How do you sell the meeting by changing one word in your script?
Are some old habits hard to change?
Product and feature dumping on the phone is all about me, me, me!
“We have the best-priced car/product/feature….”
Versus, “It’s all about you. I’m here to help you…”
How did you feel when you read those words? Did you cringe when you read the first one, and did you feel a bit better when you read the second one?
Inserting one word can have a dramatic effect on how the prospect feels about you in the first five seconds of the call.
If you say it with the right tone and, importantly, use the right word.
If you deliver your lines without any expectations—only having a conversation to determine if you can help the client—you would be surprised at how the tension in a conversation drops.
Do you think you and the client want that? Of course you do.
If you use the word “help,” you will see a dramatic change in the clients’ feelings towards you. Try it!
You will go a long way to remove stress for both yourself and the client, and you might actually talk to people who are interested instead of making tons of dials and playing the numbers game.
Of course, there is more to focus on when developing a script; it’s only one part of the outbound calling strategy we teach.