Editor's note: This is the third in a series on smart scripts. Five ways to create a results-oriented, smart script, Pt. 1
A smart script has a purpose
A dumb script lacks direction. A smart script has a purpose and doesn’t waste the client’s time. Here’s a simple example:
“Hi, Stan. It’s Bill Bachrach calling. Did I catch you at an okay time? I’m calling because we met on April 15 and completed your Financial Road Map®. We decided at that point that it wasn’t time to take action but I promised to follow up on May 19, so here I am calling as I promised I would to determine if you’d like to move forward or not.”
Notice that the conversation is deliberate and the subject matter was predetermined. I couldn’t make such a call on May 19 if we hadn’t made an agreement on April 15.
A smart script doesn’t leave things ambiguous and open-ended. A smart script leads prospects to the next step, such as scheduling an appointment. Even if they say, “I’m going to have to think about this and get back to you,” you can say, “That’s no problem. By when should I expect to hear from you?”