The "Referral/Trigger Event" Script

[armdrejoan]

PROSPECT: (Listen carefully for any hesitation, concern, or affirmation of the pain point.)


SDR: "I hear you, Emily. It's a constant battle. We've helped firms like [mention a similar firm/segment if possible] secure their data and simplify their compliance processes. It sounds like a brief conversation could be valuable. Would you be open to a quick, 20-minute chat with one of our security experts next week to discuss some best practices we've seen work and see if there are any gaps in your current strategy?"

IF PROSPECT SAYS "WE'RE FINE" / NO CHALLENGE:
SDR: "That's excellent to hear, Emily. Proactive security is key. Even australia phone number list for well-defended firms, staying ahead often means reviewing new threats and solutions. Would you be open to a very short 15-minute call just to share some of our recent insights into [emerging threat e.g., 'AI-powered phishing attacks'] and how firms are mitigating them? There's no obligation, purely for educational purposes."


This script leverages a specific piece of information (a referral, news, a common trigger) to establish immediate relevance and build trust.

Goal: Open a conversation based on shared context.

Key Elements:

Clear Reference: Mention the referral or trigger event immediately.
Connect to Value: Briefly explain why this context is relevant to them.
Low-Pressure Inquiry: Ask a relevant question based on the context.
Scenario A (Referral): Selling HR Software to a company, referred by a mutual connection.