“With this script we will make you more successful than you thought possible”
Stage 1 – Introduction – Rapport Building
Straight line sales technique, in the first 90 seconds of your call you need to focus on
Developing an instant rapport
Control the sale
I came across the ‘Arts Fair’ on ‘Partner Site’ and I’d like to speak to the person who placed this information on that website, would that be you? Are you in charge of the Marketing?
My name is John, I’m calling your from the ‘Partner Site’ , the reason for my call today is that we have launched a new event ad package ideal for events such as yours. We can take your event, place it one ‘Partner Site’ online and submit your event to 40+ event listing sites for only ‘X’.
Ask 3 to 5 open ended questions in 3 minutes.
‘John, can I ask you 3 Questions
1. How many events do you manage
Why: Helps you to understand the size of the opportunity
2. How many events does the company manage
Why: Helps to understand who else you need to speak to.
3. Who makes the purchasing decision within your company – is it you? Why: To see if you can secure a decision.
How Does That Sound? – Listen, wait for a response
Stage 2 – Event Report / PDF
When you make it to stage 2, combine the sales conversation with visual supporting material of the service by introducing a demonstration in to EVERY call - Keep it sharp, no longer than 4 Minutes.
Send them a client PDF of the event
Talk and walk them through the product
“Well John, I’d like to show you the service... are you in front of a computer? Perfect, I’ve just sent you a client PDF via email.
Key benefits include...
1. Targeting: You will be profiled online within 24 hours as we submit your event to 40+ event listing sites.
2. Audience: your event will access a 40m+ monthly online events audience, 400k locally, via online and mobile web
3. Reporting: We supply a detailed analytical report per event so you can track your Return on Investment
An Event Report – Make sure you are familiar with it.
Always talk through the event report as it helps to explain the key points of the service and reporting.
We supply a report which separates the listing sites in to Targeted, Global, National, Local and Social.
We supply clickable live links should you wish to go to each site and review the listing.
The report links to all major search engines where your events will be profiled. We achieve on average, between 30% to 70% of the first page of Google and pages 2, 3, 4 and 5.
Next, we combine all the numbers to give you total number of sites, total site reach, total estimated event coverage and total number mobile apps.
Lastly, click reporting. We distribute your booking link across the network and then track the total number of clicks and also the referring sites in one simple report.
To summerise John, we take care of marketing your event so you don’t have to, effectively targeting new customers in your local area and ensuring they know about your event.
Do you have any questions? – Listen, wait for a response
Stage 3 – Questions – Answers
Which Listing sites will I be listed on?
We submit your event to the very best listing sites based on your location and genre, the site list is built up from a database of over 3500. Take comfort in the fact that the sites chosen are allocated based on them being the most targeted and proven to deliver exceptional SEO and click performance.
Quick: Report turned around in 24 hours
Targeted: Up to 40 targeted listing sites in one click
Speed: Takes only 10 minutes to submit an event
Volume of sites: Your event in front of large events audience
Mobile: 20% of the listing sites offer a mobile app
SEO: Exceptional Organic Search Engine Optimisation
Google: mobile friendly.
New Business audience: actively looking for events.
Filtered & categorised information: Ease to find your event
Fully informed buyer: Quality information on the listing sites
Creates sales inquiries: Click throughs to your booking pages
Search and find customers: Organic, and highly relevant business audience.
Reporting: Clear transparent online report
Listing Sites: All sites listed on your report
Organic Search: Links to Google, Yahoo, Bing, AOL & Ask.
Click tracking: Every qualified click tracked with performance statistics
Referral sites: Each click tracked back to the referring site
ROI: For definitive return on investment simply supply tracking urls.
Does that answer your question? – Listen!!!!
Stage 4 – Close – Make the Sale
Keep the customer in the moment and aim to firm up your sale in 3 minutes. “John, Thank you for taking the time to go through the service today, can you
Price, certainly, our pricing is based on a ‘cost per event’ model
OBJECTIONS? What is holding you back? This service will save you time, find you
Sales Order, Create it whilst on the call, take payment / PO / Invoice
Name of the company and address
Total number of events, cost per event, term o Price / Vat / sales tax
What happens next,
Within the next 24 hours you will receive an email with access to your event report.
John, thank you for your vote of confidence and welcome to ‘Partner Name’ Entertainment section. see how it could work for you?
Ask Questions, Listen, Positive Reinforcement