Strategy Call Script
“Don’t sell them the service. Sell what the service will get them.”
Pre-Call Preparation
● 5 minutes before call - eliminate noise and distractions
● Use headphones with mic so your hands are free
● Meditate
● Release all attachment from the win
● Get excited about the possibility of helping someone
Call 1: The Discovery Call
Part 1: Introduction
Hey John, It’s Ben from BRB Advisors. How are you?
Awesome. Well, thank you for taking my call today.
I know you’re busy, so I’ll get right to the point.
The way these calls work is I’ll ask you questions about your business and
what you guys do.
You can ask me any questions you have along the way.
And we’ll see if it makes sense for us to work together in any way.
Sound fair enough? (Wait for a “Yes” or “Sure”)
● It’s very important to open strong and take control of the
conversation. For this script to work, you have to be able to go
through the call your way.
● If a client has a question that you’re not ready to address, say “Sure,
we can get to that in just a second, but first I’d like to understand
more about _____.” And then go back to the script.
Part 2: Background Information
What motivated you to invest the time in a call with me today?
How would you describe the current state of your business’s finances?
Do you think there’s anything that can be improved?
● The goal of this section is to try to understand the prospect’s
motivation for getting on a call with you. Hopefully they’ll tell you what
they’re most worried about, and this can guide the questions you ask
in the next section.
Part 3: Diagnosis (SPIN Process)
In this section of the call, you’re going to ask your prospect questions so
you can learn about their problems and how you might be able to help
them.
There’s a very specific structure to the way we ask questions. It’s a method
called SPIN, and we’re going to go over it in-depth in the next video.
When you watch the next video and develop your SPIN questions, come
back and add them here in Part 3.
Part 4: Identify Solutions
Ok, so how do you want to grow or improve your business over the next 12
months?
What’s the biggest thing stopping you from achieving your goals?
What keeps you up at night with respect to your finances?
Does your current accounting function hold you back? If so, how?
● These questions will help you confirm the services you think they
need based on the client’s answers to questions in Part 3.
Part 5: The Consultative Sell
Ok, John. I’m hearing you, and it sounds like there’s definitely an
opportunity to [lower your tax liability/increase revenues/etc].
The good news is that I can totally help you.
I’m an accountant that specializes in _____.
I typically work with business owners like you and help them _____, _____,
and _____.
This is what I think we should do: two things.
First, I would like you to send me your QuickBooks so I can give it a review
to make sure I fully understand your accounting needs.
Also, I’d like to review your tax returns (if applicable).
I’ll be happy to send over a Non-Disclosure Agreement if that’ll make you
feel more comfortable.
Second, we schedule a follow-up call to go over my findings.
I won’t charge you a thing for the initial review and follow-up call.
So best case scenario, I find missing money.
Who knows, it could be tens of thousands of dollars, and then we work
together to fix it.
Worst case scenario, we don’t get to work together, but you get your books
reviewed by a professional and have peace of mind that everything is on
the right track.
[SILENCE - WAIT FOR RESPONSE]
● Then work out the logistics of getting the financials and tax returns,
and schedule a follow-up call right then and there.
● Now that you’ve reviewed the prospect’s books and tax return, you
should be able to go through Part 6 using detailed examples.
Part 5B: The Hard Sell
Ok, John. I’m hearing you, and it sounds like _____ is your biggest
problem.
The good news is that I can totally help you.
I’m an accountant that specializes in _____.
I typically work with business owners like you and help them _____, _____,
and _____.
● Then go straight to Part 6.
● The Hard Sell is good for clients who are warm to the idea of working
with you.
● If you have a strategy call go really well, and the prospect is anxious
to work with you, then go for the Hard Sell.
● If you’ve spoken with a prospect in the past, and they reach out
again, they most likely have already made the decision to work with
you. The Hard Sell can be effective here too.
● If you’re not sensing much enthusiasm on the prospect’s part by the
time you get to this stage of the call, the Consultative Sell is likely a
better approach.
● If the prospect isn’t ready to work with you, it’s because they’re
having difficulty understanding the concrete benefits of working with
you. The Consultative Sell can help you better demonstrate your
value to a prospect.
Call 2: The Coaching Call
Part 6: The Prescription
Ok John, based on everything I’ve heard and seen, it sounds like _____ is
your biggest problem.
Right now, it’s hurting your business in several ways.
It’s (Pain Point 1).
It’s also (Pain Point 2).
And also (Pain Point 3).
I think _____ would be your best solution here.
By (implementing solution), you would (Benefit 1).
You’d also (Benefit 2).
And you’d even (Benefit 3).
The best part is we can do this without (Pain Point).
Can you see how effective this would be? * silence - wait for answer*
How would (Benefit 1) change things for your business? * silence - wait for
answer*
How would (Benefit 2) free up more time to spend working on your
business instead of in it? *silence - wait for answer*
How would (Benefit 3) give you peace of mind? * silence - wait for answer*
Part 7: The Close
Ok John, I just have one more question. Do you want me to help you?
● Wait for them to say “What does that look like?” or “How much would
it cost?”
Part 8: The Offer
Ok John, so to work with me, it’s going to be a one-time $1,500 setup fee
and then $1,500 per month after that.
Our engagement will just be month-to-month, and we offer a 100%
satisfaction guarantee.
But, one thing I’ve found is that people who make a decision to get going
with me start seeing results within a few weeks.
And chasing people down to see whether they’re in or out can be a huge
waste of time.
So what I’ll do is, if you decide to work with me today, I’ll waive the
one-time $1,500 setup fee, and it’ll just be $1,500/month.
● Then, SILENCE. You can’t say anything. You must remain
completely silent until the prospect speaks.
● Sometimes, there can be a period of awkward silence. This is a good
thing. They’re rationalizing the decision to themselves.
Part 9: The Deal
Ok John, awesome! I’m so pumped to have you guys on board.
Just to recap will be providing (service) for (fee).
Part 10: Collecting Payment
I can collect today’s one-time setup fee here on the phone with a card or
set you up on ACH. Which would you prefer?
Part 11: Wrapping Up
Ok, I’ll email you our onboarding checklist, which will explain how to give us
access to your accounts so we can start getting everything set up and
running.
Also, we need to set up a time for your onboarding call. I’d like to have the
call sometime in the next week, if that’s possible. When works for you?
Great. So our onboarding call is scheduled for [DAY] at [TIME].
We’ll go over everything and make sure all our bases are covered. Please
have the onboarding checklist done by our call.
Typically, it takes about 2 weeks to get everything setup, but after that
everything will run really smoothly and seamlessly.
So I’ll talk to you [DATE & TIME], but if you have any questions before
then, please reach out to me via [CONTACT METHOD].
I’m excited to work with you and start getting great results!
