The Six Scripts
There are a few personalized tools that every sales and/or marketing business person already uses.
What are the Six Scripts:
Even though we all use these, that doesn’t mean that we have intentionally written them down and memorized them. We typically just say the first thing that’s on our mind, and that’s usually not what the person on the other end of the conversation is looking for.
1. INTRODUCE YOURSELF SCRIPT:
This is a phrase that is no more than 140 characters and is “The One Thing”, but remember that LESS IS MORE. A great tool to use when trying to keep the length of your script short: https://www.lettercount.com/
2. UNIQUE VALUE SCRIPT:
PEOPLE BUY VALUE; SELL IT WITH A STATEMENT. This is often customized to the individual or business you are speaking with, but the question people ask (before giving you money) is typically, “is this expense going to provide the value I’m hoping for.” Answer their question CONFIDENTLY, because you have your unique value script ready to deliver.
simply put, this ANSWERs THE “SO, WHAT DO YOU DO?” QUESTION. IT’S CALLED AN ELEVATOR PITCH BECAUSE IT’S ABLE TO BE GIVEN IN THE TIME OF AN ELEVATOR RIDE (LEAVING TIME TO HEAR THEIR ELEVATOR PITCH TOO). Don’t be greedy; let the other people have their say.
3. “WHAT DO YOU DO” PITCH:
4. APPOINTMENT REQUEST SCRIPT:
Not all scripts are designed to close a deal. This script makes it easy and worry-free to ask for an appointment. By the point you’re at this point, there is a little more time allowed. Write A TWO-MINUTE REASON WHY YOUR TARGET CLIENT SHOULD MEET WITH YOU, and know exactly how you’re going to ask for the time.
5. MY STORY SCRIPT:
ANSWER TO HOW/WHY DID YOU GET INTO THAT FIELD? Expertise doesn’t always line up with time given, but it’s difficult to be an expert when you’re new. Even though most people don’t ask this question directly, they are interested in your story, and how you became an expert in your field. Be able to answer this question as fast as 45 seconds, up to minutes.
6. BIOGRAPHY SCRIPT:
NAME DROPPING SYNOPSIS OF YOUR EXPERTISE. Whereas the “My Story” script IS MOSTLY ABOUT WHERE AND WHERE YOUR PASSION WILL LINE UP WITH THE WORK YOU DO, THIS BIOGRAPHY SCRIPT IS MORE ABOUT THE 3RD PART VERIFICATION OF YOUR EXPERTISE. INCLUDING INDIVIDUAL WHO BELIEVE IN YOU TO LONG TERM CLIENTS TO EDUCATION AND EXPERIENCE… NAME DROP (AND MAKE SURE YOU GET ALL THEIR NAMES RIGHT… BECAUSE SOME PEOPLE ARE GOING TO GO LOOK UP WHAT YOU SAY LATER).
…UP NEXT:
The next six posts will involve sharing tools that will help put these six scripts together (so you don’t have to think when it’s time to use them). There are a number of things that the internet is good for, but knowing your lines and helping you deliver them are not included. This often takes practice and repetition. Learning your sales scripts may even take recording yourself and listening to how you sound, which is one of the most painful experiences any new sales or marketing person will experience, but if you don’t learn your scripts, you’re going to sound like you’re making it up each time… which is what most people do. Stand out!