Your goal is to capture as many name/email address , build relationship with them and build your contact list.
Once you build contact list, you can email your contacts any of our templates and introduce them to your store. The bigger the contact list, the bigger the sales.
Dialogue for Getting Office Manager’s Name
I believe in the two-call system. Receptionists are trained to screen calls. If they believe that you are a sales person, they will often stall your efforts in getting to the right person. Even if they connect you with the right individual, they may let that person know you are just another sales call.
To avoid this from happening, I’ve developed the following series of scripts to assure that your success rate for reaching the right people will be much higher. This is how you should make the phone call to see who does the ordering:
Receptionist: “Hello. Thank you for calling ABC Insurance Agency. How may I help you?”
You: “Yes, I was wondering if you might tell me who does the ordering for your company with regards to gifts when an occasion arises?”
Receptionist: “That would be Diane Henry.”
You: “Great! Can you tell me the correct spelling of
Receptionist: “D-i-a-n-e H-e-n-r-y.”
You: “Thank you. I really appreciate your help.”
No Pressure Phone Call
Note: Relax, have a good time on the phone. This is a feel good call.
You are simply calling to help them save 20% off their gifting needs
and to give them an opportunity to enter our monthly gift basket drawing
This may sound kind of scary at first. I remember I was so afraid of rejection and
afraid to call up some huge organization. As I write this, I have a smile on my
face just remembering the unnecessary fear that I had. You will find that this is
one of the simplest cold calls to make.
Everybody loves to talk about personalized gifts and gift baskets! It’s a feel-good thing. Most of those office managers wish that they had enough courage to go out and start a gift business instead of working at their corporate jobs. All the people that I visited are still good clients. I personally like the soft-sell approach. I don’t think people like to deal with hard-core sales people.
Make sure your voice sounds very personable and make sure you speak
naturally and don’t sound like you are reading this from a script. Practice several
times and change the wording to fit your style.
The receptionist will answer the telephone. (Sometimes they are the office
manager as well).
You: “Hello. May I speak to Diane Henry please?”
Receptionist: “Just a moment please.”
Then Diane Henry gets on the phone.
You: “Hi Diane. My name is Lisa with La Bella Baskets & Gifts. How are you?”
Diane: “Fine, thank you.”
You: “That’s good. Just briefly, this is a courtesy call to inform you that our company, La Bella Baskets, is helping businesses in your area save 20%% OFF on 1,000 gifts such as personalized gifts, gift basket, flower and cookie bouquets.
It's amazing program because there is NO:
* coupon clippings
* just huge savings from our entire store everyday.
You can also offer this benefit to your employees and they will save 20%% off ALL our gifts. This program can be used for your business and personal use as well.
I can help you save time and money with our incredible program and I would like to send you a full explanation email about our program . I will also send you pictures of some of our beautiful personalized ribbon baskets , cookie bouquets and our personalized gifts that can have your full company name, printed logo or any message you would want on them.
As a "thank you", I can even add your name on our monthly company drawing so you can have an opportunity to win one of our beautiful gift baskets.
So which email address shall I forward this money saving information?
(Most will say sure! Who can say no to an opportunity to win a beautiful gift basket and save 20% on all gifts!)
Manager: sure, my email address is: xxxx@xxxxx
You: Great, let me repeat it: xxxxxx@xxxx
I will email you my website in 5 minutes. Please check your spam or junk folder incase the email lands there.
Also, make sure you check our "LBB SAVERS CLUB" All the information about the huge savings are in that section.
You: Do you have a pen? If for some reason you don't receive my email, please feel free to call me at: xxxx-xxxxxx so I can make sure you get receive this money saving information.
Good luck in our drawing!
Your goal is to contact corporations everyday, build relationships and build a large contact list.
This soft-sell approach works because:
1) The office manager is a busy person, and you have just told her that you will
only to be taking two minutes of her time.
2) The office manager is used to sending gifts and is always looking for ways to save money. I can almost guarantee that
nobody offers them 20%% off EVERYDAY.
3) You have told them that you are emailing more information for a future need.
This isn’t a pressure call. You are just sending information and helping them save money.
If they say NOT interested...
just say thank you for taking the time to speak to me and ask for referrals.
If they say I already have a company that I am very happy with and buy from...
say: Great, I'm glad your happy with your current gifting company. Do you know of other business owners that you can refer to us. Perhaps they might be interested. 20%% is a great amount to save and perhaps we can help
If they still say no....
say: thank you for taking the time to speak to me and have a great day!
RULES TO KNOW WHEN YOU ARE MAKING CALLS!!!
•If you get one definite NO, or even two you should move on (Don’t Annoy People).
Remember, there are thousands of businesses to contact.
•Always assume they will go with the program always think positive and have a great attitude on the phone .
•Never ask permission to speak to them.. why?? 99% they will say “NO not right now” or they do not have time
•Always make them feel your product is the best.... because it is!!! After all,we are the only company that offers 20% discount on all of their gifting needs. There are no coupons or expirations dates. Simply 20%% off everyday.
•If they hang up never take it personal move on. Remember, the SW rule. Some Will, Some Won’t, So What, because they will always be somebody waiting.
Asking for Referral Business
The more people you meet and businesses that become clients, the more referral business you can find. Asking for referral business is a common sales generator, and every business owner asks colleagues and clients for leads. Referral business can be acquired in many ways.
• During a sit-down dinner with new or existing associates
• At a cocktail hour, as you go from group to group for conversations and to greet
• At the end of a client meeting
• At leisure events where you meet new people (but only after you’ve spoken to the
other person on topics of interest to him or her)
• Whenever you attend a personal or professional function