Updated Script

Hi, this is __________ from Capstan Services.  Have I caught you at a bad time?

YES:  I don't want to keep you then.  Would you like to schedule a better time or should I just call you back in about a week?

NO:

Great.  The reason for my call is to ask you a little bit about you information technology.  I should start by checking, does your company run without technology?

YES: That's greats and must be a huge cost savings.  We are a technology company and hope your will consider us if you ever have the need to install computers.  I will send you our contact information so that you can call us when that day comes.

NO:

Old Script

Hello, My name is ____________ and the reason for my call today is to discuss your information technology and how well it works for your business.   How well do you think your technology works?

 

Jay Alternative:

Hello, My name is ____________ and I am with Capstan Services.  I am looking to speak with the IT decision maker at ________ company. 

Can I ask you if you have onsite or outsourced IT Services?  What are the challenges

 

Follow Up Questions:

General

  • Does your current technology make your business more profitable?  (or Productive)
  • What sort of technology problems stand in your way?
  • Do you ever have issues with your Wireless network?  (Suggest a site survey)
  • If you had an area of your business that you think could be improve through technology what would that be? 
  • Do you feel that your technology costs are too high?
  • Do you think that you have too much technology staff?  (If Yes...)  Do you feel that you get your money's worth from this large staff?

Consulting / Project Management

  • What sort of technology projects do you see your company doing in the next year?
  • Was your last software deployment as successful as you had planned?
    • Discuss how proper project management can make or break a project
  • What was the worst experience you have had with a project?
    • Is this a project that you would like to see completed/fixed?
    • Discuss how proper project management can make or break a project

Managed Services

  • Have you ever looked at Managed Services?  (Explain Managed Services)
  • Do you feel like your computers are properly patched in a timely manner?
    • Discuss automation of patch deployment
  • How do you deploy new software to your machines?  (Applicable to larger numbers of PC's)
    • Discuss how we can automatically push software

Backup & Disaster Recovery

  • What are you using for backup?
    • Dropbox, Onedrive, etc,:  Do you realize that this solution is for sharing and is not a backup?  If you were to get cryptolocker your data would be encrypted and then immediately this encrypted data would be uploaded to _________ service.
  • Does your backup solution provide both onsite and offsite storage?
    • No Onsite: Needed for quick recovery for server failure, cryptolocker, etc.  If you need to get your data from a cloud service this could take days or even weeks.
    • No Offsite: What would you do if you had a fire of flood that destroyed all your servers including your backups?
  • If you lost all your servers/computers/data today, how long could your business survive?
  • If you had fire destroy your servers today, how long would it take you to get new servers and restore your data?
  • Do you feel like your business is well protected by your current disaster recovery solution?

 

 

Closing Questions:

  • I think that we might be able to save your company money on ________.   I would like to have our managing consultant call you to discuss the details of how we can save you money.
  • I understand that you are having problems with your _____________.   I am positive that we can help you get this/these problem(s) resolved.  Let me schedule some time to have my managing consultant give you a call.
  • I understand that you believe that you might be more productive by automating ___________.  I am positive that we can help you with this and likely find some cost savings as well.  Let me schedule some time to have my managing consultant give you a call.