Brush Offs
"I'm not interested/focused on that this year"
- I understand. Out of curiosity, what are you interested in or focusing on this year as (insert title)?
- Who might be working on (insert initiative, project, etc) this year that I could reach out to?
"Not a Priority"
- If there was something that could be solved today, what would that be?
- When in the school year might this become a priority?
- Tell me more about your current priorities in your role
*Prospect Hangs Up*
Hey I think we got disconnected. Wanted to continue where we left off - (example: What are you using for digital teaching and learning at your district?).
"We are all set with what we have"
Great! We have worked with several customers who have shifted from X to (Canvas, Learn, Mastery). What have you appreciated about X?
- How are you currently using X?
- What do you appreciate about X?
- If you could wave a magic wand and fix anything about X, what would you fix?
"I'm not the right person"
- I totally understand. Out of curiosity, what do you focus on in your role at the district?
- Based on my research, your perspective would be great to hear about X. To clarify, I’m reaching out about….
- My apologies, based on your role as X I thought you would be great to speak to about X. Who would be the right person for this conversation/ to oversee this?
"I'm just so busy right now with (Budget Season, School Starting, Testing, End of year)
- I get that! A lof of admins I talk to are in a similar boat. With so much going on, what are your top three priorities right now for your (tech/curriculum department)?
- When would be a better time for me to reach back out?
- How about we coordinate a few minutes to reconnect in a few weeks?
*Prospect insults Canvas or you*
Hey I hear you and not trying to change your mind. I'm sorry you feel that way. Is there a better time for me to call instead?
"We are using X and happy with it"
- What do you feel like is going well with?
- Have you ever checked out another platform?
- What might you change about X if you could change anything?
"I'm going into a meeting/I'm actually in a meeting"
- Sounds good, When would be a better time for us to connect?
- Would it be easiest for us to coordinate time to connect later this week?
- Are you free tomorrow at 3 pm instead?
"Not in the budget/We don't have the budget"
-I completely understand. Sounds like your budget is tied up in other ways. Out of curiosity, with a limited budget, where have you been focusing/prioritizing your district’s budget this year?
- We often find this is a great time for admins to explore because there is no pressure to buy. Would you be open to having us show you the tool next week?
"Take me off your list"
Happy to do this. just curious so I can know for the future, what about our communication do you not want to hear about?
"What we have is Free with Google/ We do this ourselves in a spreadsheet"
- What's your current process for approving tech tools? How do you ensure privacy and compliance with that process?
- How do your teachers do _____?"
- We have found that a lot of teachers appreciate Canvas because it has helped them access integrations without leaving the platform. What does this look like in Google for you?"
- I understand - don’t know if you’re gonna change, but would you be completely against me showing you around, just so know what’s out there?
"Send me an email"
- Happy to send an email, but I’d like to make sure I send what’s relevant for you. What topics or priorities would you be interested in?
- It would be great to reconnect next week after you’ve had a chance to check out my email. Do you have any time available next Monday to catch up?
- As you know from your past experience, sometimes it's most compelling to see these platforms in action and so you can ask questions. When would be a good time to hop on a quick call?
Tell a story
Situation, Pain, Impact and open ended question
"Where’d you get my phone number!? I didn't ask to be called!"
- Hey I hear you, this call was pretty out of the blue. Just so no one calls you again, could I at least tell you why I reached out to you, then you can tell me if it makes sense to part ways from there?
"You're more expensive"
- When was the last time you checked us out?
- I hear you and there is no pressure to buy, we'd really like to give you some insights as you enter budgeting season. I’m not promising it’s gonna be way cheaper, but we could at least walk you through a couple options next week, if for nothing else, so you know what’s out there?
We're all good/set
That makes sense and I figured you would have something in place. Would you mind if I take a few minutes to share why I'm calling and how we work with other schools and then you can tell me if it makes sense to go from there?
*Bonus if you can also give story for follow up*
Call me back in the Spring
Was there something you had in mind in 6 months or is the team just crazy busy?
Sure will make sure to ring you back up. With all that you have going on right now what is your biggest priority this January/ February?
Story has Situation, Pain, Impact and an open ended question.
Tell a story about Canvas/Learn/Mastery
Story has situation, pain, impact and an open ended-question at the end.