I like to do these more like a script or a role-play to help me figure out what works and what doesn’t.
Before I take a stab at it, please understand that I don’t know your product and I don’t know your prospects. I could be way off base.
I’m Barry with XYZ. Did I catch you at a bad time?
Glad to hear it. I’m calling because I’m hearing a lot of complaints about internet service reliability and performance lately. How’s it been for you in the last few weeks?
(If it’s been ‘fine’) “Well, I’m glad to hear that. You must be one of the lucky ones. It seems like almost everybody else is having all sorts of issues from dropped connections to bad throughput. I guess it wasn’t so bad before everything became cloud based, but now it seems like if your Internet takes a break your whole business stops, right?”
If they acknowledge a problem with their internet service, you’ve got your pain. If they don’t, you try one more time (see above) then you move on to something else or just get permission to stay in touch from time to time, etc. and turn it into a drip campaign.
That’s how I’d approach it.
