Go for TM

Question 1

Powerful intro

Answer 1

Thanks for taking my call.
Do you have a few moments?
(or) Can you help me?

Question 2

The reason for your call - you used TM in the past

Answer 2

This is Tim from McAfee Secure and the reason for my call is I see that you used our Trustmark system in the past, the notes on your account are a bit fuzzy, so I’m wondering, maybe you didn’t get the results you were expecting?

Do you know what happened?

Question 3

Specific Questions: Traffic?

Answer 3

How much time and money are you spending on driving traffic to your site?

Question 4

Question: industry says 73% of consumers

Answer 4

The industry says 73% of consumers are concerned about making purchases online. How do you think this applies to your business?

Question 5

Question: How many daily - personal info?

Answer 5

How many people, do you think, come to your site(s) on a daily basis who have concerns about adding their personal information?

Question 6

Question: Single thing about converting?

Answer 6

Would it make sense to start telling me the single thing that gives you the most concern about visitor trust?

Question 7

Question: First security site?

Answer 7

When did you first decide to look into marketing the security of your website?

Question 8

Question: How serious not converting today?

Answer 8

How serious would you say the problem is today of visitors not converting due to trust concerns?

Question 9

Question: What thought have you given to actually implementing a system…?

Answer 9

What thought have you given to actually implementing a system of building trust throughout the buyers journey on your site?

Question 10

Question: Typically, no money for this, right?

Answer 10

Typically when we get to this stage, our clients tell us that they have no money in the budget for this kind of stuff. Am I right in assuming that this is the situation here, too?

Question 11

Voicemail: Wanted to review.

Answer 11

Hi (name), The reason for my call today is I have your account pulled up in front of me. I noticed a couple things I wanted to review with you. Can you call me back at 707-639-1232? This is Tim Scanlin, your account manager with McAfee Secure you can reply to my email or give me a call at 707-639-1232

Question 12

Bow out: in touch

Answer 12

I see, situations do have a way of changing. Would you have any objection to me keeping in touch and checking back with you in a few months? (wait for response) Fine, thank you for your time {name}, I’ll get back with you in a few months from now goodbye.

Question 13

we help ecommerce sites

Answer 13

we help ecommerce sites build trust with their visitors by verifying their site is a safe place to do business and as a result our customers do more business.

Question 14

In the middle of that page, you’ll

Answer 14

In the middle of that page, you’ll see a mobile phone, you’ll see our certification, do you recognize that certification, what does it make you think of?

– They will say ‘security’

McAfee is a globally recognized security brand, consumers know it and when they see it on a site it immediately establishes trust.

And that’s exactly why I’m calling you.

Question 15

73% of consumers concerned about

Answer 15

73% of consumers are concerned about making a purchase online. Not that it would be on your site, but if I’m a website owner, even if it’s 50%, that’s a lot of people coming to my website every day that might have security concerns.

That’s what the industry says, but do you think this applies to your site?

Question 16

Question: Do you think you’re losing sales due

Answer 16

Do you think you’re losing sales due to security concerns on your site?

Question 17

Question: What are some of the things you’re currently

Answer 17

What are some of the things you’re currently doing to address visitors’ concerns?

Question 18

Let’s talk about shopping carts.

Answer 18

Let’s talk about shopping carts. They get to your cart and they get most concerned when they consider putting their personal info there. Studies show about 17% leave their shopping cart because they’re concerned.
QUESTION 1
What are you doing currently to reassure visitors that their personal and payment information is safe with you?

Question 19

Question: Do you think you’re doing enough

Answer 19

Do you think you’re doing enough to overcome their concerns / build their trust?

Question 20

81% of consumers say

Answer 20

81% of consumers say that our trustmark would increase their confidence.

Question 21

Question: Do you think if you had the McAfee SECURE trustmarks

Answer 21

Do you think if you had the McAfee SECURE trustmarks, you’d turn more shoppers to buyers?

Question 22

Let’s say someone comes to your site, they like your cart,

Answer 22

Let’s say someone comes to your site, they like your cart, they like your products, but they have concerns about your security. If McAfee SECURE was there, do you think they’d be more likely to make a purchase?

Question 23

Confirm the reasons they’ve identified with the problem and that they think our service is the solution.

Answer 23

It sounds like you understand that online shoppers are concerned, you’ve also mentioned you’re not doing enough about it, you’ve also mentioned McAfee SECURE Certification can address some of their concerns.

Question 24

Close: Before I called you…

Answer 24

Before I called you, I looked at your price, it’s only going to cost $10,000, it takes just a few minutes to set up, which credit card would you like to use?

Question 25

McAfee is a globally recognized security brand… do you think your visitors…?

Answer 25

McAfee is a globally recognized security brand, known by consumers worldwide and it builds immediate trust when they see it on a site. Do you think your visitors also think that?

Question 26

Do you think your visitors also think that?:

“Maybe, I’m not sure…”

Answer 26

Ok, yeah maybe, who knows. The alternative is you don’t remind them of your security, who’s going to be more likely to buy, the ones that are reminded of your security or not?

Question 27

Shopping cart abandonment is obviously a problem, do you think that some…?

Answer 27

Shopping cart abandonment is obviously a problem, do you think that some people are abandoning their carts because they’re concerned about putting in their credit card?

Question 28

Competitor thought the same, they added

Answer 28

Competitor thought the same, they added the mfes trustmark and they’re converting more visitors to buyers.

Question 29

Upfront contract

Answer 29

● I’d like to ask you some questions to learn more about your needs. From there, I’ll be able to tell you about our process and price. By the end of our call, I should have an accurate estimate for you, and we’ll have a chance to discuss what would make sense as the best next step. Does that work for you?

Question 30

Powerful Voicemail (Go TS)

Answer 30

Hi (name), The reason for my call is I’m your account manager and I have a free upgrade for you. We’re helping other sites like (blank) drive 5-10 % more revenue on average beyond what we we’re able to do with our previous program. I’d like to see if this new system of trustmarks is a fit for you, and make the switch by end of next week. To lock in the current price for your subscription with the upgrade at no additional cost. It’s Tim Scanlin, your account manager with McAfee Secure. You can reply to my email or give me a call and let me know the best way to get on your calendar at 707-639-1232, 707-639-1232.