Hi, is that [Name]?

> Yes

[Name], you are the correct person to speak to with regards to business decisions, right? Marketing

> Yes

Okay, great! You’re speaking with Ryan.

> I’m busy

[Name], I understand that you’re busy and I appreciate you answering my call. I’ll make sure to keep this brief.

(Continue talking)

> I’m not interested

[Name], I don’t expect you to be interested right now. I’ll make sure to keep this brief.

(Continue talking)

[Name], I work with a few handpicked businesses in your area, and I came across yours.

I’d like to discuss a potential partnership and promoting your business on Wowcher. You got a minute?

Our subscribers are always looking for new and exciting things to do in and around London.

> No

Fair enough! [Name], help me understand why you would not use Wowcher for free marketing?

> Yes

INTELLIGENCE GATHERING

Do you mind if I ask you a few questions to see if this partnership would work for your business?

Have you used Wowcher before or a similar platform?

(We are a city guide with 28million active subscribers who are always looking for new and exciting things to do. At the same time, we are an acquisition tool to gain new customers for merchants like yourself)

Which days/times during the week are you less busy but your fixed costs remain the same? For e.g. waiters on shift, the lights are on, kitchen staff coming in etc.?

How would it benefit your business if these slower times got busier so that at least you are breaking even with your fixed costs?

How are you currently filling up those slower times/days/slots?

Is this working for you? > Yes - How much is it costing you? Do you pay upfront costs?

Now for your doors to stay open you would need repeat customers, but most of all, you would need new customers, right?

> Yes

My job is to bring you new customers, and I do that by using our team of data analysts. They will methodically guide traffic to your store at the most optimal time. We put your business in front of a ready to buy audience. So, we would promote enticing offers, and this creates an impulse buy. Are you with me?

> Yes

Great! Allow me to explain how it works.

We promote your product on our platform.

We absorb all the cost of the design work, editing and analytics.

We target an audience of 28 million subscribers all over UK and Ireland.

We then push advertising through multiple channels, like Mail Online, Metro Online, Social Media Platforms, Email, our mobile app, influencers and a few other channels.

Now we strategically market your product according to when your business needs it most. So, whether it be a specific time of the day, a specific day of the week, peak season, or off-peak season. It all hinges on when your business requires it. And we do all this at zero risk to you.

We advertise and promote your activity (product/service) at a reduced price and after a purchase is made via our platform, we apply a small success fee. We then pay you your share. Now all figures remain above your cost price, ensuring you won’t incur any losses. All this is 100% measurable. Make sense?

> Yes

Great! Now [Name], I’m looking at your website and based on previous data, a deal that sells well is...

Reference > Another merchant that ran a similar deal, sold X vouchers in a period of X months and made a gross revenue of X pounds.

CLOSE 1

Would this work for you?

> Yes

> No – Go to Rebuttal

Fantastic!

We have 2 redemption options, VCC (7) and Bank transfer (28). Which works for you?

Redemption > Customer > Voucher number > Merchant portal

In order for us to get this on our site ASAP, there are some compliance docs that I would need, PLI, price verification & proof of bank details.

How is your booking system setup? Email, phone or online?

[Name], how soon would you like this to go live? Can we do it now?

I'll send you an email with a preview of what the deal looks like, in the meantime, please send me the documents required.

Rebuttal

> No

I hear what you’re saying - Let me ask you a question.

Do you like the idea & does it make sense to you?

> No – What is it that you don’t understand or that you’re not comfortable with? Let’s go over it.

REBUTTAL 1 (Company)

[Name], Prior my call to you today, you have heard of Wowcher before, right?

> YES or NO

[Name], Wowcher revolutionized the daily deals industry and has been around since 2010.

We are a city guide. We help customers finds new and exciting things to do, good diners to eat at & top star getaways.

Now even your 5-star hotels & diners make use of our platform.

We’ve partnered with thousands of merchants across various industries because we invest in aggressive marketing campaigns across various channels.

Our team also does an outstanding job by leveraging data analytics and insights to make informed business decisions, optimize our deals and promotions, and enhance customer engagement.

[Name], Given Wowcher’s strong brand recognition and partnerships, wouldn’t you want your business to be part of such a successful company?

CLOSE 2

[Name], I tell you what. Why don’t we do a trial run and see how well it works for your business?

> Yes

Fantastic!

> No

(Acknowledge objection) – Go to Rebuttal 2

REBUTTAL 2 (Salesperson)

[Name], If you had known me personally and we had done business for years, and I came to you with this offer, would you take it? (Hypothetically / Off the record – Joke about it)

Thank you for that vote of confidence there.

So, what you’re really trying to say is that you don’t know me so you can’t trust me right? (Submissive) And there’s absolutely nothing wrong with that.

CLOSE 3

[Name], Give me one shot at this and even if I’m half right, the only problem you’ll be having is that I didn’t call you 6 months ago.

> No

I understand. [Name], What aspect of our service do you need more clarification on, in order for you to jump on board?

Still objecting

Okay, I hear what you’re saying.

I feel I have done everything correct on this call today but you’re still too nervous to work with me. What could I have done differently today to earn your business, and please [Name], don’t be shy, you won’t hurt my feelings.

Start LOOPING - (Go back to HOW IT WORKS / OFFER and BENEFITS) Listen to what the objection is.