Mike Johnson’s Baseball Contacting System

Cold Call Prospecting for Business Appointments:

2nd Base
Lets… 3-Way Call
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information?
Play Ball!

3rd Base 2nd 1st Base

Set Sales Video Link
Appointment 3-Way Call
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information? information?

3rd 1st

Home Plate
Sales Appointment-
Recruit Complete
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Dugout On Deck
Not Now! Home Who’s Up?

Initial Cold Call Contact Script - First Base - Prospecting System!

Cold Call Scenario:

Your first step is to get by the Gatekeeper (secretary, etc.) and to get to the Decision Maker. Do
not ‘throw your pitch away’ by wasting it on someone that either can’t (or won’t!) make a
decision about our product.

Remember the Gatekeeper’s main function is to act as a filter and screen out unnecessary calls.
Nine times out of ten their internal decision will be TO NOT BOTHER THEIR BOSS, unless they
perceive it to be of value to their boss and the company.

Your job is to break through this filter, and get by this person in order to speak directly to the one
person that can make the decision. You must hit the Gatekeeper with a Fear of Loss decision
designed to make them decide to let you through. That’s the only decision you want from
them…nothing more and nothing less!

Here’s an example:

You Say:
“Hello… whom am I speaking to? Hi Brenda, my name is Mike Johnson with AdzZoo... I need to
speak with the person in charge of your advertising or marketing department.”