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Buy and Sell-Side M&A Call Script

As we have previously-discussed, deal origination is one of the more difficult aspects of operating a successful investment bank. It requires a astute focus on a handful of outbound marketing efforts. Chief among them is a great outbound call marketing script. It would not be investment banking without a good script for outbound cold-calling to potential prospects. Sure, nothing beats a warm lead from a trusted advisor to the selling company owner, but that should always be supplemented with a great deal of outbound hustle. What follows are some call and email follow-up scripts we have used in the past. I hope you and enjoy and if you plan on using them, just be sure to replace references to InvestmentBank.com –for your own benefit 🙂

Sell-Side Option 1:

[Owner’s name], my name is [your name]. I’m an Analyst with InvestmentBank.com.

[1]I have been doing some research on companies for an acquiring client. Based on some preliminary research we have done on your company online, we think you would be a good fit for a couple of clients we have that are looking to buy companies in the _____________ sector.

Would you be interested in discussing opportunities with a couple of senior members of our team?

[If YES]

What time(s) work best for you in the next two weeks to discuss?

[If NO]

Great we would love to send you our InvestmentBank.com Seller Prep Guide along with some information about other capital providing services we could help with.

Confirm email:

Sell-Side Option 2:

[Owner’s name], my name is [your name]. I’m with InvestmentBank.com.

[2]We have a client that is looking to grow by acquisition and I feel there may be an opportunity with your firm as a potential candidate. I was hoping to talk with you for a minute, explain their vision and plan and how [name of target company] could fit.

Our client is a profitable, midmarket [name the industry–same as the company are speaking with] company.

They’re led by former top execs from leading [industry] companies.

They have deep industry knowledge, experience, and connections.

Their company currently has strong customer relations with large companies, federal and state governments, universities, and mid- market companies.

We believe there is a compelling story to combine with other well-run companies in a few seemingly unrelated industries, which include [more industry specific info].


They’d like to build off of and leverage further their existing synergies between yours and other firms.. We believe the combination of my client’s collective experience coupled with the management expertise of companies they merge with, or otherwise partner with, could build a very large company, which would obviously create quite a bit of value for those who are involved.

 

When can I set up a time to speak with another member of our team to discuss the opportunity with you?

Buy-Side Option 1 (leading into sell-side):

[Owner’s name], my name is [your name]. I’m with InvestmentBank.com.

[3]We represent profitable and growing middle market companies in the sale of their businesses. At any given time, we are representing a handful of companies for mergers and acquisitions. Have you ever considered growing your business inorganically through acquisition?

[if yes]

Great. What have you done to further your efforts of acquiring companies?

We have worked with numerous companies in assisting in both acquisition search, target due diligence and complete integration.

What time(s) work best with to set up a meeting to speak with one of our senior investment bankers to discuss your acquisition growth goals?  

[if no]

Since we are actively looking for opportunities in the _______________industry, it may be wise to still take some time to hop on the phone with one of our senior investment bankers to discuss the potential of selling your business in the future.

Regardless of whether you are looking to sell now or five years from now, I believe it would still be worth your time to have that discussion. What time(s) work best for you in the next couple of weeks to discuss.

Voicemail Templates:

Voicemail Option 1:

[Owner’s name], my name is [your name]. I’m with InvestmentBank.com.

We represent profitable and growing middle market companies in the sale of their businesses. At any given time, we are representing a handful of companies for mergers and acquisitions. I wanted to take just a moment of your time to discuss your merger and acquisition goals and how we might assist with your capital transaction needs. Please give me a call back at your earliest convenience. My number is [XXX-XXX-XXXX]. I will provide a follow-up to this message with an email as well. I look forward to talking soon.

Voicemail Option 2:

[Owner’s name], my name is [your name]. I’m with InvestmentBank.com.

We have a client that is looking to grow by acquisition and I feel there may be an opportunity with your firm as a potential candidate. I was hoping to talk with you for a minute, explain their vision and plan and how it could fit with your merger and acquisition goals and how we might assist with your capital transaction needs. Please give me a call back at your earliest convenience. My number is [XXX-XXX-XXXX]. I will provide a follow-up to this message with an email as well. I look forward to talking soon.

Voicemail Option 3:

[Owner’s name], my name is [your name]. I’m with InvestmentBank.com.

I have been doing some research on companies for an acquiring client. Based on some preliminary research we have done on your company online, we think you would be a good fit for a couple of clients we have that are looking to buy companies in the _____________ sector.

I wanted to take just a moment of your time to discuss your your merger and acquisition goals and how we might assist with your capital transaction needs. Please give me a call back at your earliest convenience. My number is [XXX-XXX-XXXX]. I will provide a follow-up to this message with an email as well. I look forward to talking soon.

Follow-up Email Templates:

[if you were able to connect by phone]

Hi [first name],

Thank you for taking the time to connect with me by phone today. It was a pleasure meeting you. As we discussed, our team provides the following services across the _____________industry for:

  1. Sell-side merger and acquisition advisory for companies looking to sell or divest
  2. Buy-side merger and acquisition advisory for businesses looking to grow inorganically through acquisition
  3. Capital formation services for for growth companies looking to expand, acquire or recapitalize.

I have also included a brief service overview document as an attachment to this email [alternatively provide a link to data room]. Let me know what time(s) work best in the coming week or two to connect with other members of our extended investment banking team.

[or] Per our discussion, please meet [name of banker] one of our licensed investment bankers. Please sync with [first name] for a time that would work best for a discussion about how our capital advisory solutions can work for your on-going business goals.

[if you were not able to connect with the decision-maker, but were able to connect with the gatekeeper]

Hi [first name],

Thank you for taking the time to connect with me by phone today. It was a pleasure meeting you. As we discussed, our team provides the following services across the _____________industry for:

  1. Sell-side merger and acquisition advisory for companies looking to sell or divest
  2. Buy-side merger and acquisition advisory for businesses looking to grow inorganically through acquisition
  3. Capital formation services for growth companies looking to expand, acquire or recapitalize.

I have also included a brief service overview document as an attachment to this email [alternatively provide a link to data room]. Let me know what time(s) work best in [decision maker’s first name]’s calendar for the coming week or two to connect with other members of our extended investment banking team.

Kind Regards,

[if you were not able to connect or left a message]

Hi [first name],

I trust you are well. My name is ____________ with InvestmentBank.com. I just left [or attempted to leave] a message [on your voicemail OR with your assistant/receptionist]. I wanted to take some time to introduce you to our investment banking services with a senior member of our team.

[at this point, please insert the highlighted text from paragraphs [1], [2] or [3] from above]

We provide the following solutions across the _____________industry for:

  1. Sell-side merger and acquisition advisory for companies looking to sell or divest
  2. Buy-side merger and acquisition advisory for businesses looking to grow inorganically through acquisition
  3. Capital formation services for growth companies looking to expand, acquire or recapitalize.

I have also included a brief service overview document as an attachment to this email[alternatively provide a link to data room]. Let me know what time(s) work best in [decision maker’s first name]’s calendar for the coming week or two to connect with other members of our extended investment banking team.

Kind Regards,

Notes and future add:  

[If the answer is “no” for selling right now] We would like to discuss how our investment banking software platform or M&A CRM can assist you in preparing for your next capital event (e.g. M&A, recapitalization, etc.)

Nate Nead on LinkedinNate Nead on Twitter
Nate Nead
Nate Nead is a licensed investment banker and Principal at Deal Capital Partners, LLC which includes InvestmentBank.com and Crowdfund.co. Nate works works with middle-market corporate clients looking to acquire, sell, divest or raise growth capital from qualified buyers and institutional investors. He is the chief evangelist of the company's growing digital investment banking platform. Reliance Worldwide Investments, LLC a member of FINRA and SIPC and registered with the SEC and MSRB. Nate resides in Seattle, Washington.