Offline Marketing Sales Script

Q: I’ve been asking this on a few offline marketing business forums but I’m not getting any concrete answers. Mostly they tell me that it depends. What I want to know is you have a good script for calling local small business owners and getting an appointment? I’m thinking of hiring an appointment setter to make appointments for some sales people I want to train. I’m willing to pay for the script but I can’t seem to find any.

A: Actually I do things differently from the new gurus who have just appeared on the offline marketing scene. I don’t use a sales script, do cold calling, have appointment setters or hire a sales team. Sounds too much like hard work to me.

Sales Script:

No one likes to be sold anything. There’s a lot of resistance to calling and trying to make appointments. Business owners have better things to do than answer calls from sales people or appointment setters.

It’s much easier to have them call me. That doesn’t mean that I just sit in front of my computer hoping that a client will call me. I’m very creative about getting prospects to call me and schedule an appointment with me. In fact, they have to pay me $1500 for a one hour consultation. And another $2500 for a presentation.

This is the difference between being a “sales person” and being a consultant.

Cold Calling:

No cold calling for me. Cold calling sucks! Too difficult. Too time consuming. I prefer to have my prospects call me and make an appointment to speak to me rather than the other way around. If you’re cold calling then you’re not doing this right.

Appointment Setters:

Again, no need for appointment setters. I have someone who schedules appointments when prospects call me. But I’ve never had anyone call to make an appointment for me.

I’m in the lead generating business. That’s what I’m offering my clients. If I can’t generate leads for myself then how can I sell a service to small business owners?

Sales Team:

Talk about a “no win” situation. I’m not quite sure why anyone would do this. You take the time to learn how to work this business and be profitable then train someone who will be your competitor.

Anyone but me see a problem with this?

Once your sales team learns how to do this business then why would they need you? Why wouldn’t they strike out on their own?

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There’s a reason why I charge $2500 for my offline marketing training. There’s also a reason why those I train choose to continue to do business with me after they know what I know. It doesn’t make sense to re-invent the wheel.

My offline marketing students whether they’re introverts or extroverts, whether they’re new to town or lived there all their lives can get their first appointments and close them within the first week. No sales involved.

I have a saying, “You never have to sell someone something they want.”

The trick is to know what small business owners really want and expect. If you know then then no sales in required.

Think about this…

You’re telling your prospective clients that you can generate leads for them. Drive traffic to their website or business. But you have to resort to hiring appointment setters to generate your own leads? Can you see where you might lose some credibility there?

If your Internet services are as good as you claim then that’s what you should be using to generate leads for your own business. You have to do more than talk the talk. You have to be able to walk the walk.

If your Internet expertise won’t generate leads for you then how do you expect them to generate leads for your clients?

There’s an easy way to build your offline marketing business and a hard way. I believe you’ve chosen the hardest.

Think about it,
Talk to you soon….

–Leonard Manion
“Training New Offline Marketing Consultants to Maximize their Business Profitability”

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