dumping” (relaying all of your capabilities and hope something hits home) on your prospect has a very low % rate of working.
To come up with the right opener, you have to start with the lead source. Where did the lead come from? Was it a trade show? A webinar? Are you prospecting in an industry that you’ve already done business in?
When you have a range of products/services, you can always get a clue from what the lead source is, as to what “opener” you could use in order to be effective.
Let’s say the lead source is a vertical (meaning, you’ve sold to other companies in that same line of work… like a school district, a hospital, etc)
Your opener could be something like:
Hi (prospects name) this is (your name) with (your company) Reason for my call is we recently helped (hospital name 1, hospital name 2 & hospital name 3) avoid/cut/reduce/gain [PAIN POINT / HOT BUTTON] and wanted to see if we may be able to help you do the same…
If it’s a webinar lead, you want to focus on what the subject matter of the webinar would do/solve for the prospect, and not the actual webinar.
Hi (prospects name) this is (your name) with (your company) You attended our webinar on (subject) and I just wanted to follow up, introduce myself and see if you had any questions.
Nope, I’m good. Thanks.
Hi (prospects name) this is (your name) with (your company) Reason for my call is I understand you’re curious about how to avoid/cut/reduce/limit/gain/attract/grow [PAIN POINT / HOT BUTTON] and I wanted to see if we might be able to help you with that…
These are just a couple of examples on how to approach using a better opening value statement for when you offer multiple services or products.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
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