Hey (name),

this is just (my name) with XYZ, could you possibly help me out for a min/moment?

Well I’m not quite sure if your the right person I should be talking to … but I called to
see who would be responsible in your company (if SMB)/in your department
(enterprise).

for looking at any possible hidden gaps in your business that could be causing you guys
to have poor or no leads.

Who should I be talking to about that?

(confused)

If they say: yea that’s me

oh… okay, and just so you know… I’m not quite sure we can even help you yet… I’d
have to understand more about XYZ and I would see the results your getting from
that… just just to see if we can even help…. because you might be better off staying with
who you already have…

Who do you guys use for generating leads/customers .

Then get into the first NEPQ question

Types of questions to ask in a call:

 So how long have you been in business? (typically short answer)

 Oh wow, did you find it hard to grow in the early stages?
 Just curious, what kind of challenges did you face in the early stages of growth?
Have you seen the landscape change in terms of getting clients from the early
days until now? (answer)
 Do you find the challenges to be the same where you are now? If so, how are they
different? (answer)
 How are you feeding the business new clients nowadays? (answer) (Try to
elaborate more on their ad campaigns)

 PAINPOINT IDENTIFICATION AND MARINATION (By now you've

hopefully identified a pain point or point of improvement) (empathize with) (let
them marinate, and ask more questions to reveal more if needed)

Interesting, did you find it harder to grow now compared to the early stages of
your business?

How do you feel because of problem X? How does problem X affect your
business? How does this problem affects you personally?
 What did you do to solve the problem X?

How would you feel when problem X will be solved?

We could (solve your problem X) and you will (feel Y) by doing advanced
marketing techniques on digital space. And I propose you to book an appointment with
our manager to see more insight about what we do and how we concretely help you to X.

Objections – ok i understand you very much, but what really is hindering you not to
schedule an appointment?

1. Empathize

2. Get deeper

3. Reframe

How to book the prospect in:

DONT NOT GET OFF THE CALL WITHOUT A FIRM APPIONTMENT BOOKED!

Give them 2 options (A or B) :

“We have some availability today and tommarow what works the best for you?”

(they will pick a day)

“Okay perfect awesome, (day) in the evening or afternoon which works the best for
you?”

(they will pick a time) 6pm

THEN GET THEIR EMAIL

“Perfect, I will shoot you an invite”

THEN ASK THEM

“Do you have somebody else you might wanna have in the call with you?, spouse
business partner”

THEN ASK:

“I respect your time as my much I respect my time, Is there anything that would stop
you from making it to the call?”

END OF THE CALL:

good to repeat the date and time

“Looking forward to seeing you at (day) on (time)”