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Sales Call Template
Sales Call
Sales Call Sequence:
- Hi [ use actual name ]
- My name is Soumen
- I'm calling you from Talishouse™.
- We found your Listing at [ address ].
- That would be a fabulous location for aTalistown™.
Response: What is that…?
- Typically, it is a planned community of several Talishouse™ for residential, recreational or commercial purposes.
- I can send you a link after, if you think you, your client, or your broker might be interested.
- For now I just would like your permission to feature THAT Listing for our investors.
Response: What does that mean…?
- Okay, I suppose I can send it right now.
Send the link:
- Please open www.talishouse.com.
- See that bookcase…?
Response: Yes…!
- Open the first book.
- Those are Talishouse™ modules we think would work really well on your Listing.
- We think up to [ five??? ] of them might go there.
- Those other books are projects already offered under “Package Special” terms.
Response: What is that…?
- A “Package Special” is a Listing that is being offered at a discount when combined with at least one Talishouse™.
- Just think, how many more Listings could you get, because nobody else has this sort of marketing capability?
- And how that might affect your real estate fees over time?
Response: Interesting…! What happens now…?
- If you are on board, and can make that decision without your broker, we list your Listing for our investors.
- No promises, but when we can communicate value, they will see it, too.
Response: No, I can make that decision…!
- Okay, then what do you think your seller would agree to, if he qualified for a Referral Fee on the object or project that might go there?
Response: [ a number ]…!
- Okay, that works.
- Too bad nobody in your family has a construction company, or would like one.
Response: Why is that…?
- Because whoever gets involved here might make as much as $45,000 on a typical $150,000 project.
- We pay Referral Fees, CSI Rewards and apply Purchase Margins for people working with us.
- Referral Partners get 5% Referral Fees for projects commenced within a year.
- Co-Promoters get 5% Referral Fees and up to 5% CSI Rewards for projects that come in on time, on budget and with high CSI scores.
- Talispros get up to 20% in Purchase Margins for modules purchased for resale or own use.
- Are you interested?
Response: YES
- Great. Then let's get you registered.
- Move over to the “Registration” tab…!
Response: NO
Is that NO, period?
Or will you talk to your seller, who might very well want to be exposed to our investors?
If the answer is still NO: move on to the next prospect and mark this one for follow up.
Thank you for your time…!
- Hi [ use actual name ]
- My name is Soumen
- I'm calling you from Talishouse™.
- We found your Listing at [ address ].
- That would be a fabulous location for aTalistown™.
Response: What is that…?
- Typically, it is a planned community of several Talishouse™ for residential, recreational or commercial purposes.
- I can send you a link after, if you think you, your client, or your broker might be interested.
- For now I just would like your permission to feature THAT Listing for our investors.
Response: What does that mean…?
- Okay, I suppose I can send it right now.
Send the link:
- Please open www.talishouse.com.
- See that bookcase…?
Response: Yes…!
- Open the first book.
- Those are Talishouse™ modules we think would work really well on your Listing.
- We think up to [ five??? ] of them might go there.
- Those other books are projects already offered under “Package Special” terms.
Response: What is that…?
- A “Package Special” is a Listing that is being offered at a discount when combined with at least one Talishouse™.
- Just think, how many more Listings could you get, because nobody else has this sort of marketing capability?
- And how that might affect your real estate fees over time?
Response: Interesting…! What happens now…?
- If you are on board, and can make that decision without your broker, we list your Listing for our investors.
- No promises, but when we can communicate value, they will see it, too.
Response: No, I can make that decision…!
- Okay, then what do you think your seller would agree to, if he qualified for a Referral Fee on the object or project that might go there?
Response: [ a number ]…!
- Okay, that works.
- Too bad nobody in your family has a construction company, or would like one.
Response: Why is that…?
- Because whoever gets involved here might make as much as $45,000 on a typical $150,000 project.
- We pay Referral Fees, CSI Rewards and apply Purchase Margins for people working with us.
- Referral Partners get 5% Referral Fees for projects commenced within a year.
- Co-Promoters get 5% Referral Fees and up to 5% CSI Rewards for projects that come in on time, on budget and with high CSI scores.
- Talispros get up to 20% in Purchase Margins for modules purchased for resale or own use.
- Are you interested?
Response: YES
- Great. Then let's get you registered.
- Move over to the “Registration” tab…!
Response: NO
Is that NO, period?
Or will you talk to your seller, who might very well want to be exposed to our investors?
If the answer is still NO: move on to the next prospect and mark this one for follow up.
Thank you for your time…!
S
SMS Protocol
SMS Protocol
If you’ve ever Googled how to get better reply rates, you’ve probably read a lot of contradictory advice:
“Include the company name in the subject line.”
“Make your subject line vague and mysterious.”
“Focus on the benefits.”
“Forget the benefits, it’s all about pain points.”
Sound familiar?
Why Use SMS for Prospecting?
We don’t mean to be flippant. A strong cold emailing sequence can absolutely bring a ton of people into your sales pipeline.
However, if you’re like most salespeople, you don’t have a lot of time to test different ideas. You need sure-fire methods to increase your reply rate. That’s why prospecting with text messages is a good bet.
The average open rate for emails is 26% according to Hubspot—and that’s on the high end. The low end is 19%. On the other hand, 90% of texts are read within three minutes.
How to Text Sales Prospects:
In short, texting sales prospects works. But you have to be tactful about it. Email and SMS are two very different channels. What works for one doesn’t always work for the other. Here are the top seven do’s and don’ts:
1. Do Collect Phone Numbers with White-Hat Methods
We advise our clients never to buy a list of phone numbers. It’s both ineffective and unnecessary. There are easier ways to collect numbers from prospective clients.
For example, you could add a click-to-text button to your website.
This is just one of many methods. You could also consider adding a web form to your site. Ask people to leave their phone number to receive a quote, case study, e-book, course catalog, or some other valuable content.
If you already use a landing page or form builder, integrate it directly with your texting app.
Another popular method is to use Facebook Lead Ads to collect phone numbers and automatically follow up via text.
2. Do Tell Sales Prospects Who You Are
Always introduce yourself in your first message. At a minimum, include your first name, last name, and what company you’re with.
Take a look at this example:
"Hey Bill! This is Soumen from Talishouse™. I saw you have a Listing that looks interesting to us. When might be a good time today for me to give you a call?"
In addition to introducing yourself, you also tactfully answered a very important question before it actually came up: 'how did you get the number?'
And, don’t assume your lead will save your name, or never delete your text—some people empty their inboxes every day.
Even after your introductory messages, it’s best practice to include a text message signature.
This doesn’t have to be fancy. Just add “first name from company name” (i.e. – Soumen from Talishouse™).
3. Do Find the Right Time and Reason to Text
There is a time and place for text messages. You don’t want to text someone out of the blue. A text that says “hey, just checking in” can turn a cold lead even colder.
Having found that Listing and inquiring about it is an appropriate reason for the message.
4. Do Sound Like a Real Human
In order to write a good sales text, it’s useful to see what a bad sales text looks like:
Bad example 1:
"Still interested in demoing our product? REPLY TODAY and I can offer 30% any ANNUAL plan".
Remember, you’re not texting a prospect. You’re texting a person.
Some best practices include:
• Avoid abbreviations
• Never use all CAPS
• Keep things friendly and not too pushy
• One exclamation point is enough
Bad example 2:
Hello, Bob. Thank you for your interest in our product. We are interested in learning more about your communication needs. Please share your availability for a demo. Sincerely, Sean
Again, you’re texting a person, not a mark.
The sweet spot is somewhere in the middle. Your tone should be friendly, helpful, and genuine.
5. Don’t Forget Time Zones
Time zones matter less when it comes to email. People generally don’t have notifications turned on for emails.
However, a study conducted by the University of Michigan and Microsoft found that 77% of people leave their notifications on at night.
That’s why it’s crucial that you make a note of your prospect’s time zone within your SMS inbox.
6. Don’t Drag On
A common misconception is that texts can only be 160 characters. Actually, with MMS you can send up to 1,600 characters.
Just because you can, doesn’t mean you should.
Keep things short and sweet. Be sure to include a direct call to action.
7. Don’t Use Your Personal Phone
Many small business owners will use their personal phone to start texting leads. This is okay to start, but you’ll quickly find it’s inconvenient.
Don’t believe us? Take a look at this case study from Shower Door Experts,
Instead, use a business texting service. You can choose a new local number, toll-free number, or even text-enable your current office line. Yes, even if it’s a landline.
This will give you peace of mind because you’ll never have to worry about accidentally sending a personal text to a prospect. Plus, you’ll gain the ability to:
• Sort conversations by time waiting or time received
• Include internal notes on conversations
• Integrate with Salesforce, Hubspot, and other CRMs
• Snooze conversations for later
• Loop in your teammates for help
• Set up text message business cards
Here’s a quick look at how it works:
Note: If you use a toll-free number, know that carriers are imposing limits on toll-free number traffic, and that those limits will increase over time. You’ll need to verify your toll-free number to avoid disruptions. If you use a local number, make sure to have it registered.
Closing Thoughts
SMS is a secret weapon that more SDRs should use.
When done right, it’s not spammy at all.
Instead, it’s a convenient way for your leads to ask questions and get quick replies.
In other words, it’s more personal and direct.
“Include the company name in the subject line.”
“Make your subject line vague and mysterious.”
“Focus on the benefits.”
“Forget the benefits, it’s all about pain points.”
Sound familiar?
Why Use SMS for Prospecting?
We don’t mean to be flippant. A strong cold emailing sequence can absolutely bring a ton of people into your sales pipeline.
However, if you’re like most salespeople, you don’t have a lot of time to test different ideas. You need sure-fire methods to increase your reply rate. That’s why prospecting with text messages is a good bet.
The average open rate for emails is 26% according to Hubspot—and that’s on the high end. The low end is 19%. On the other hand, 90% of texts are read within three minutes.
How to Text Sales Prospects:
In short, texting sales prospects works. But you have to be tactful about it. Email and SMS are two very different channels. What works for one doesn’t always work for the other. Here are the top seven do’s and don’ts:
1. Do Collect Phone Numbers with White-Hat Methods
We advise our clients never to buy a list of phone numbers. It’s both ineffective and unnecessary. There are easier ways to collect numbers from prospective clients.
For example, you could add a click-to-text button to your website.
This is just one of many methods. You could also consider adding a web form to your site. Ask people to leave their phone number to receive a quote, case study, e-book, course catalog, or some other valuable content.
If you already use a landing page or form builder, integrate it directly with your texting app.
Another popular method is to use Facebook Lead Ads to collect phone numbers and automatically follow up via text.
2. Do Tell Sales Prospects Who You Are
Always introduce yourself in your first message. At a minimum, include your first name, last name, and what company you’re with.
Take a look at this example:
"Hey Bill! This is Soumen from Talishouse™. I saw you have a Listing that looks interesting to us. When might be a good time today for me to give you a call?"
In addition to introducing yourself, you also tactfully answered a very important question before it actually came up: 'how did you get the number?'
And, don’t assume your lead will save your name, or never delete your text—some people empty their inboxes every day.
Even after your introductory messages, it’s best practice to include a text message signature.
This doesn’t have to be fancy. Just add “first name from company name” (i.e. – Soumen from Talishouse™).
3. Do Find the Right Time and Reason to Text
There is a time and place for text messages. You don’t want to text someone out of the blue. A text that says “hey, just checking in” can turn a cold lead even colder.
Having found that Listing and inquiring about it is an appropriate reason for the message.
4. Do Sound Like a Real Human
In order to write a good sales text, it’s useful to see what a bad sales text looks like:
Bad example 1:
"Still interested in demoing our product? REPLY TODAY and I can offer 30% any ANNUAL plan".
Remember, you’re not texting a prospect. You’re texting a person.
Some best practices include:
• Avoid abbreviations
• Never use all CAPS
• Keep things friendly and not too pushy
• One exclamation point is enough
Bad example 2:
Hello, Bob. Thank you for your interest in our product. We are interested in learning more about your communication needs. Please share your availability for a demo. Sincerely, Sean
Again, you’re texting a person, not a mark.
The sweet spot is somewhere in the middle. Your tone should be friendly, helpful, and genuine.
5. Don’t Forget Time Zones
Time zones matter less when it comes to email. People generally don’t have notifications turned on for emails.
However, a study conducted by the University of Michigan and Microsoft found that 77% of people leave their notifications on at night.
That’s why it’s crucial that you make a note of your prospect’s time zone within your SMS inbox.
6. Don’t Drag On
A common misconception is that texts can only be 160 characters. Actually, with MMS you can send up to 1,600 characters.
Just because you can, doesn’t mean you should.
Keep things short and sweet. Be sure to include a direct call to action.
7. Don’t Use Your Personal Phone
Many small business owners will use their personal phone to start texting leads. This is okay to start, but you’ll quickly find it’s inconvenient.
Don’t believe us? Take a look at this case study from Shower Door Experts,
Instead, use a business texting service. You can choose a new local number, toll-free number, or even text-enable your current office line. Yes, even if it’s a landline.
This will give you peace of mind because you’ll never have to worry about accidentally sending a personal text to a prospect. Plus, you’ll gain the ability to:
• Sort conversations by time waiting or time received
• Include internal notes on conversations
• Integrate with Salesforce, Hubspot, and other CRMs
• Snooze conversations for later
• Loop in your teammates for help
• Set up text message business cards
Here’s a quick look at how it works:
Note: If you use a toll-free number, know that carriers are imposing limits on toll-free number traffic, and that those limits will increase over time. You’ll need to verify your toll-free number to avoid disruptions. If you use a local number, make sure to have it registered.
Closing Thoughts
SMS is a secret weapon that more SDRs should use.
When done right, it’s not spammy at all.
Instead, it’s a convenient way for your leads to ask questions and get quick replies.
In other words, it’s more personal and direct.
S
SMS Set up
SMS Set-up
Identify Prospects (Example)
- Select a target market (Prince Edward Island = PEI).
- Google "population size, PEI" => 180,000
Conclude there should be two Virtual Markets in PEI.
- Identify where Virtual Markets should be located.
- Google significant cities Prince Edward Island.
Conclude the Virtual Markets should be in Charlottetown (east) and Summerside (west).
- Open "Zillow".
- Create a search: [ For Sale ] - [ Price: Any ] - [ Bedrooms & Bathrooms: Any ] - [ Home Type: Lots & Land ] - [ More: Owner Posted + Agent Listed ] - [ More: Lot Size: minimum 5 acres ].
- Save that search.
That search can now be applied to any market, anywhere.
- Apply that search and zoom in on each market.
- Look for Listings listed by UNAFFILIATED brokerages (no Franchises).
- Identify about 3 to 5 Listings that would fit our parameters.
- Enter those Real estate Professionals into the CRM.
Target: 20 per day for SMS follow up.
- Select a target market (Prince Edward Island = PEI).
- Google "population size, PEI" => 180,000
Conclude there should be two Virtual Markets in PEI.
- Identify where Virtual Markets should be located.
- Google significant cities Prince Edward Island.
Conclude the Virtual Markets should be in Charlottetown (east) and Summerside (west).
- Open "Zillow".
- Create a search: [ For Sale ] - [ Price: Any ] - [ Bedrooms & Bathrooms: Any ] - [ Home Type: Lots & Land ] - [ More: Owner Posted + Agent Listed ] - [ More: Lot Size: minimum 5 acres ].
- Save that search.
That search can now be applied to any market, anywhere.
- Apply that search and zoom in on each market.
- Look for Listings listed by UNAFFILIATED brokerages (no Franchises).
- Identify about 3 to 5 Listings that would fit our parameters.
- Enter those Real estate Professionals into the CRM.
Target: 20 per day for SMS follow up.
S