PROSPECTING PLAYBOOK

Quantum Business Solutions

On-Boarding & New Hire Training..........................................................................2

Mutual Commitments...............................................................................................3

Weekly Training .......................................................................................................4

Goals Worksheet......................................................................................................5

Daily Team Warmup.................................................................................................6

The Quantum Growth Model ..................................................................................7

Prospecting Role Job Description..........................................................................8

Cold Call Tips...........................................................................................................9

30 Key Sales Prospecting Stats.............................................................................10

Call Contacts............................................................................................................11

Write Great Value Proposition Statements............................................................12

Quantum Call Script Formula..................................................................................13

Quantum Internal Call Scripts (Copier industry)...................................................14

CRO Prospect Call....................................................................................................15

Company Has HubSpot Prospect Call....................................................................16

Sales Coaching Prospect Call..................................................................................17

Additional Call Scripts...............................................................................................18

Gatekeeper Call.........................................................................................................18

Standard Outreach Call 1- Decison Maker..............................................................19

Recommended By a Mutual Collegue.....................................................................20

Asking for a Connection...........................................................................................21

Following Up..............................................................................................................22

Special Promotion.....................................................................................................23

Change of Contact at the Prospect's Company.....................................................24

A Big Announcment or Change at the Prospects Company.................................25

Voicemail Scripts........................................................................................................26

Basic Voicemail Template..........................................................................................26

Local Prospect Voicemail Template..........................................................................26

Referral Voicemail Template......................................................................................26

Returning a Call Voicemail Template........................................................................27

Decison Maker Unknown Voicemail Template.........................................................27

LinkedIn Scripts..........................................................................................................28

LinkedIn Connection Request Series 1.....................................................................28

LinkedIn Connection Request Series 2......................................................................29

LinkedIn Connection Request Series 3......................................................................30

LInkedIn Connection Request Series 4......................................................................31

LinkedIn Connection Request More Options for Specifc Industries.......................32

8 Rules for Mastering Objections...............................................................................33

Common Objections & Responses.............................................................................34

Objection: "Im With Another Vendor".........................................................................34

Objection: "Im Not Interested" or "Send Me Info".....................................................35

Objection: Price............................................................................................................35

Objection: "I Am Not The Decison Maker".................................................................35

Objection: Timing.........................................................................................................35

Email Templates...........................................................................................................36

First Touch Email..........................................................................................................36

Responding to Email Inquiry........................................................................................37

Moving Forward After First Call..................................................................................38

Following Up After Making a Call................................................................................39

In Addition To Voicemail Template.............................................................................40

Learn More About Them and Their Situation.............................................................41

Next Step Email Template...….....................................................................................42

Did Not Buy Follow-Up...…..........................................................................................43

Useful Article...…..........................................................................................................44

Not Interested Follow-up............................................................................................45

Breaking Up Emails......................................................................................................46

365 Follow-Up Calendar.............................................................................................47

ONBOARDING AND NEW HIRE TRAINING

Two-Week Training Schedule for a Sales Representative at [Insert Company Name]

Week 1

Day 1: Introduction and Onboarding

9:00 AM - 10:00 AM: Welcome and HR Orientation
10:00 AM - 11:00 AM: Team Introductions and Office Tour
11:00 AM - 12:00 PM: Company Overview Presentation
12:00 PM - 1:00 PM: Team Lunch
1:00 PM - 3:00 PM: Overview of Product Lines and Services
3:00 PM - 5:00 PM: Self-Guided Training Modules on Company Culture and Values

Day 2: Product and Manufacturer Training

9:00 AM - 12:00 PM: Deep Dive into Major Manufacturers
12:00 PM - 1:00 PM: Lunch Break
1:00 PM - 3:00 PM: Interactive Product Training: Imaging Systems and Software
3:00 PM - 5:00 PM: Self-Guided Learning on Advanced Product Features

Day 3: Administrative Functions and CRM Training

9:00 AM - 11:00 AM: Introduction to CRM System & HubSpot
11:00 AM - 12:00 PM: Administrative Protocols and Procedures
12:00 PM - 1:00 PM: Lunch Break
1:00 PM - 3:00 PM: Hands-On CRM & HubSpot Training
3:00 PM - 5:00 PM: Self-Guided Training on Reporting and Analytics

Day 4: Sales Training and Scripts

9:00 AM - 12:00 PM: Sales Process Overview and Script Walkthrough
12:00 PM - 1:00 PM: Team Lunch and Learning Session
1:00 PM - 3:00 PM: Role-Playing Scenarios with Feedback
3:00 PM - 5:00 PM: Self-Guided Study on Effective Sales Techniques

Day 5: Continued Sales Training and Market Analysis

9:00 AM - 11:00 AM: Advanced Sales Strategies and Handling Objections
11:00 AM - 12:00 PM: Market Analysis and Client Targeting
12:00 PM - 1:00 PM: Lunch Break
1:00 PM - 3:00 PM: Role-Playing Scenarios and Peer Review
3:00 PM - 5:00 PM: Wrap-Up and Week 1 Review with Supervisor

Week 2

Day 6: Field Shadowing and Observation

9:00 AM - 12:00 PM: Shadowing a Senior Sales Representative
12:00 PM - 1:00 PM: Lunch Break
1:00 PM - 3:00 PM: Debrief and Learning Points from Shadowing
3:00 PM - 5:00 PM: Setting Personal Sales Goals and Strategy

Day 7: Advanced Product Training

9:00 AM - 11:00 AM: In-Depth Training on Specific Products/Services
11:00 AM - 12:00 PM: Competitive Analysis and Differentiators
12:00 PM - 1:00 PM: Lunch Break
1:00 PM - 3:00 PM: Hands-On Exercises with Products
3:00 PM - 5:00 PM: Group Discussion and Q&A

Day 8: Client Engagement Techniques

9:00 AM - 12:00 PM: Effective Communication and Client Relationship Building
12:00 PM - 1:00 PM: Lunch with a Mentor
1:00 PM - 3:00 PM: Practicing Client Engagement Scenarios
3:00 PM - 5:00 PM: Self-Guided Learning on Client Management

Day 9: Review and Practice Day

9:00 AM - 12:00 PM: Review of Week 1 & 2 Materials
12:00 PM - 1:00 PM: Lunch Break
1:00 PM - 3:00 PM: Role-Playing and Script Practice
3:00 PM - 5:00 PM: Personal Study and Preparation for Final Assessment

Day 10: Final Assessment and Strategy Planning

9:00 AM - 11:00 AM: Final Assessment on Product Knowledge and Sales Skills
11:00 AM - 12:00 PM: Review of Assessment and Feedback
12:00 PM - 1:00 PM: Initial Training Graduation/Celebration Lunch with Team
1:00 PM - 3:00 PM: Development of Individual Sales Strategy and Targets
3:00 PM - 5:00 PM: Closing Meeting with Sales Manager and Goal Setting

This schedule includes a blend of hands-on training, self-guided learning, role-playing, and real-world observation, ensuring a comprehensive understanding of both the company's products and effective sales techniques. It's designed to equip the new Sales Representative with the knowledge, skills, and confidence needed to succeed at [Insert Company Name].

Mutual Commitments

MUTUAL COMMITMENTS AGREEMENT

[Insert Company Name] Commitments to Sales Representatives:

1.Comprehensive Training: Providing in-depth training on products, sales techniques, and insights.
2.Access to Tools and Resources: Ensuring availability of CRM software, product information, and market analysis tools.
3.Ongoing Support and Mentorship: Continuous support, additional training, and mentorship for professional development.
4.Regular Team Meetings: Facilitating daily and weekly team meetings for goal alignment and collaboration.
5.Weekly One-on-One Meetings: Personalized discussions for progress review and goal setting.
6.Positive Work Environment: Maintaining a supportive, inclusive work culture.
7.Transparent Communication: Keeping open channels for feedback and career progression discussions.
8.Marketing and Lead Generation Support: Providing resources and initiatives to aid in lead generation and client outreach.
9.Performance Evaluation and Feedback: Regular assessment of performance with constructive feedback for improvement.

Sales Representative Commitments to [Insert Company Name]:

1.Adherence to Company Values: Upholding company values in all professional conduct.
2.Active Participation and Engagement: Engaging fully in all training, meetings, and company activities.
3.Timely Task Completion: Efficiently managing and completing all responsibilities within deadlines.
4.Effective CRM Usage: Utilizing CRM for client management and sales tracking.
5.Meeting Sales Targets: Achieving initial 90-day sales targets and ongoing quotas.
6.Time Management: Following the A, B, and C time prioritization model for effective task allocation.
7.Professional Development: Seeking self-improvement opportunities to enhance contribution to the team.
8.Activity Targets Compliance: Meeting specified targets for calls, emails, and booked meetings.
9.Client Relationship Management: Building and maintaining strong, productive client relationships.

Activity Targets for Sales Representatives:

Calls: Minimum of 100 calls per day to potential and existing clients.
Emails: Sending at least 100 personalized emails per day via automated sequences to prospects and clients.
Booked Meetings: Aiming to schedule at least 10 client meetings per week, either virtual or in-person.

________________

Sales Representative's Signature

________________

Manager's Signature

WEEKLY TRAINING (ONGOING)

Review commitments, goals, and achievement towards goals
Discuss any challenges, identify issues, resolves any issues, or form a plan of action
Identify any new objections
Review what is working and what is not working regarding scripts
Role play
Sales Training (Cardone videos, best practices, customized coaching)
Discuss results and adjust as needed

DAILY GOALS

Each individual team member is responsible for writing down and sharing their goals with the rest of the team daily. This practice helps to visualize, keep top of mind, and reinforce goals. The act of sharing the goals with other team members creates accountability and motivation.

DAILY TEAM WARM-UP

The sales team should start the day on a positive note and build energy with a 15-20 minute team meeting

man in black t-shirt and black shorts running on road during daytime

Remember to ASK FOR HELP & CELEBRATE WINS!!

THE QUANTUM GROWTH MODEL

The Sales Development Rep (SDR) function for [Insert Company Name] operates within The Quantum Growth Model, beginning in Step 1 TARGET. The SDR is responsible for outbound sales prospecting, specifically to utilize well-researched and enriched data about target prospects to set appointments for your sales organization.

PROSPECTING JOB ROLE DESCRIPTION

DUTIES

1.HubSpot Management:
- Diligently update notes and documentation in HubSpot to ensure the Sales Team is thoroughly prepared for scheduled meetings.
- Regularly maintain and update client information to assist in effective sales strategies and follow-ups.
2.Lead Research and Identification:
- Proactively research and identify additional leads and prospects using designated tools and databases, such as LinkedIn Sales Navigator, ZoomInfo enriched lists, and industry-specific platforms.
- Analyze market trends and customer needs to target potential clients effectively.
3.Activity Quota:
- Meet or exceed the assigned quota of making a minimum of 100 calls and sending 100 emails per day to potential and existing clients, ensuring consistent outreach and engagement.

REQUIREMENTS

1.Drive and Motivation:
- A self-starter attitude with a strong drive to achieve and surpass sales targets, and a keen interest in the office technology and document solutions industry.
2.Experience:
- Previous experience in inside sales, especially within the office technology sector, is a plus.
- Familiarity with [Insert Company Name] product range.
3.Communication Skills:
- Strong verbal communication skills with the ability to articulate product highlights and value propositions clearly and persuasively.
- Proficiency in writing client-facing email communications that are concise, engaging, and professional.
4.Documentation and CRM Proficiency:
- Ability to clearly document call outcomes and next steps in HubSpot CRM.
- Organized and detail-oriented, ensuring all client interactions are accurately recorded for future reference.
5.Positive Attitude and Resilience:
- Demonstrate a positive attitude and the ability to handle rejection professionally.
- Ability to maintain a high level of energy and enthusiasm in a fast-paced sales environment.
6.Team Collaboration:
- Work collaboratively with the sales and support teams to achieve collective goals.
- Participate actively in team meetings and training sessions to enhance skills and product knowledge.

Email Best Practices

Sales Email Strategy and HubSpot Management for [Insert Company Name]

Tips for Effective Sales Emails Using HubSpot Sequences

1.Personalization: Use HubSpot's personalization tokens to tailor each email to the recipient. Include their name, company, or any relevant information you have to make the email feel more personal and less generic.
2.Clarity and Conciseness: Your emails should be clear and to the point. Highlight the key benefits of [Insert Company Name] products and services, focusing on how they solve specific problems for the client.
3.Strong Subject Lines: Craft compelling subject lines that encourage recipients to open the email. They should be relevant and create a sense of urgency or curiosity.
4.Call-to-Action (CTA): Include a clear CTA in every email. Whether it's scheduling a call, requesting a demo, or simply replying for more information, make sure the recipient knows what the next step is.
5.Use of HubSpot Sequences: Automate follow-up emails using HubSpot sequences to stay in touch with prospects without manual input. Set up a series of emails that nurture leads over time, adjusting the content based on the recipient's interactions with previous emails.

HubSpot Management

Regular Updates: Keep notes and documentation in HubSpot CRM constantly updated to ensure the sales team is always prepared for client interactions.
Client Information Maintenance: Regularly update client information to inform effective sales strategies and follow-ups, ensuring data is current and accurate.

Lead Research and Identification

Proactive Research: Utilize tools like ZoomInfo, LinkedIn Sales Navigator, and industry-specific databases to identify new leads and prospects.
Market Analysis: Analyze market trends and customer needs to target potential clients effectively and personalize your outreach.

Activity Quota

Outreach Goals: Aim to meet or exceed the quota of 100 calls and 100 emails per day, utilizing HubSpot to track and manage these interactions.

Requirements

Drive and Experience: Demonstrate a proactive attitude and the drive to achieve sales targets, leveraging any previous experience in office technology sales.
Product Knowledge: Gain familiarity with [Insert Company Name] product range, including [Insert Vendor Solutions]. to convey value propositions effectively.
Communication Skills: Utilize strong verbal and written communication skills to engage clients and articulate product highlights.
CRM Proficiency: Show adeptness in using HubSpot for documenting interactions, call outcomes, and planning next steps.
Positive Attitude and Teamwork: Maintain a positive, resilient attitude and work collaboratively with the team to meet collective goals.

COLD CALLING

TIPS:

1.Call Preparation: Research potential clients and their businesses before the call. Understand their needs and how [Insert Company Name] products like [Insert Products] can benefit them.
2.Role-Play Scenarios: Practice various call scenarios to anticipate different customer reactions. Include scenarios specific to office technology and document solutions.
3.Be Personable and Engaging: Infuse your calls with a friendly and engaging tone. Avoid sounding scripted; instead, aim for a conversational and personalized approach.
4.Compelling Opening Statement: Craft an opening that resonates with the client's needs. For example, mention how [Insert Company Name] solutions can enhance office efficiency or reduce costs.
5.Relevant Questions: Ask questions that uncover the client's specific pain points. This could involve inquiries about their current document management systems or challenges with office technology.
6.Knowledge of Tools and Resources: Be well-versed in the tools and resources you can use during the call, such as product brochures or demo videos. Be ready to send follow-up materials via email that are tailored to the client’s interests.
7.Tracking and Addressing Objections: Keep a log of common objections and develop strong responses. This might include addressing concerns about cost, integration, or the superiority of [Insert Company Name] products over competitors.
8.Conversion Rate Calculations: Understand your conversion rates from calls to appointments. Calculate how many calls you need to make daily or weekly to meet your sales targets.
9.Highlight Unique Selling Points: Emphasize [Insert Company Name] unique selling propositions, such as over [X] years of industry experience, local support and service, or partnerships with major manufacturers.
10.Follow-Up Strategy: Plan a follow-up strategy for after the call. This might include a scheduled second call, an email with more information, or an invitation to a product demo. Following the call, enroll the prospect in the appropriate Sales Sequence based on the call outcome.
11.HubSpot Utilization: Utilize HubSpot to schedule calls, track progress, and note client preferences or significant details from the conversation.
12.Team Collaboration: Collaborate with your team for insights and strategies. Share successful call techniques or challenges you’ve encountered for collective learning.

By incorporating these tailored tips into your cold calling strategy at [Insert Company Name], you can effectively engage potential clients, address their specific needs with tailored solutions, and increase your chances of securing appointments and driving sales.

a. Goal = 2 appointments/day

b. Average Conversion = 1 appointment per 50 calls

c. Daily Calls Needed = 100 calls

Use your technology tools to eliminate manual tasks.
Make rejection fun, not feared.
Figure out where you are getting stuck in your script and make adjustments where necessary.
Learn from every call.

CALL CONTACTS

SOURCE: HubSpot

Gatekeeper: The Gatekeeper is someone that screens and directs calls for a business. This person’s job title may be something along the lines of Administrative Assistant or Office Manager. Gatekeepers are already busy with a million tasks so they may direct your call immediately. It’s also possible that they’ve been instructed to screen and deny sales calls. Always remain professional and polite and don’t be hesitant to share more information about why you’re calling. Sometimes Gatekeepers can help you identify a better prospect to connect with.

Decision Maker: The decision maker is the individual who has final authority over the purchasing decision. During a B2B sale, the decision maker is typically a member of the purchasing company’s C-suite who can sign the check or approve the purchase. 5 Types of Decision Makers & How to Sell to Each One (hubspot.com)

WRITE GREAT VALUE PROPOSITION STATEMENTS

Value Prop:

At [Insert Company Name], we empower businesses with cutting-edge office technology solutions tailored to enhance productivity and efficiency. Specializing in copiers and printers, document management, managed print services, VoIP, and I.T. Managed Services, we deliver customized, reliable solutions backed by over [X] years of industry expertise. Our commitment to exceptional service and top-tier technology partners ensures that your business runs smoothly and efficiently, allowing you to focus on what matters most – your core operations. Experience unparalleled support and innovation with [Insert Company Name], your trusted partner in office technology.

Why should someone do business with [Insert Company Name]?

1.Personalized Service: We prioritize building lasting partnerships.
2.Comprehensive Solutions: Our expertise spans copiers and printers, document management, managed print services, VoIP, and I.T. Managed Services, offering a one-stop-shop for all your office technology requirements.
3.Proven Expertise: With over [X] years of local experience, we bring deep industry knowledge and insights to every project, ensuring reliable and effective solutions.
4.Premium Technology Partnerships: We collaborate with industry-leading technology providers to deliver state-of-the-art solutions that enhance productivity and efficiency.
5.Commitment to Your Success: Our relationship-focused approach ensures that we provide flexible, adaptable solutions that grow with your business.
6.Exceptional Support: Our dedicated team offers unparalleled support and service, ensuring smooth operations and quick resolution of any issues.

Partner with [Insert Company Name] and experience the difference that expert, personalized service and cutting-edge technology can make for your business.

What product or service do you offer?

At [Insert Company Name], we offer a comprehensive range of office technology products and services designed to enhance your business operations and efficiency. Our offerings include:

1.Copiers and Printers: High-performance copiers and printers to meet all your document production needs.
2.Document Management: Solutions to streamline document storage, retrieval, and workflow processes.
3.Managed Print Services: Comprehensive print management to reduce costs and improve productivity.
4.VoIP Phone Systems: Advanced VoIP solutions for seamless, reliable communication.
5.I.T. Managed Services: Expert I.T. support and services to ensure your technology infrastructure runs smoothly.
6.Interactive Displays/Whiteboards: Innovative presentation tools to enhance collaboration and engagement.
7.Mailroom Services: Efficient mailroom solutions to manage your inbound and outbound mail.
8.Toner Recycling Program: Eco-friendly toner recycling services to support your sustainability efforts.

Experience the difference with [Insert Company Name], where we provide tailored solutions to meet your unique business needs, backed by our commitment to exceptional service and cutting-edge technology.

Who is your target customer?

Our target customers are businesses and organizations that require advanced office technology solutions to improve their operational efficiency and productivity. Specifically, we cater to:

1.Educational Institutions: Schools, colleges, and universities looking for reliable copiers, printers, document management, and VoIP systems to support their administrative and educational needs.
2.Small to Medium-Sized Enterprises (SMEs): Businesses seeking comprehensive managed print services, I.T. support, and innovative office solutions to streamline their operations.
3.Corporate Offices: Large corporations needing scalable and integrated technology solutions to enhance communication, document management, and overall efficiency.
4.Healthcare Facilities: Hospitals, clinics, and medical offices requiring secure and efficient document handling, printing, and communication systems.
5.Legal Firms: Law offices that need robust document management, high-quality printing, and secure communication solutions.
6.Government Agencies: Public sector organizations that demand reliable, secure, and efficient office technology solutions.
7.Non-Profit Organizations: Charities and non-profits looking for cost-effective and efficient technology solutions to support their missions.

By focusing on these sectors, we ensure that our products and services are tailored to meet the specific needs and challenges of each industry, providing them with the best possible technology solutions.

What pain point does your product solve for your customer?

Our products and services address several key pain points for our customers:

1.Inefficient Communication: Our integrated VoIP phone systems and communication platforms streamline communication across teams and departments, reducing delays and improving collaboration.
2.High Operating Costs: Managed print services and document management solutions help reduce printing costs, manage resources more effectively, and eliminate unnecessary expenses.
3.Time-Consuming Administrative Tasks: Our document management systems and I.T. managed services automate and simplify administrative tasks, allowing staff to focus on core responsibilities.
4.Security Concerns: We offer secure document management and communication solutions to protect sensitive information, ensuring compliance with industry standards and regulations.
5.Technical Downtime: With our I.T. managed services, we provide proactive monitoring and maintenance to minimize downtime and keep systems running smoothly.
6.Sustainability Issues: Our toner recycling program supports eco-friendly practices, helping businesses reduce their environmental footprint.
7.Scalability Challenges: Our cloud-based solutions and scalable technology services ensure that businesses can grow and adapt their technology infrastructure without significant additional investments.

By addressing these pain points, we help our customers enhance efficiency, reduce costs, improve security, and support sustainable practices, ultimately contributing to their overall success.4o

How does your product or service benefit your customer?

Our products and services provide numerous benefits to our customers, enhancing their overall operations and supporting their growth:

1.Enhanced Productivity:
- Integrated Communication Tools: Streamline communication and collaboration with VoIP systems, video conferencing, and unified messaging, ensuring teams can work efficiently from any location.
- Managed Print Services: Reduce time spent on managing printers and copiers, allowing staff to focus on core tasks.
3.Cost Savings:
- Optimized Printing Costs: Managed print services help control and reduce printing expenses through efficient resource management.
- Scalable Solutions: Cloud-based and scalable technology solutions minimize upfront costs and allow for budget-friendly growth.
6.Improved Security:
- Secure Document Management: Protect sensitive information with secure document storage and retrieval solutions, ensuring compliance with industry standards.
- Proactive I.T. Management: Our I.T. managed services provide ongoing monitoring and maintenance, preventing security breaches and minimizing downtime.
10.Operational Efficiency:
- Automated Administrative Tasks: Document management systems automate routine tasks, streamlining workflows and reducing administrative burdens.
- Centralized Management: Our solutions offer centralized management of communication, printing, and I.T. services, simplifying oversight and coordination.
15.Flexibility and Mobility:
- Remote Work Enablement: Support remote work and mobile access with cloud-based solutions, ensuring employees can stay productive from anywhere.
- Adaptable Technology: Easily scale and adapt technology infrastructure to meet changing business needs without significant disruption.
21.Sustainability:
- Eco-Friendly Practices: Our toner recycling program and efficient print management solutions help businesses reduce their environmental impact.

7.Superior Support:

Dedicated Customer Service: Our team provides exceptional support and service, ensuring quick resolution of issues and ongoing assistance.
Expert Guidance: Benefit from our industry expertise and tailored recommendations to maximize the value of your technology investments.

By leveraging our comprehensive office technology solutions, customers can achieve greater productivity, cost savings, security, operational efficiency, flexibility, sustainability, and receive superior support, driving their business success.

What differentiates you from your competitors?

What sets [Insert Company Name] apart from our competitors is our unique blend of personalized service, comprehensive solutions, industry expertise, and commitment to excellence:

1.Personalized Service: We prioritize building lasting partnerships over mere transactions. Our relationship-focused approach ensures we understand and meet your unique business needs with customized solutions.
2.Comprehensive Solutions: We offer a one-stop-shop for all your office technology requirements, including copiers and printers, document management, managed print services, VoIP systems, and I.T. managed services. This breadth of services allows us to provide integrated solutions that streamline your operations.
3.Local Expertise: With over [X] years of experience serving the local community, we have a deep understanding of the challenges and opportunities specific to your area, enabling us to offer tailored solutions that truly make a difference.
4.Premium Technology Partnerships: We collaborate with industry-leading technology providers to deliver state-of-the-art solutions. This ensures that our customers have access to the latest and most reliable technology on the market.
5.Exceptional Support: Our dedicated team offers unparalleled support and service. We are committed to quick resolution of issues and ongoing assistance, ensuring that your operations run smoothly without interruption.
6.Flexibility and Scalability: Our solutions are designed to grow with your business. Whether you’re expanding, relocating, or simply upgrading your technology, our scalable solutions can adapt to meet your changing needs.
7.Proactive Approach: We focus on proactive monitoring and maintenance, preventing issues before they arise and minimizing downtime. This ensures that your technology infrastructure is always running optimally.
8.Sustainability Commitment: Our toner recycling program and eco-friendly practices help businesses reduce their environmental impact, supporting your sustainability goals.
9.Customer-Centric Innovation: We continuously seek feedback from our clients to improve our services and solutions. This customer-centric approach drives innovation and ensures that we meet and exceed your expectations.

By choosing [Insert Company Name], you benefit from our personalized service, comprehensive solutions, local expertise, premium technology partnerships, exceptional support, flexibility, proactive approach, sustainability commitment, and customer-centric innovation. These differentiators enable us to provide unmatched value and support for your business.4o

Be authentic
Be concise and easy to understand

Add Value Like A Maniac - Grant Cardone - 10X Your Business and Life 21 Unique Selling Proposition Examples (and Why they Work) - CXL

CALL SCRIPT FORMULA

[Insert Company Name] helps [X] with [Y & Z] to eliminate or improve [A & B]

EXAMPLES:

[Insert Company Name] helps educational institutions with integrated communication and I.T. managed services to eliminate downtime and improve engagement.
[Insert Company Name] helps healthcare facilities with secure document management and VoIP systems to eliminate data breaches and enhance patient communication.

X = Businesses
Y = Advanced Office Technology and Document Management Solutions
A & B = Inefficiency and Productivity

Sample Screenplay

Tone and Approach

Tone: Confident, authentic, and slightly informal. Deliver with a natural, conversational pace.
Persona: Head of Company
Pace: Start slow and thoughtful, gradually increasing speed as the conversation progresses.

Introduction and Permission

Option 1:

Hey [NAME], this is [Your Name] from [Insert Company Name]. I know I’m an interruption here, but do you have just 27 seconds for me to tell you why I called, and then I’ll let you get back to it?

Option 2:

Hey [NAME], this is [Your Name] from [Insert Company Name]. I was hoping to bend your ear for just a second and then you can tell me if I’m in the right swim lane. Would that be okay?

Pattern Interrupt

Option 1:

Oh, by the way, does [Insert Company Name] still ring a bell?

Option 2:

I appreciate it. [Insert Company Name] in [Insert City], do you know who we are, or never heard of us? No worries; I’ll give you the ten-second thumbnail and let you get back to it.

If YES:

Sweet, that will make this call easy. We’ve come out with some updates and changes, especially around BPO plays, workforce optimization, and document management. Given the current landscape, we help businesses like yours improve efficiency while keeping costs down.

Our CEO, [Insert Name], is hosting low-stakes, 15-minute coffee break chats with other business leaders to share these updates. Would you be opposed to carving out 15 minutes, say, tomorrow or Thursday?

If NO:

Gotcha, so… quick refresher. We’re a local, award-winning Managed Services Provider in the technology space for over [X] years. We focus on proactive office equipment and workflow optimization. We help with automating business processes, streamlining workflows, and reducing costs without sacrificing productivity.

We’ve been hosting 15-minute coffee break chats where our CEO, [Insert Name], shares insights and gets feedback. Would you be open to a quick Zoom call, say, this Friday?

Down Sell

I’m not calling to sell anything, but I wanted to see if you’d be completely opposed to checking out some of these lesser-known approaches. If it’s not in your wheelhouse, no worries. Would you be open to a quick chat tomorrow?

Post Call Wrap-Up (Seal the Deal!)

Okay [NAME], I’ll send a calendar invite. What’s the best email to send this to?

Great, if you could accept it when it hits your inbox, that would be awesome. Oh, and if something comes up, how would you prefer to let us know?

Qualification Questions

Before I let you go, can I quickly ask what areas you’d like to focus on?

Copiers, Managed Printing
Process automation to increase productivity
IT Help Desk
Hosted Exchange Email
Server Management
Email Archiving
Cloud Hosted Phone Systems
Document management (digital archiving)

Who are you currently using for these services? Do you have any document management software? Do you lease or own your office equipment? Is this something you handle personally, or do you have a team for this?

End the Call

Well [NAME], I’ll let you get back to it. The person you’ll be speaking with is [CEO NAME], and he’s much smarter than I am. He’ll share some of what we talked about today. Look forward to chatting on [DATE] at [TIME].

Conversational Puzzles

All Set/Not Now

Gotcha, can I ask, is what I mentioned even in your wheelhouse? Are you pretty locked down for the rest of the year/quarter? Was any of that relevant to you?

No Time Objection

That’s fine. I wouldn’t expect anything to happen that quickly anyway. These things take cycles. That’s why we do these preliminary 15-minute coffee-break chats, so you know your options for the future. Would it be a ridiculous idea to carve out some time next week? How’s Tuesday?

Send Me an Email

Absolutely, what’s the best email for you? I have a lot of content I can send over, but I won’t overwhelm you. What’s most relevant to you today?

Not Interested/We’re All Set/We’re Happy

I understand. Are you currently working with any local tech companies or large nationwide firms? How long is your contract with your current provider? I’d love to throw our hat in the ring when the timing is better. Would a morning next week work for a brief intro call?

Additional Call Scripts

THE GATEKEEPER CALL

Hi, I’m calling for [prospect’s name]. This is [your name] with [your company name]

Option1: Gatekeeper transfers you directly

[Follow Standard Outreach Call Script on next page]

Option 2: Gatekeeper asks what the call is regarding

I’m following up on an email I sent [prospect’s name] regarding [your product or service value proposition]

If the gatekeeper still doesn’t transfer the call, ask to leave a voicemail instead.

You should also ask if there is a better time or method of contact to reach the decision maker such as direct line, cell, email, or time of day.

STANDARD OUTREACH CALL 1

THE DECISON MAKER

Introduction:

Hi [Prospect’s Name], this is [Your Name] from [Company Name]. I know this is an unexpected call. I've been doing some research on [Prospect’s Company Name] and I’d love to learn more about [Common Buyer Persona Challenges].

At [Your Company Name], we specialize in helping businesses like yours with [Value Proposition 1, Value Proposition 2, and Value Proposition 3].

Is this something you think could help with [Common Buyer Persona Challenges]?

Option 1: Yes, Tell Me More

Great! I’d like to set up a brief introductory meeting with our [Title of Contact].

Would you be available [Day/Time] or [Day/Time]?

Perfect! Can I just confirm your contact information?

Verify email and ask for their cell and direct line in case we need to contact them prior to the meeting.

I’ll forward you a meeting invite, and [Contact] will see you on [Repeat Appointment Day and Time].

Option 2: Not Interested

I understand. Is it okay if I send you a follow-up email to review at your convenience? Then I can follow up with you tomorrow.

If Yes: Send the email and set a reminder to follow up.
If No: Thank them for their time and ask if there’s another point of contact they can connect you with.

Closing:

Thank you for your time, [Prospect’s Name]. Have a great day!

Campaign Screenplay Example

Introduction and Permission

Hi [Prospect’s Name], this is [Your Name] from [Company Name]. I know this is an unexpected call, but do you have 27 seconds for me to explain why I’m calling?

Option 1:

Sure, go ahead.

Great! I’ve been researching [Prospect’s Company Name] and noticed that [Common Buyer Persona Challenges] might be areas where we can help. At [Your Company Name], we work with businesses like yours to address these challenges by providing [Value Proposition 1, Value Proposition 2, and Value Proposition 3].

Is this something you think could help with [Common Buyer Persona Challenges]?

Yes, tell me more:

I’d love to set up a brief introductory meeting with our [Title of Contact] to discuss how we can assist you further. Would [Day/Time] or [Day/Time] work better for you?

Perfect! Can I confirm your contact information?

Verify email and ask for their cell and direct line in case we need to contact them before the meeting.

I’ll send you a meeting invite, and [Contact] will see you on [Repeat Appointment Day and Time].

Option 2:

If they’re not interested or need more information:

I understand. Is it okay if I send you a follow-up email to review at your convenience? Then I can follow up with you tomorrow.

If Yes: Send the email and set a reminder to follow up.

If No: Thank them for their time and ask if there’s another point of contact they can connect you with.

Closing:

Thank you for your time, [Prospect’s Name]. Have a great day!

Internal Call Script Tone and Approach

Tone:

Confident and Authentic: Deliver with confidence without being pushy. Use a natural, conversational tone with slight stammers and thoughtful pauses to sound unscripted.
Professional: Utilize deeper tones and a slower pace to convey experience and professionalism. Avoid small talk and maintain a confident demeanor.

Persona:

1.Pre-chasm Thought Leaders: We are [Insert Company Name], and we passionately care about the entire client experience—from the pitch to the sale to the technology impact.
2.Seasoned Professionals: Use deeper tones and a more executive-like pace. Be confident but never cocky.
3.Collaborative Partners: Set up next steps or share executive briefing documents without appearing needy.

Pace:

Start with a slow, careful pace and increase speed with each paragraph until the "nurture" step when asking for the meeting. Avoid unnecessary modulation and maintain a professional attitude.

Intro and Permission

Option 1:

Hi [Name], it’s [Your Name] from [Insert Company Name]. I know I’m an interruption here, but do you mind if I grab 27 seconds to tell you why I called and then I can get out of your hair?

Option 2:

Hi [Name], this is [Your Name] from [Insert Company Name], "the back-office-in-a-box company." I know I’m an interruption, but can I grab 27 seconds to explain why I called and then let you get back to it?

Response:

Sure, what’s up?

Great, appreciate that.

Pattern Interrupt

Option 1:

Oh, by the way, does [Insert Company Name] ring a bell? Maybe seen our trucks around town?

Option 2:

I appreciate it. [Insert Company Name] in [Insert City], do you know who we are, or never heard of us? No worries; I’ll give you the ten-second thumbnail and let you get back to it.

If YES:

Sweet, that makes this call easier. We’ve made updates around critical BPO plays, workforce optimization, and document management. Given the current landscape, we help businesses like yours improve efficiency while keeping costs down.

If NO:

Gotcha. Quick thumbnail on us: We’re a local, award-winning Managed Services Provider in the technology space for over [X] years. We focus on proactive office equipment and workflow optimization. We help with automating business processes, streamlining workflows, and reducing costs without sacrificing productivity.

We’ve been hosting 15-minute coffee break chats where our CEO, [Insert Name], shares insights and gets feedback. Would you be open to a quick Zoom call, say, this Friday?

Down Sell

Post Call Wrap-Up

Okay [NAME], I’ll send a calendar invite. What’s the best email to send this to?

Great, please hit accept when it hits your inbox so I know it made it to you. If something comes up between now and our chat on [DATE], how do you want to let us know if you can’t make it?

Qualifying Questions

1.Do you currently own or lease your equipment?
2.How big is your location? Multiple offices?
3.How much is left on your contract?
4.Who is currently managing your Document Management system?
5.Is this something that falls on your plate, or should we loop in others who might be interested?

End the Call

Well [NAME], I’ll let you get back to it. The person you’ll be speaking with is [REP NAME]. He’s much smarter than I am and will share more about what we discussed. Look forward to chatting on [DATE] at [TIME].

Objections

All Set/Not Interested

Totally get it. I understand. That’s why we do these 10-minute virtual tours. For example, <Insert Case Study> switched to [Insert Company Name] for our unique plug-and-play document management system. I can send over a calendar invite for a quick intro call. It’s not to buy anything but to do a virtual tour. Very low stakes. Would [Day/Time] work?

Not Interested/We’re Happy

That’s not uncommon. Are you currently working with any local tech companies or nationwide firms? How long is your contract with your current provider? I can send over a calendar invite for a quick intro call to share what’s new. Very low stakes. Would [Day/Time] work?

Send Me an Email

For sure, I can send over some information. What’s the best email for you? I also know we’re doing these 15-minute coffee break chats to share what we’ve helped other folks with. Would it be a ridiculous idea to carve out some time, say, next Tuesday?

How Does This Work with My System?/Any Hard Technical Question

Great question. Typically, an ambush conversation like this isn’t fair for something this important. That’s why we do these low-stakes 15-minute chats. Are you a morning person? How’s Tuesday?

No Time Objection Response

That’s fine. I wouldn’t expect anything to happen quickly. These things take time. That’s why we do these preliminary 15-minute coffee-break chats so that when it’s time to evaluate solutions, you know your options. Would it be a ridiculous idea to carve out some time, say, next Tuesday?

In a Contract Until 2025

Gotcha. This meeting isn’t to buy anything but to share how we’ve helped others. Down the road, when it’s time to evaluate options, you’ll know what’s available. Very low stakes. Would it be a ridiculous idea to share this with you next Monday or Tuesday?

Optional Riffs

1.In the past 18 months, the features and tools in modern office technology have improved significantly, and costs have come down. It’s like getting a 70-inch 4K TV for a fraction of the price.
2.Teams moving to virtual work need better connectivity and blended solutions.
3.I realize test driving a new office tech partner may not be top of your list, but the costs have come down significantly, sometimes 30-40% less than what folks are paying now.

Great Questions/Ways to Ask:

1.Are you working with any document management companies?
2.Do you have multiple locations?
3.I assume you already have something in place for copiers/printing services for remote access?
4.If you were to start with document/workflow automation, when would you like to get started?
5.For the 15-minute chat, what areas are most relevant to you?

End the Call:

Well [NAME], I’ll send the invite. The person you’ll be speaking with is [REP NAME]. He’s much smarter than I am and will share more. Look forward to chatting on [DATE] at [TIME].4o

RECOMMENDED BY A MUTUAL COLLEAGUE

Hi [Prospect's name]!

I'm reaching out from [Insert Company Name], and I was actually recommended by [mutual colleague’s name] to connect with you. I've been learning about [prospect’s company name], and I believe our advanced document management and office technology solutions could really benefit your team. Do you have a moment to chat about this now?

Option 1: Positive Response

Prospect's Agreement: That's great, thank you! Can I quickly confirm your contact details?
Verify Information: Confirm their email address. Then ask for their cell and direct line to ensure smooth communication before the meeting.
Meeting Coordination: I'll send over a meeting invite shortly. [Contact name] from our team will be in touch with you on [appointment day and time] to discuss further.

Option 2: Objection or Hesitation

Understanding the Objection: I understand you're busy. Would it be okay if I send you a follow-up email with some information for you to review at your convenience? I can then check back with you tomorrow.
Follow-Up Strategy: If agreed, send the email detailing [Insert Company Name] offerings and set a reminder to follow up. If they decline, thank them for their time and politely inquire if there is another point of contact who might be interested.

Option 3: Unresponsive or Hang-Up

Email Follow-Up: Send a follow-up email. This might be a more effective way to engage them. Ensure the email includes concise resources explaining [Insert Company Name] services and requests to continue the conversation with an appropriate contact from your team.

Remember to use templates in HubSpot when appropriate for email follow up. Based on call outcomes, the contact should automatically be enrolled in the appropriate Sequence.

ASKING FOR A CONNECTION

Sometimes it can seem impossible to get in touch with a prospect. You may be able to see that they’re getting your emails or voicemails, and they’re checking out the content that you’re sharing with them, but for some reason you just can’t seem to get them on the phone to properly introduce yourself and have a conversation. Try reaching out to another team member in their organization and asking them to connect you. It never hurts to ask, and you may end up getting valuable information about the company from someone else.

Hi [contact’s name], this is [your name] from [Insert Company Name].

I’ve been reaching out to [prospect’s name] but haven't been able to connect yet. Could you help me with an email introduction? We're interested in discussing how our document management and advanced office technology solutions could benefit [prospect’s company name].

Explaining Value Proposition

I believe [Insert Company Name] can significantly aid [prospect’s company name] in streamlining document workflows and enhancing office efficiency with our state-of-the-art imaging systems, managed document services, and I.T. managed services.

Option 1: Positive Response

Prospect’s Agreement: That’s fantastic, thank you so much, [contact’s name]!
Follow-Up Preparation: I'll send an email with some key information about [Insert Company Name] for you to forward to [prospect’s name]. It'll give them a good overview before we connect. I'll be on the lookout for your email. Have a wonderful day!

Option 2: Hesitation or Decline

Understanding Their Position: I completely understand. Would it be acceptable for me to send you an informational email to review at your convenience? I can then follow up with you tomorrow.
Follow-Up Strategy: If they agree, send the email with details about [Insert Company Name] services and set a reminder to follow up. If they decline, thank them for their time and politely ask if there's another contact in the organization who might be interested.

Remember to use templates in HubSpot when appropriate for email follow up. Based on call outcomes, the contact should automatically be enrolled in the appropriate Sequence.

FOLLOWING UP

Sales cadences vary and a sales call may not be your first attempt to contact a prospect. If you’ve tried reaching them through voicemail, email, or connecting via social media let them know that you’re following up on previous outreach. There’s a good chance that the prospect may have noticed your previous outreach attempts already.

Hi [prospect’s name], this is [your name] from [Insert Company Name].

I wanted to follow up and see if you had a chance to review the last message I left or the email I sent about our office technology and document management solutions?

Option 1: Prospect Shows Interest

Prospect’s Positive Response: Great, I'm glad to hear that! Let me take you through how [Insert Company Name] can specifically help your business enhance its document workflows and office efficiency.

Option 2: Prospect Indicates No Interest

Prospect Declines: Thank you for your honesty. Just out of curiosity, could you share why you aren't interested? Understanding your concerns helps us improve.
Overcoming Objections: Use their response to address their specific objections. If they're reluctant to discuss, suggest: "Would it be okay if I send another email with some additional information for you to consider? We have a range of solutions that might align more closely with your needs."

SPECIAL PROMOTION

Promotional offers give you a little more to advertise when you’re reaching out for the first time. If your company has a free trial of a product or service, or a significant discount, let your prospect know. People love to feel like they’re getting a deal on purchases. A survey from RetailMeNot found that,” four out of five (80 percent) said they feel encouraged to make a first-time purchase with a brand that is new to them if they found an offer or discount.” The right promo could be what turns a prospect into a customer.

Hi [prospect’s name], this is [your name] from [Insert Company Name].

At [Insert Company Name], we specialize in enhancing office efficiency and streamlining document management with our state-of-the-art imaging systems and software solutions. Right now, we're excited to offer a special promotion: [state promotional offer, such as a significant discount on initial services, a free trial of a specific product, or an exclusive package deal]. I'd love to discuss how you can benefit from this limited-time opportunity.

Option 1: Prospect Shows Interest

Prospect’s Positive Response: Fantastic! Let's set up a time for you to attend a product demo, or I can arrange a detailed conversation with one of our Account Executives. This will give you a comprehensive understanding of how we can meet your specific needs.

Option 2: Prospect Indicates No Interest or Objection

Prospect Declines or Objects: I completely understand. Would it be okay to send you an email with more details for your review? This way, you can look at the information at your convenience, and I can follow up with you tomorrow.
Follow-Up Strategy: If they agree, send the follow-up email highlighting the promotional offer and [Insert Company Name] value propositions. Set a reminder to follow up. If they decline, thank them for their time and ask if there’s another contact who might be interested.

Option 3: Prospect Is Unresponsive or Hangs Up

Email Follow-Up: Send a follow-up email. This approach might be more effective for some prospects. Ensure the email includes a clear explanation of [Insert Company Name] services, the promotional offer, and a request to continue the conversation.

CHANGE OF CONTACT AT THE PROSPECTS COMPANY

Sometimes a prospect that you’ve previously connected with may no longer be with the company in your pipeline. This is normal and allows you to connect with another team member. Make it known that we’ve already spoken with someone else, and if there are any notes from the previous conversation ask the new prospect to confirm if your notes are up to date or if there have been any significant changes. The goal in this scenario is to keep the conversation going.

Hi [prospect’s name], this is [your name] from [Insert Company Name]. I hope you're doing well. We've previously had a conversation with [previous prospect’s name] from your organization, and I'm reaching out to continue this discussion with you.

Continuing with Standard Outreach

Referencing Previous Interaction: In our last discussion, we explored how [Insert Company Name] advanced office technology and document management solutions could benefit your team. [Mention any specific notes or points from the previous conversation]. I'd like to understand if these points are still relevant for you and explore how we can further assist.
Discovery Questions: Could you tell me more about your current document management needs? Are you looking for solutions in areas like office efficiency, data security, or perhaps streamlining document workflows?
Tailoring the Conversation: Based on what [previous prospect’s name] mentioned, I believe our solutions, such as [specific product or service], could be particularly beneficial. Would you be interested in learning more about how we can customize these solutions for your specific requirements?
Listening and Responding to Prospect's Needs: Pay close attention to the prospect's responses and tailor the conversation accordingly, showing how [Insert Company Name] can address their specific pain points and needs.

A BIG ANNOUNCEMENT OR CHANGE AT THE PROSPECT'S COMPANY

yellow fireworks in the sky during nighttime

If your prospect’s company has recently announced a big win like acquiring funding or launching a new product or service this is a great opportunity to congratulate them. Big wins often mean big changes. You may catch your prospect at the perfect time to get them to consider evaluating what you’re selling.

Hi [prospect’s name], this is [your name] from [Insert Company Name]. I recently heard about the exciting news at [prospect’s company name] – congratulations on [specific announcement, like securing new funding, launching a new product, or any significant achievement]. It's really impressive!

Seizing the Opportunity

Times like these often bring new challenges and opportunities, especially in managing increased demands or scaling operations. I believe [Insert Company Name] could play a vital role in this new phase for your company. We specialize in providing state-of-the-art office technology and efficient document management solutions.

Introducing [Insert Company Name] Value Proposition

At [Insert Company Name], we work closely with businesses like yours to enhance office efficiency, streamline document workflows, and integrate the latest imaging systems and software solutions. Our products and services are designed to adapt to growing business needs and evolving market demands.

Continuing with Standard Outreach

Standard Outreach Continuation: I’d love to discuss how our solutions can specifically support [prospect’s company name] during this exciting time of growth and change. Can we set up a brief call or meeting to explore this further?
Tailoring the Discussion: Be prepared to follow up with discovery questions and tailor the conversation based on the prospect's responses, focusing on how [Insert Company Name] offerings align with their current and future needs.

VOICEMAIL SCRIPTS

SOURCE:

BASIC VOICEMAIL TEMPLATE

Hi, this is [Your Name] from [Insert Company Name]. I'm reaching out because I'm interested in learning more about the sales organization at [Prospect's Company Name]. We specialize in enhancing office technology and document management, and I believe [Insert Company Name] could offer valuable solutions to streamline your operations.

You can reach me directly at [Your Phone Number]. I’ll also follow up with an email tomorrow to provide more details about how we can specifically assist your team.

I'm looking forward to understanding your needs and discussing how we can help. Have a great day, and I hope to talk to you soon. Goodbye!

LOCAL PROSPECTS VOICEMAIL TEMPLATE

If you’re reaching out to a business in your area, it helps to remind the prospect you’re local.

Hi [Prospect’s Name], This is [Your Name] from [Insert Company Name]. I've been collaborating with businesses in [Insert Location], including companies like [Company A] and [Company B], and I was thinking it might be beneficial for us to discuss how [Insert Company Name] can support your operations.

If you could give me a call back at [Your Number], I'd be very interested in learning more about [Prospect's Company Name] and exploring ways we can assist with our advanced office technology and document management solutions.

Looking forward to potentially working together. Have a great day. Goodbye.

REFERAL VOICEMAIL TEMPLATE

Hey there [Prospect’s Name]. My name’s [Your Name] and I’m calling from [Insert Company Name]. [Referrer’s Name] suggested we get in touch, thinking you might be interested in what we offer. If you have some time this week, please give me a call at [Your Number]. We can discuss how our advanced office technology and document management solutions could be a great fit for [Prospect’s Company Name]. I’ve also sent you an email with more details about our products and services. Looking forward to the possibility of working together, [Prospect’s Name]! Thanks, and have a great day. Bye!

RETURNING A CALL VOICEMAIL TEMPLATE

Good [morning/afternoon/evening] [Prospect’s Name]. This is [Your Name] from [Insert Company Name], returning your earlier call. If you're still looking to touch base, I'll be available [Hours] at [Your Number]. Feel free to give me a call during those hours, or email me at [Your Email] so we can arrange a time to discuss how our office technology and document management solutions might benefit your organization. Again, my email is [Your Email]. Looking forward to catching up with you. Thanks, and have a good day!

DECISON MAKER UNKNOWN VOICEMAIL TEMPLATE

Hi there, this is [Your Name] calling from [Insert Company Name]. I was hoping to connect with the person who’s in charge of office technology and document management in your business. If that person could please call me back at [Your Number], I’d love to discuss how we can work together to enhance your document workflow efficiency and office productivity. I look forward to hearing back from you. Thanks and have a great day!

LINKEDIN SCRIPTS

Source: Kennected

LINKEDIN CONNECTION REQUEST SERIES 1

Connection Message: Hey [first name], I see you have also [shared common interest or experience]. I like networking and connecting with other [shared common interest or experience] and would appreciate your connection as well.

Message 1: (Delay 1 day and 108 minutes): Appreciate the connection [first name]! I try making every one of my LinkedIn connections meaningful. Do you have time this week or next to see what value we can add to one another? (Shared experiences, referrals, prospecting, outreach, etc.…)

Message 2: (If no response after 0 days, 3 minutes): Also, if it’s easier for us to coordinate, choose a good time for you on my calendar: [CALENDAR LINK]

Message 3: (If no response after 2 days, 104 minutes): [First Name], We have helped several [title/role] with their prospecting and outreach through LinkedIn. I'd love to introduce you to these resources and see if they could be of use to you as well. If not, my network is filled with [relevant contact title/role] who I’d be more than happy to send your way.

Message 4: (If no response after 3 days, 6 minutes): I like getting to know contacts in my network/exchange value with those I connect with on LinkedIn. Let's get to know each other. If not, feel free to remove the connection. Looking forward to meeting you [First Name].

LINKEDIN CONNECTION REQUEST SERIES 2

Connection Message: Always glad to connect with good people [first name]. I feel like we probably should have met, but I can’t place it if we have. I’m looking forward to connecting with you either way!

Message 1: (Delay 0 days and 128 minutes):

Awesome. Thanks for connecting!

Message 2: (If no response after 2 days and 4 minutes):

It just hit me that I forgot to introduce myself. Rather than type something out, I shot you a quick video instead: [VIDEO LINK]

Message 3: (If no response after 7 days and 20 minutes):

I've seen a ton more value in building relationships instead of just being a LinkedIn connection with a bunch of random people. If you’re open to it, let’s connect and share our stories. What do the next few weeks look like for you? And just in case you are techy(ish), here’s my calendar: [CALENDAR LINK]

Message 4: (If no response after 8 days and 12 minutes):

Hey [First Name], I'm not a big fan of networks that don't extend beyond LinkedIn but so far, I’ve totally struck out trying to find time for you and me to talk. I don’t want to be “that guy,” but I'm thinking either you fell down a manhole and need help climbing out or I said something stupid and you’re avoiding me. Could you give me a clue about which one it is?

LINKEDIN CONNECTION REQUEST SERIES 3

Connection Message: Hey [First Name], I noticed you were working at [Company] and wanted to connect and learn more about what you guys do!

Message 1: (Delay 0 days and 102 minutes)

I appreciate the connection and I love what you guys do for [company focus/mission]. The info that you give really hit home for me. I understand the time/effort it takes to reach out and find good prospects. I have a tool that supplements the whole process. If you have time later this week or next, I can show you how it works over a quick zoom call.

Message 2: (If no response after 0 days and 9 minutes)

Here’s a quick video with a little about me! [Insert Video]

Message 3: (If no response after 3 days and 5 min)

Hey [First Name], I know how cluttered the LinkedIn inbox can get and wanted to make sure my messages didn’t fall through the cracks. Like I said would love to chat more and see some ways that we can add value to each other.

Message 4: (If no response after 2 days and 227 minutes)

In full transparency, I work with a lot of people in your vertical and we are doing a lot of cool things over here that I’m sure can benefit you! Let me know if you are interested in talking or if you just want me to jump off a bridge.

LINKEDIN CONNECTION REQUEST SERIES 4

Connection Message: Hey there [first name], I saw you help business owners! I do too!

Message 1: (Delay 0 days and 115 minutes):

Thanks for accepting! I'll get straight to the point here; I want to hear more about what you do. I looked around on your profile and think we’d be a great fit to do business together. Would you give me a shot to tell you why over the phone?

Message 2: (If no response after 1 days and 22 minutes):

Let me know!

Message 3: (If no response after 2 days and 66 minutes):

Just want to make sure our convo didn’t get lost.

LINKEDIN CONNECTION REQUEST ADDITIONAL OPTIONS FOR SPECIFIC INDUSTRIES

OPTION 1:

Hey [first name], I’m growing my network with strong leaders in the [target industry] space. Hope we can learn from each other.

[your name]

OPTION 2:

Hey [first name], I like the work [prospect company’s name] is doing in [target industry] and wanted to connect. I am always posting valuable resources and insights to help my network propel their company forward. Thought you’d be interested.

[your name]

OPTION 3

Hey [first name], your profile was top of the search results for professionals in the [target industry] field - would love to connect and learn more about what you do at [prospect company’s name].

[your name]

OPTION 4

Hey [first name], always looking for more leaders in [target industry] to add to my network. Would love to connect!

TACKLING OBJECTION

8 RULES FOR MASTERING OBJECTIONS

SOURCE: CARDONE

1. Commit to Mastering Objections

2. Take Responsibility

3. Define the Real Objection

4. Identify Where in the Process You Are Getting the Objection

5. Identify the Objection vs. the Sales Process

6. Prepare Until You Can Predict

7. Practice Until You Master

8. Work on Objections Every Day

OBJECTION: I’M NOT INTERESTED OR SEND ME INFO

Option 1: Absolutely, I can provide that information. May I ask a few questions about your current document management systems and office technology to ensure the information I send is tailored to your specific needs? (Follow with questions about their current systems, challenges, and goals).

Option 2: I'm happy to send more detailed information. Would it be possible to schedule a brief meeting for one of our account managers to visit and explain how our solutions could address the specific challenges and needs you're facing? It's often helpful to see firsthand how we can enhance efficiency and streamline processes.

Objection: Price

Our clients typically see an average return on investment of X% within the first 6 months. We invest significantly in offering top-tier office technology solutions, which in the long run reduces risks and costs for your business. Moreover, [Insert Company Name] is known for providing unparalleled support compared to others in our field, ensuring that you get the most value out of your investment.

Objection: "I'm Not the Decision Maker"

I understand that you may not be the final decision maker, but given that our solutions directly impact areas like document management and office efficiency, your insights are invaluable. I’d appreciate the opportunity to learn more about your specific needs. This way, when I engage with the decision-maker, I can present solutions that are perfectly aligned with your company's requirements. Could you possibly introduce me to the person who makes these decisions?

Objection: Timing

I completely understand that the timing might not be ideal right now. Many of our clients took some time to consider this type of investment. I’d like to ask a few questions to understand your timeline better and see when might be a more suitable time to revisit this conversation. If I can demonstrate how we can deliver significant value to your business, would you be open to reconnecting in [suggest a timeframe]?

COMMON OBJECTIONS AND RESPONSES

OBJECTION: I Am With Another Vendor

https://blog.hubspot.com/sales/competitor-objection-responses

Absolutely, I assumed you were. Can I ask which vendor you are working with?

Recognizing Competitor's Strengths:

That's great to hear – [competitor] is a notable company. We actually have several mutual customers. They often find that our solutions, with unique benefits like [unique benefit #1, e.g., advanced data security features] and [unique benefit #2, e.g., customized document management solutions], make achieving [X goal, e.g., streamlined workflows] more efficient.

Highlighting Complementary Solutions:

I understand. I’m not suggesting an immediate switch. I'd just like the chance to demonstrate how [Insert Company Name] solutions can add value to what you're already achieving with your current vendor. We have case studies of businesses similar to yours benefiting from our services in addition to what they receive from their current provider. How about we schedule a call to discuss this?

Inquiring About Evaluation Process:

That's interesting. Could I ask what evaluation process you typically go through to ensure you're utilizing the best services available for your document management and office technology needs?

Exploring Satisfaction Levels:

Have you experienced any challenges or limitations with your current vendor that you wish could be addressed?

Understanding Their Preference:

It's great that you have a good relationship with [competitor]. What aspects of their service do you find most beneficial?

Relating to Their Challenges:

I'm glad to hear that you're proactive about [addressing a specific challenge, like optimizing document management]. How has your experience been in this area?

Addressing Specific Challenges:

I noticed you mentioned [X challenge, e.g., managing large document volumes] in a recent [LinkedIn post, tweet, etc.]. We have some insights and solutions that might help with this. Would it be helpful to set up a call to go over these?

Discussing Potential Improvements:

Many of our current clients have been in a similar position, using various suppliers. I'm reaching out to explore ways we could help you [address a specific business pain, enhance results, or maximize your current investment]. Would you be open to a conversation about this?

Understanding Relationship Dynamics:

That's insightful to know. What do you think makes your relationship with your current vendor work so well?

Exploring Vendor Relationship Duration:

How long have you been working with your current vendor? Understanding your history with them could help us see how [Insert Company Name] might offer complementary or enhanced solutions.

Each response is tailored to engage the prospect in a constructive conversation about how [Insert Company Name] unique offerings can complement or improve upon what they are currently receiving from another vendor.

EMAIL TEMPLATES

SOURCE:HUBSPOT

8 Effective Sales Prospecting Email Templates That People Will Want to Open (hubspot.com)

25 Proven Sales Email Templates (hubspot.com)

All of these prospecting email templates answer two questions: 1. "Why you?" and 2. "Why now?" Make answering these two questions the goal of every sales prospecting email you send.

FIRST TOUCH EMAIL

Subject Line: Land a Meeting with Anyone

Hi [NAME],

I am reaching out to connect with the individual who oversees the office technology and document management systems at [Prospect's Company Name]. In my efforts to find the right contact, I have also reached out to [Person X, Person Y, and Person Z]. If discussing potential improvements in these areas aligns with your role, I would be eager to set up a time to chat.

At [Insert Company Name], we specialize in providing state-of-the-art office technology and document management solutions. Our expertise lies in enhancing document workflow efficiency and implementing cutting-edge imaging systems, partnering with top manufacturers. We've helped numerous businesses in [Prospect's area or industry] achieve significant improvements in their document handling and office productivity.

If you are the appropriate person to discuss these matters, could you please let me know what your schedule looks like for a brief call? If not, I would greatly appreciate your recommendation on who I should contact.

Thank you for your time and assistance. I look forward to the possibility of working together to optimize your document management and office technology needs.

Thanks,

[Signature]

RESPONDING TO EMAIL INQUIRY- EMAIL BACK STRATEGICALLY

Email 1: General Inquiry Response

Subject: Thank You for Your Inquiry at [Insert Company Name]

Dear [Prospect's Name],

Thank you for reaching out to us at [Insert Company Name]. We appreciate your interest in optimizing your office technology and document management systems.

Your inquiry regarding potential improvements in these areas has been noted, and we are keen to explore how our solutions can specifically benefit [Prospect's Company Name]. [Insert Company Name] takes pride in delivering state-of-the-art office technology and document management solutions, enhancing document workflow efficiency and providing cutting-edge imaging systems.

To discuss how we can tailor our services to meet your unique business needs, I would be delighted to arrange a brief call at your convenience. Please let me know a time that works best for you, or feel free to suggest a suitable contact within your organization if you are not overseeing this domain.

We are committed to supporting businesses in [Prospect's area or industry] and look forward to the opportunity to assist [Prospect's Company Name] in achieving optimal efficiency and productivity in document management.

Warm regards,

[Your Name] [Your Position] [Insert Company Name] [Your Contact Information]

Email 2: Follow-Up on Multiple Contacts

Subject: Follow-Up on Office Technology Solutions Inquiry – [Insert Company Name]

Hello [Prospect's Name],

I hope this message finds you well. I recently reached out to discuss the office technology and document management needs at [Prospect's Company Name]. Understanding that finding the right person for this conversation is crucial, I also contacted [Person X, Person Y, and Person Z].

At [Insert Company Name], our goal is to enhance the efficiency and productivity of businesses like yours through advanced technology solutions. We offer cutting-edge systems tailored to your specific business needs.

If you are the right person to speak with about these matters, could we schedule a brief call to discuss further? Your insights would be invaluable in understanding how we can best serve [Prospect's Company Name]. If there is someone else I should be speaking with, a referral would be greatly appreciated.

Thank you for considering [Insert Company Name]. I am looking forward to the opportunity to potentially work together and make a significant impact on your document management and office efficiency.

Best regards,

[Your Name] [Your Position] [Insert Company Name] [Your Contact Information]

MOVING FORWARD AFTER FIRST CALL

Hi [NAME],

Subject: Exploring Solutions for [Company Name] with [Insert Company Name]

Dear [Recipient's Name],

Thank you for taking the time to discuss [Company Name]’s current goals and challenges in our recent conversation. It was enlightening to learn about your specific needs and areas where you seek improvement, especially in terms of office technology and document management.

To provide you with a clearer picture of how other companies are successfully addressing similar challenges, I would like to propose a follow-up call with [Sales Team Contact] from [Insert Company Name]. This discussion would be a valuable opportunity for us to delve deeper into your specific challenges and explore potential solutions that our state-of-the-art document management systems and office technology solutions can offer.

We are committed to finding the most effective ways to enhance your document workflow efficiency and overall office productivity. To make scheduling our next meeting as convenient as possible for you, please feel free to use the link below. It allows you to directly select a time on our team’s calendar that best fits your schedule.

[Insert Scheduling Link]

Looking forward to our continued conversation and the opportunity to demonstrate how [Insert Company Name] can be a valuable partner in achieving [Company Name]’s objectives.

Best regards,

[Your Name] [Your Position] [Insert Company Name] [Your Contact Information]

FOLLOWING UP AFTER MAKING A CALL

Subject Line: [Insert Company Name] - Missed Your Call!

Hi [Name],

I'm sorry I missed you on the phone today. I was reaching out to discuss how [Insert Company Name] can enhance your company's document management and office technology systems. (This follows our recent discussion at [referral/event name] about potential improvements in these areas.)

In my voicemail, I mentioned that I'll try calling you again on [DATE] at [TIME]. Of course, you're always welcome to reach me before then at [YOUR PHONE NUMBER]. I'm eager to explore how our solutions can benefit your organization.

I look forward to the opportunity to connect soon.

Cheers,

[YOUR NAME] [Insert Company Name]

IN ADDITION TO VOICEMAIL TEMPLATE

Subject Line: [Insert Company Name] - Appointment Confirmation!

Hi [NAME],

I'm sorry I missed you on the phone today. I was calling to confirm an appointment for you with [Sales Team Contact Title and Name], who is eager to discuss how [Insert Company Name] can enhance your office technology and document management strategies.

In my voicemail, I mentioned that I will try calling you again on [DATE] at [TIME]. However, if you'd prefer to reach out to me earlier, please feel free to call me at [YOUR PHONE NUMBER]. We're looking forward to exploring tailored solutions for your business needs.

I'm excited about the prospect of connecting soon.

Cheers,

[YOUR NAME] [Insert Company Name]

LEARN MORE ABOUT THEM AND THEIR SITUATION

Subject Line: Enhance Your Document Management with [Insert Company Name]

Hi [NAME],

Thank you for taking the time to discuss [prospect’s company name] and the unique goals and challenges you're facing in office technology and document management.

Understanding your situation better, I think it would be beneficial for you to hear how other businesses are tackling similar challenges. I'd be happy to arrange a call with [Contact Name] from our Sales Team at [Insert Company Name]. In this conversation, we can delve deeper into your specific needs and explore how our customized solutions could be of assistance.

Would you be available for a brief follow-up discussion on [date and time]? I believe this could be a great opportunity to see how [Insert Company Name] can help streamline and enhance your business processes.

Best regards,

[YOUR NAME] [Insert Company Name]

NEXT STEP EMAIL TEMPLATE

Subject Line: Exploring Next Steps for [Prospect's Company Name] with [Insert Company Name]

Hi [NAME],

I hope this message finds you well. Following our recent discussion about [Prospect's Company Name]'s office technology and document management needs, I'm reaching out to see what our next steps might be.

My team is keenly interested in the progress of our potential collaboration, and I realized I didn't have a concrete update to share with them. Your insights and decisions are vital for us to understand how we can best support your goals.

Considering the challenges and objectives you shared, what do you think would be the best way forward? Whether it's setting up another meeting, arranging a demo, or discussing specific solutions, I'm here to facilitate the process in a way that suits your schedule and requirements.

Please let me know your thoughts or availability for a follow-up conversation. We at [Insert Company Name] are committed to finding the best solutions for your unique needs.

Looking forward to your response and continuing our conversation.

Best regards,

[Your Name] [Your Position] [Insert Company Name [Your Contact Information]

man wearing leather shoes walking on paved pathway

DIDN’T BUY FOLLOW UP

Subject Line: Your Feedback Matters to Us at [Insert Company Name]

Dear [PROSPECT],

I hope this message finds you well. I noticed you decided not to proceed with acquiring [name of product/service] from [Insert Company Name]. We're genuinely interested in understanding your decision, as your feedback is invaluable to us.

Please be assured, this isn’t a sales approach; rather, we're committed to ensuring our solutions and presentations align with our customers' needs and expectations.

Could you share your thoughts on what influenced your decision? Was there any uncertainty about the product's features or its fit for your business? Are there other priorities in your organization that require your focus? Or perhaps concerns about the investment required?

Your insights are crucial for us to enhance our offerings and customer experience. As a token of our appreciation for your feedback, we would like to send you a complimentary PDF on [PDF Title], which we believe you’ll find useful.

You can simply reply to this email with your thoughts, and we’ll forward the PDF to you promptly.

Thank you for considering [Insert Company Name], and we look forward to your valuable input.

Best regards,

[YOUR NAME] [Insert Company Name]

USEFUL ARTICLE

Subject Line: Insightful Read on Document Management Trends

Hi [NAME],

I recalled our recent conversation about enhancing document workflow and office technology efficiency. There's an article that appeared today in [NEWS OUTLET] which I thought might interest you. It touches on some of the latest trends and innovations in document management and office technology, similar to the topics we discussed.

[LINK TO ARTICLE]

I hope you find it as insightful as I did. It could provide some additional perspective on the solutions we offer at [Insert Company Name].

Best regards,

[YOUR NAME] [Insert Company Name]

NOT INTERESTED FOLLOW UP

Subject Line: Exploring Future Opportunities with [Insert Company Name]

Hi [Name],

Thank you for your prompt reply. I understand that now may not be the right time for a discussion about our document management and office technology solutions.

However, I'm curious to know: What circumstances or changes in your organization would make a future conversation about [Insert Company Name] more relevant or timely for you? Your insights would be incredibly valuable to us in understanding your evolving needs and how we might be of service in the future.

I appreciate your feedback and look forward to any thoughts you might share.

Warm regards,

[Your Name] [Insert Company Name]

BREAKING UP EMAILS

Email 1: Checking In

Subject Line: Quick Update Needed on Document Management Solutions

Hi [NAME],

I've reached out a few times regarding enhancing [specific business need related to document management or office technology] at [Prospect’s Company Name], but haven't heard back. This could mean one of a few things:

You've got your document management and office technology needs covered, and I should stop reaching out.

You're still considering options but haven't had a chance to respond.

Or perhaps you're caught up in a busy schedule, in which case I completely understand.Could you kindly let me know where things stand on your end? It would help me ensure that I'm respecting your time and needs.

Best regards,

[YOUR NAME] [Insert Company Name]

Email 2: Light Touch

Subject Line: A Friendly Nudge from [Insert Company Name]

Hey [NAME], I hope you’re doing well.

I feel like I'm tiptoeing the line of persistence and intrusion, and I really don't want to overstep. If you could let me know if you're still interested in discussing our office technology and document management solutions, I'd greatly appreciate it. If not, no worries – I won’t trouble you again.

For reference, here's an updated list of businesses we've recently assisted: [List of Businesses/Companies].

Cheers,

[YOUR NAME] [Insert Company Name]

Email 3: Final Outreach

Subject Line: Response Needed: Document Management Inquiry

Hi [Name],

I'm following up on my previous messages about how [Insert Company Name] can support your business. As we're updating our files for the month, I'm trying to determine if we should keep your inquiry active.

Typically, no response suggests to us either a very busy schedule or no current interest. If you aren't interested or now’s not the right time, could I have your permission to close your file for now? If you are still considering our solutions, what would you suggest as the next step?

Your guidance on this would be very helpful.

Thank you,

[Your Name] [Insert Company Name]

365 Follow-Up Calendar

Same Day Contact - Thank You Text (Within 5 Min of Leaving or Hanging Up)

Day 1 Contact – Call or Text + Send LinkedIn Invite Personalized

and Missed You E-Mail

Day 2 Contact - Handwritten Card

Day 3 Contact – Text Message Video

Day 4 Contact - Personal Visit or Phone Call

Day 5 Contact - Thought Of You Call or Message (Send interesting article, etc.)

Day 10 Contact – Webinar, Lunch & Learn, or Customer Appreciation Invite

Day 14 Contact - Informational Links on Business Process or Product

Day 21 Contact - Video Email – BombBomb or Vidyard

Day 30 Contact - Webinar, Lunch & Learn, or Customer Appreciation Invite

Day 40 Contact - Thinking About You or Send Lunch/Treats

Day 50 Contact - Special Offers

Day 60 Contact - Personal Visit

Day 75 Contact - Send Photo Mock-Up or Other Passion Follow-Up

Day 90 Contact - ***Management Call***

Day 100 Contact - Special Gift

Day 120 Contact - Personal Visit

Day 150 Contact - Drop Off Special Offer

Day 180 Contact - Compelling Information

Day 210 Contact - Just Got This In Offer

Day 240 Contact - Apology Contact

Day 270 Contact – Gimmick Follow-Up

Day 300 Contact - Person Of Influence

Day 330 Contact - Testimonial Request

Day 365 Contact - You Don’t Know By Now

PROSPECTING PLAYBOOK

Quantum Business Solutions

CONTENTS

ONBOARDING AND NEW HIRE TRAINING

Two-Week Training Schedule for a Sales Representative at [Insert Company Name]

Week 1

Day 1: Introduction and Onboarding

Day 2: Product and Manufacturer Training

Day 3: Administrative Functions and CRM Training

Day 4: Sales Training and Scripts

Day 5: Continued Sales Training and Market Analysis

Week 2

Day 6: Field Shadowing and Observation

Day 7: Advanced Product Training

Day 8: Client Engagement Techniques

Day 9: Review and Practice Day

Day 10: Final Assessment and Strategy Planning

Mutual Commitments

MUTUAL COMMITMENTS AGREEMENT

[Insert Company Name] Commitments to Sales Representatives:

________________

________________

DAILY GOALS

DAILY TEAM WARM-UP

THE QUANTUM GROWTH MODEL

PROSPECTING JOB ROLE DESCRIPTION

Email Best Practices

Sales Email Strategy and HubSpot Management for [Insert Company Name]

COLD CALLING

CALL CONTACTS

WRITE GREAT VALUE PROPOSITION STATEMENTS

CALL SCRIPT FORMULA

Sample Screenplay

Additional Call Scripts

STANDARD OUTREACH CALL 1

Campaign Screenplay Example

RECOMMENDED BY A MUTUAL COLLEAGUE

ASKING FOR A CONNECTION

FOLLOWING UP

SPECIAL PROMOTION

CHANGE OF CONTACT AT THE PROSPECTS COMPANY

A BIG ANNOUNCEMENT OR CHANGE AT THE PROSPECT'S COMPANY

VOICEMAIL SCRIPTS

BASIC VOICEMAIL TEMPLATE

LOCAL PROSPECTS VOICEMAIL TEMPLATE

REFERAL VOICEMAIL TEMPLATE

RETURNING A CALL VOICEMAIL TEMPLATE

DECISON MAKER UNKNOWN VOICEMAIL TEMPLATE

LINKEDIN SCRIPTS

Source: Kennected

LINKEDIN CONNECTION REQUEST SERIES 2

LINKEDIN CONNECTION REQUEST SERIES 3

LINKEDIN CONNECTION REQUEST SERIES 4

LINKEDIN CONNECTION REQUEST ADDITIONAL OPTIONS FOR SPECIFIC INDUSTRIES

TACKLING OBJECTION

8 RULES FOR MASTERING OBJECTIONS

COMMON OBJECTIONS AND RESPONSES

OBJECTION: I Am With Another Vendor

EMAIL TEMPLATES

RESPONDING TO EMAIL INQUIRY- EMAIL BACK STRATEGICALLY

MOVING FORWARD AFTER FIRST CALL

FOLLOWING UP AFTER MAKING A CALL

IN ADDITION TO VOICEMAIL TEMPLATE

LEARN MORE ABOUT THEM AND THEIR SITUATION

NEXT STEP EMAIL TEMPLATE

DIDN’T BUY FOLLOW UP

USEFUL ARTICLE

NOT INTERESTED FOLLOW UP

BREAKING UP EMAILS

365 Follow-Up Calendar