Open / Close / Framework Questions

Question 1

US OPEN

Answer 1

Hi XXX, it’s Ben calling from Lead Forensics, how’s are you today?

Great, to be completely upfront with you XXX this is a cold call but if I could get 35 seconds to explain why I think this is relevant for you guys over at XXX, and if you don’t see that, I’ll just get out of your hair, sound fair?

Fantastic, we can we can show you all of the businesses showing by intent on the XXX website.

So, any business that comes onto the website and checks out for example your XXX solutions or your YYY solutions but for whatever reason doesn’t fill out that contact form, we can show you:
Exactly who that business was (pause)
Tell you what products they were looking at specifically (pause)
And most importantly, give you contact details for the relevant decision-makers so that your team can reach out before they have a chance to buy elsewhere.

Now, reason for the call, I’m guessing if I could show you all the businesses that came onto the XXX website this week completely free of charge that would be worth taking a look at right?

Question 2

Close

Answer 2

Okay great, well to get this set up, so I’d love to borrow you for 20 mins on teams to show you how the tool works and set it up to start tracking business for you as we finish talking.

I’ve got some time today at XXX or YYY, which one works best for you?

(pre value) - Fantastic, just while I’ve got you XXX, to ensure the call is tailored for you specifically, what is it your doing to generate new business at the moment?

(post value) - Great, just before i let you go, is it yourself that has access to the webiste, just becasue after the call, to run that data capture we’d need to add two lines of java script to the webiste?

Question 3

Concede close (if they on the fence for trial)

Answer 3

I appreciate I’ve called you out the blue today and you don’t want to rush into anything. Why don’t we meet halfway and just sit down on teams so I can show you how it works and answer any questions you may have, no pressure on the data capture.

I have some time XXX, does that work for you?

Question 4

Regain control.

Answer 4

1. I’m just wondering how it is that you generate new business at XXX.
2. If I could generate a list of businesses who’d been on the website how do you think you’d follow up with that information?
3. Just out of curiosity, what does your ideal customer look like?