Default Calling Script- Lead Generation 

Last Edited- Feb 7, 2022 

 
Intro – Building Rapport 
Hi FIRSTNAME!  This is USERFIRSTNAME.  I’m on the research team at BeTechly.   
We’re researching the top priorities and challenges for [insert audience type: Technical
Decision-makers / Business Leaders] in these unusual times. 
 
First Ask – Take Part and Speak with an Expert 
Do you have a few minutes to tell me more about what’s going on in your environment? 
[let them give an answer, listen carefully, if they say “yes I’ll participate” or “sure”
proceed to match survey) 
Lovely!  Just in case we get disconnected, what’s is the best number to reach you
directly?  
(if something other what’s on “direct” update the system).  Cool, I’ve got that in my
system.  Now, let me confirm your details so that I can share the final research report
when it’s finished… 
Do Match – try to be happy and chatty – listen actively and have appropriate tone and
response:   https://betechly.com/match 
 
Helping Eager Prospects: Gather Info and Match To a Survey 
Setting an Appointment with a Conversion 
[take notes about their environment.  If you’re not sure what area they are asking for
help in do the following] 
Ok, let me get this all notated.  So, that I get your challenges and priorities categorized
correctly, could you tell me if they fall in “Business” or “Technical” areas of
responsibility? 
 And, which specific area? {read the specific list for either business or tech
in match survey to find the right area where their topic lives]. 
 
 Alright, we can definitely connect you with an expert in this area.   
 
  Are you part of the decision-making team? [if no, probe further – are you
an influencer?] 
Let me first ask you a few more questions to make sure we can fully understand your
environment and requirements related to [insert topic selected]. Then we’ll pick a date
and time for the discussion with expert. 
[Conduct the Survey, set appt] 
 
If YES to INT:That’s great! Now, let me get you scheduled with an expert in this area. 
What does your calendar look like 2-3 weeks out? Set appt date and time(Ask the Need
Question)Do you need additional resources, support or expertise in other areas? What
are your challenges/priorities/goals?Are you also part of the decision-making process
or can you make recommendations about _______________(Topic) for the Company?Ok,
I’ve got you scheduled for [confirm date and time, time zone and email address], can
you please accept the invite now to make sure it’s locked in? 
 
Set An Appointment 2-3 week Out – Get Invited Accepted 
Thanks for all the information! This will be great for our research!  Now, let me get you
scheduled with an expert in this area.  What does your calendar look like 2-3 weeks out? 
Ok, I’ve got you scheduled for [read date and time], can you please accept the invite now
to make sure it’s locked in? 
 
https://calendly.com/techscheduling_calendar/30min?month=2021-05 
 
 
Confirm Everything: 
 
Great, I can see that you’ve accepted the invite!  You’re all set.  Our team will remind you
the day before and be on the call to introduce you. 
 [if they didn’t get it yet] Please have a quick look in your spam [be patient if
they are in office so they search a little] 
 
 [if not at desk] Since you’re not able to accept the invite right now, can you
give me a verbal confirmation that you’ll accept as soon as you’re at your
desk?  I’ll follow up in a few days just to be sure as well. 
[in closing] And is there anyone else on the decision team that we should include in this
first discussion? [collect details and email to add to invite, add as note initially, admins
will add to VS]. 
 
 [if they have objections, try these steps to convert them
and put them at ease] 
Objection 0: Why should I take part?  
We work with well-known players, like IBM and NVIDIA to explore key business tech
challenges.  More importantly, when you take part in any of our studies, we can match
you with an expert on the topic if you’re having any issues, starting a new projects, or
just want a competitive quote. 
It’s a great way to gain access to industry perspectives and support from industry
experts. 
So, do you have a few minutes to discuss your current priorities and challenges now? 
 
Objection 1: I am too busy right now 
No problem.  I can call back at a better time.  When is the best next time to talk?
(Schedule a CB) 
 
Objection 2: I am not involved in that Topic ( Laser Targeting only)  
I see.  So, what is in your area of responsibility?  We conduct research on a host of
topics. 
 
Objection 3: I don’t have any issues/ problems/ challenges 
Wow! That’s a great place to be in right now.  So, in light of not having any challenges,
do you have any initiatives or projects that you’re exploring?   
 
Objection 4: I don’t have any influence or authority 
Ok, I see.  No problem.  Could you tell who on your team is responsible for guiding
technology decisions for your company? 
I’ve got a few people listed as part of the decision team.  Could you point me to the right
person?  That would help so much! 
[Look in VS and read names of the first 5 contacts in their company] 
[record whoever they indicate and ask if they can transfer your call]  
 
Objection 5: I already have a partner/ Or I don’t work with external providers 
I see.  Many of the decision-makers I talk to say it’s really helpful to speak with another
solution expert for competitive quotes or additional perspectives.  Either way, we’d love
to gather your perspectives and add them to the research study. 
Of course, you’ll get a copy of the results when it’s finished.  Do you have a few minutes
to take part now? 
 
Once you Get a Conversion, go to Appointment Setting Process
for Next Steps 
 
If Contact Still Not Interested in Appt After Tackling Their
Objections, But Will Do Survey, Complete Survey. 
 No Need to Ask for Appt again at the End UNLESS You Feel you’ve built
more rapport.  
 Listen Actively and Try to have a good discussion.   
 Give lots of encouragement but do NOT Talk over them.   
 If NO interest in appt, make Note In Lead Submission, admins will listen to
the call to see if contact should be closed. 
SCRIPT

Hi FIRSTNAME! This is USERFIRSTNAME. I’m on the research team at BeTechly.

We’re researching the top priorities and challenges for [insert audience type: Technical Decision-
makers / Business Leaders] in these unusual times.
Do you have a few minutes to tell me more about what’s going on in your environment?
(refer to objection 0 and 5)
Confirm: number and email so that I can share the final research report when it’s finished.

So, that I get your challenges and priorities categorized correctly, could you tell me if they fall in
“Business” or “Technical” areas of responsibility?
• And, which specific area? {read the specific list for either business or tech in match survey to
find the right area where their topic lives].

Alright, we can definitely connect you with an expert in this area.

• Are you part of the decision-making team? [if no, probe further – are you an influencer?]

Let me first ask you a few more questions to make sure we can fully understand your environment
and requirements related to [insert topic selected]. Then we’ll pick a date and time for the discussion
with expert.
[Conduct the Survey, set appt]

If YES to INT:That’s great! Now, let me get you scheduled with an expert in this area. What does your
calendar look like 2-3 weeks out? Set appt date and time

(Ask the Need Question)

Do you need additional resources, support or expertise in other areas?
What are your challenges/priorities/goals?
Are you also part of the decision-making process or can you make recommendations about
_______________(Topic) for the Company? Ok, I’ve got you scheduled for [confirm date and time, time
zone and email address], can you please accept the invite now to make sure it’s locked in?

Set An Appointment 2-3 week Out – Get Invited Accepted

Thanks for all the information! This will be great for our research! Now, let me get you scheduled with
an expert in this area. What does your calendar look like 2-3 weeks out?
Ok, I’ve got you scheduled for [read date and time], can you please accept the invite now to make sure
it’s locked in?

https://calendly.com/techscheduling_calendar/30min?month=2021-05

Confirm Everything:

Great, I can see that you’ve accepted the invite! You’re all set. Our team will remind you the day before
and be on the call to introduce you.
• [if they didn’t get it yet] Please have a quick look in your spam [be patient if they are in office so
they search a little]

• [if not at desk] Since you’re not able to accept the invite right now, can you give me a verbal
confirmation that you’ll accept as soon as you’re at your desk? I’ll follow up in a few days just to be sure
as well.
[in closing] And is there anyone else on the decision team that we should include in this first
discussion? [collect details and email to add to invite, add as note initially, admins will add to VS].