Starting a business is easy. Getting the clients is hard. No matter what business you’re in, there’s always a challenge in convincing prospective clients to jump on board. They need to believe your business is right for them (rather than vice versa).
That’s why a business script can help. Having a pre-programmed monologue (or dialogue) about the merits of your business makes the sales process much, much easier. Of course, reeling in a prospect requires more than just saying the right words, but a proper script can give you a strong foundation and the confidence you need to make a sale.
Let’s take a closer look.
What scripts can do for you
Each business prospect is unique in how they respond to the product you’re selling. The only thing that remains consistent is your ability to connect your business with the potential client.
When you have a script put into place, this becomes a lot easier for you and your employees. When you’re just winging a response on the spot, you may stray away from the message you want your business to send. This, in turn, decreases the strength of your brand.
Here are a couple of ways business scripts can help you further develop your business.
- Not everyone’s a natural salesperson. Having a guide to follow will help the process go a lot smoother. By feeling more prepared for any given situation, you can gather the confidence needed to successfully pull in those prospects.
- Some individuals need more convincing than others. Instead of losing these potential clients, take on the extra challenge with statements ready to change their minds.
- With a script, you’re ensuring that everyone is reflecting the vision you have for your business. Business prospects see that vision, no matter which of your employees is in front of them.
When business scripts are put into use, they allow you to have complete control over your business prospects. In a scripted setting, you’re guiding the outcome of the situation because you’re prepared for every potential scenario.
What you can try
Now that you’re well-versed on the benefits, you can try putting some of them to use. Test out one of the following scripts (or all!) to see how it impacts the way you connect your business with a variety of business prospects.
Get a good review
One of the ways to draw in more business is through referrals. Here are the first steps in reaching out:
- Get a reference from an existing member of your business. People rely heavily on the reviews of previous clients. LinkedIn is a great way to find who knows who in (or out) of business.
- Reach out to those existing members and ask if they’re satisfied with your business. Once they say “yes”, you can see if they know of anyone else who may be in need of your services.
- From there, you can reach out to those individuals and lead with someone they personally know who can attest to the quality of your services. You’ve already created a sense of trust and familiarity through mutual connections.
Just think about all those times you were hesitant to try a new restaurant and pulled your phone out to check the customer reviews. Reviews play a crucial role in dictating to consumers whether a business is worth their time, with 90% of consumers reading reviews before even visiting a business. Getting a reference from a trusted source of a business prospect can boost your chances of expanding your business.
Go straight for the big guns
It’s definitely the most intimidating of approaches, but it generally has the best outcome. Head straight to the highest level of a company (CEO, CIO, CFO, COO) and appeal to their interests. This requires a change in language and mindset. You don’t want to be casual and you need to think big picture. Here are some things to keep in mind when talking to executives.
- Remember that C-suite executives place a higher level of importance on how exactly your business can increase revenue, decrease costs, and increase profits. Essentially, the numbers are what matter.
- Lead off your conversation with facts. An example of how this conversation can go is “Hi, Mr. President, this is (name) with the (company). We haven’t spoken before but my organization has helped companies very similar to yours save over $300 million in the last year alone. I wanted to reach out and share some ways we can do the same for you if you’re interested.”
Make sure they know exactly how they can benefit from your services. Here are some additional tips for conquering this approach.
Testing it Out
The best way to see what approach works for you is through trial and error. Once you find a script that works for you and your business, you’ll see how much more efficiently your business operates and communicates with business prospects.
So if you’re looking for a way to further expand your business, try testing out a couple of scripts to see how well prospects respond to you and what you’re offering. You’re bound to see some progress.