It reduces the stress levels of the prospect and interrupts their thinking just long enough for them to listen to you. The door to their mind opens for a second, before it automatically closes again. Use that time wisely.
I have seen so many scripts designed by “experts” that assume everyone will listen to you on the call, be keen to have a conversation, and agree to a meeting.
What I learnt from running my call centre was something these “experts” did not. Because of the sheer volume of calls being made, we could test scripts, change a word, put it in a different place, change tone, etc. The one thing we found that worked really well was injecting humour.
If you structure your script using key psychological triggers, it can move a client from “Not Interested” to “Maybe”, to considering a meeting, just by saying something they will find hard to say no to.
Offer a coffee and a biscuit, and you’ll be surprised how many people take up your offer.
There is so much information and confusion around “offers”.
Why not make it simple? Offer a free coffee and a Tim Tam.
By doing this, you’re accomplishing many things on the call. You’re qualifying them — if they’re unsure, maybe this will help by encouraging them to meet with you.
If they say no, perfect. They probably weren’t that interested anyway. Next.
Also, one major benefit for you is this: you’ll feel good. There’s no pressure, no hard sell here. If they respond, great. If they don’t, great as well. It’s a win for everyone.
So, what’s in it for you? At the end of the day, you’ve done everything you can to build a relationship, and if they say no, I guarantee you’ve left a good impression on them. They’ll remember you and maybe even contact you again in the future.