Sample Opening Pitches - To Be Used During Every Pitch
1. When Making a Fresh Pitch
2. When Calling Back
3. When getting a Lead that Filled the Webform to Download a Brochure
4. When getting a Lead that Downloaded a Report
5. When Calling Prospects that downloaded brochure by responding to our EMail Blast
1. When Making a Fresh Pitch
2. When Calling Back
3. When getting a Lead that Filled the Webform to Download a Brochure
Hi ... name of prospect here .... This is ...your name here ... from Purchasing & Procurement Center. I noticed that you downloaded our brochure for .... seminar title .... I'm calling to see how I can help you in this. But if you could help me, how did you find out about our program?
That's great.
I believe it's by luck that you downloaded the brochure now, since I was about to wrap up this event, due to the fact that this is our most popular program. We decided to run this program because of many requests from our past clients. We already have 17 people on board and there's only 5 seats left.
I wanted to check with you whether this is something that you are keen to attend yourself, or are there other people in your organisation that would like to attend as well?
(DO NOT OPEN THE MOUTH AFTER THIS QUESTION AND LET THEM ANSWER)
If they say:
YES, there are other people, then close them:
Fantastic, how many people should we reserve seats for?
If they say:
NO, it's only me, then close them
Fantastic, let me reserve a seat for you. What do we need to do to get you to officially register for this?
(DO NOT OPEN THE MOUTH AFTER THIS QUESTION AND LET THEM ANSWER)
If they say anything else, you need to handle that as an objection
4. When getting a Lead that Downloaded a Report
Hi ... name of prospect here .... This is ...your name here ... from Purchasing & Procurement Center. I noticed that you downloaded our report on .... purchasing report title ..... . If you could help me, what made you download the Report?
Based on the response see if you can identify a challenge that we answer in any of the workshops that we are running. If you identify the challenge say:
Ahhha, that's a common challenge that most people who download this report have. Yesterday I was speaking to ... use a job title and company name ... who downloaded the same report, and he had exactly the same problem. And that's why apart from the report, we identified many other ways to help you solve such a problem. For example .... use some points in the brochure to illustrate how they can solve the challenge ...
We put all these nicely in a special and unique 2 days program titled ...seminar title .. happening ... dates and venue .... And so far this has been very successful, we've had 17 people registered within 2 weeks, mostly our past clients. It sounds that this seems like the right program for you to attend is that correct?
If they say yes:
That's great, let me reserve a seat for you straightaway. What do we need to do to get you to officially register for this?
If they say no:
Oh, is that so!? I was wondering what makes you say that, since based on what we just spoke it seemed that you were looking for ways to solve this problem?
5. When Calling Prospects that downloaded brochure by responding to our EMail Blast
Hi ... name of prospect here ... . This is ...your name here ... from Purchasing & Procurement Center. I noticed that you responded to our email & downloaded the details for .... seminar title .... I'm calling to see how I can help you in this.
While it's been fantastic here, since we had 17 people already registered, I wanted to find out how I could help you register for this program. If you don't mind me asking, is this something that you are keen to attend yourself, or are there other people in your organisation that would like to attend as well? (DO NOT OPEN THE MOUTH AFTER THIS QUESTION AND LET THEM ANSWER)
If they say:
YES, there are other people, then close them:
Fantastic, how many people should we reserve seats for?
If they say:
NO, it's only me, then close them
Fantastic, let me reserve a seat for you. What do we need to do to get you to officially register for this?
(DO NOT OPEN THE MOUTH AFTER THIS QUESTION AND LET THEM ANSWER)
If they say anything else, you need to handle that as an objection