The document provides guidance on creating effective sales messages. It begins by defining what a sales message is and listing dos and don'ts. It then discusses how to create sales messages by understanding prospects, not sounding like a salesperson, making it about the prospect, asking good questions, and selling benefits over features. The document provides templates for call scripts, emails, voicemails, and presentations. It emphasizes targeting the right prospects, identifying their pains and values, and providing name drop examples. The overall summary is that the document teaches how to craft sales messages that focus on the prospect's needs by understanding their pains and values and providing examples of how the product has helped similar customers.
This document provides guidance on developing an effective voicemail strategy for prospecting. It discusses understanding the prospect's perspective and why prospects often do not call back. It also considers whether to leave a voicemail message or not. The document then provides examples of different types of voicemail messages focusing on value points, pain points, name drops, and products. It concludes with a voicemail follow up email template.
How Use Cold Emailing to Get New ClientsSalesScripter
This document provides guidance on email prospecting strategies and best practices. It discusses understanding the prospect's perspective, getting the prospect to read, reply to, and buy from emails. It recommends using brevity, not sounding like a salesperson, making emails about the prospect's needs, and not selling the product directly but rather setting up a meeting. It also provides templates for different types of prospecting emails focused on value, pain points, questions, name drops, and products. It discusses automating emails, tracking opens and clicks, scheduling emails, and getting email addresses. The overall document aims to teach effective email prospecting tactics.
Warm Call Script Example Play-By-Play (Cross-Sell Cold Call Script)SalesScripter
This document provides an overview of the different stages of a cold call sales process: initial contact, meeting, and presentation. It includes example scripts and structures for each stage. The initial contact aims to pre-qualify leads, build interest in talking further, and close a meeting. The meeting goals are to qualify leads and close a presentation. The presentation goals are to qualify, build interest in purchasing, and close the sale. It also provides an example play-by-play of an initial contact call and closes by promoting a sales methodology software platform.
How to Perform a Sales Discovery MeetingSalesScripter
This document provides guidance on how to perform a sales discovery meeting. It discusses the goals of discovery, which include pre-qualifying prospects, building interest in talking, and closing for a conversation. It recommends using an ICE format - begin with an interaction, followed by a conversation, and end with an explanation. Questions to ask prospects are categorized as relating to their pain, current state, desired state, organization, need to purchase, ability to purchase, authority to purchase, and intent to purchase. Formats, structures, and goals are defined for each step of the discovery process.
This document provides tips and strategies for getting past gatekeepers when attempting to schedule meetings or speak with decision makers at a prospect company. It discusses understanding the gatekeeper's role of keeping salespeople out, and provides suggestions for not sounding like a salesperson when interacting with them. Tactics mentioned include treating the gatekeeper like a prospect by asking questions to understand their needs and pain points, using name drops of past clients, and deflecting common gatekeeper objections to continue the conversation. The overall goal is to earn the gatekeeper's assistance in connecting with the appropriate decision maker.
How to Sell Yourself in a Sales Job InterviewSalesScripter
This document provides tips for selling yourself in a sales job interview, including organizing your sales history, preparing answers to common interview questions, asking questions of the interviewer, and creating a 90-day business plan to outline your goals and strategy if hired. The key takeaways are to treat the interview like a sales call, ask many questions to learn about the role and company, clearly communicate how you are the best fit for the position, and try to get a commitment to move forward in the process from the interviewer.
The document provides guidance on cold calling techniques. It discusses opening the call, stating the purpose, asking qualifying questions, sharing product/company information, and closing. Some key points include introducing yourself casually, focusing questions on the prospect's needs to build interest, and asking for a brief meeting to provide examples of how the company has helped others. The overall goal is to qualify prospects, build interest in further discussion, and close by scheduling a follow-up conversation or appointment.
Objection Rebuttals that Defuse Common Sales ObjectionsSalesScripter
In B2B sales, you will face the same objections again and again:
– What is this in regards to?
– Is this a sales call?
– I am not interested.
– Just send me your info.
– We are already using someone right now.
– We do not have any budget right now.
– We are not looking at making any changes right now.
– Call me back in X months.
If you would like to get some new ideas of what to do and say when these come up, join us for our webinar on “Objection Rebuttals that Defuse Common Sales Objections”.
Being able to make some positive changes in this one area should create big improvements in your ability to get meetings and generate leads.
This document provides guidance on developing an effective voicemail strategy for prospecting. It discusses understanding the prospect's perspective and why prospects often do not call back. It also considers whether to leave a voicemail message or not. The document then provides examples of different types of voicemail messages focusing on value points, pain points, name drops, and products. It concludes with a voicemail follow up email template.
How Use Cold Emailing to Get New ClientsSalesScripter
This document provides guidance on email prospecting strategies and best practices. It discusses understanding the prospect's perspective, getting the prospect to read, reply to, and buy from emails. It recommends using brevity, not sounding like a salesperson, making emails about the prospect's needs, and not selling the product directly but rather setting up a meeting. It also provides templates for different types of prospecting emails focused on value, pain points, questions, name drops, and products. It discusses automating emails, tracking opens and clicks, scheduling emails, and getting email addresses. The overall document aims to teach effective email prospecting tactics.
Warm Call Script Example Play-By-Play (Cross-Sell Cold Call Script)SalesScripter
This document provides an overview of the different stages of a cold call sales process: initial contact, meeting, and presentation. It includes example scripts and structures for each stage. The initial contact aims to pre-qualify leads, build interest in talking further, and close a meeting. The meeting goals are to qualify leads and close a presentation. The presentation goals are to qualify, build interest in purchasing, and close the sale. It also provides an example play-by-play of an initial contact call and closes by promoting a sales methodology software platform.
How to Perform a Sales Discovery MeetingSalesScripter
This document provides guidance on how to perform a sales discovery meeting. It discusses the goals of discovery, which include pre-qualifying prospects, building interest in talking, and closing for a conversation. It recommends using an ICE format - begin with an interaction, followed by a conversation, and end with an explanation. Questions to ask prospects are categorized as relating to their pain, current state, desired state, organization, need to purchase, ability to purchase, authority to purchase, and intent to purchase. Formats, structures, and goals are defined for each step of the discovery process.
This document provides tips and strategies for getting past gatekeepers when attempting to schedule meetings or speak with decision makers at a prospect company. It discusses understanding the gatekeeper's role of keeping salespeople out, and provides suggestions for not sounding like a salesperson when interacting with them. Tactics mentioned include treating the gatekeeper like a prospect by asking questions to understand their needs and pain points, using name drops of past clients, and deflecting common gatekeeper objections to continue the conversation. The overall goal is to earn the gatekeeper's assistance in connecting with the appropriate decision maker.
How to Sell Yourself in a Sales Job InterviewSalesScripter
This document provides tips for selling yourself in a sales job interview, including organizing your sales history, preparing answers to common interview questions, asking questions of the interviewer, and creating a 90-day business plan to outline your goals and strategy if hired. The key takeaways are to treat the interview like a sales call, ask many questions to learn about the role and company, clearly communicate how you are the best fit for the position, and try to get a commitment to move forward in the process from the interviewer.
The document provides guidance on cold calling techniques. It discusses opening the call, stating the purpose, asking qualifying questions, sharing product/company information, and closing. Some key points include introducing yourself casually, focusing questions on the prospect's needs to build interest, and asking for a brief meeting to provide examples of how the company has helped others. The overall goal is to qualify prospects, build interest in further discussion, and close by scheduling a follow-up conversation or appointment.
Objection Rebuttals that Defuse Common Sales ObjectionsSalesScripter
In B2B sales, you will face the same objections again and again:
– What is this in regards to?
– Is this a sales call?
– I am not interested.
– Just send me your info.
– We are already using someone right now.
– We do not have any budget right now.
– We are not looking at making any changes right now.
– Call me back in X months.
If you would like to get some new ideas of what to do and say when these come up, join us for our webinar on “Objection Rebuttals that Defuse Common Sales Objections”.
Being able to make some positive changes in this one area should create big improvements in your ability to get meetings and generate leads.
An Example of a Cold Call from Another Financial AdvisorSalesScripter
This document provides an example of a cold call sales script for a wealth management firm. The script guides the salesperson through introducing themselves, asking questions to understand the customer's needs and pain points, providing value propositions and examples of how the firm can help, and attempting to schedule a follow up meeting. The goal is to qualify the lead, build interest in learning more, and potentially close the customer for a presentation. The document also discusses sales methodology and how the SMART sales system can provide tools and services to help salespeople improve their process and messaging.
The document provides guidance on creating an effective sales message or pitch. It discusses including information on the product or service, target buyer, value points, pain points, questions to ask prospects, and examples of past clients. The sales message should clearly explain the product features, who the target buyer is, the key benefits and values, pain points it addresses, questions to understand the prospect's needs, and use a name drop example of a similar past client.
This document outlines a 2-step qualifying process for prospects:
Step 1 involves pre-qualifying prospects by asking soft questions to determine if further discussion makes sense.
Step 2 involves deeper qualifying by measuring a prospect's need, ability, authority, and intent to purchase through questions. The goal is to assess which prospects are real opportunities worth investing time in versus those that are not. Key takeaways are to protect one's time by separating good vs bad prospects, and to qualify in every interaction to properly evaluate sales opportunities.
How to Improve Cold Emails By Adding Video Email MessagesSalesScripter
The document discusses using video email messages to improve cold emails. It provides tips on what to say in video emails, including focusing on value points to address customer pain points. Sample scripts are provided that leverage value points, pain points, and name drops to engage customers. The document also discusses a sales methodology software platform called SMART Sales System that includes features like a sales message builder and sales scripts to improve outreach.
How to Use Business Networking to Generate LeadsSalesScripter
This document provides guidance on effective networking strategies. It emphasizes shifting from a sales mindset to focusing on the other person by asking questions, understanding their needs, and looking for partnership opportunities. The networking process involves interacting with prospects through questions, having a conversation to further understand their situation, and providing an explanation of how your services address their needs. Follow-up after events is important to stay top of mind and move contacts along the sales process.
This document outlines a training program on how to get clients even when just starting a business. The training will teach participants how to define their ideal client through a series of questions, find potential clients through networking events, workshops, webinars and social media. It will also cover creating a free opt-in offer to attract clients, building an email list, and using Facebook ads and design tools like Canva and PicMonkey to promote the offer. The cost of the training program is $347 and includes bonuses like Facebook ads training, and design software training.
This document provides guidance on prospecting on LinkedIn, including dos and don'ts for reaching out to prospects. It begins by outlining options for initially contacting prospects such as inviting them to connect, sending a traditional email, calling, or sending a LinkedIn message. It then discusses dos and don'ts for email messages, including not making it about yourself, not sounding like a salesperson, and not doing an "instant pitch." It provides email template examples and call scripts. The document concludes with guidance on networking with partners on LinkedIn.
How to always know the right sales questions to askSalesScripter
The document discusses how to ask the right sales questions at different stages of the sales process, including qualifying questions, pre-qualifying questions, closing questions, and general meeting questions. It also provides examples of different types of questions to ask prospects and describes when to use each type of question. The document promotes a sales methodology and software platform called SMART Sales System that is designed to provide sales scripts, templates, and training to help salespeople be more effective.
Learn Proven 3 Step Formula How To Get Your First Clients & How To Get More C...Dainis Graveris
This document summarizes a webinar about obtaining freelance clients through WordPress. It recommends attendees pick "low hanging fruits" like installing child themes or adding slideshows that they can solve quickly. It advises framing conversations around how solutions increase clients' profits, not costs. Follow-up is key to getting more work and testimonials. The webinar teaches a 3-step formula: find pains you can solve, discuss customer profits, follow-up and upsell. Attendees are offered a 3-day, 3-client program for $300 to learn scripts, worksheets and get community support to apply the strategies.
Deliver Sales Presentations that Close DealsSalesScripter
This document provides guidance on delivering effective sales presentations that close deals. It covers pre-presentation tips, creating a message, outlining the presentation, and closing tactics. It then discusses different types of sales approaches - product selling, consultative selling, and starting conversations. The rest of the document delves into different sales formats, structures, goals and questions for various stages of the sales process from initial interactions to explanations. Key elements include value points, pain points, name drops, product information and building rapport through questions.
How to Get Your Foot in the Door of New AccountsSalesScripter
Getting your foot in the door of new accounts is the most difficult step of the sales process. In this webinar recording and slide deck we provide a process for how to do that. You can watch the video fo this presentation on our blog or youtube channel here https://salesscripter.com/how-to-get-your-foot-in-the-door-of-new-accounts/
SMART Sales System - Module 7: Cold EmailingSalesScripter
This document provides guidance on cold emailing for sales purposes. It discusses dos and don'ts for building email messages, including using brevity, focusing on the prospect's needs and pain points rather than selling the product, and avoiding salesy language. It recommends a multi-touch email approach with different messages over time focusing on value, pain, name drops, questions, and the product. It also discusses tracking opens and clicks, scheduling emails, getting email addresses, and following up respectfully if no response is received.
How to Generate More Leads by Changing What You SaySalesScripter
Being a sales person is like going to battle. Everyday you are in the trenches fighting fierce competition and doing what you can to survive.
The words you use are your weapons. They are what you use to grab the prospect's attention, to build relationships, to position yourself ahead of the competition, to defuse objections.
The better your pitch, the sharper your weapons are. If your pitch is not tight, it is as if your blades are dull. They may work a little and kind of get the job done, but you are not going operate at a consistent level of excellence.
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection ResponsesSalesScripter
This document provides templates for sales scripts focused on website design services, including call scripts, email templates, and voicemail messages. The scripts address value points of increasing website revenue, conversion rates, and traffic. They also address common pain points like low revenue, poor conversion, and low traffic. The scripts qualify prospects by asking questions about their current website, needs, and pain points. They introduce the company's website design services and provide an example of helping another business increase leads by 500% and revenue by 20%. Objection responses are also included.
Join me in this webinar, where I will share with you how to get more clients using your signature story in our next Overcoming Mediocrity anthology book project, because it DOES WORK!
Why on earth would you want to share your personal story?
When it comes to your story, here’s the million-dollar truth:
You must tell your story because your signature story builds trust and creates a memorable brand for YOU. It positions you!
There are three reasons for this:
1. People Remember Stories
Your prospect might not remember the first thing you said with your facts, features or data, but tell her your story of how you lost over 100 pounds and are now a dedicated weight-loss coach who knows how to get proven results because THAT is what she will remember.
Because stories are visceral, stories are universal and they connect with our hearts.
2. People Need Personal Connection
More than ever, we are all seeking deeper connections beyond reading today’s Facebook news feed. When it comes to your marketing materials, always think in terms of connection with your prospects and clients. And make sure you learn how to use your signature story as a part of your marketing.
Your story builds trust. It tells your prospect that you’re real and that you “get” her.
3. People Need Trusted Resources
Knowing how to position yourself is crucial in your marketing. Sharing your signature story will allow you to speak into your prospect’s head and their heart at the same time. When you are honest enough to share your story, they recognize that you are a vulnerable and “real” person and this will help them to feel comfortable working with you (HEART). This, of course, is also an opportunity to share your results, numbers, certifications, publications, sales, speaking dates, etc. in your story and also in your author bio (HEAD).
Both head and heart matter to your clients.
So, when it comes to your work in the world – whether you’re trying to get customers, clients, readers or patients – your story, your vulnerability has to be a piece of the puzzle.
Let me help you bring it all together by featuring you in our next Overcoming Mediocrity book project. Not only will we do everything for you (except write your story) to publish and print your new book, but we have many avenues that we implement to market you and your brand where we highlight your new “Published Author” status.
NEED TO KNOW MORE?
All of the details for this project are housed in our project website. http://www.dpwnpublishing.com/
http://mybusinesscardbook.com/
http://youtu.be/EB0P_snpvV8
How i Use MailChimp for Email Drip MarketingSalesScripter
The document discusses using MailChimp for email drip marketing. It recommends segmenting contacts into different groups like cold prospects, warm prospects, current customers, etc. It also recommends creating content on topics like product information, company information, and consultative selling. The document provides templates for different types of email formats, content types, and timing between emails. It emphasizes building an opt-in email list and creating email campaigns to follow up with contacts.
SMART Sales System - Module 10: ObjectionsSalesScripter
The document outlines an objection handling training module that teaches salespeople to respond effectively to common objections. It discusses core concepts like having 3 options to respond - comply, overcome, or deflect. It provides examples of objections salespeople may encounter like being too busy, not interested, or no budget. The training teaches salespeople to understand prospects' perspectives, not sound like typical salespeople, and ask questions to further understand needs before providing information about products or services. The goal is to keep conversations going by overcoming objections rather than immediately complying with them.
The document discusses how using strategic questioning, also known as question-based selling, can double sales. It provides tips for leading a sales conversation through questions that establish credibility, generate curiosity in prospects, and help determine solutions. The goal is to ask questions that provide value to customers and move them to action through exploring status, issues, implications, and solutions.
Learn how to get more web design, writing, SEO, and consulting clients. Read the full article here: https://carminemastropierro.com/how-to-get-more-clients-full-step-by-step-guide/
SMART Sales System - Module 3: Sales MessageSalesScripter
This document outlines the chapters and modules of a sales training program. It covers topics like building a consultative sales message, creating sales scripts and objection responses, managing the sales process, cold calling, email prospecting, voicemail strategy, and getting into new accounts. The specific section summarized discusses building value points, pain points, questions, name drops, and examples to include in a sales message when summarizing a product or service for a target buyer.
This document provides guidance on improving mental strength for salespeople. It discusses establishing routines like compartmentalizing time and creating daily checkboxes to stay organized and on task. It also recommends setting targets and tracking progress. Maintaining mental strength involves overcoming challenges like self-doubt, being prepared with scripts and responses, and having the right mindset by focusing on value and viewing oneself as a helper rather than taker.
An Example of a Cold Call from Another Financial AdvisorSalesScripter
This document provides an example of a cold call sales script for a wealth management firm. The script guides the salesperson through introducing themselves, asking questions to understand the customer's needs and pain points, providing value propositions and examples of how the firm can help, and attempting to schedule a follow up meeting. The goal is to qualify the lead, build interest in learning more, and potentially close the customer for a presentation. The document also discusses sales methodology and how the SMART sales system can provide tools and services to help salespeople improve their process and messaging.
The document provides guidance on creating an effective sales message or pitch. It discusses including information on the product or service, target buyer, value points, pain points, questions to ask prospects, and examples of past clients. The sales message should clearly explain the product features, who the target buyer is, the key benefits and values, pain points it addresses, questions to understand the prospect's needs, and use a name drop example of a similar past client.
This document outlines a 2-step qualifying process for prospects:
Step 1 involves pre-qualifying prospects by asking soft questions to determine if further discussion makes sense.
Step 2 involves deeper qualifying by measuring a prospect's need, ability, authority, and intent to purchase through questions. The goal is to assess which prospects are real opportunities worth investing time in versus those that are not. Key takeaways are to protect one's time by separating good vs bad prospects, and to qualify in every interaction to properly evaluate sales opportunities.
How to Improve Cold Emails By Adding Video Email MessagesSalesScripter
The document discusses using video email messages to improve cold emails. It provides tips on what to say in video emails, including focusing on value points to address customer pain points. Sample scripts are provided that leverage value points, pain points, and name drops to engage customers. The document also discusses a sales methodology software platform called SMART Sales System that includes features like a sales message builder and sales scripts to improve outreach.
How to Use Business Networking to Generate LeadsSalesScripter
This document provides guidance on effective networking strategies. It emphasizes shifting from a sales mindset to focusing on the other person by asking questions, understanding their needs, and looking for partnership opportunities. The networking process involves interacting with prospects through questions, having a conversation to further understand their situation, and providing an explanation of how your services address their needs. Follow-up after events is important to stay top of mind and move contacts along the sales process.
This document outlines a training program on how to get clients even when just starting a business. The training will teach participants how to define their ideal client through a series of questions, find potential clients through networking events, workshops, webinars and social media. It will also cover creating a free opt-in offer to attract clients, building an email list, and using Facebook ads and design tools like Canva and PicMonkey to promote the offer. The cost of the training program is $347 and includes bonuses like Facebook ads training, and design software training.
This document provides guidance on prospecting on LinkedIn, including dos and don'ts for reaching out to prospects. It begins by outlining options for initially contacting prospects such as inviting them to connect, sending a traditional email, calling, or sending a LinkedIn message. It then discusses dos and don'ts for email messages, including not making it about yourself, not sounding like a salesperson, and not doing an "instant pitch." It provides email template examples and call scripts. The document concludes with guidance on networking with partners on LinkedIn.
How to always know the right sales questions to askSalesScripter
The document discusses how to ask the right sales questions at different stages of the sales process, including qualifying questions, pre-qualifying questions, closing questions, and general meeting questions. It also provides examples of different types of questions to ask prospects and describes when to use each type of question. The document promotes a sales methodology and software platform called SMART Sales System that is designed to provide sales scripts, templates, and training to help salespeople be more effective.
Learn Proven 3 Step Formula How To Get Your First Clients & How To Get More C...Dainis Graveris
This document summarizes a webinar about obtaining freelance clients through WordPress. It recommends attendees pick "low hanging fruits" like installing child themes or adding slideshows that they can solve quickly. It advises framing conversations around how solutions increase clients' profits, not costs. Follow-up is key to getting more work and testimonials. The webinar teaches a 3-step formula: find pains you can solve, discuss customer profits, follow-up and upsell. Attendees are offered a 3-day, 3-client program for $300 to learn scripts, worksheets and get community support to apply the strategies.
Deliver Sales Presentations that Close DealsSalesScripter
This document provides guidance on delivering effective sales presentations that close deals. It covers pre-presentation tips, creating a message, outlining the presentation, and closing tactics. It then discusses different types of sales approaches - product selling, consultative selling, and starting conversations. The rest of the document delves into different sales formats, structures, goals and questions for various stages of the sales process from initial interactions to explanations. Key elements include value points, pain points, name drops, product information and building rapport through questions.
How to Get Your Foot in the Door of New AccountsSalesScripter
Getting your foot in the door of new accounts is the most difficult step of the sales process. In this webinar recording and slide deck we provide a process for how to do that. You can watch the video fo this presentation on our blog or youtube channel here https://salesscripter.com/how-to-get-your-foot-in-the-door-of-new-accounts/
SMART Sales System - Module 7: Cold EmailingSalesScripter
This document provides guidance on cold emailing for sales purposes. It discusses dos and don'ts for building email messages, including using brevity, focusing on the prospect's needs and pain points rather than selling the product, and avoiding salesy language. It recommends a multi-touch email approach with different messages over time focusing on value, pain, name drops, questions, and the product. It also discusses tracking opens and clicks, scheduling emails, getting email addresses, and following up respectfully if no response is received.
How to Generate More Leads by Changing What You SaySalesScripter
Being a sales person is like going to battle. Everyday you are in the trenches fighting fierce competition and doing what you can to survive.
The words you use are your weapons. They are what you use to grab the prospect's attention, to build relationships, to position yourself ahead of the competition, to defuse objections.
The better your pitch, the sharper your weapons are. If your pitch is not tight, it is as if your blades are dull. They may work a little and kind of get the job done, but you are not going operate at a consistent level of excellence.
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection ResponsesSalesScripter
This document provides templates for sales scripts focused on website design services, including call scripts, email templates, and voicemail messages. The scripts address value points of increasing website revenue, conversion rates, and traffic. They also address common pain points like low revenue, poor conversion, and low traffic. The scripts qualify prospects by asking questions about their current website, needs, and pain points. They introduce the company's website design services and provide an example of helping another business increase leads by 500% and revenue by 20%. Objection responses are also included.
Join me in this webinar, where I will share with you how to get more clients using your signature story in our next Overcoming Mediocrity anthology book project, because it DOES WORK!
Why on earth would you want to share your personal story?
When it comes to your story, here’s the million-dollar truth:
You must tell your story because your signature story builds trust and creates a memorable brand for YOU. It positions you!
There are three reasons for this:
1. People Remember Stories
Your prospect might not remember the first thing you said with your facts, features or data, but tell her your story of how you lost over 100 pounds and are now a dedicated weight-loss coach who knows how to get proven results because THAT is what she will remember.
Because stories are visceral, stories are universal and they connect with our hearts.
2. People Need Personal Connection
More than ever, we are all seeking deeper connections beyond reading today’s Facebook news feed. When it comes to your marketing materials, always think in terms of connection with your prospects and clients. And make sure you learn how to use your signature story as a part of your marketing.
Your story builds trust. It tells your prospect that you’re real and that you “get” her.
3. People Need Trusted Resources
Knowing how to position yourself is crucial in your marketing. Sharing your signature story will allow you to speak into your prospect’s head and their heart at the same time. When you are honest enough to share your story, they recognize that you are a vulnerable and “real” person and this will help them to feel comfortable working with you (HEART). This, of course, is also an opportunity to share your results, numbers, certifications, publications, sales, speaking dates, etc. in your story and also in your author bio (HEAD).
Both head and heart matter to your clients.
So, when it comes to your work in the world – whether you’re trying to get customers, clients, readers or patients – your story, your vulnerability has to be a piece of the puzzle.
Let me help you bring it all together by featuring you in our next Overcoming Mediocrity book project. Not only will we do everything for you (except write your story) to publish and print your new book, but we have many avenues that we implement to market you and your brand where we highlight your new “Published Author” status.
NEED TO KNOW MORE?
All of the details for this project are housed in our project website. http://www.dpwnpublishing.com/
http://mybusinesscardbook.com/
http://youtu.be/EB0P_snpvV8
How i Use MailChimp for Email Drip MarketingSalesScripter
The document discusses using MailChimp for email drip marketing. It recommends segmenting contacts into different groups like cold prospects, warm prospects, current customers, etc. It also recommends creating content on topics like product information, company information, and consultative selling. The document provides templates for different types of email formats, content types, and timing between emails. It emphasizes building an opt-in email list and creating email campaigns to follow up with contacts.
SMART Sales System - Module 10: ObjectionsSalesScripter
The document outlines an objection handling training module that teaches salespeople to respond effectively to common objections. It discusses core concepts like having 3 options to respond - comply, overcome, or deflect. It provides examples of objections salespeople may encounter like being too busy, not interested, or no budget. The training teaches salespeople to understand prospects' perspectives, not sound like typical salespeople, and ask questions to further understand needs before providing information about products or services. The goal is to keep conversations going by overcoming objections rather than immediately complying with them.
The document discusses how using strategic questioning, also known as question-based selling, can double sales. It provides tips for leading a sales conversation through questions that establish credibility, generate curiosity in prospects, and help determine solutions. The goal is to ask questions that provide value to customers and move them to action through exploring status, issues, implications, and solutions.
Learn how to get more web design, writing, SEO, and consulting clients. Read the full article here: https://carminemastropierro.com/how-to-get-more-clients-full-step-by-step-guide/
SMART Sales System - Module 3: Sales MessageSalesScripter
This document outlines the chapters and modules of a sales training program. It covers topics like building a consultative sales message, creating sales scripts and objection responses, managing the sales process, cold calling, email prospecting, voicemail strategy, and getting into new accounts. The specific section summarized discusses building value points, pain points, questions, name drops, and examples to include in a sales message when summarizing a product or service for a target buyer.
This document provides guidance on improving mental strength for salespeople. It discusses establishing routines like compartmentalizing time and creating daily checkboxes to stay organized and on task. It also recommends setting targets and tracking progress. Maintaining mental strength involves overcoming challenges like self-doubt, being prepared with scripts and responses, and having the right mindset by focusing on value and viewing oneself as a helper rather than taker.
This document provides guidance on cold call openings and outlines different intro strategies including value, pain, name drop, and product focused intros. It discusses establishing rapport, confirming availability, stating the purpose for the call, asking qualifying questions, sharing product details, and using a soft sales takeaway to advance the call without pushing for a commitment. The goal is to have a natural conversation and determine if the prospect's needs align with what you offer.
How to Write a Sales Script for Digital MarketingSalesScripter
The document provides guidance on creating a sales script for digital marketing services. It outlines the key elements to include in a script such as value points, pain points, questions to uncover pains, discussing a prospect's current state, and using customer examples. These elements help tell the story of how the digital marketing services can improve a business by increasing revenue, strengthening competitive positioning, and addressing challenges like generating leads and improving branding. The script framework is meant to guide sales conversations and include elements like an opening, discovery questions, and close.
SMART Sales System - Module 6: Cold CallingSalesScripter
This document provides an overview of a cold calling process and modules for a sales training program. It includes sections on introducing yourself, establishing the purpose of the call, asking questions to understand the prospect's needs, providing information on products and services, attempting to close the call, and leaving next steps. Sample scripts are provided for each step of the cold calling process.
SMART Sales System Webinar Series – Week 2SalesScripter
This document outlines a 15-week sales training webinar series based on a book. Each week focuses on a different sales-related topic from the book such as building a sales message, managing the sales process, cold calling, and closing. It also provides sales tools like call scripts, email templates, and objection responses. The document gives an overview of the chapters covered each week and what types of sales tactics, processes, and tips will be discussed like prospecting, qualifying leads, and networking.
SMART Sales System - Module 4: Sales ScriptsSalesScripter
This document provides templates and examples for sales scripts, emails, voicemails, and objection responses used in consultative sales. It includes building blocks like value points, pain points, questions to qualify prospects, name drops, and information about the company and its products. The templates are meant to help salespeople introduce their company and services, qualify prospects based on their needs and challenges, and respond to common objections in a way that continues the conversation.
The document provides information on how to close a cold call, including templates for the call structure and scripts. It outlines the following sections:
1. Open the call - introduce yourself and your company
2. Purpose of the call - explain why you're calling and your value proposition
3. Ask qualifying questions to learn about the prospect's needs
4. Provide information on your products and services, differentiators, and company background
5. Close the call by scheduling a follow up meeting or moving to the next step
6. Thank the prospect and leave them with your key sales messages around their pain points.
The document includes example scripts and templates for each section to help structure and close a cold call
This document provides tips and strategies for introverted salespeople to be successful sellers. It discusses building a sales message focused on value points, pain points, pain questions, and examples. It provides call scripts, questions to qualify prospects, handle objections, and close deals. The document emphasizes preparing by understanding the product and target buyers, and having a consultative selling approach focused on the customer's needs and pain points rather than just promoting features.
The document provides guidance on creating an effective sales message by outlining key elements to include such as the product, target customer, value propositions, pain points addressed, and questions to ask prospects. It also provides examples of value propositions and pain points for different types of targets like sales trainers and salespeople. The document aims to help sellers develop messaging that clearly communicates how the product improves challenges customers currently face.
The document provides guidance on how to sell SaaS software by focusing conversations on business needs rather than just the product. It recommends speaking to what the prospect cares about in their own language. Sample scripts are given that outline the product, value points by addressing pain points and asking questions to qualify the prospect. Advanced concepts also define technical, business and personal value and pain points to brainstorm benefits and issues to discuss.
This webinar discusses key aspects of website conversion. It explains that website conversion involves converting traffic coming to a website. Some key aspects that drive better conversion discussed are website messaging and layout, sales funnel, conversion optimization, and remarketing. Specific tips provided include using power words, focusing on benefits rather than features, optimizing page speed, adding testimonials and case studies, simplifying the user path, and using lead capture forms, pop-ups, and remarketing to convert visitors into leads and customers. The webinar concludes with reminding attendees about tools that will be covered in the next session and asking if the next class can be held on a specific date.
This document provides an overview of building and promoting a small business website. It discusses planning an effective site structure and content, including key pages, calls to action, and engaging content. The document also covers designing an optimized homepage with clear messaging and navigation. Lastly, it discusses both organic and paid promotion strategies, such as social media, blogging, SEO, pay-per-click ads, and other online advertising. The goal is to help small businesses create a website that attracts visitors and converts them into leads and customers.
The document provides guidance on how to open and establish cold calls. It discusses opening the call by confirming availability without sounding like a salesperson. The purpose for the call should focus on the prospect's interests by highlighting value points and pain points. Questions can then be asked to understand the prospect's current state. A name drop example of helping a similar business can be provided. The call should conclude by expressing potential doubt in the fit through a soft sales takeaway rather than directly trying to move the prospect forward.
[Srijan Wednesday Webinars] Strategies to Convert Your Website Visitors to LeadsSrijan Technologies
Websites make a very effective lead generation option, if used smartly. So marketers spend a lot on driving traffic to their website via SEO, SEM, Content Marketing and other strategies. Naturally, conversion of these website visitors to leads is of high interest and importance for marketers and business owners.
In this webinar, we covered simple strategies and tactics that one can use to increase the visitor to lead conversion from website.
The document provides an overview of running a successful online business presented by Parul Choudhary of Netregistry, Australia's largest domain name and web hosting provider. It discusses understanding customers, setting goals, search engine optimization, pay-per-click advertising, social media, website usability, and free online marketing tools. The presentation aims to help businesses attract more visitors and improve conversions through an optimized online strategy and website.
SMART Sales System - Module 11: GatekeepersSalesScripter
The document provides information on dealing with gatekeepers when making sales calls. It discusses understanding the gatekeeper's role of keeping salespeople out, and provides tips for getting past them. These include not sounding like a salesperson, trying to enlist their help, and treating the gatekeeper like a prospect by asking questions to understand their needs and concerns. It also covers common gatekeeper objections and responses, as well as the different types of gatekeepers. The key is to not take objections personally and understand the gatekeeper's difficult job.
You've got a big sales pipeline to fill, and it won't happen by accident! Develop a structured lead generation process to make sure you're reaching and nurturing the leads that will be most valuable to your business.
5 ways to convert your website visitors into customers presentation may 2020Xpand
In the current economic climate, you need to make the best possible use of digital marketing to ensure business continuity and, more importantly, profitability.
Your website is central to your digital marketing efforts. If you feel you could get more enquiries from your website, this webinar will provide you with valuable insight into suitable actions to take.
In this FREE session, we covered:
- What you need to consider when placing calls to action (CTAs) on each page of your website and how to get the best out of them. Sometimes it can be as simple as changing one word!
- Following ‘The Xpand Funnel’ to capture website visitor data
- Building credibility through testimonials and reviews, but not just any testimonials and reviews.
- The importance of concise, high-quality content that leads your website user to different pages on your website. Your goal should be to capture as much of their time as possible.
- Creating a landing page dedicated to your LinkedIn connections.
SMART Sales System - Module 16: PresentationsSalesScripter
This document provides an overview of a sales training program that teaches consultative selling techniques. It outlines 16 modules that cover topics like sales messaging, scripts, objections, qualifying prospects, presentations, and closing. It also includes examples of scripts for initial contact, conversation, and explanation stages of the sales process. The goal is to train salespeople to focus conversations on the prospect's needs and pain points, build value and differentiation for the solution, and ultimately close deals through a partnership plan.
Similar to How to Create Attention Grabbing Sales Messages (20)
How to Get Around Sales Objection | The SMART Sales SystemsSalesScripter
The document provides guidance on how to handle common sales objections. It begins with an overview of 16 modules for sales training. It then lists 8 common objections like "I'm busy" or "We don't have budget." For each objection, the document provides response options like complying, overcoming the objection, or deflecting. It also includes examples of scripts addressing specific objections that focus on establishing a conversation rather than making an immediate sale. The goal is to keep the dialogue open by understanding the prospect's challenges and addressing areas of potential value.
This document provides guidance on how to cold call businesses. It outlines the cold call process and includes tips for opening the call, stating the purpose, asking questions, providing information about products and companies, closing, and identifying pain points. The cold call process involves confirming availability, introducing yourself, discussing the reason for the call, asking questions to understand needs and current state, sharing product details, and looking for areas of potential pain or concern. Questions should aim to determine if there are problems to solve or areas for improvement.
Common Cold Call Objections and How to Respond SalesScripter
The document provides responses to common objections received during cold calls. It outlines strategies for determining the purpose of the call, establishing a conversation when the prospect says they are not interested, and getting next steps even when the prospect says they do not want to make changes or purchase anything. The goal is to either close the sale or move the conversation forward by addressing concerns, asking questions, and positioning how the product could help with challenges in areas like lead generation or sales rep performance.
The document discusses how to improve cold calls by using a value proposition to focus on the customer's needs and pain points. It provides an example of a sales call process that introduces the salesperson and company, identifies the purpose of the call and value adds, discusses product details, and sets up a follow up call. The example call focuses on understanding the customer's challenges and explaining how the SMART Sales System product can help businesses increase sales, leads, and reduce turnover through consultative selling tools and training.
The salesperson is calling to discuss wireless solutions and compare them to the prospect's current provider. They ask about the prospect's carrier, contract details, pain points like costs and reception, and qualify them. The salesperson pitches their corporate plans, remote tools, and value in cutting costs and improving communications. They ask for a meeting to provide examples but understand if the prospect is not interested or unable to change currently.
Worst Email Drip Campaign I Have Ever SeenSalesScripter
The document describes a very ineffective email drip campaign. It lists examples of emails from the campaign that repeatedly ask if the recipient read or received previous emails without referring back to them or providing any new information. The document then analyzes what made this campaign unsuccessful, noting that prospects are busy, get many emails, and have no obligation to respond. It provides recommendations for an optimized email drip strategy, including sending one initial email with the main information and short follow-ups that point back to the first email.
What to Do In the First 30 Seconds of Cold Call SalesScripter
The document provides guidance on how to effectively handle the first 30 seconds of a cold call. It recommends that you:
1. Don't sound like a salesperson and instead confirm the prospect's availability in a friendly manner.
2. Once availability is confirmed, share the honest purpose of the call by focusing on the prospect's interests and how the product or service can provide value to them.
3. Finish the first 30 seconds with a "soft sales takeaway" where you express some doubt in the fit or justification as a way to pull the prospect in rather than push them.
How to Respond to the We Already Use Someone Sales ObjectionSalesScripter
The document outlines a sales process and provides examples of scripts and templates to use at different stages of the sales process. It begins with an initial call script responding to a prospect who says they already use someone. It then provides templates for capturing key information about the product or service, customer pain points, and examples. The final section outlines the components of a smart sales system including sales tools, messages, and tactics.
The document summarizes the key features and benefits of recruiting and staffing services. It outlines how the services can help businesses by reducing time to fill positions, improving hiring quality, and decreasing time spent on recruiting tasks. Common challenges that clients face include long hiring times and costly hiring mistakes. The services are differentiated by their use of video interviews and large candidate databases. An example customer, a startup, was able to decrease hiring times and improve candidate quality through the recruiting process assistance.
Sales Script for Business Process OutsourcingSalesScripter
This sales script summarizes a business process outsourcing product that takes over accounts payable and accounts receivable processes for businesses. It outlines the product features, differentiation, and improvements. It then provides questions to understand customers' pain points around their current AP/AR processes being time-consuming and labor-intensive. An example customer is given who was spending too much time on AP/AR and saw improvements after using the product.
Example of Cold Calling Small Business OwnersSalesScripter
The document provides templates and guidance for cold calling small business owners to discuss accounts payable and receivable automation services. It includes sections on value points, pain points, qualifying questions, current state questions, a customer example, and the product offerings. The caller's approach focuses on understanding the business's current AP/AR processes and pain points, while qualifying needs and interest. The guidance then suggests discussing how the caller's company can help by simplifying and automating AP/AR to reduce time and costs and increase payments received.
How to Sell Software to Businesses - Part VII: ClosingSalesScripter
The document provides guidance on how to sell software to businesses, including establishing rapport, qualifying prospects, demonstrating value through addressing pain points, using trial closes to gather information and build interest, and looking for compelling events to help close deals. It also includes examples of partnership plans, questions to use in trial closes, and strategies for handling prospects who are on the fence, including pointing out when a solution may not be a good fit.
How to Sell Software to Businesses - Part VI: DemonstrationsSalesScripter
The document provides guidance on how to sell software to businesses, including conducting sales discovery meetings. It outlines the initial contact, conversation, and explanation stages of the sales process. It recommends asking questions to understand customer needs and pain points, presenting product benefits, and qualifying opportunities during discovery meetings. Sample questions are provided to gather information on customer motivations, budgets, decision authorities, and competitive landscape.
How to Sell Software to Businesses - Part V: Generating LeadsSalesScripter
This document provides guidance on how to sell software to businesses. It recommends using a multi-touch approach including email, phone, social media, and networking to generate leads. It suggests automating follow ups with prospects over multiple weeks. The document also stresses researching prospects, educating them on how the software addresses their specific pain points and improves their business. It advises tailoring the message based on factors like company size and industry. Finally, it emphasizes calculating ROI and sharing customer examples to help close deals.
How to Sell Software to Businesses - Part IV: Sales ProcessSalesScripter
This document outlines the sales process for selling software to businesses, including initial contact, conversation, and explanation stages. The initial contact stage involves formats like cold calls, emails, and networking to pre-qualify and set up a conversation. The conversation stage is 10-60 minutes long, with 50% focus on the prospect to gather information. The explanation stage demonstrates the product and is 30 minutes to 2 hours, with 80% focus on presenting to build interest and close the deal. The document also discusses instant meetings, explanations, and one-call closes as alternatives, as well as tips for staying cool, calm and collected in sales. It promotes a jumpstart package to help with lead generation.
How to Sell Software to Businesses - Gathering InformationSalesScripter
This document provides guidance on how to sell software to businesses. It outlines key steps in the sales process including reaching out, gathering information from prospects, generating leads, and closing deals. It emphasizes qualifying prospects by asking questions to determine their need, ability, authority, and intent to purchase. Prospects are classified as qualified leads or not qualified based on their responses. The document also provides examples of questions to ask prospects at different stages to learn about their current and desired states, pain points, and organization.
How to Sell Software to Businesses - Reaching OutSalesScripter
This document provides guidance on how to sell software to businesses by focusing prospecting efforts. It recommends purchasing up-to-date contact lists from LinkedIn and building a target list of 50-100 accounts to contact consistently over 8 weeks using a mix of cold emails, calls, voicemails and follow up emails. It also suggests finding different contacts within prospects' organizations by moving vertically to higher levels or horizontally across departments. The prospecting cadence outlines weekly cycles with call, voicemail and email touchpoints to maintain presence without overwhelming prospects.
How to Sell Software to Businesses (Part I) - StrategySalesScripter
The document provides guidance on how to sell software to businesses using a consultative selling approach rather than a traditional product-focused approach. It recommends talking to fewer potential customers but discussing in more depth how the software could help address their specific business challenges and pain points. The document outlines developing an understanding of the customer's value improvements, pain points, and current state in order to have a meaningful consultative conversation and ask qualifying questions to determine if the software would be a good fit for the customer's needs. It also provides examples of frameworks and scripts that can be used in interactions with potential customers.
The document provides examples of messages used in a LinkedIn outreach campaign to connect with prospects and sell health insurance. The initial invitation connects on shared interests. Follow up messages thank the prospect for connecting, position the salesperson as someone who can help individuals find the best insurance options, ask if the prospect knows anyone looking for assistance, and provide an update on rising insurance costs. Later messages focus more on the salesperson's agency and capabilities, as well as new options being seen in the area.
How to Respond to What Is This In Regards ToSalesScripter
The document discusses a sales training system called the SMART Sales System. It provides templates and scripts to help salespeople learn what to say and ask prospects. The system aims to make it easier for sales trainers to teach reps, decrease ramp-up time for new hires, improve rep performance, and make the training department look better. It addresses common pain points for trainers, like difficulty teaching reps everything they need to know. The document provides examples of how the system has helped other customers solve similar problems.
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Starting a business is like embarking on an unpredictable adventure. It’s a journey filled with highs and lows, victories and defeats. But what if I told you that those setbacks and failures could be the very stepping stones that lead you to fortune? Let’s explore how resilience, adaptability, and strategic thinking can transform adversity into opportunity.
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14. What is a Sales Message
Sales Message Dos and Don’ts
How to Create Your Sales Message
Creating Sales Scripts, Emails, and More
15. Product Target Value Pain Questions Name Drop
Product
• Web design services
Features
• Design and build new websites
• Update and redesign existing websites
• Graphic design services
• Wireframe design and development
• Content development
• Ongoing website updates, changes, and improvements
• Copywriting services
16. Product Target Value Pain Questions Name Drop
Needs Help
Potential Customer
Size: Revenue, Employees, Sites, etc.
Type: Business, Consumer, Individual
Geography: East coast, Texas, North America, etc.
Industries: Manufacturing, Energy, Retail, etc.
Department: Finance, Human Resources, Marketing, etc.
Title: CXO, VP, Director, etc.
17. Product Target Value Pain Questions Name Drop
Target Buyer Type
• Small businesses
Product
• Web design services
Features
• Design and build new websites
• Update and redesign existing websites
• Graphic design services
• Wireframe design and development
• Content development
• Ongoing website updates, changes,
and improvements
• Copywriting services
19. Technical Value
• Processes
• Systems
• People
Automate manual tasks
Make something work better
Decrease the amount of time or effort required to do something
Make something easier
Increase visibility or access to information
Improve communications or connectivity
Improve the performance of systems, processes, or people
Improve the reliability of systems, processes, or people
Business Value
• Revenue
• Costs
• Delivery of services
Improve revenue, market share, close rate, conversion rate,
profitability etc.
Decrease cost of goods sold, inventory costs, labor costs, etc.
Decrease risk
Improve decision-making
Decrease product delivery time
Improve the delivery of services
Improve product quality
Improve customer satisfaction
Increase customer retention
Personal Value
• Income
• Career
• Workload
Increase personal income, bonuses, commissions, etc.
Decrease personal expenses
Create opportunities for career advancement
Increase recognition for performance
Decrease workload
Decrease stress level
Increase level of happiness
Improve work/life balance
Improve personal relationships
20. Value Points
• Increase the revenue generated through
their website
• Make their website easier to use and
navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their
website
• Generate more leads through their website
Product Target Value Pain Questions Name Drop
Target Buyer Type
• Small businesses
Product
• Web design services
Features
• Design and build new websites
• Update and redesign existing websites
• Graphic design services
• Wireframe design and development
• Content development
• Ongoing website updates, changes,
and improvements
• Copywriting services
21. Technical Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Improve any processes? How?
• Make anything work better? How?
• Make anything easier? How?
• Save time? How?
• Improve visibility or access to information? How?
• Improve communications or connectivity? How?
• Make anything more reliable? How?
• Reduce the effort, energy, or manpower needed to do something? How?
• Automate anything? How?
22. Business Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Decrease costs? How?
• Increase revenue? How?
• Increase profitability? How?
• Improve decision-making? How?
• Decrease risk? How?
• Improve the quality their products or services? How?
• Improve customer satisfaction? How?
23. Personal Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Increase personal income? How?
• Decrease personal expenses? How?
• Increase the potential for a promotion? How?
• Increase the potential for job performance recognition? How?
• Improve work/life balance? How?
• Decrease stress? How?
• Improve happiness? How?
• Be more comfortable? How?
• Improve job security? How?
• Improve the workplace atmosphere? How?
25. Technical Pain
• Processes
• Systems
• People
Tasks are manual and time-consuming
Things are not working well
It takes a lot of time or effort to do something
Current processes are difficult
It is difficult to see what is going on and access information
Connectivity or communicating is difficult
Performance of systems, processes, or people is not what it
needs to be
Reliability of systems, processes, or people is not what it needs
to be
Business Pain
• Revenue
• Costs
• Delivery of Services
Difficult to find ways to increase revenue, market share,
profitability, etc.
Difficult to close sales and leads
Conversion rates are not what they need to be
Decision-making process is slow and not as good as it
needs to be
Difficult to decrease cost of goods sold, inventory costs,
labor costs, etc.
Long product delivery time
Poor product or service quality
Customer satisfaction is not what it needs to be
Customer retention is not what it needs to be
Personal Pain
• Income
• Career
• Work Environment
Not making enough income, bonuses, commissions, etc.
Lack of financial strength
Need to get promoted or advance career
Not getting enough recognition
Working too much or too much of a workload
Job is extremely stressful and chaotic
Not a good work/life balance
Not happy
26. Pain Points
• Need to generate more revenue through the website
• The layout and design of the website is confusing
• Website visitors are not converting to customers
• There is a need to increase website traffic
• The website does not clearly tell the company’s story
• Difficult to generate leads through the website
Product Target Value Pain Questions Name Drop
Value Points
• Increase the revenue generated through their website
• Make their website easier to use and navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their website
• Generate more leads through their website
27. Pain Questions
• How important is it to get more revenue out of your website
traffic?
• How easy is it to find the information and navigate your
website?
• How important is it for you to improve your website
conversion rates?
• How well does your website tell your story?
• Do you need to increase website traffic and visitors?
• How important is it for you to increase the amount of leads
that your website is producing?
Product Target Value Pain Questions Name Drop
Pain Points
• Need to generate more revenue through the website
• The layout and design of the website is confusing
• Website visitors are not converting to customers
• There is a need to increase website traffic
• The website does not clearly tell the company’s story
• Difficult to generate leads through the website
28. Current Environment Questions
• Do you currently have someone that can make changes to
your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your
website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your
website?
Product Target Value Pain Questions Name Drop
Pain Points
• Need to generate more revenue through the website
• The layout and design of the website is confusing
• Website visitors are not converting to customers
• There is a need to increase website traffic
• The website does not clearly tell the company’s story
• Difficult to generate leads through the website
29. Name Drop Example
• We worked with an accounting firm and helped them
to do a complete refresh of their corporate website.
• This helped to improve how they told the story of
what they do and the services they provide to
website visitors.
• After only 6 months, they increased the number of
leads that they were generating through their
website by over 500% and increase their overall
revenue by 20%.
Product Target Value Pain Questions Name Drop
Value Points
• Increase the revenue generated through their website
• Make their website easier to use and navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their website
• Generate more leads through their website
30. What is a Sales Message
Sales Message Dos and Don’ts
How to Create Your Sales Message
Creating Sales Scripts, Emails, and More
31. Value Points Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop Product
Building Blocks
32. Call Script
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
33. Hello, [Contact’s Name]. This is [Your Name] with [Your Company].
Have I caught you in the middle of anything?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
34. Great. The reason for my call is that we help small businesses to:
• Increase the revenue generated through their website
• Make their website easier to use and navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their website
• Generate more leads through their website
But I am not sure if we can help you in the same way and that is why I am
reaching out with a question or two.
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
35. • How important is it to get more revenue out of your website traffic?
• How easy is it to find the information and navigate your website?
• How important is it for you to improve your website conversion rates?
• How well does your website tell your story?
• Do you need to increase website traffic and visitors?
• How important is it for you to increase the amount of leads that your
website is producing?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
36. • Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
37. A lot of small businesses have concerns that:
• Need to generate more revenue through the website
• The layout and design of the website is confusing
• Website visitors are not converting to customers
• There is a need to increase website traffic
• The website does not clearly tell the company’s story
• Difficult to generate leads through the website
Can you relate to any of those?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
38. I am Websites Global and we offer a full portfolio of web design services and
we provide:
• Design and build new websites
• Update and redesign existing websites
• Graphic design services
• Wireframe design and development
• Content development
• Ongoing website updates, changes, and improvements
• Copywriting services
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
39. • We worked with an accounting firm and helped them to do a complete
refresh of their corporate website.
• This helped to improve how they told the story of what they do and the
services they provide to website visitors.
• After only 6 months, they increased the number of leads that they were
generating through their website by over 500% and increase their overall
revenue by 20%.
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
40. But I have called you out of the blue and I am not sure if this is the best time
to discuss this.
Are you interested in discussing this a little more?
Are you available for a brief 15 to 20-minute meeting where I can share some
examples of how we have helped other small businesses to:
• Increase the revenue generated through their website
• Make their website easier to use and navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their website
• Generate more leads through their website
Are you available on Tuesday or Thursday morning? Or are you available to
continue talking about this now?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
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Introduction
Close
42. Subject Line: Increase the revenue generated through your website
Hello [Contact First Name],
The reason for the email is that we help small businesses to:
• Increase the revenue generated through their website
• Make their website easier to use and navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their website
• Generate more leads through their website
I don't know if you want to improve those areas and that is why I am reaching out.
Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have
helped other small businesses to generate more leads through their website?
Best Regards,
Value Points
43. Subject Line: Website visitors are not converting to customers
Hello [Contact First Name],
The reason for the email is that we help small businesses with the challenges of:
• Need to generate more revenue through the website
• The layout and design of the website is confusing
• Website visitors are not converting to customers
• There is a need to increase website traffic
• The website does not clearly tell the company’s story
• Difficult to generate leads through the website
I don't know if you are concerned about any of those areas and that is why I am reaching out.
Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have
helped other small businesses to generate more leads through their website?
Best Regards,
Pain Points
44. Subject Line: BG Accounting increased leads by 500%
Hello [Contact First Name],
The reason for the email is that we worked with an accounting firm and helped them to do a complete
refresh of their website.
This helped to improve how they told the story of what they do and the services they provide to website
visitors.
After only 6 months, they increased the number of leads that they were generating through their website by
over 500% and increase their overall revenue by 20%.
Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have
helped other small businesses to generate more leads through their website?
Best Regards,
Name Drop
45. Subject Line: Get more revenue out of your website traffic?
Hello [Contact First Name],
I am trying to determine if we can help you in the same way that have helped our other clients. These are
some of the questions that I would ask you to figure that out:
• How important is it to get more revenue out of your website traffic?
• How easy is it to find the information and navigate your website?
• How important is it for you to improve your website conversion rates?
• How well does your website tell your story?
• Do you need to increase website traffic and visitors?
• How important is it for you to increase the amount of leads that your website is producing?
Do any of those connect with a challenge or interest that you have?
If so, let’s put a few minutes on the calendar to have a brief conversation.
Best Regards,
Pain
Questions
46. Subject Line: Website design services
Hello [Contact First Name],
The reason for the email is that we provide website design services and that includes:
• Design and build new websites
• Update and redesign existing websites
• Graphic design services
• Wireframe design and development
• Content development
• Ongoing website updates, changes, and improvements
• Copywriting services
Some ways we differ from other options out there are:
• Differentiation 1
• Differentiation 2
• Differentiation 3
Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other small
businesses to generate more leads through their website?
Best Regards,
Product
48. Hello [Prospect Name], this is [Your Name] and I am with [Your Company].
The reason for my call is that we help small businesses to:
(Share 1 to 3 benefits)
• Increase the revenue generated through their website
• Make their website easier to use and navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their website
• Generate more leads through their website
I don’t know if you want to improve those areas and that is why I am reaching out.
I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number].
Again, this is [Your Name] calling from [Your Company], [Your Number Again].
Thank you and I look forward to talking with you soon.
Value Points
49. Hello [Prospect Name], this is [Your Name] and I am with [Your Company].
The reason for my call is that we help small businesses with the challenges of:
(Share 1 to 3 pain points)
• Need to generate more revenue through the website
• The layout and design of the website is confusing
• Website visitors are not converting to customers
• There is a need to increase website traffic
• The website does not clearly tell the company’s story
• Difficult to generate leads through the website
I don’t know if you are concerned about those areas and that is why I am reaching out.
I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number].
Again, this is [Your Name] calling from [Your Company], [Your Number Again].
Thank you and I look forward to talking with you soon.
Pain Points
50. Hello [Prospect Name], this is [Your Name] and I am with [Your Company].
The reason for my call is that we worked with an accounting firm and helped them to do a complete refresh
of their website.
This helped him to improve how they told the story of what they do and the services they provide to website
visitors.
After only 6 months, they increased the number of leads that they were generating through their website by
over 500% and increase their overall revenue by 20%.
I don't know if we can help you in the same way and that is why I am reaching out.
I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number].
Again, this is [Your Name] calling from [Your Company], [Your Number Again].
Thank you and I look forward to talking with you soon.
Name Drop
51. Hello [Prospect Name], this is [Your Name] and I am with [Your Company].
The reason for my call is that we provide website design services and that includes:
• Design and build new websites
• Update and redesign existing websites
• Graphic design services
• Wireframe design and development
• Content development
• Ongoing website updates, changes, and improvements
• Copywriting services
Some ways that we differ from other options out there are:
• Differentiation 1
• Differentiation 2
• Differentiation 3
I don't know if you are a good fit with what we provide and that is why I am reaching out.
I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number].
Again, this is [Your Name] calling from [Your Company], [Your Number Again].
Thank you and I look forward to talking with you soon.
Product
53. Value Points
Pain Points
Name Drop
Product
Pain
Questions
Current
Environment
Questions
Great. The reason for my call is that we help small businesses to:
• Increase the revenue generated through their website
• Make their website easier to use and navigate
• improve website conversion rates
• Increase website traffic
• Improve how they tell their story through their website
• Generate more leads through their website
What is this in regards to?
Is this a sales call?
54. Value Points
Pain Points
Name Drop
Product
Pain
Questions
Current
Environment
Questions
I understand. If I could ask you real quick:
• How important is it to get more revenue out of your website traffic?
• How easy is it to find the information and navigate your website?
• How important is it for you to improve your website conversion rates?
• How well does your website tell your story?
• Do you need to increase website traffic and visitors?
• How important is it for you to increase the amount of leads that your
website is producing?
I am not interested.
We are not making any changes.
We do not have budget right now.
55. Value Points
Pain Points
Name Drop
Product
Pain
Questions
Current
Environment
Questions
I can certainly do that. So that I know what to send you, could ask you real
quick:
• How important is it to get more revenue out of your website traffic?
• How easy is it to find the information and navigate your website?
• How important is it for you to improve your website conversion rates?
• How well does your website tell your story?
• Do you need to increase website traffic and visitors?
• How important is it for you to increase the amount of leads that your
website is producing?
Can you send me your information.
56. Value Points
Pain Points
Name Drop
Product
Pain
Questions
Current
Environment
Questions
I understand. If I could ask you real quick:
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
We already use someone right now.
We already use someone for that.
We have already purchased something for that.
57. Summary
• Shift from product selling to consultative selling
• Focus on benefits, pain points, and questions
• Creating building blocks
• Use building blocks to create sales scripts, emails, and more
The value that we deliver can typically impact our clients on three different levels.
At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc.
As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value.
When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value.
So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.
Now let’s dig a little deeper into what pain can look like. There are actually three levels of pain.
At the lowest level, you have technical pain. This is when things are technically not working well or could be better, and can be often found at the areas of systems, processes, or people.
When pain is experienced at the technical level, that will usually trickle up and cause pain at the business level. This is where a prospect begins to feel negative impacts in the areas of revenue, costs, and the delivery of services.
The pain does not stop their as it can continue on work its way up to impact your prospects at a personal level. This is when the technical and business pain starts to impact the individuals in areas like workload, compensation, job security, career growth, and even spill over into their personal life as well.