Here's the Pitch that works for me-
Think of sales as 5 steps
1. Establish credibility
2. Show your personality
3.
Establish need
4. Why your solution is best product, price
5. Close the sale or get email
ring ring "hello, Joe Blow Trucking Company"
Hi, can I speak to the Safety Manager? (If it is a small company ask for the owner.)
"Who may I say is calling?"
My name is_________. I represent Ken Skaggs with Ten-Four Magazine.
"Hello, this is Bob Safety, what can I do for you"
Are you the safety manager?
"Yes."
My name is_________. I represent Ken Skaggs with Ten-Four Magazine. Are you familiar with Ken's column, the Big City Driver? Well, he has been writing about city driving for eight years with Ten-Four Magazine, and is probably the leading expert on What Causes Traffic Jams and Road Rage. He gives lectures at trucking companies and he's been on dozens of radio shows too, selling his audio book, the Ten Keys to Safe City Driving. I know you are very busy so I'll get right to the point. When you hire drivers, do you put them through an orientation process?
"Yes, we do, three days."
Great. I'm sure you show them a lot of important material about driving safety and company policies. But do you have anything on rush-hour driving?
"Well, we do have the Smith System, it teaches you how to time traffic lights and stuff."
I am very familiar with the Smith System, and it is a great system, "keep your eyes moving" is a great point. But it doesn't really cover city driving. What's worse, city driving, or rush-hour driving, is probably the most difficult aspect of trucking.
The problem is, most drivers think of it emotionally, when they could be taught to look at it logically.
What really causes traffic jams? What causes road rage? How much time do we really save when we speed through a city? How much time do we really lose when we let a 4-wheeler in front of us?
Too often, drivers bunch together, and tailgate, so they don't have to let someone get in front of them. Not only is this unsafe, it causes the very traffic jams they are trying to avoid, not to mention road rage.
Wouldn't you like to see a reduction in road rage incidents, not to mention tailgating and lane-changing accidents? If these Ten Keys can prevent just one very minor accident, and I certainly think they will, especially when you consider the tenth key- How to Make Sure an Accident is Never Your Fault, it will be well worth the price of only $99.
"Well, let me think about it."
Ok, great. Can I send you a link to the video so you can watch it and decide for yourself?
What's your email address?
And your name? (Make sure you spell it correctly.)
Thank you very much for your time. I'll send you the video.
(Then send an email with a link to the video and a link to your order page.)
OR---------- If you can, close the sale over the phone and ask for their credit card. Just go to www.bigcitydriver.com, click on the ordering page and fill it out for them.
.
Pitch #2
Hi,
Are you a trucking company that employs company drivers?
How many drivers do you have?
Can I speak to the Safety Manager?
What's his name?
Mr. __________?
Hi. My name is Ken Skaggs. I'm with Ten-Four Magazine. In my monthly column, the Big City Driver, which I've been writing for over eight years now, I always talk about City Driving Safety and trucking in general.
Over the past eight years, thanks to Ten-Four Magazine, I have become somewhat of an expert in a field which I created, which is, what causes traffic jams and road rage. I've been on several radio shows and occasionally speak at trucking companies where I promote the magazine, my website and my Ten Keys to Safe City Driving.
But the real reason for my call is to promote my new video. I've had a lot of requests for a video and I finally made one. It's called the Ten Keys to Safe City Driving, and it's a very important video for this time.
A lot of companies offer a lot of training material for drivers, but no one is talking about City Driving. What's worse, City driving is probably the most difficult thing about driving. And not just for truckers, this is really for everyone who drives.
The problem is, most drivers look at city traffic emotionally, when they could be taught to look at it logically. Instead of getting all upset at traffic every time a 4-wheeler cuts them off, they should learn how to look at it logically. If they only knew what causes traffic jams, what causes road rage, they'd know how to stay calm under pressure, how to do the math and figure out how much time we really lose when we let a car cut in front, and how much time we really don't save when we try to squeeze out that extra MPH. These Ten Keys are really very important for drivers to at least listen to, especially the tenth key- how to make sure an accident is never your fault.
That's why I came out with this video. And the best part is, I'm not in this to make a lot of money. I'm just a guy on a mission to make the roads a safer place for all of us. You see, I really believe, and I've said this in my columns for eight years now, that, patience is a skill. You have to practice patience to get good at it. And I prove, by doing the math, that tailgating causes traffic jams, road rage, and stress, not to mention accidents.
If these Ten Keys can prevent just one very minor accident, and I'm sure they will, it will be well worth the price.
I'm not out here to make a killing, just a meager living. As you know, most of these other companies that sell training material charge an arm and a leg. JJ Keller, the Smith System, and companies like that charge up to $1000 for simple videos that you know darn well should cost a lot less. That's why I'm offering the video for download at my website for only $99.
The Close- When you do your orientations, do you use a computer? Do you use a projection system, and click through the orientation program? Does that show everything on a screen that your drivers watch? Does it have Windows XP? Great. Then I could just send you a link to the video so you could just download it.
Can I send you one by email?
You'll get the download links for the video, plus you'll get MP3 links, so you can burn CD's all you want. And what better way is there for a driver to analyze the logic of city driving, than while he is driving, looking right at it, as he listens to the CD explain everything? Plus, you'll get the complete text in an Adobe PDF document, so you can print those out and pass them out to your drivers at your orientations.
If you pay by credit card I can have the whole package in your email in just a couple of minutes.
Great. Is that a Visa or Mastercard?
The follow up close- Can I at least send you an email with a link in it, so you can see the video and decide for yourself if you think this is important?
I'd really like to get your professional opinion, so please, whether you like it or not, could you at least watch it and give me some feedback?
Ok what's your email address?
Could you spell your name?
Great. I'll get that email to you in the next few minutes.
Thank you very much for your time.