A sales call is one of the most personal ways of making a sales pitch. It's a chance to connect on a person-to-person level. It also opens the door for a potential customer to explain their specific problems or give feedback.
A template or script alleviates some of the anxiety associated with calling a potential customer in real time or leaving a voicemail. It also allows you to double down on what works. A script can be edited and iterated based on successes and failures until you achieve the most effective flow for your calls.
Whether you're the CEO of a team of two or you have a dedicated sales team, you should be scientific about iterating, measuring, and improving your sales calls. One of the best ways to analyze your calls and actually implement changes is to break the call up into components:
- The introduction: Depending on the potential customer, this may involve speaking with a receptionist or addressing the potential buyer directly. Regardless, your greeting should be professional and unobtrusive. Instead of just saying “Hello,” start with, “Good morning,” or “Good afternoon,” and include a name if possible.
- Initial statements: The first things you say to your potential buyer should be positive—this sets a positive tone for the call. Consider the psychological position of the person you're speaking with. Maybe you want to mention that you know they're busy and you'll only involve them for a minute, or you want to lead by saying you can really help them and their company.
- Make your point: Establish your credibility and clearly state the purpose of your call. You may want to frame this as providing a solution, giving context about your company, or describing the specific outcomes of using your product.
- Establish fit: Ask a few qualifying questions about the potential customer's workflow to establish that you are a good fit to meet their needs.
- Close with a commitment: End the call by establishing a time when you will speak more, schedule a product demo, meet in person, et cetera. Commit to a certain next step, and always express gratitude that they've taken time to speak with you.
Create several options for each section of the call or voicemail and try each one out several times. Always take note of customer response and capitalize on the opportunity to get feedback on your sales methods in real time.
Perspectives on Sales Call and Voicemail Templates and Scripts
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