You: Hey, how’s it going?
Gatekeeper (GK): Good. OR Not Good.
You: Happy to hear that! OR I’m sorry to hear that. I hope that your day turns around!
My name is ____________ and I’m with R&B Marketing or Rest&Bar Marketing if it’s a
restaurant/bar. I don’t mean to catch you off guard with the call, but I noticed insert issue here
(A.K.A what they NEED). (No Social Presence, engagement, email marketing, website, etc.)
The issue MUST be something that actually would matter to them. Do a good job at explaining
the issue so that the person on the other end of the phone can understand.
Is owner’s name available?
OR
Is the owner around so that I could speak with them?
ACTION: They will either get the owner on the phone for you or take your information down.
Sometimes you might get the owner on the phone right away, but the goal is ALWAYS to talk to
the key decision-maker.
IF INFORMATION IS TAKEN…
Give name, phone number, and a brief description of what value you plan to provide… (Pro Tip:
Try to provide an offer with scarcity.)
Ex.
Again, my name is Jordan Steen with Company Name. (there will be a pause here as the GK is
waiting for the number/email)
I’m calling because this month I’m only giving the next two companies a free one-on-one audit
and strategy consultation to improve their marketing efforts. My phone number is Phone
Number Here. They will respond with “okay”. Also, really quick, what was the owner’s name...if
you don’t know it....and what’s usually a good time to try and reach them? (You BETTER be
writing that information down and recording it in your CRM. Use that information for follow up.)
From here you need to add this business to your CRM or however you manage cold leads. I
recommend following up with this business with another call in about a week. After that call wait
2 more weeks. REMEMBER...if you’re calling 15-20 businesses a day, then in 3 weeks you’ll
have SEVERAL businesses that you’ll follow up with PLUS new calls that you’re adding to your
list.
IF THE CALL IS PASSED TO THE DECISION-MAKER
Note: If the call is being passed to the owner, try to ask for the name from the GK before they
pass it off.
You: Hello, Owner’s Name Here. My name is Jordan Steen with R&B Marketing. Did I catch you
at an OK time? (NEVER SAY “Did I catch you at a BAD time.” The answer will almost always be
a yes if you phrase it this way.)
Owner: Yes or No. Yes, but continue anyways…
You: Well, Owner’s Name I’m sure you’re busy so I’ll be brief…
You: The reason for my call is this. I noticed INSERT ISSUE FROM ABOVE HERE, so I thought
it was important enough to let you know since INSERT WHY THIS ISSUE IS HARMING THEIR
BUSINESS.
Now, as I mentioned to Person Who Answered the Phone, this month only I’m giving the next
two businesses a free one-on-one audit and strategy consultation with me to improve their
marketing efforts and increase sales. By itself, that’s a $500 value.
We’ll go over ways that you can make these improvements yourself, or if you’re interested, we
can talk more about what R&B Marketing does to increase sales for businesses like yours.
In this session we can focus on whatever you’d like, but I’d like to help with some of the things
I’ve already noticed.
ACTION: From here they will either respond in one of a few ways…
Owner Response 1: OMG that sounds awesome! You’re the coolest ever! When can you come
in and talk with us?!
You: Hell yeah I am! I can come ___________________. (Pro Tip: Always give two dates/times)
Owner Response 2: No we aren’t interested in anything like that. OR No I don’t have time. OR
We already have someone that runs our marketing (this one is my favorite when you can tell
their marketing is really bad lol). OR Insert Whatever Excuse Here
You: From here you’ll need to have an understanding of overcoming objections.
If they respond with...
“No, we aren’t interested.”
Response
“I totally understand. If I were able to help you get a few new customers from our consultation
together, would that interest you?”
Note: Always address or repeat what they just said to you. It lets them know that you’re listening
and not just trying to sell them something.
If they respond with…
“I don’t have time” or “I’m very busy”
Response
“I completely understand and I definitely don’t want to waste your time. If I were able to help free
up more of your time would you be willing to meet with me for about 30 minutes?”
If they respond with…
“We already have someone who handles our marketing.”
Response
“Okay, well that’s partly the reason I’m calling.” Repeat the error you found plus one or two more
issues you could fix.
Make It Sound Conversational
One final, important note: Do not read the script, under any circumstances. Instead, practice
the script as written, and then practice it from memory--so that the words emerge naturally, as if
you just thought of them, the moment you began speaking.
This is what great stage actors do. They rehearse until the words are "part of them"--then, when
they speak lines they've spoken on stage 100 or even 1,000 times before, each performance
seems fresh and exciting.
Also, when you ask a question as part of the conversation, stop and actually listen to the
customer. Don't plow through like a carnival pitchman. This is about having a conversation, not
about getting the words out of your mouth.
