Cold Calling for Merchant Services 1. 12. You: How have you been? Prepare yourself for rejections because you will experience them. Follow this script during these situations. Remember to always be respectful of your competitorsprospects may have used them in the past (or are currently using them)and leverage consultative selling. The best script for getting more information out of your prospect. Mentioning customer names of companies within the same industry adds social proof. Is there a better time to talk? Menu. I'm calling to see if we can provide assistance. It focuses on the tone and types of words you should be using while keeping it short and sweet. And you probably won't be surprised to learn they convert at an abominable rate: Less than 1%. If an expert endorses a product or service, its bound to be good. By piquing their curiosity and solving for their needs, you'll build rapport and win prospects over, even if the conversation began "cold.". Im calling to discuss some solutions we provide to help you create [SPECIALTY]. Sales rep A has been calling a client every Monday and receives no response. This downloadable resource contains 10 templates, including the examples listed below. This helps you clarify what they said and shows the prospect that you truly care about what they're saying. We have a few new solutions that have been successful in helping others recruit and train new members of their marketing team. H.O,W LLC. We dont need to personally experience something to feel it because of mirror neurons. All you need is an email address. When you start a cold call with I understand were members of the same LinkedIn group. Your chances of getting an appointment/meeting increase by70%. Let's say you're looking for US-based hotel companies who might benefit from your on-site goat yoga classes (who doesn't want to do Shavasana with a baby goat while they're on vacation?). Sometimes, people wont answer the phone if they dont recognize the phone number. What would you say are your biggest challenges in regards to your customer experience?. Complaint Management. Second, youve shown your effort and respect for the prospect by saying that you timed your pitch. TOP RATED. Payment Processing; Qualify leads and schedule appointments for sales representatives to meet with potential customers Maintain a database of potential customers and update it regularly Ensure that all calls and emails are made in a professional and courteous . You can even adjust your cold calling script to work with voicemail. Dialing, reciting your script, asking for the next call, and doing it all over again can start to wear on your enthusiasm, but don't let it. But after investing in our software, our customers experience fast time to value. #1. You can connect with her on LinkedIn or write to her at padma.ramakrishna@leadsquared.com. As your business and product or service evolves, so should your cold call technique. For this particular business, we increased its lead count by 179%. Prospect: Actually, this isn't a great time . You can apply the same theory to follow-up calls, the more familiar you sound, the better the chances of conversation to go well. Here's a hypothetical positioning statement: "I work with sales managers in hospitality with five to eight reps on their team. Sometimes, they hang up before you even have a chance to explain why youre calling, and other times, they get upsetbut more often than you might think, they listen to what you have to say. Hi, this is [your name] from [company name]. This script was created by a cost-reduction company for use with C-level executives and can easily be adapted to virtually any product or service. Customer Service. Here are some cold calling script templates you can use to get started. Howre you doing? We have won all these awards. Id like to know more about your product before making any decision though. Who??" A simple analogy to explain why this works is friendship. Premium PLATINUM. Trust me, this always lightens the mood. After our first few calls, I found the perfect solution for your needs. Following up multiple times is normalthe Rule of 7 says that brands who engage with a prospect seven times are more likely to earn their trust and get a sale. Written By Nancy Meredith. A daily dose of irreverent and informative takes on business & tech news, Turn marketing strategies into step-by-step processes designed for success, Explore what it takes to be a creative business owner or side-hustler, Listen to the world's most downloaded B2B sales podcast, Get productivity tips and business hacks to design your dream career, Free ebooks, tools, and templates to help you grow, Learn the latest business trends from leading experts with HubSpot Academy, All of HubSpot's marketing, sales CRM, customer service, CMS, and operations software on one platform. #4 - Pick some business types to call based on the time of day and the time of year. Please select this checkbox if you do not wish to receive marketing communications from Zendesk. We only need around 20 minutes of your time.. You: XYZ is an e-signing tool that offers both free and paid versions for e-signing. If they say yes, follow up with some discovery questions or the next step in your sales process. Hello [prospect name]. As stated previously, the more research you do on your prospect prior to calling, the better your results will be. Now that the call is already deviating from the standard cold call, ask them a question to establish some rapport. Hi, [PROSPECTS NAME]. Feel free to call or text me at (555)-867-5309. You'll want to know: Here's one thing I never fail to do: I look up how to pronounce the prospect's name. Free and premium plans, Content management software. Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process. So, whenever you can give something for free, even if it doesnt feel significant, do it. For instance, follow this script to effortlessly sell to a prospect. Itll take approximately 37 seconds and, Ive timed myself because I know youre a busy person. This feature can help you overcome ABC challenges at a rapid rate. Do you have three minutes to talk about the different ways we can help [SOLVE ISSUE] with features like [FEATURE], [FEATURE], and [FEATURE]? Get a referral. You can gain their trust by showing how much you know about them or their business. 74% of consumers also state they would be more inclined to buy if the salesperson listened to them. Not only does leaving a follow-up voicemail show the prospect youre interested in them, but it also doubles the chances of a call back. Getting caught without a plan of action can kill a sale and leave a bad impression of your company on the customer. / Thank you and sure lets schedule a demo on Tuesday at 4:00 PM. Imagine how difficult life would be without this small communication device for people worldwide. Further more, salespeople who state their reason for calling have a 2.1x higher success rate. Mary: No, Im busy.You: I understand that youre busy, but Id genuinely like to help you get a great deal. Are you currently facing any challenges regarding customer behavior tracking?Mary: We dont have any specific system in place that does that. The example below not only showcases benefits but also names the referrer. I wanted to give you a quick call because were working with a few companies similar to yours who are looking to [SOLUTION OFFERING], and thats what we do. Before the end of the day, you need to make 100 calls. Follow this script for your next call and follow up after you get the precise information. By Chalene Christian, Manager, Corporate Sales. Level up your skills with our cold calling scripts, tips, and templates, and give yourself the confidence to take the lead when youre live on the sales stage. Instead, youre offering different options while respecting their preferences. We're committed to your privacy. Once you gather sufficient information, draw up an irresistible deal. Why does this follow-up cold calling script work? Id love to schedule a walk-through demo for your team so you can see the impact our software can have on your ticket times, ticket counts, and employee productivity. Look back at every advertisement about toothpaste and, the repeated word is Expert. Expert sources evoke deeper processing of persuasive messages than nonexpert sources. If you've never spoken to these contacts before, your outreach would be considered a cold call. I came across your companys website and was thoroughly impressed by its design. Thank you for subscribing to our email communication. And it shows the buyer that youre listening to their needs and making an effort to meet them. The more questions you ask about their company, the better youll be able to help them. The clear call-to-action and research make this a great template. By submitting my personal information, I consent to Zendesk collecting, processing, and storing my information in accordance with the, By submitting my personal information, I understand and agree that Zendesk may collect, process, and retain my data pursuant to the, How to create a cold call script in 8 steps, 20 cold calling tips and examples for a successful encounter, Script for the prospect whos a bit of a stretch, Script for the perfect fit prospect, Script to be as concise as possible: The elevator pitch, Giving your prospect options (The choose your own adventure script), Script for the I dont have time to talk response, Speaking their language/personalization script, Sales negotiation skills and strategies to win more deals, 100+ catchy sales slogans and taglines that customers will love. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Use this script for your next follow-up call. Do you have a minute to spare? Hello, Im Dan with XYZ company. One of the final pieces of determining cold calling success is how often your sales team closes opportunities initiated by those cold efforts. Each business has its own unique reasons for reaching out to prospects. You: Hi Mary,is this a good time to talk?Mary: Umm, yes.You: Im Dan with ABC Company,and we sell tools to help boost productivity levels. Sometimes, a prospect might not fit exactly into your target demographic and you need to feel out the situation with extra sales questions. Cold calling requires practice and patience. Try to stay positive and direct, and see if you can find a way to schedule a meeting or demo. I'm calling to see if we can provide assistance. The following cold calling script highlights current customers who are similar to the prospect and already use the product being sold. After the first call ends, take notes and continue taking notes for every subsequent call. Pro tip: Highlight important parts of your cold call script that your agent should focus on. Anyone can write a cold call script, but writing one that makes you sound human takes a lot of work, preparation, and planning. Rep: But if I could borrow ten minutes of your time, I can tell you how quickly we can take your business to the next level. Making a pitch on the first call rarely takes your prospects needs into account. Cold calls are notorious for being the most disliked aspect of a sales reps day. Summary and CTA: After handling any objections or questions, summarize and close the call by securing a signed deal or concrete next steps. By the way, the most important part of this post . You should never let your cold call script or etiquette get stale. Talk to you then! This cold call sales script can help you in this situation: Here are a few extra tips and scripts to help you maximize your success while on your call. Sales negotiations can be delicate. Does Wednesday or Thursday work for you? Sounds like we could be a good fit to help you. However, if they say no, use the following script: You: Are you sure Mary? Many of our customers had similar objections. Free is exactly that, free. We spoke about ABC last week and thought Id see if now was a good time to reach out. Unless they know that you will add value to their business, they won't let you through. You can ask them queries about the technical aspects of the product. What if I told you 68 percent of customers will switch to a companys competitor after just one bad customer service experience? Hello, Teresa. Most buyers dont have time when you call, but this doesnt mean they arent interested. 1. I thought youd benefit from the ABC product because your company sells XYZ products. Hi, Teresa. We're calling to let you know that recently merchant processing rates are coming down. Practice. Note that youve just committed to calling the person at a specific time and date. These platforms streamline manual tasks so you can spend more time doing something technology can't researching your prospects, building rapport, and closing deals. Open the conversation by generating intrigue and interest. Another way to segment your cold calling verticals is by industry, such as finance, retail, or education. You: Hey Mary. Use the expert opinion in your next call with this template. And to do that, I use a slightly altered process and script. At [your company name] we work with people like you to help with [value proposition 1, value proposition 2, and value proposition 3.]. In today's digital world, voicemails can seem like an old-fashioned method of communicating with your prospect, but they're a smart way to keep yourself top-of-mind with them when they check their messages. Whats more interesting about this is that it works best on those youve called before. Get merchant sales training at https://www.ccsalespro.comJames Shepherd offers advice on how to sell merchant services on this channel. Plus, you may not always have an abundance of inbound leads. Bonus points if you look for local or regional companies, as people love to do business with other locals. So, on your next call, draw the prospect in with your imaginary scenario to make a sale. The prospect goes, "What? I've seen two main shifts in leads over the years. Im calling you because we do a great job at solving [PROBLEM]. Heres how you can try to keep the conversation going. The goal of each cold call is to introduce yourself to the prospect and set up a discovery call with them. Then, I follow up with, "My sales rep asked me to start a conversation with you." Our ABC feature can help track your growing client base in an efficient and organized way. Today I plan to summarize the three main categories of prospecting strategies in the merchant services industry that I see as being successful. They wont be receptive if theyre pressed for time. Statistics show that by making just a few more call attempts, sales reps can increase the conversion rate by 70%. You: Hey Mary! Its a direct line to discovering whats important to prospects, what challenges they face, and what they need in order to convert. 11. Whereas, Im a regular customer who has had the chance to taste different desserts. Calls are placed by a sales rep or . I was wondering if we could continue our previous conversation about XYZ if youre up for it right now? Any conversation in our mother tongue is more comfortable than a second language. Are you available [DATE] to meet with me and [COLLEAGUE] to explain how our features like [FEATURE], [FEATURE], and [FEATURE] can help you [GOAL]? That means you'll need to get creative with whom you add to your list. I've been doing some research on [prospect's company name] and I'd love to learn more about [challenge you've discovered in your research]. 6. It may even work in your favor, as theyve already seen your name prior to your call. 3. "What's the hottest restaurant in [Prospect's city]?". ", Eventually, they'll say, "Alright, why are you calling?". You: Hey Mary! The script is broken down into multiple sections, each of which is triggered based on your prospect's response. Voicemails are inevitable when youre a salesperson. May I ask how you have been managing your [PAIN POINT]? Hi, [PROSPECTS NAME]. Hi ____________, this is NAME calling from Merchant Processing Company. If your first pitch was via email, moving from text to voice can be seamless. This is hard for cold callers. Mostly because they're genuinely busy and they forget to respond back to your cold calls. / Yes, of course, Ill schedule once youre ready. How are you today? 25 Best cold calling scripts for different situations3. Cold calling is quickly becoming one of company owners' most popular marketing strategies worldwide. What are some pain points you are experiencing with customer service? So, Im not entirely sure about it.You: Thats completely fine, no worries. Jo-Ann P. Cold Caller. Using sales psychology like this can help you get to the next stage of conversion. We build software designed to help companies improve their overall customer experience. If your prospect has already spoken to you in the past but you havent gotten a response, follow up. Would you like to know more about XYZ right away, or should I schedule a meeting?Mary: Sure, tell me more. So, leave an average of 3 voicemails. What are the biggest problems youve experienced with your customer service?. I also noticed that you would greatly benefit from our XYZ product and increase revenue on your end. Start your pitch by asking questions about the prospects challenges. Bye, Take care. Mary: No, Im busy right now.You: Oh, alright, thank you for letting me know. Rep: Aja Frost, my name is Dan from Outbound. How are you today? But trust me, spending just a minute upfront will make you wildly more successful. [SPECIALTY] is our bread and butter. Oops! This is [name] from [company]. It will work when you talk to someone with better taste ;). Real estate agents have to deliver impeccable speeches in a noticeably brief time. Here are a few elements that make for a successful cold call: Its also important to make sure theres a way and a reason for a prospect to follow up. Nancy Meredith has an M.S. Without any risk or commitment, can we set up a Zoom call with your team next week so we can present a demo and show you how our product can improve your ticket times, ticket counts, and employee productivity? As your sales journey evolves, youll discover what scripts for sales calls work the best and feel the most comfortable. It gives them a reason to trust you and increases the level of persuasion. Talk about the problem they experiencedchoose an issue similar to the prospectsand explain how you worked with the customer to solve it. Imagine this, I take you to my favorite cafe, and were perusing the menu. Tailor this kind of cold calling scripts to your company's products/services and the needs of your target customers. Hi, [PROSPECT]. But talking in ones mother tongue can make you far more approachable and less threatening. A common way of rejecting a sales rep is by stating that one has no time to talk. Now, if you are calling your prospects and saying the same thing to all of them, essentially pushing your product just stop. For instance, LinkedIn. Break the ice. Cold calling is a delicate dance with the potential customer. Subscribe to the Sales Blog below. The main reason why getting past gatekeepers can be challenging is that it is difficult to establish trust in a cold call. Start your cold call with confidence. Are you available Wednesday or Thursday next week for a 20-minute demo? Agent: Good morning! They will be happy to help you through the process.The Chime Visa Debit Card is issued by The Bancorp Bank or Stride Bank pursuant to a license from Visa U.S.A. Inc. and may be used everywhere Visa . You cannot always control the conversation. It was truly informative and, I got some clarity in terms of overcoming some issues at work. You: Sure, can I book an appointment with you for tomorrow at 4:00 PM?Mary: Yes, works.You: Awesome! 5.0 (45) Upwork picks. At Zendesk, we take the customer experience seriously. This template shows your enthusiasm and perseverance to the prospect. Mary: Sure, Ill look into it. Since [PROSPECTS COMPANY] does [INDUSTRY], I imagine you might be looking for a solution. I wanted to reach out because we help companies like yours implement omnichannel communication options. This script allows you to provide the prospect with options that take the call through different journeys, with the ultimate goal of scheduling a product demo or an in-depth sales presentation. November 16, 2022. 1. First, you need to cherry-pick who you'll call. While cold calling isn't the most effective strategy, you can increase your chances of success by doing a bit of research about your prospect first. Free and premium plans, Customer service software. [Insert sales pitch and ask questions about the specific challenges they face. Howve you been? I look forward to connecting.. So, when your customer gets great news, congratulate them on their accomplishment. The software also sends automated reminders and notifications for the follow-up calls so that you dont miss the chance to converse with the prospects. This response shows they want to get off the phone, so you have a very small window of time to grab their attention. According to their answer, you can plan your next move. This isnt a generic pitch and, we tend to place more value on rare things. Here are the tips to improve the success rates of your cold calls. I can send the link to you right now if youd like? But for the cases where it is a good opportunity to press on, having a scripted response to handle the objection will keep you from getting caught off guard and allowing the call to come to a grinding halt. Phone Support. Numbers and special characters are not allowed, Tips for creating the ultimate sales follow up strategy, Please also send me occasional emails about Zendesk products and services. If you can spot areas of improvement that your product can help with, you can even personalize your offer. And not just any script the best cold call script ever. Regardless of which 'close' you end up choosing, focus on selling just that 'close.' Set the expectation right off the bat to buy some extra time. If you have the time to spare, look into your prospects social profiles. He Sounded Really Good Overall, I think the salesperson in this recording of cold calling for merchant services sounded really good. This script provides an alternative route to reaching out. This allows me to quickly familiarize myself with the person and company I'm about to call. Section 1. Theres further research showing data[Insert relevant datapoints]against the use of XYZ. Does this time work? How to write a killer sales proposal (examples and best practices), Finding out what consumers think about your product. If the prospect asks about your competitor, use the following example. Certainly, there will be some cases where you don't want to waste the prospect's time. Invest inCRM softwarethat helps you qualify, track and engage your leads. If you listen to a song on the radio randomly, you may forget it soon enough if it wasnt your style. So be selective with your prospects to mimic the success of inbound sales. With each call, you'll get a chance to practice your cold calling script and you'll learn strategies to make future cold calls more effective. a basic cold-calling script with a formula that you can tweak for each call and prospect, and. Our mutual colleague, Sandy Jones from CallTech, referred you to us after seeing the great results she had with our conversational CRM.. What exactly do you think was not related to your company? In these scenarios, you can do one of the two things. But imagine if you call tens of prospects every day and most of them ask you to call later. It can help you gauge their companys needs and offerings. Even if you dont face any pressing issues, give me an idea of a day in your life at work. A Letter To Boyfriend After BreakupGoodbye Emotional Break up Letter to Boyfriend To, Dear [boyfriend's name], We have been together for such a long period of time, but before we spend another moment I want you to know that it is not working for me anymore. Or perhaps you dont see the value. As a first-time diner, youll want my recommendations and typically order what I say is good. A promotion, product launch, investment, and others all give you the chance to sell. If the prospect says theyre interested, you can either schedule a meeting or pitch your product/service during the call. We at Sales Institute offer an array of sales solutions that enables reps to sell remotely worldwide. We found that sales calls lasting over five minutes most often occur 3:00 to 5:00 PM on Tuesdays and Thursdays. Avoid asking 'yes or no' questions. (If you're in a hurry, skip to the script, or download free sales call templates.). $60. All of which can help you reach the right person if you can get past them.