Part One: Help List Scripts
One Key to Success
Proactivity drives results. Commit to at least 90 minutes of daily proactive prospecting until incoming demand exceeds your outreach. Knowing what to say is just as important as making the effort to say it.
The Initial Contact
The goal of your first conversation is not to close a deal or overwhelm the prospect with information. Instead, focus on two key objectives:
Setting an appointment
Building rapport
A prospect won’t care about what you offer until they know how much you care. You need a clear, compelling reason for reaching out.
Example Opening Line:
"The reason I’m reaching out is because (insert name, event, or relevant connection)."
We provide industry-specific scripts to help you craft the right message for every situation.
Understanding Buyer Follow-Ups
Follow-ups fall into two main categories:
Help List (Suspects): Individuals who may need your services but haven’t yet shown commitment.
Fight Club (Prospects): Engaged individuals who have demonstrated interest and intent.
Help List Follow-Up (Suspect Stage)
Before reaching out, take time to understand the suspect’s situation:
✔ Identify their problem (need) or desire (want).
✔ Ask insightful questions to uncover key motivations.
✔ Listen for clues about their true priorities.
✔ Identify their hot buttons—what matters most to them.
✔ Share your Opportunity Statement—why engaging with you benefits them.
Your goal: Move them from the Help List to Fight Club by sparking genuine interest and engagement.
Part Two: Referral Business Scripts
One Key to Success
First impressions set the tone for future relationships. Research shows it takes 21 positive interactions to undo a negative first impression. You only get one chance to start strong.
Never assume a referral is an easy close. Treat every first conversation as if the prospect knows nothing about you or your services.
Types of Referral Business Leads
Advocates – Strong supporters who actively refer clients.
Promoters – People who share your name but may not fully endorse you.
Current/New Clients – Existing clients who can offer referrals.
Connectors – People who introduce you to potential opportunities.
Others – Future business prospects, including event connections and partnerships.
Referral Outreach Script
"When (referral name) says I need to meet with you, I listen. They have a great track record of making valuable connections, and every time, I leave the conversation better off. I’d love to set up a time to chat—when would be a good time for you?"
Intention: Strengthen your referral network by leveraging relationships for long-term business growth.
Showcase Event Follow-Up Script
"It was great meeting you at (insert event). I always enjoy connecting with talented professionals who (insert shared belief or interest). I’d love to continue our conversation and explore ways we can collaborate. Does (insert time) work for a quick call?"
Intention: Maintain momentum from initial meetings and transition into meaningful business discussions.
Part Three: Help List Follow-Up Sequence
One Key to Success
Fewer than 25% of people answer calls from unknown numbers. Effective follow-up requires persistence—most prospects won’t respond on the first attempt. Studies show it often takes 3-5 contacts just to initiate a conversation.
Help List Follow-Up Process (Do All Three):
Text: A brief, friendly introduction.
Email: Provide value through insight, a resource, or a relevant offer.
Call: Follow up with confidence and a clear reason for reaching out.
Recommended Follow-Up Window: 7-14 days to maximize engagement and prevent leads from going cold. Adjust frequency based on the prospect’s level of interest and responsiveness.
Help List Mindset: Keys to Success
Follow-up is a strategy, not just a task.
Your enthusiasm must outweigh their skepticism.
People don’t care how much you know until they know how much you care.
Approach every meeting as an opportunity to help, not just to sell.
Never pre-judge a prospect—everyone is a potential client or referral source.
Skepticism is natural—overcome it by being consistent and building trust.
Every new deal has the potential to generate multiple new opportunities—stay diligent.
This guide is designed to help you master inside sales prospecting, increase engagement, and close more deals. Success comes from consistent effort, persistence, and always leading with value. Stay proactive and results will follow.