PWS Strategy
You come across a lead that has NA, NA, NA, NA what is your next step?
How many dollars will this cost me?
6.6 What's the price?
It varies on what you’re looking for
but here’s the thing 🔻, I’m not looking for any monetary commitment from you right now,
I simply want to be able to physically show you all the work we have been doing here
only so you can have the most educated decision if it's going to be beneficial for you now or later down the line.
WAIT FOR A RESPONSE
"Hello?" Please provide your introduction with a GK (YOU DO NOT KNOW THE DM NAME)
1 Hi, my name is [First Name],
I was wondering if you could help me out, and point me in the right direction,
PAUSE… ALLOW A RESPONSE
1) I was looking to speak with the person who handles your [service/products], Is there any way you can help me out with that?
Send me an email first
6.3 Send me an Email First
Absolutely, what's the best email I can use?
IF YOU DON'T HAVE THEIR EMAIL - TAKE THE EMAIL FIRST, MAKE SURE IT’S NOT AN INFO@ EMAIL
SKIP THE STEP IF YOU ALREADY HAVE THE EMAIL ^
Thank you I will definitely, send some information…
IF YOU ALREADY HAVE THEIR EMAIL
But I was wondering if I could do you one better - I was hoping if I could send you an OPEN/Tentative calendar invite for [DATE & TIME] hopefully by that time you had a chance to look over everything we sent and then we could take it from there.
Would that work for you?
I was wondering if I could send you a call invite for [date] or [date].
DM Name
Direct Phone/Extension
Direct Email
A better time to call back
You come across a lead where you tried every option available, checked the Website, checked, Linkedin, checked, Perplexity. What should you do next?
Archive the lead and leave a note to explain why. Example: Called every number available moving this lead to archive
I already have a garbage company
6.8 We’re happy with our current vendor
That’s great to hear that you’re happy with your current solution,
Our intention is not to replace a service that's working well for you.
We just want to provide you with a second opinion
Only so you can have the most educated options on what could work for you later down the line.
NEXT PART
I can take down you're information and let them know you called (YOU DO NOT HAVE ANY INFORMATION YET) What is your next step?
2.5 Let me take down your information
Absolutely… let me know when you’re ready…. Oh BTW, what’s their name just so I can refer to them professionally?
If GK refuses to give you information… please refer to 2.0
DO NOT PROVIDE YOUR INFORMATION IF GK REFUSES TO GIVE THEIRS
CONTINUE
Would they by any chance happen to have a better line or ext I can reach them at?
Would you happen to know their email address?
Would you know a time when they’re usually available?
If NO…
That makes sense, but if you could give your wildest guess, what time do you think I’d have a better chance to speak with them briefly?
SET A TASK TO CALL THEN
Everytime you connect and speak with someone (HUMAN) on the phone, what should be your next step?
Leave a reminder
"Yes, you I am the person responsible for the linen and laundry" - What should you ask next?
"Amazing, what is your name so i can refer to you professionally?"
You called Dr. Johns office you connected Brenda the receptionist and she tells you that she's also in charge of making decisions for the cleaning vendor. She also agrees to meet with you. What should YOU ask so the IN-PERSON meeting can be as productive as possible.
6.9 Addressing all Stakeholders
Perfect, so is there a partner or anyone else you’d like on the call? Sales, ops, etc?
IF OTHERS ARE INVOLVED – So is there any way they’ll be available to see the presentation with you on [Day] so you can review it together?
IF YES - Amazing,
What’s their name just so that I can refer to them professionally?
What’s the best email I can use to add them to the calendar invite?
If no…continue
IF NO – That’s totally fine. But let’s say you’re really impressed with what I have and you know they’ll like it too. Would we need to set up another call?
OTHERS STILL NEED TO SEE IT – Ok, so let’s do this. I’ll go over everything with you on [Day]. And if you like what we have and you think they will too, all I ask is that we schedule another meeting with everyone involved from there. Is that fair?
You come across a lead with multiple locations, Every location has a unique phone number, you called the lead for the current location and the phone goes to VM.
Call and attempt every location
You get transferred from a GK to JOHN the Maintenance Manager at ABC company. (You are calling for a Linen company) Please demonstrate an example of how you would confirm the DM.
HI John, Nice to meet you, my name is (Your name) I was told you're responsible for handling the purchasing of all your linens, uniforms, cleaning supplies and more
You are calling a reminder on a lead again 1 month later. You know the name of the DM. The reminder says "GK IS NOT RECEPTIVE". What do you do next? (open ended discussion)
Try the follow up appoach
Keep it short and sweet - Example: John Please
Ask for the DM by name confidently:
"Hi, is John available?" — avoid titles or stating your full reason too early.
If they ask who's calling:
"It's [Your First Name], just calling to reconnect with him directly."
If they ask what it’s regarding:
"It's about something we were working on together."
Try Calling at a Different Time:
Gatekeepers tend to be less present or less strict early morning (before 9 AM) or late afternoon (after 4 PM).
Consider calling during lunch hours when a receptionist might be away or temporarily replaced.