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Steve Jobs and Mark Zuckerberg are both known for wearing the same outfit every day. This allows them to eliminate a few small decisions for that day.
Barack Obama did the same thing. He explained to Vanity Fair:
“You’ll see I wear only gray or blue suits,” [Obama] said. “I’m trying to pare down decisions. I don’t want to make decisions about what I’m eating or wearing. Because I have too many other decisions to make.
Barack Obama to Vanity Fair
Obviously, if you can run the world’s largest companies, or become President of the United States, you are more than capable of deciding what to wear or eat! But they chose not to in order to free up headspace for more important things.
Call scripts accomplish this same purpose. The more on-the-spot decision making you can eliminate in the cold call, the more energy you can put into focusing on the prospect. And the more energy you have to focus on the prospect, the more personal you can be!
If you want to be as personal and in-tune with your prospect as possible on the phone, you need to create processes everywhere you possibly can.
This is often counterintuitive to new SDRs. Having “a script” can feel like something managers use because they don’t trust the SDRs ability. But it has nothing to do with that. Getting someone who had no initial interest in talking to you, to agree to learn more about your company is insanely hard. Especially since so much of what a prospect tells a cold caller won’t literally be true! It takes an enormous amount of focus to keep the prospect on the line and somehow get them excited enough to agree to meet for a longer meeting.
Scripts help you allocate focus to the areas of the cold call that are most important for success.
Listening and reacting.
Scripts make you more personal :)
(Here’s a link to the script I used if you are interested!)
-Sam