Outreach Script
Sector: To be assigned
Version: 1.0 — May 2026
Caller: Morgan Codd — Client Outreach Live
THE ONE JOB — READ THIS FIRST
One objective only: Get the appointment. Not the sale. Not the pitch. The appointment. Ken closes.
You are not selling anything on this call. You are opening a conversation and earning 30 minutes of the owner's time.
Use the research framing. You're gathering insights on behalf of TSG — it lowers resistance and gives them a reason to talk.
Never pitch products in detail. Give them enough to be curious — not enough to say no based on price.
Slow down. Confident people don't rush. A nervous caller speeds up — it signals low confidence. Match their pace.
Silence is fine. Ask the question. Stop. Don't fill the gap. Let them answer.
Rejection isn't personal. They're protecting their time. Respect it and move on cleanly.
Do not promise an executive summary unless Ken has confirmed it's available for this prospect.
METHODOLOGY: This script runs on the ASi (Adaptive Sales Intelligence) framework — TSG's own sales methodology. Adaptive, outcome-focused, empathy-first. The probes in Step 4 are ASi tools. Use them.
STEP 1 — THE OPENER
TO GET THROUGH — IF THERE'S A GATEKEEPER
"Hi — could I please speak with [Owner's name]?"
WHEN YOU GET THROUGH — USE THIS EVERY TIME
"Hey [Name], Morgan here from TSG. Did you get my email?"
TONE: Warm and confident. Short opener — don't over-explain before they've answered. Pause after "Did you get my email?" and wait. Their answer tells you which route to take.
STEP 2 — BRANCH ON THEIR RESPONSE
A
Yes — they've seen it
"Yeah, I had a look" / "I saw it come through"
SIGNAL: They're open. Move straight to the research opener — it reframes the call from sales to conversation.
RESEARCH OPENER
"Terrific. So as you know, I'm doing some research on behalf of TSG for local business owners in your sector. We want to understand some of the common challenges you're facing at the moment and compile some data to share back with you.
Would you be the best person to talk to about how things are going in the business right now?"
IF YES / SURE: Move to light discovery — "Thanks. What's one thing that's been taking up a lot of your time or attention in the business lately?" Then listen. Use empathy. Tie it back to what TSG addresses.
After discovery — close to appointment
YOU SAY
"Thanks for sharing that. A lot of other business owners we speak with have mentioned similar things around [echo what they said]. Based on what you've told me, it sounds like exactly what we've been hearing elsewhere.
Would it be worth a quick 30-minute call with Ken — our director — to find the growth opportunities sitting in your business right now? No cost, no obligation. Phone or video, whichever suits."
✓ TARGET OUTCOME — APPOINTMENT BOOKED
B
No — haven't seen it
"No" / "What email?" / "Been flat out"
NO PANIC: Normal. Doesn't change your approach. Give them the one-line version and pivot to the research frame.
YOU SAY
"No worries — it only landed this morning and I know how it goes.
I'm really just calling to answer any questions you would've had after reading it. But if you've got a minute now, I can quickly run you through what we do — I understand you're busy.
Would you be the best person to have a quick chat about how things are going in the business at the moment?"
IF YES: Go to the Research Opener from Scenario A — same path from here. IF NO / TOO BUSY: "No problem at all. When you get a minute, have a look at the email. I'll give you a call again tomorrow morning — would that be okay?"
→ NEXT ACTION — PERMISSION TO CALL BACK TOMORROW
C
Gatekeeper — can't get through
"He's on the floor" / "She's with a customer" / "Can I take a message?"
STRATEGY: Get the name. Get the best time. Never leave a message — confirm a callback time instead.
YOU SAY
"No problem at all — I won't leave a message. Do you know what time [he/she] is usually available? I'd rather call back when they've got a minute."
IF THEY ASK "What's it regarding?"
"We sent [Owner's name] a brief email this morning — I'm just following up directly. It'll only take a couple of minutes."
DON'T SAY it's a sales call. You're following up on a communication. That's accurate.
→ NEXT ACTION — CALL BACK AT CONFIRMED TIME
STEP 3 — OBJECTION ROUTES
These can come up at any point in the call. Pick the response that best fits how they said it. One response only — don't stack them.
R1
Too busy
"We're flat out" / "No time right now"
OPTION 1
"That's what we're trying to help with. It's not for everybody, and there's no guarantee we can add value — but we won't know that unless we know more about how you operate."
OPTION 2
"Sounds like you're working in your business rather than on it. That's exactly what Ken helps owners shift."
OPTION 3 — LOW COMMITMENT OFFER
"I get that — a lot of owners are right now. Would a free 30-minute conversation with Ken be useful? It's designed to find ways of freeing up time and profitability. No obligation."
OPTION 4 — SOFTEST
"No problem at all. We're just gathering quick insights right now. Even a couple of minutes would help us understand what's happening locally — would that be okay?"
R2
Can't afford it
"We don't have budget for that" / "Things are tight"
DON'T DEFEND PRICE. Reframe to value and the low-commitment entry point.
OPTION 1
"This won't cost you anything right now — just a bit of your time and a bit of ours. We're still in the research phase."
OPTION 2
"Price depends on what you need. We're flexible and work at different levels. The first conversation is always free."
OPTION 3
"Totally understand. At this stage it's not about cost — we're just trying to understand the real challenges local businesses are dealing with. Would you be open to sharing one quick thing that's on your mind?"
R3
Doesn't understand what we do
"I'm not sure what you're offering" / "What does that actually mean?"
OPTION 1 — SIMPLE
"No worries — I might not have explained it clearly. In simple terms, we help business owners free up time and improve profitability by looking at their systems and processes from the outside. Does that make more sense?"
OPTION 2 — SOCIAL PROOF
"If it helps to see it in action, I can send you some information from past clients. Would that be useful?"
⚠️ EXECUTIVE SUMMARY OFFER — CONFIRM WITH KEN FIRST: Only offer "a one-page executive summary of how your business looks from the outside" if Ken has confirmed this is available for this prospect.
R4
"Everything's fine" / No challenges
"Business is good" / "We're doing well" / "No complaints"
DON'T ARGUE. Flip it — their stability is useful data. Keep them in the conversation.
OPTION 1
"That's actually great to hear. Would you mind sharing what's been working well lately? It helps us build a better picture for the research we're sharing back."
OPTION 2
"Great. Even when things are running smoothly, we like to include businesses like yours in the data — sometimes the best insights come from the ones that are doing well. Would it be okay if I noted a couple of quick things down?"
OPTION 3 — IF THEY HOLD FIRM
"Appreciate that. The businesses we work with most aren't struggling — they're doing well. That's usually when there's the most room to find what's being left on the table. Worth keeping in the back of your mind."
EXIT CLEAN IF THEY'RE FIRM — LEAVE THE DOOR OPEN
STEP 4 — DISCOVERY (IF THEY'RE TALKING)
Use these probes when they've opened up. Don't rush to the close. The more they talk, the better the appointment lands.
DISCOVERY QUESTION
"Thanks for sharing that. A lot of other business owners we speak with have mentioned similar things around [echo what they said briefly]. How are you currently handling — or trying to handle — that at the moment?"
ASi PROBE — EMOTION WORD (WHEN THEY USE A LOADED WORD)
They say: "It's been really stressful." You say: "…Stressful?"
Then stop. Let them go deeper. Don't fill the silence.
ASi PROBE — TIME & IMPACT
"How long has that been going on?"
Pause. Let it land.
"So this has been going on for [x months] — has that had much of an impact on you personally?"
STEP 5 — SOFT CLOSE
★
Best case — they're engaged
Go for the appointment
YOU SAY
"Thank you for walking me through that — it sounds like it aligns with exactly what we've heard from other businesses. Would it be worth getting Ken on a quick 30-minute call to find the growth opportunities sitting in your business right now? Phone or video, whichever suits.
How does [specific day, e.g. Tuesday at 11am] work for you?"
Confirm the appointment
YOU SAY
"Perfect. I'll lock that in with Ken King — our founder — for [day/time].
Just one quick question — does phone or video suit you better? We'll send the link or the call details through to you.
I'll send you a confirmation email right now so you've got it in writing."
✓ TARGET OUTCOME — APPOINTMENT BOOKED
↓
Research route — not ready to commit
Keep them in the funnel
YOU SAY
"No problem at all. I'll note you down for the research summary — what's the best email to send that to?"
→ FOLLOW UP WHEN SUMMARY IS READY
→
Info only — "Just send me something"
YOU SAY
"No worries. I'll email you a quick overview today. Thanks for your time — have a good rest of the day."
THEN EMAIL THE OUTREACH TEMPLATE. Follow up with a call in 2 days.
→ EMAIL + FOLLOW UP IN 2 DAYS
WHEN APPOINTMENT IS BOOKED — SEND THIS IMMEDIATELY
CONFIRMATION EMAIL
Hi [Name],
Great to speak with you — just confirming Ken King from Tactical Solutions Group is locked in to find the growth opportunities sitting in your business:
📅 [Day, date]
🕐 [Time]
💻 [Video link OR phone — confirmed during call]
It'll be a relaxed 30-minute conversation — no agenda, no hard sell. A focused look at where the opportunities are and what's worth acting on first.
If anything changes, give me a call on 020 4110 6647 and we'll sort it.
See you then,
Morgan Codd | Client Outreach
Tactical Solutions Group | On behalf of Ken King
morgan@tsgltd.co.nz · tsgltd.co.nz