• This topic has 3 replies, 3 voices, and was last updated 8 months ago by Chris Gibson.
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  • #9512777
    PEO Cold Call Framework- looking for improvement
    Chris Gibson
    Participant
    Aug 10, 2023

    Attention: Hi _________, this is Chris with BBSI. We haven’t met I get you weren’t sitting there waiting for my call, but I was hoping you can help me out for a moment.

    Why I’m Calling: Thanks, I’m with BBSI were working with a couple of __________(industry). I came across your name.

    Right Person: Are you in charge of managing employee benefits and workers compensation insurance costs for the company or do you delegate that to someone else?
    Is there opportunity: If, I’m not overstepping how are you guys managing your workers compensation and employee health insurance costs today?

    Just curious, what’s been your experience with them?
    Sounds like you made a good choice. I’m sure they’ve presented a PEO option to you at some point. What’s your thoughts on using a PEO service like BBSI?

    Value Proposition: Business owners come to us to manage their payroll, HR (policies, procedures and compliance), workers compensation employee benefits costs because it makes them more efficient and saves them money.

    And they like that they have a local team of experts who’s job it is to look down the road and find out all the new employee related laws and regulations that can have a negative impact on your business, tell you about them to protect you.

    I don’t know if this is right for you, would it make sense to see if we can add to your current payroll, HR process to help protect your business and perhaps save you some time and money in the process?
    Would you be open to a 20 minute conversation to go through it?

    Set meeting day and time:
    Okay, would ___________ (day and time) work for you?

    #9512797
    Will Barron
    Keymaster
    Aug 14, 2023
    Will Barron Aug 14, 2023

    Hey Chris. I’d recommend running through the Cold Calling Framework that’s in the Selling Made Simple book – Page 120 onward.

    That’ll give you a better structure for your cold calls than what you’ve used above.

    Feel free to share a script using the framework and I’ll take a look.

    #9512809
    Michelle Dixon
    Participant
    Aug 14, 2023
    Michelle Dixon Aug 14, 2023

    We haven’t met I get you weren’t sitting there waiting for my call, but I was hoping you can help me out for a moment.

    Just read that back. That’s a big ask from a stranger who is interrupting you.

    What’s your thoughts on using a PEO service like BBSI?

    You ask this before your present your value proposition.

    I’d also consider rebuilding your value proposition in the format: “I help X person, solve Y problem, with Z solution”.

    When I’m cold calling, I find being sharp with the value proposition is important because the person on the other end of the phone really doesn’t care. If they can’t instantly understand the problem you solve then you’re done.

     

    #9512927
    Chris Gibson
    Participant
    Aug 17, 2023
    Chris Gibson Aug 17, 2023

    Thanks, Will, I appreciate your forum.

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