Auvik Networks Inc.



4 Sample Phone Scripts to Wow Your Managed Network Services ProspectsYes. Cold calling is still a thing … because it works (or at least it can, if done well). For one, calls are less common than email these days, so you have an opportunity to grab the prospect’s attention quickly. And once you have them on the line, it’s a lot easier to create a personal connection and establish rapport. Let’s start with a few guidelines to structure your calls in an effective (and repeatable!) way and then we’ll share some samples you can use and customize to your liking. Key elements of successful cold calls:OpenerUse the prospect’s name, share your name, and tell them where you’re from (your company name). ReasonStating a reason can double your chances of success, and it helps you stay in control of the conversation. ValueGive a quick summary of the value of your services and keep it short, like a tweet. Key questions This isn’t the discovery call, so ask only what you need to confirm that this prospect meets your minimum qualifying requirements. Listening is key here. This is your opportunity to have a meaningful first conversation.Use case or client story Make managed network services relevant by sharing success stories or typical ways similar businesses benefit from this service. You want them to feel like they’re part of a group of smart, capable business people who make good decisions.Tailored bridgeBe as targeted as possible to their needs or pain points, helping them to understand the next logical step toward the success you’re describing. Ask for next stepYour ultimate goal is to set a meeting to better understand their specific needs—so sell the meeting, not the service. Be direct and specific in your ask.Call sample #1: They’re hiring IT rolesHi {Prospect Name},It’s {Your Name} calling from {Your Company Name}.The reason I’m calling today is because I noticed on your website that you’re hiring for new IT resources.I work with several companies in {industry name} who chose to outsource their IT needs to our team because we make costly downtime a thing of the past and they don’t have to pay for extra overhead expenses with FTEs.Have you considered outsourcing as an option? Maybe you could tell me about how you’re currently managing your network and what’s triggering the need for more IT support?[Note: This is where you’d share a relevant client story or use case. Be sure to pause throughout to give the prospect a chance to chime in or ask a question. We’ve split this example into a few bullets to highlight where you might want to break for a pause.]One of my {industry name} clients was in a situation similar to yours. They were hiring for several IT roles to manage hardware, software, and network infrastructure but struggled to find candidates with the depth of experience they wanted—and at the salary they were willing to pay. [You could ask them if they’ve run into this as well, then pause and listen.]They looked into outsourcing their IT needs and were referred to us by another local business we support. [Be prepared with references of your work—the prospect may ask.]After running a cost analysis and realizing the scope of work we’re able to provide, they decided to give us a try. Within the first week we discovered {insert example} and proactively upgraded the system to avoid an interruption that could have cost them $20K in just one hour if left unfixed … let alone a significant cost savings as far as the overhead expenses they would have invested with those additional FTEs.It sounds like {your goals for next year} are {focused on growth}. Have you thought about your company’s additional network risks as you grow and adopt more cloud-based tools?Would you be open to talking more about your growth plans and goals before you take your next interview to see if there’s a good fit here? Does Thursday morning at 10 a.m. work for you?Call sample #2: They’re using the cloudHi {Prospect Name},It’s {Your Name} calling from {Your Company Name}.The reason I’m calling today is because I noticed you’re using WordPress for your website—don’t worry, I’m not trying to get you to change your website (it looks great!). I wanted to ask if you use a lot of other cloud-based apps for your business? Think Office 365, G Suite, Dropbox, Salesforce, Adobe Cloud, etc.?We love the cloud too—upgrades happen automatically, and you can access and share info from anywhere at any time. Only issue is when the network goes down, right? That’s our reason for being: We keep IT networks running so businesses like yours don’t have to worry about employees having access to the things they need to do their jobs. [Note: This is where you’d share a relevant client story or use case. Be sure to pause throughout to give the prospect a chance to chime in or ask a question. We’ve split this example into a few bullets to highlight where you might want to break for a pause.]One of my {industry name} clients is pretty tech savvy like you, relying mostly on cloud-based apps to run their business. And all was well, until their connection to the internet went down. [You could ask them if they’ve run into this as well, then pause and listen.]We weren’t managing their network at the time, but they were referred to us by another local business we support. [Be prepared with references of your work—the prospect may ask.]When we assessed their network, we found that a firewall was the culprit and needed to be rebuilt. Over the course of that 5 hours of downtime, they estimated a loss in revenue of $25K—not to mention lost productivity and the potential negative impact to their reputation. [You could ask if they’ve experienced a loss like this or ask them to estimate the cost of an impact like this.]The unfortunate part of this story is that it was completely preventable. This is exactly what we monitor for our clients (and them, now)—we have the technology that lets us see these issues remotely, so we can solve them before they ever affect the business.I’d be happy to run an assessment of your network for you. Can we set up a call later this week to talk more about it? Does Thursday morning at 9 a.m. or 10 a.m. work for you?Call sample #3: Christmas light analogyIt’s {Your Name} calling from {Your Company Name}.The reason I’m calling today is because I bought {product the prospect sells} from you online last month and was impressed by the great service I received with your site’s chatbot—it was super easy to find and buy what I was looking for. I had such a great customer experience and thought we might be able to help you continue to deliver that to all your customers. We provide a service that keeps your website and chatbot running. Do you happen to use a lot of other cloud-based apps for your business?[If yes,]We love the cloud too—upgrades happen automatically, and you can access and share info from anywhere at any time. Only issue is when the network goes down, right?Well, that’s where we can help. We’re able to spot and address network issues before the whole thing goes dark—it’s kind of like being able to inspect and repair every bulb in your string of Christmas lights at any given moment to make sure it always works.You—and your customers—never have to worry about downtime.[Note: This is where you’d share a relevant client story or use case. Be sure to pause throughout to give the prospect a chance to chime in or ask a question. We’ve split this example into a few bullets to highlight where you might want to break for a pause.]One of my {industry name} clients is pretty tech savvy like you, relying on cloud-based apps like chatbot and ecommerce integrations to efficiently deliver great customer experiences. And all was well, until their connection to the internet went down. ?We weren’t managing their network at the time, but they were referred to us by another local business we support. [Be prepared with references of your work—the prospect may ask.]When we assessed their network, we found that a firewall was the culprit and needed to be rebuilt. Over the course of that 5 hours of downtime, they estimated a loss in revenue of $40K—not to mention lost productivity and the potential negative impact to their reputation. [You could ask if they’ve experienced a loss like this or ask them to estimate the cost of an impact like this.]The unfortunate part of this story is that it was completely preventable. This is exactly what we monitor for our clients (and them, now)—we have the technology that lets us see these issues remotely, so we can solve them before they affect the business. Can we set up a 15-minute call this week to talk about your network? Does Wednesday or Thursday morning at 9 a.m. work for you?Call sample #4: Referral approachHi {Prospect Name},I’m {Your Name} from {Company Name}, and I met {Referring Person’s Name} at {event you met at}. After speaking with {her/him} about how we’ve been working with similar businesses in {the prospect’s industry} to proactively manage their network connection and avoid costly downtime, {he/she} thought you might also want to speak with us—that you’re looking to outsource your IT management. Have I got that right?[If yes,]How have you been managing your IT network up until now?We keep IT networks running so costly downtime becomes a thing of the past. We’re finding that these days, businesses are increasingly relying on their networks. Without the network, you can’t access your cloud-based apps and your business operations grind to a halt—not good for your customers, and not good for your bottom line. [Note: This is where you’d share a relevant client story or use case. Be sure to pause throughout to give the prospect a chance to chime in or ask a question. We’ve split this example into a few bullets to highlight where you might want to break for a pause.]One of my {industry name} clients was in a situation similar to yours. They were in the early phases of hiring for an IT resource to manage their hardware, software, and network infrastructure but struggled to find candidates with the depth of experience they wanted—and at the salary they were willing to pay. [You could ask them if they’ve run into this as well, then pause and listen.]When they looked into outsourcing their IT needs as an alternative, they contacted us. After running a cost analysis and realizing the scope of work we’re able to provide, they decided to give us a try. Within the first week we discovered {insert example} and proactively upgraded the system to avoid an interruption that could have cost them $20K in just one hour if left unfixed … let alone a significant cost savings as far as the overhead expenses they would have invested with those additional FTEs.If you’d like to set aside 20 minutes this week to talk about it, we can do a quick assessment of your current network needs and potential capacity issues. What works better for you on Thursday morning, 9 a.m. or 10 a.m.?-914400-59436000Remember: You can’t improve what you can’t measureYou know the general structure of your cold call, and you’ve got some samples you can use to start crafting your unique strategy. But before you start dialing, consider how you’ll be able to measure the effectiveness of your calls.Although not as automated as using an email marketing platform for cold emails, you can use a simple spreadsheet to track the results of each call you make. These are some of the top metrics you should assess:Total number of calls made (whether or not they answered)Number of conversations had (they answered, and you spoke with someone)What days and / or times had the most conversationsTime spent on the callPositive response and ready to take the next step (considered a cold call “close”)Positive responses but the timing wasn’t right (you can follow up another time)Negative response (remove from prospect list)Call-to-close ratio With these insights in hand, you can see which scripts are generating the best results and where certain elements of your calling strategy and scripts need to be tweaked, like the time of day you call, your intro, your call to action, and more to optimize and improve your efforts. 10160011938000011938000What’s next? Read our How to Prospect, Pitch & Sell Managed Network Services with Auvik guide to better identify and find ideal managed network services prospects, and how to position and sell the value within your overall managed services offering. ................
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