Get Acquainted Sales Script

 

Call one is a “let’s get acquainted call.” The purpose is to establish mutual trust and then a commitment to the process. At the end of the call, we will ask permission to send the contact collateral to share with friends and family, and along with this brochure, will be our “request for consideration form.” If and when that form gets submitted, we will sit down with our "executive committee" to review all the forms we got during the week for preliminary approval. If they are approved, then they will be invited into our "proprietary discovery process". This is a value-matching process. We need to shape an eager and cooperative relationship.

 

Ask for permission to outline today’s call. Convey kindness, politeness, and respect. Set mutual expectations. You want to see if the chemistry is right and this call will accomplish this.

 

Here is the list of the questions to focus your conversation on:  

 

  1. What attracted you to Click IT? You will learn from the answer to this question whether the buyer is a profit buyer or a passionate buyer. Whether they are a concept buyer who is a lazy thinker. You will learn a lot in the answer to this question
  2. Would you be so kind to offer a little bit about yourself, your background, and how you imagine your future? This question will help build trust and comfort because trust is built on comfort. Ask their plans for both their personal and professional life. From this answer, you will find out if they’re married or single and who else is engaged in making the decision. We are looking at engaging in a relationship with them and we are not talking about any of the employment laws being relevant. We can ask and find out from them exactly all you need to know. We will find out their age, whether they’re married or single, whether they’re employed or transitioning, what their pain is, their fear level is, and what their self-confidence level is. Most people need to be coached through their fears. The first step is trust and this will help build trust.
  3. Do you have a special or genuine interest in any form of technology? You may want to reference some of what we provide such as taking care of people’s IT in their community. You can talk them through the question, guiding them into our services somewhat, but don’t lead them. Let them talk. This is not about us but about them! If you explain anything about our services at this early stage we will sound like salespeople. Remember, this is a “getting to know you call.” You can say, “Passion is one of the most important elements in our business so we want to know what you’re most passionate about?” Scott calls this the “passion question” and to him, it’s like putting the steak on the grill. If there’s no emotion or passion driving them, you can’t put the steak on the grill because the coals aren’t hot enough yet. You can tell them that we’re looking to match our business with people who have passions similar to our own.
  4. How long have you been sincerely looking for a business? The magic word here is “sincerely“. They will give you a timeline of their emotions in answering this question. At this point, you can rate whether they are in an A, B, or C lead. The shorter the time, the higher the score. If the passion is there along with “I just started looking” as their answer to this question, then this is in an “A+” or “Very Hot” lead, for example. If they have been looking for nine months to two years for example, then they are a C lead. This will become easier to judge in time. It leads to the next question.
  5. What has been the most significant reason prohibiting you from finding something for yourself? The magic word here is significant.
  6. If you found the right industry or concept and the relationship presented itself, what is your timeframe to sink your teeth into a project? Our job is to develop a hunter. Not a gather. The phrase “sink your teeth into” signifies a hunter. At this point, you should be about 20 minutes into the call. The next question is the transition, or when the shift happens from the focus on them to Click IT.
  7. Would you like for me now to share with you a little bit about what we do at Clickit? By asking permission, you’re basically telling them now to listen to you and not talk in a very polite and indirect way. You’re making it a professional call now. So be sure you ask permission first. If they’ve talked a long time they will act as if, yes, they have talked too much and they can’t wait to hear what you have to say. In 5 to 8 minutes roll the red carpet out. Your “red carpet” presentation has to make them excited. Since you’ve learned a lot about them, you can tell them about what we do that excites them, based on what you’ve learned. First, tell our story for three minutes, then tell our concept for four minutes, and then what the point of differences are (what makes Click IT better and different) such as the fact we do small enterprise support. The law-of-reciprocation has prepared them and they will be fully attentive and engaged. Then for three minutes talk about management preferences, such as how they can be an owner-operator or hire key employees and how they can have multiple units. Get them excited. Altogether, this section should last no more than 10 minutes. Once you hear them peeking now you can do what is called the “Takeaway” or the bridge to the procedure.
  8. Based on our conversation today is this something you’d like to get more information on? Does Click IT sound like an opportunity you’d like to learn more about?
  9. Can I tell you how we do our business as a corporation? Then you tell me if you think this is a fair approach. Okay? Tell them how we get many inquiries regarding our franchise and we are very excited and grateful to have the overwhelming response we’ve had to our brand. Tell them that you will mail them our “collateral materials” (not brochures) that answer 90% of their questions along with a “request for consideration form.” Once we receive that form filled out, which essentially does not have any evasive questions by any means, but just give us an idea about them that can then be shared with our executive committee, with whom we meet once a week to determine who we want to invite to our “proprietary discovery process.” Explain to them that once we have invited them we will go through and cover the following topics:
    1. Concept compatibility,
    2. Mutual expectations,
    3. Startup,
    4. Pre-FDD,
    5. Post FDD,
    6. Discovery day.

Recording of Scott Simcik teaching the Get-Acquainted call:

Click here for a transcript of Scott's coaching.

Click here for a transcript of Al's GA call with Sam.

Messages to Send in LinkedIn Navigator

I am the Founder and CEO of Click IT in Chagrin Falls, Ohio. I wanted to thank you for your recent inquiry regarding Click IT. Unfortunately, I could not reach you by phone. If you would like to reach out to me to learn a little bit more about our franchise opportunity, please feel free to call my direct line at (440) 862-8640. I look forward to having the opportunity to speak with you.

Voicemail Messages To Leave

Call 1 Message (Day One):

[Prospect 1st Name], good morning. This is Al Harlow. I am the Founder and CEO of Click IT in Chagrin Falls, Ohio. I'm calling regarding your recent inquiry about our business opportunity. If you would like to learn more about Click IT, please feel free to reach me back at (440) 862-8640, which is my private cell phone. Again, my name is Al from Click IT and my cell number is (440) 862-8640. I look forward to speaking with you and getting acquainted.

(*Call made within 5 minutes of the lead coming in. Courteous & inviting)

Call 2 Message (Day Two):

Hello [Prospect 1st Name], this is Chris Fredrickson with Click IT and I wanted to follow up with you again. I reached out to you yesterday and I hope you're well. I wanted to offer you the chance to learn more about our franchise opportunity as your time might allow. My phone number is (440)---------, thank you again and I hope you're having a great day.

(Courteous & Friendly)

Call 3 Message (Day Three):

Good morning [Prospect 1st Name] this is Chris Fredrickson with Click IT and I'm sorry we missed each other the last few days. I wanted to reach out to you again to see if you'd like to learn about our Click IT franchise opportunity as I'd be delighted to share more with you. If you ARE interested, feel free to call me at 1-855-292-2580 again that's 1-855-292-2580. I hope you're having a great day and I'm looking forward to speaking with you.

(Still courteous but a little firmer undertone)

Call 4 EMAIL (Day Four):

Call 5 Message (Day Seven):

(Prospect 1st Name) this is Chris with Click IT. I sent you an email several days ago and wanted to follow up to share our concept and industry with you. I'm sorry we've been unable to connect but if you'd like to learn more, please feel free to respond to my email and maybe just let me know the best time to reach you so that we can get acquainted. Or, you can call me direct at 1-855-292-2580. Thank you so much.

Call 6 Message (Day Eight): Goodbye

Good Morning/Afternoon (1st Name) this is Chris with Click IT. I wanted to follow up...and I assume that you're travelling or out of town and/or you don't have any interest or further interest in learning more about our franchise opportunity. I wanted to thank you for your inquiry and if you had genuine interest I'm sorry we've been unable to connect but I did email you yesterday/several days ago, so feel free to reach out to me or email me if you'd like to. My phone number is 855-292-2580, thank you so much. Goodbye.

Call 7 EMAIL (Day Eight): Goodbye with Fireworks

 

Click IT Franchise Prospect Messaging Protocol For Chris

Call 1 Message (Day One)(Courteous & Inviting):

[Prospect 1st Name], good morning. This is Chris with Click IT Franchise, in Chagrin Falls, Ohio.  I wanted to thank you for your recent inquiry regarding Click IT. I'm actually calling on behalf of the president of the company who'd like to talk with you and get you more information. When you have a moment, please feel free to reach out to me so that we can get acquainted and provide you with more info for your research. My number is area code (440) ------------. [Prospect Name] again that number is (440) ------------ Again, my name's Chris with Click IT Franchise, and Thank you so much for your inquiry and I look forward to having the opportunity speak.

(*Call made within 5 minutes of the lead coming in.)
(You want to get a return call, and instantly put me on the phone or schedule it)

Call 2 Message (Day Two) (Courteous & Friendly):

Hi [Prospect 1st Name], this is Chris Bongiorno with Click IT Franchise and I had left you a message (yesterday) and wanted to follow up again and offer you the chance to learn more about our franchise opportunity. As your time might allow my phone number is (440) ------------, thank you again and I hope you're having a great day.

Call 3 Message (Day Three) (Still courteous but a little firmer undertone):

Good morning [Prospect 1st Name] this is Chris with Click IT and I'm sorry we missed each other the last few days. I wanted to reach out to you again to see if you'd like to learn about the Click IT franchise opportunity and so that I can get you the info you requested. If you ARE interested, please call me at (440) ------------, again my number is (440) ------------. I hope you're having a great day and I'm looking forward to speaking with you.

Call 4 is an EMAIL (Day Four)

Call 5 Message (Day Seven):

(Prospect 1st Name) this is Chris with Click IT. I sent you an email several days ago and wanted to follow up to share our concept and industry with you. I'm sorry we've been unable to connect but we'd like to speak to you before we send you some information in the mail. If you'd like to learn more, please feel free to respond to my email and maybe just let me know the best time to reach you so that we can get acquainted. Or, you can call me direct at (440) ------------. Thank you so much.

Call 6 Message (Day Eight): Goodbye

Good Morning/Afternoon (1st Name) this is Chris with Click IT. I wanted to follow up...and I assume that you're traveling or out of town and/or you don't have any interest or further interest in learning more about our franchise opportunity. I wanted to thank you for your inquiry and if you had a genuine interest I'm sorry we've been unable to connect but I did email you yesterday/several days ago, so feel free to reach out to me or email me if you'd like to. My phone number is (440) ------------, thank you so much. Goodbye.

Call 7 is an EMAIL (Day Eight): Goodbye with "Fireworks"

Questions:

    1. What attracted you to Click IT? 
    2. Would you be so kind to offer a little bit about yourself, your background, and how you imagine your future? 
    3. Do you have a special or genuine interest in any form of technology?
    4. How long have you been sincerely looking for a business? 
    5. What has been the most significant reason prohibiting you from finding something for yourself? 
    6. If you found the right industry or concept and the relationship presented itself, what is your timeframe to sink your teeth into a project? 
    7. Would you like for me now to share with you a little bit about what we do at Clickit? 
    8. Based on our conversation today is this something you’d like to get more information on?
    9. Can I tell you how we do our business as a corporation?
      1. Collateral materials and "Request for Consideration Form".
        1. Once committed to our process, these are the topics about Click IT we will review together:
          1. Concept compatibility,
          2. Mutual expectations,
          3. Startup,
          4. Pre-FDD,
          5. Post FDD,
          6. Discovery day.