Script for Calling

Assume you get voice mail, leave this message:

Leave a detailed voice mail message describing why you are calling and what Merino Consulting
Services is.

Hi {{first name}}, this is Gopi from Merino Consulting. Hope you are doing good. Merino
Consulting is one of the largest and successful partners for Infor and SAP solutions. We, at
Merino, are the experts in providing end-to-end services around Infor and SAP ERP solutions
and these services include but not limited in providing support & Maintenance (through
augmenting your resource), Application Managed Services (i.e., AMS) & Training, most
importantly Implementation, Customization, Migration and Roll-out services. We have been
helping enterprises like yours {{Company name}} in setting up and maintain their ERP
environment and alongside achieve a greater ROI towards your IT/ERP roadmap. Let me know If
you would be interested in a quick chat to discuss around the same if you find this to be of
relevance to you. I can be reached out at {{number}}, again {{number}}. You can also choose to
respond to my email, the title of the email is {{email sub}}. Looking forward to connecting with
you, Thanks and have a great day/weekend.

2nd VM:

Hi {{first name}}, this is Gopi from Merino Consulting. Hope you are doing good. I am trying to
follow up on my email that I have shared couple of days ago/yesterday under the title {{email
sub}}. Hope you had a quick view of the email. A quick reference of my email, Merino
Consulting is one of the largest and successful partners for Infor and SAP solutions. We, at
Merino, are the experts in providing end-to-end services around Infor and SAP ERP solutions
and these services include but not limited in providing support & Maintenance (through
augmenting your resource), Application Managed Services (i.e., AMS) & Training, most
importantly Implementation, Customization, Migration and Roll-out services. We have been
helping enterprises like yours {{Company name}} in setting up and maintain their ERP
environment and alongside achieve a greater ROI towards your IT/ERP roadmap. Just wanted to
check if we can have a quick call to discuss regarding the same if you are interested sometime
this week or the week following. I can be reached out at {{number}}, again {{number}}. You can
also choose to reply to my email, the title of the email is {{email sub}}. Looking forward to
connecting with you, Thanks and have a great day/weekend.
Assume you reach a live contact:

Hi {{PROSPECT}}, Afternoon, this is Gopi from Merino Consulting. How are you doing today?

{{PROSPECT}}, I am with Merino Consulting a Florida based Business Consulting and ERP Services
organization specializing in end-to-end Infor ERP & SAP solutions. This call is regards to the services
around the same, is this a good time to talk?

Great.

{{PROSPECT}}, The reason I reached out to you is I went through your profile in LinkedIn and understand
you are taking care of your org’s ERP functioning (or at least some influence towards ERP decision
making) which I presume is Infor, correct me if I am wrong.

Great, so to be honest we at merino consulting, specialize in services like App managed service, we also
help our clients in their migration and version upgrades also in support and maintenance requirements
via augmenting their resources. We are in the industry for more than a decade now. Over the years we
have been assisting enterprises like yours in their ERP journey. So if I am allowed to ask which of Infor
product are you currently using, is it syteline of Infor LN,

Which version are you currently in LN.

So how are you put up when it comes to maintaining your ERP, do you have your own internal team that
takes care of its day to functioning or you leverage your vendor for the same

Ok the intention of my call today is to see an opportunity to set up a call with you or your team with one
of my sr consultant who is having more than 12 yrs of exp in the ERP consulting specifically into Infor
products. The intention of this call will be to understand your ERP landscape and how well your existing
ERP supports in achieving its full potential and see if at all you feel there is some areas where you can
hope for some improvisation or need to fill a gap, of the sorts and see if we can draw a synergy along
those lines and see where we can go from there

What do you suggest can we plan a quick 20 30 mins call for this coming Friday in the 1st half?

If the prospect says no, then how do we navigate n which services of ours we can pitch to see if it
works?

I understand its time bound to gain that kind of trust and I am more than happy to invest in that time as
long as you give an entry point by way of an introductory session with you/an opportunity is all I am
looking, if fount value we can go explore other avenues to see if we can find any synergy otherwise I will
assure it will be our last conversation.

Scenarios/Rebuttals:
 Not the right time/getting into a meeting: bear with me I caught you at the wrong time, when
will be the best time to reach you back. …….

Sounds perfect, just to be on a safer side, I will drop a calendar invite for this connect so this sits on your
calendar and when I call back it won’t be cold anymore.

 Not Interested/take me off the list: {{ PROSPECT }} actually, we spoke a month ago, not sure if
you can recollect because it was a brief chat, and u were busy that time so u asked me touch base
couple of weeks later but I couldn’t connect post that, guess I wasn’t lucky as I am today. [It’s just a hook
to keep the prospect on the call]

 Not the right person/POC: who will be the right person to speak with regarding this? How to
reach out to them? Just a thought, not sure if I will be able to connect with her/him, since we are
already connected here, can you help me with something. If you are interested we can connect over a
call where we can share our capabilities and if you find our service offerings to be relevant, you can put
in a word with your team and possibly we can move from there. Does this make sense? If yes clock a
meeting with this prospect, if no follow the below content.

That’s ok, I was just giving it a try, no harm in trying right. Is it ok if you can put in a word of
reference or an introduction over an email? I can send an email and from there you can introduce me to
the correct POC or even better I can send an email looping you and the POC referring that we spoke on
the call n you referred me to reach out to the POC. Is it fine if I do this?

 We are good/happy with current vendor: oh great, Glad things are sorted out for you, if am
allowed to ask how big is your vendor and how ell are they placed in terms of their resources to cater
during a sudden spike in demad.

 No budget/in a cost cutting mode: oh, I understand the current pandemic has swept us in a way
we’ve never imagined but that shouldn’t be the reason we lose our opportunity to rethink our IT. See
{{PROSPECT}}, all I am asking is just a 30 mins of your time on your calendar and nothing more. Not an
immediate engagement for sure. All I am interested right now is to showcase our capabilities, share
some of our case studies around the same and depending on your interest we can go from there. The
worst that will come out of this is I might have wasted your 30 mins time, but to the least you would’ve
learned something that might help your co if not now but possibly in future. Think of this as a small
option to explore how better you can utilise your current ERP setup for even better and improved
efficiency and operation excellence and more importantly an improved ROI. Can we put something for
this Thursday 2 pm ET?

Can we schedule a brief call with you and/or your Team members to discuss on your Solution
usage wherein objective of the call is to understand your IT plans and discuss on right kind of
consulting advisory for future IT Roadmap.

 Many calls like this every day: I understand but not everyone is interested in solving your
problem, right. I am not selling the services rather the convenience that comes out of it. I do want to get
some business, but I want that only by solving the issues you are facing and not simply selling some
services to you. Currently my intent is just to showcase our capabilities, how experienced we are in the
market, along the way share some case studies and see how we can fit in any of your current or future
requirements. I am not going to push an inch further if you don’t find any value in our discussion then.