The Vault - Sales Script For Cold Calls

Question 1

Who Are We

Why Are We Calling

Answer 1

Hi my name is ___________
I’m a Business Marketing Consultant
with ___________
I’m currently offering Wedding Photographers in your area a free

advertising action plan

Is that something you would be interested in?

Question 2

If They Want More More Information About What The Advertising Action Plan Is

Answer 2

Well, I simply schedule a time that’s suitable for you
and my colleague will give you a call.
it takes about 20 minutes
and she’ll just ask a few questions to get to know your business and your goals
from there she can outline the steps you can take to grow your business

NO OBLIGATIONS

What day would best suit you for a call?

IF THEY WANT TO DO IT NOW
she’s with a client right now,
could I book you in later this afternoon/morning?

Question 3

If They Say They Want To Get An Advertising Action Plan

Answer 3

Great
Ok
first ===>

THEN USE THE
CLIENT
QUALIFICATION
INTERVIEW

Question 4

After The
Client Qualification Interview

IF I THINK I NEED TO FOLLOW UP LATER OR HAVE KAREN FOLLOW UP LATER

Answer 4

All the information you gave me today sounds excellent,
I believe we can work together but what I’d like to do, is I’d like to take some time to dig into the information you gave me and then call you back with the action plan?

Does that work for you?

Ok so what time is best for you tomorrow?

(BOOK A DAY AND A TIME)

Question 5

If They Say They Are Busy

Answer 5

Ok

So when can I schedule a time that’s more suitable for you?

Question 6

Phrases To Say To Get a Micro Commitment

Answer 6

OK, and when do you wanting to start fixing this?

How committed are you to making this happen?

Question 7

Permission to Share how I can help

Answer 7

OK,
now that I understand your business and where you want to take it====>
I can say that I definitely can help you achieve your goals====>

Would you like me to tell you what I can do?

Question 8

Explain My Expertise (1)

Answer 8

My area of expertise is helping wedding photographers like you, attract more clients

by delivering high quality leads
using our lead generation system.

This system is being used around the country by wedding photographers
who want to fill in those empty spots in their calendar with appointments

Question 9

Our System Has A Bunch Of Advantages (2)

Answer 9

Our system
has a bunch of advantages that are having a huge impact on the businesses of our clients.

As an example
have you been to a wedding expo before? 
When I
Talk to Wedding Photographers 
who have been to wedding expos

they almost always say the same thing.
The potential customers they get enquiries from that come from wedding expos or even from one of these wedding websites ====>
Where Photographers advertise and showcase their work
like Easy Weddings in Australia or Wedding Wire in the U.S.
are being called by so many photographers and there isn’t a good end result.
Because those methods are all about the photographers competing against one another for the customers business

So how excited would you be if I told you that the leads we generate for our clients are 100% EXCLUSIVE, meaning that nobody else will see them but you?

Question 10

The Other Advantage Is The Way We Target Your Ideal Client (3)

Answer 10

The other advantage is the way we target your ideal client. There’s no point in us sending you leads from people who are only thinking about getting engaged or don’t even have a date yet, is there?
With our system we are able to specifically target your ideal client, right at the time they are looking to book a photographer, meaning these people WANT to hear from you.
The way our program works, is that we generate EXCLUSIVE leads directly to your email inbox. We generate leads through various online sources, using an offer designed to grab the attention of your ideal client and make them want to hear from you. The leads come with 5 points of data that include their name, phone, email address, wedding date and venue etc. and we can customize this to suit your needs.

Question 11

What We Find Super Effective (4)

Answer 11

What we find super effective across with other clients is an offer of a free mini-shoot (like an engagement shoot) with 1 free image. The reason this works so well is because it gets a highly qualified client in front of you. It gives them a chance to see how fantastic your work is, plus it gives you the opportunity to upsell additional images or packages from the mini session if for whatever reason they don’t go ahead.
Our setup fee is usually $1000 and then ad spend, which we find for new clients is ideal at around the $300/mth mark.
However, for brand new clients we offer a trial, which runs for around about 2 weeks and gives us time to show you just how effective our system is that we can get results. For the trial, we actually waive OUR setup fee and only charge the ad spend of $300, and generally, you see leads start arriving within 72 hours.
After the trial, we evaluate the leads and touch base with you to discuss the results. From there we can talk about how you’d like to move forward.
How does that sound?

Question 12

IF THEY GIVE YOU A YES

Answer 12

Fantastic! I’ll shoot you through an email shortly that will contain a short questionnaire that we need filled out to help us create your campaign – just get it back to me ASAP!
And how would you like to pay? We take Visa or Mastercard?

Question 13

How exactly are you generating the leads?

Answer 13

We target your ideal client through online marketing. We get your offer in front of your ideal client, that we target through specific audience markers. It’s incredible just how specific we can be with these, which ensures that we always send high quality leads to you.

Question 14

How exactly are you generating the leads?

If They Keep Pushing

Answer 14

Look, in simple terms we are using our system that has been developed through trial and error and uses our expertise to get you the best result. You’re an expert photographer and that’s why people trust you to capture their special day. We are experts at what we do and our number 1 goal, is to help your business grow using our system. We know that if we don’t perform then we won’t keep your business into the future. So why don’t we give the trial a go and we can show you exactly how well our system can help your business.

Question 15

Where exactly are you advertising? Answer One

Answer 15

Put simply, we put the right offer and the right message in front of the right people, in the right place at the right time!

Question 16

Where exactly are you advertising? Answer Two

Answer 16

I could tell you but then I’d have to kill you! LOL But seriously, our proprietary technology enables us to determine where your ideal clients are looking online for your services and we dominate those spaces with your message, which produces heaps of quality leads. The specific list of sites we use is constantly evolving to keep pace with the latest tech trends… bottom line, we keep track of internet trends so you can focus on increasing your revenue with a constant flow of quality leads. How many would you like each month?

Question 17

Can I see the page/ad first?

Answer 17

Each campaign that we run is custom designed to suit our clients businesses using information you provide to us. The advertisements themselves have been designed through thousands of dollars of trial and error to ensure they are super effective and so while we cannot show you the exact advertisement, I have no doubt that you’ll be very pleased with the leads they generate for you.

Question 18

I have to have my marketing department approve it?

Answer 18

I completely understand. Remember at this point we’re only talking about a trial – our service is free and you’re only spending the ad cost. Why don’t we do the trial and then you can take the results to your marketing department and show them just how beneficial our services can be moving forward.

Question 19

How much does it cost per lead?

Answer 19

We don’t charge per lead as such. We charge a retainer that covers our services and ensures exclusivity in your area, and then we charge a monthly amount of ad spend, that can be adjusted as necessary. Over time, as we optimize the campaign, we generally find that each month you are getting more leads for your budget making it more cost effective the longer we run your campaigns.

Question 20

Which platform do you use?

Answer 20

We use a bunch of different platforms, but for your ad we’ll use the one that works best for your ideal client, in your specific area. Whichever one we go with will be chosen because we know it will give the best result.

Question 21

What sort of results could I expect?

Answer 21

We find around 20-30% of leads will take up the free mini-session. Of those, we find that 20-30% will end up becoming a client. Of course this is different for every photographer, and there are steps you can take to help optimise your conversion (which we can teach you), but let’s have a look at how those numbers might play out.
30 leads @ 20% = 6 sessions @ 20% = 1-2 clients. Now you told me , and about 30% of those will

Question 22

Why do only 20-30% of the leads become sessions?

Answer 22

During the sign up process, we can only ask a set number of questions, or we risk scaring off someone that could ultimately become your client. Our system captures their details, and then we help you qualify the client further in two ways. After they sign up, our system will automatically send them an email containing the give-away guidelines. Then, when you contact them you simply need to confirm they meet the guidelines. Ie. When their wedding is, that they don’t already have a photographer etc.

Question 23

What is the ongoing price? What will it cost after the trial?

Answer 23

There are a few different options, however first, we need to get you some leads and prove to you that we know what we are doing.
The bottom line is that we know that if we don’t perform, you won’t take us on as a partner, and that is exactly what the trial is for. Moving forward, our retainer will be based on your trial results so that we can ensure you have a fantastic ROI and we create a sustainable long term business relationship.

Question 24

Example of results for this client:

Answer 24

On average, from every 100 leads we generate, our clients are getting around 4-10 confirmed wedding bookings, not to mention the additional income that comes from upsells at the mini-sessions. Obviously this can be higher or lower for a number of reasons, however we are constantly monitoring and tweaking your campaigns to ensure the best results.
So for you, you’re wanting to increase by XYZ weddings per month. To do this, using industry averages, we would need to generate XYZ leads per month
\+1/mth	15	25
\+2/mth	25	50
\+3/mth	35	75
\+4/mth	45	100
\+5/mth	55	125
\+6/mth	70	150
\+7/mth	80	175
\+8/mth 	90	200
\+9/mth	100	225
\+10/mth	110	250

Question 25

What Do I Have The Power To Do?

Answer 25

I literally have the power to flip a switch and send customers to you/your business