2. Module 6 – Lesson 5:
Prepare to contact prospects
3. Lesson Objective
1. Effective prospecting approach
2. Write a prospecting letter or script
3. Tips to write a successful script
4. Tips to write a successful letter
5. Prepare a cold call script
4. Effective prospecting approach
An effective prospecting approach should have:
A Clear Goal:
• Invitation to a convention
• Solicitation of an appointment
• Etc.
Follow the rules of business communication:
Respect of human rights
Adapt the right communication style and
approach
Etc.
5. Write a prospecting letter or call script
A script is a dialog scenario to be used in a
telephone interaction situation.
Information needed to write a prospecting letter or
script are:
• Prospect name
• Prospect contact details
• Information about the prospect company
• Specifications about his industry
• Your company introductions and offerings
6. Tips to write a successful script
Use the AIDA method:
• An introduction that draws the customer
Attention
• Select your sales arguments and advantages
that can creates Interest
• Offer an incentive to create a Desire
• Use a conclusion that invites Action
Be clear, simple and precise
Ask clear open & leading questions
7. Tips to write a successful
Prospecting letter
Use the AIDA method as well
Give more importance to the letter
layout and presentation
Use a proper letter or email etiquette
8. Exercise:
Prepare a cold call script
Go back to the presentation you
prepared in Module 5 and write a
prospecting script for a Cold call
using the Script tips discussed
previously.
