Arnie Francisco

Calling Prep  Make sure that you have all the materials that you need before you start dialing for the day such as paper, Pen etc.  Make sure that you have studied the script for the campaign (s) that you are calling on.  Download recordings and listen to a sample of: 1. 2. 3. 4. 5. 6.   SURVEY SIGNED UP APPT GK NO XRPC Make sure that there is a smile in your voice. Please try to mute your outbound noises as much as possible. Connecting to your prospect  If there is no direct dial for your prospect, ask the GK to transfer you with a confident voice.  If you reach the prospects VM – Do not just hang up and tag the record- Listen to see if they give a direct number to reach.  If they give a direct number on their VM add it to the record Asking your prospect to take the survey   Identify who you are (C3techtargeting) and the purpose of the call Ask your prospect if they would be interested or willing to participate in the benchmark study and let them know that they will get a full copy of the results once it is completed.  If they say yes then proceed with the Match Survey- If they say, they are busy or do not have time right now do not push, ( you may ask when would be a better time for me to call you back) if they give you a time mark for a CB and move on to the next call, If they do not give you a time or day to call back simply say okay, thank them for their time and move to the next call. When conducting the Match Survey   Make sure that you are verifying their Title and Role within the organization Do not assume decision making authority always ask- The easiest way is to say – what role do you have in the decision making process- If you are not sure of what they mean – Ask are you an Influencer in these types of decisions. When asking what your prospect is responsible for do not assume – always ask. If you do not understand ask them to explain it to you so that you can conduct the correct survey.  If they are not a fit for your priority survey do not make them fit, conduct a survey that is around their responsibilities. If they are a fit, then make sure that you are choosing the correct one.  Conducting the Survey  When asking your prospect the survey questions speak clearly and use your personality try not to sound scripted.  If they talk to you about the question, please listen and take notes do not rush them just to get to the next question.  Make sure to offer the responses on the script do not substitute or assume  If there are 3 or more questions that they do not have the answers to they are probably not the RPC for this survey- try a different one Asking the Interest Question  Ask the interest question only if they have selected challenges or priorities based on the survey  Take a breath and ask this question in a different tone ( try to sound excited not scripted)  If they say yes to this question and you are trained, then ask for an appointment with a firm date and time. If they say (If they say NO, NOT SURE, MAYBE to a firm date and time say Okay No problem I will connect you with a solutions expert and have them reach out to you directly is that okay?) Setting the Appointment  If your prospect has agreed yes to the interest question then ask them when would be the best date and time in the next couple of weeks- set a firm date and time. (Please listen to their response to this question and use your best judgement. If they sound not enthused on the call the likelihood that they are going to accept the invite or show for the meeting is very low and it wastes a lot of time and resources).  Explain in detail that this will be a discovery call to discuss their priorities and challenges not to discuss their survey answers.  Let your prospect know that they will be receiving a calendar invite from technical scheduling and to please accept it- then it will be updated with the dial- in information. Make sure that they understand that they will have to dial into a bridge unless specified on the campaign that they will be called directly. ( this will be included on these scripts).  Confirm their contact information and email address. Make sure that you verify their email address phonetically do not assume. Event Signups Make sure that you are prepared with the information about the event – (you will be asked what the topic is about, what will the presentation be about- Etc.)  Verify that you are speaking to the correct prospect (do not assume) most of the time this is client data and numbers may be assigned to different people.  Verify their Title and role in the organization!  Make sure that you get a firm yes that they will attend- (this does not include a request for email information.  If they tell you that they are not the right person for the topic of the event, ask for a referral.  If they ask for email, ask when would be good time for you to follow up with them and set as a CB to yourself.