When making phone calls, always begin with the following sentence and BE PERSONABLE:
"Hi, I was looking for you on the internet and couldn’t find you, I was curious to know ... what is your Web site address?" If they answer that they do not have a Web site: "Who takes care of your marketing? Normally I speak with the business owner, would that be you?" If no: "Is ___________in the office today?" Get the name and best time to call. If the answer is yes or the Name of DM is given: "I hope I didn’t interrupt anything? I know you’re busy so I’ll make this quick. I am <insert your name> with <insert your company name> and I had a quick question for you … "(pause) "If I could show you a way that your company could benefit by having an online presence, when would you be willing to spend 15-20 minutes on the Internet in the next few days?" ***Standard Answer to Any and All Questions*** If you know the answer is “YES”, state a firm yes and then continue to set the appointment: "Great question, our Web Specialist will cover that with you in detail at the time of the appointment." To set the Appointment: "What works best for you, mornings or afternoons?" OR "Are you least busy in the mornings or afternoons?" "I have an opening at _____ and ______, which is best for you?" Give 2 time slots that they can choose from. To solidify appointment: "Now what I will do is have my corporate office put together an interactive Web site Package for your company at no cost or obligation." "On <insert date> our Web Specialist will be on the phone and on the Internet with you at the same time." "Do you have a pen handy? Let me give you my number so you can call me if anything comes up and I will extend the same professional courtesy. O.K.?" "Last question ... if you like everything you see, is there anyone else you would want to consult with before getting a site for your business?" "If so, we would like them to be there in case they have a question that you can’t answer ..." Schedule a time and date that will enable all DM’s to be included.
OR, if they say that they do have a Web site continue with: "Great, and that’s www.__________?"
**Write down the Web site address and the name of the owner should be in the site. Take a look at their Web site and call back in 1-2 weeks if it isn’t top notch.
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