Calling Script
Asking for the “Right” Person 1. Hello! This is Sarah Harrison of Arthur Financial Services and I wonder if you could help me? Could you tell me who would usually meets with the outsourced tax and accounting financial consultants for your company? 2. Could you tell me the “right” person to speak to about outsourcing for financial consulting in your company?

Getting Pasted the Gatekeepers A. When you know the contacts name 1. Sarah Harrison calling for (person’s name). Thank you! 2. (Person’s name) please. 3. (Person’s name) again please.

B. When you don’t know the contacts name 1. I want to send information on tax and accounting financial consulting. Do you know who the right person is to send it to? 2. May I speak to the person that deals with the tax and accounting financial consulting accounts?

Script
Introduction
Hello! This is Sarah Harrison, a Representative of Arthur Financial Services, a tax and accounting financial firm that conducts valuations for tax and book purposes. At Arthur Financial, we understand that valuation issues affect many areas of an organization. And as such, we specialize in approaching our valuation assignments from a “360 degree” perspective so that the needs of all stake holders are appropriately considered. The result is a more efficient, usable product for all of our clients.
Motivation to Ask Questions
So that I can see if Arthur Financial can offer you a thoroughly professional valuation or value related service performed by highly skilled and extensively experienced appraisers would you tell me….

Questions * Do you decide which tax and accounting consultants your company hires?

(No) * Would you tell me who decides which outsourced financial consultants your company hires?
(Yes)
* Please explain how often your firm uses outside tax and accounting financial consultants? * Could you please describe your process of hiring outside consultants? * Are you currently biding out projects? * financial consulting services does you company use?

(Positive response) * Skip to the close

(No Need) * Do you already have a valuation firm that your company is working with?

(Yes) * Could you tell me how you hired the financial firm your with now? * Would you tell me why you’re pleased with that consultant firm? * Would you be open to the idea of another consultant firm biding on a project? * No = Go to the next question * Yes = Skip the next question (No) * Skip the next question

* Could you provided me with your email address so I can send you information via email that can give you a finer understanding of what Arthur Financial has to offer should the need arise?

No- I will check back in a couple of weeks to see if anything has changed. Thank you for your time and I wish you and your company the best.
Yes-Awesome! Thank you so much. I send emails out on Fridays. Thank you for your time and have an amazing day.

Gain Agreement to an Appointment
From what you’ve told me about your business I think we have products that could be of a benefit to you.
We can show you how we provide professional appraisal and valuation services that consistently meet and exceed industrial standards. What I can do for you is, Set up a meeting with LuAnn Goswick-Whitley, Vice President of Marketing
-and she can discuss the best range of services to meet your needs and show you benefits of our specialized “360 degree” approach which guarantees a more sound and efficient usable product. Then you will have all the information you need to make a decision on the benefits of using AFS.
- She will