30 Scripts to Grow Your Business and Make More Sales
SCRIPTS FOR: ASKING FOR REFERRALS
Email template for existing client or customer:
Hi [Customer/Client Name]:
I hope you're doing well. I'm so pleased to hear that we were able to help you achieve the results you were hoping for.
Since we were able to help you with [insert customer's need], I'm wondering if you have any colleagues or partners who
would also benefit from [insert product/service]. If so, I'd love to connect with them to explore how we might also help them
achieve positive results. I can send you a draft introductory email to use if you'd like.
Scripts for conversation or casual email:
• I've enjoyed working with you and seeing the positive results we were able to achieve. Is there anyone in your network
who might also be looking for similar results?
• Who do you like working with? Can you introduce me to them?
• I enjoy working with you and I am focused on growing and attracting new clients like you. If you were me, what would you
do?
Script for social media connection:
I appreciated your recent [LinkedIn/Facebook/Instagram] post on [insert topic], and I noticed that [potential client's name]
also seemed interested in the topic. I'm wondering if there might be an opportunity for you to connect me with them?
SCRIPTS FOR: OPENING A PITCH MEETING
Introduction with gratitude:
Good morning/afternoon! I know your time is valuable and I appreciate you taking the time to meet with me today.
Make sure that everyone is present:
Is there anyone else who should be in this meeting?
Set parameters and objectives:
I believe we have an hour together. In that time, I would like to...
Ask for confirmation or additions to the agenda:
From your perspective, what is the most valuable way for us to spend our time together?
State your prospect's problem or opportunity:
I understand that you are struggling with...SCRIPTS FOR: TRANSITIONING TO A CLOSE
• How are you feeling about what we've talked about so far?
• If I were to be able to [provide solution], would you be interested in moving forward with that?
• What would make moving forward together a no-brainer for you/your company?
• Is there something small we could do as the first, low-risk step in working together?
SCRIPTS FOR: RESPONDING TO A REJECTION
#1 Acknowledge the rejection.
I hear that you aren't interested.
#2 Seek more information.
Can you tell me more about how you plan to solve [pain/problem] to meet your goals?
#3 Propose next steps and continue to move toward an ask.
I don't want to waste your time or mine. Would it be valuable for me to send you some additional materials about our
products/services for you to review at your convenience?
SCRIPTS FOR: RAISING YOUR PRICES
When price increase is due to increased value provided to client:
Dear [client name]:
I have enjoyed working with you for the past __ years, and I am grateful for your continued business. I am proud of the
work we did together on [insert project] and I am looking forward to [insert service you will provide for them that will enable
them to meet their business goals].
After a careful assessment of my services, I am increasing my rates to $[insert rate] effective [insert date]. This rate
adjustment accounts for my increased experience and will enable me to reduce turnaround time on projects, thereby
providing increased value to you.
I value my relationship with you and want to address any concerns you have. I am available to chat about the rate
increase when convenient for you.
When price increase is due to standard rate increases in the market:
Dear [insert client name]:
I am writing to inform you that, effective [insert date], [insert company name] will be implementing a [insert percentage]
rate increase. I value our ongoing relationship and welcome a discussion on this matter. Are you available next week to
discuss any questions you have?
SCRIPTS FOR: ASKING YOUR CLIENT FOR MORE BUSINESS
I have enjoyed working with you. Assuming you have had a good experience so far and feel confident in my/our ability to
add value, would you be open to a 20-minute conversation?• Here are observations, insights, and recommendations we have for you. You can do any number of these things (some
you might have to, some are a bonus) but we can help you prioritize where to invest your time, money, and energy.
SCRIPT FOR: ARTICULATING YOUR VALUE
I offer [WHAT] to [WHOM] by [HOW YOU DO IT] so that [DESIRED IMPACT].
SCRIPTS FOR: FINDING NEW BUSINESS OPPORTUNITIES
Acknowledge the
person
[Name], I'm really impressed by what you have been able to accomplish in your business. It feels so
purpose-driven and relevant.
Articulate your
vision
I have a goal this year to work with more purpose-driven founders like you, especially those that are up to
interesting things.
Ask their thought
If you were me, what would you do?
SCRIPTS FOR: OVERCOMING OBJECTIONS
How To Overcome Pricing Objections (VIP Method):
1) Validate
2) Inquire with open-ended questions
3) Proceed with Progress
EXAMPLES
V I understand that price is an important factor for you.
I Would you be willing to share what you are comparing our price to?
P Assuming it makes sense for both parties, we'd be happy to scope according to the budget you have in mind.
Overcome Resistance to Changing Vendors:
V We understand it can be a lot of work to switch vendors/partners.
I Would you mind sharing what works well with your current partner?
P Would it be helpful if we just serve as an extra set of eyes or a backup option?
SCRIPTS FOR: QUALIFYING LEADS
Needs and Wants:
If you could fix one thing about your company, what would it be?
Offerings:
Are you open to working together to create an optimal solution?
Budget:
Is this a $5,000 problem or a $50,000 problem?
Timing:
What opportunities are you missing by not implementing this solution?
Decision Makers:Who else in your group/department might have time or needs to consider innovative solutions?
Value:
What level of effort for you/your department is a reasonable expectation?
SCRIPTS FOR: SHOWING APPRECIATION TO YOUR CURRENT CLIENTS
Dear [client name],
We know you have many choices when it comes to partners/providers. When you chose to work with us, it has allowed us
to [give jobs to 10 other people / give back to our community in XYZ way / grow our XYZ practice area / etc.].
Thank you. Your support makes a difference.