1. Introduce yourself and give your phone number slowly and distinctly.

"Hello, (state name as given on their message). This is ____________ with _______________. You can reach me at ___________.

2. State why he/she was selected to be called.

"I understand that you would be involved in the decision making process for_________."

3. Give an immediate interest- generating benefit for talking with you on the phone. Select the benefit to use based on the decision maker's role.

"... and the reason I'm calling is that I'd like to provide you with some written information about how we've solved some of the critical and costly issues related to _______ ..." (state a benefit(s) linked as closely to the person's job as possible - don't pause)

This is your 30 second commercial. Take time with it. Rehearse it well and you can make the same high impact radio commercials do because here you have the prospect's undivided attention.

Check Work

4. In addition to the commercial, give a compelling business reason for the person to return your call. It could be any number of things including a "free" analysis of their needs.

What are three "key benefits" for calling you back?

"... and if you can return my call in a day or two, I can hold out one of the conversion calculators for you. But, after that, it has to go back into shipping inventory."

What are some areas where you could offer a service in exchange for the returned call?

5. Close the commercial with a request for call back at a certain time.

Then, tell the person if you miss each other, you will follow up at a specified time.

"The best time to call me is _______." If this doesn't work, I will call you back on (day/date) at (time)."

6. End the call by giving your name, company and phone number twice very slowly and distinctly.

"My number is 800, 5 5 1, 7 3 5 5,

that's 800, 5 5 1, 7 3 5 5.