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Sales Call Success with A Perfect Telemarketing Script

Sales Call Success with A Perfect Telemarketing Script

Many people have become allergic to cold calls these days. Ask any telemarketer, and they will tell you how people hung up on them, even slammed phones, when they suspect they are talking to telemarketers.

You cannot blame people for doing so because there are organizations who have given telemarketing or cold calling a bad rap. Despite the bad news, it does not mean that telemarketing is dead. In fact, it remains one of the strategies companies use, even the Fortune 500 companies, to drive revenue.

However, if you are still using dated cold calling techniques, better not do it at all. Many changes have happened over the years, so if you are serious about telemarketing, here are a few tips for creating a successful telemarketing script.

 

Let’s start with the opening:

 

Hello. My name is Thor Odinson.

I’m calling up tech startups in the area to check if they will be a perfect match for our lead generation beta program.

In a nutshell, we help you connect with your target buyers in any market and industry.

Does it sound interesting to you?

 

Now, let’s break down it down to see why this is the perfect introduction.

Hello. My name is Thor Odinson.

 

It seems like a no-brainer to start with your name when you introduce yourself. However, it will surprise you that many people forget this important step.

Telling your prospect who you are, establishes context and trust. More so, a name makes the call more human than sounding like a bot.

Set aside your pitch for a minute. Forget about small talk. People already know that chatting about the weather is BS. It might sound friendly, but if they don’t know who they are talking to, they will not spare any minute to hear the rest of what you say. Besides, you have interrupted them from whatever important they are doing.

 

Get to the point. It shows that you value their time.

I’m calling up local startups to check if they will be a perfect fit for our lead generation beta program.

 

The words have been chosen carefully. In that one single sentence, you were able to:

  • Show your prospect who you’re helping (tech startups)
  • Tell them where you are from (in the area)
  • Who you are looking for (perfect match)
  • What your company offers (lead generation beta program)

Notice that we used “tech startups” rather than “customers” or “prospects.” That’s because you are making an exploratory call. We also use “beta program” to show them that you understand the language they are speaking (remember you are talking to tech startups).

Just a note: The details of your script depends on your target audience and what you are offering them.

 

Going in for the kill minus the fluff

 

In a nutshell, we help you connect with your target buyers in any market and industry.

 

In less than 10 seconds, you have delivered your elevator pitch clearly and briefly. According to experts, your elevator speech should not exceed 20 or 30 seconds more. According to the Harvard Business Review, if you can hook your prospect in the first 8 seconds, they will allow you to drive your message without giving you a hard time.

Your prospects don’t have the patience, especially if you are cold calling them; so make that first 8 seconds count.

 

Does it sound interesting to you?”

 

The question allows your prospect to say no at the first opportunity, so why should we use such question?

Think about this:

If you make small talk and proceed to your sales pitch, your prospect might be polite enough not to hang up on you. However, he or she will spend the rest of the call thinking of reasons how to end his or her call with you.  You wasted both of your time.

On the other hand, if you allow your prospect to say no at the earliest time possible, you can extract more information from him or her. It allows you to extend the conversation even if for just a few more seconds.

 

Before we continue with the script, let’s take a look at the whole script structure:

Opening

You should have raised your prospect’s curiosity at this point before you deliver your elevator pitch.

Qualifying

Learn more about your prospect, their needs, their problems,  and their processes. Here are a few questions to ask:

  • What is your current (ABC) process?
  • What kind of customers do you cater to?
  • How do you find a solution to (ABC)?

Related: How to Skillfully Recognize and Respond to True Buying Signals

Test Closing

At this point, you try to find their decision timeline, price sensitivity, and other relevant information.

  • We would like to start in (start date)
  • Is that okay with you?
  • The program has a considerable discount. It is (amount) per month/per day.
  • How does the decision-making process in your company work?

Next Steps

You schedule what happens next and get the necessary contact details.

  • Amazing. It sounds like a perfect fit. I’ll send you more information about us and schedule a call next week to answer any questions you might have.
  • What’s the best email to send you the invite and the information?
  • What is the ideal time to sit with you next week?

Related: ‘Don’t Talk With Your Mouth Full!’ and Other Sales Call Tips from Mom

 

Scripts should not limit your conversation

You have a script, but that should not make you sound like a robot nor should it limit your conversation. Scripts are primarily there to help you deliver your message with clarity and brevity. They also help you polish and develop the sales process as well as increase your sales IQ. They also help you adjust or make changes quickly during the conversation. Most importantly, scripts allow you to listen well to your prospects, enabling you to gain a better understanding of them and their company. In other words, scripts help you perform well.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

Scripts do not prevent rejection

You now have an excellent telemarketing script, but that does not guarantee that you will get a “Yes” all the time. You will still get a no, but you have to embrace the “nos” you are getting.

Why?

Because they will give you insight. Understand why your prospects are saying “no” to you.

More often than not, it’s not really because they are not interested in what you offer. To lessen the percentage of rejection, present the value you have to provide early on during the conversation.

Related: How to Handle Early Sales Objections, According to Science [VIDEO]

 

Now, it’s your turn to polish your telemarketing script.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Take a minute to check out these resources:

 

Elevate your business! Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Sales Call Success with A Perfect Telemarketing Script

Sales Call Success with A Perfect Telemarketing Script

Many people have become allergic to cold calls these days. Ask any telemarketer, and they will tell you how people hung up on them, even slammed phones, when they suspect they are talking to telemarketers.

You cannot blame people for doing so because there are organizations who have given telemarketing or cold calling a bad rap. Despite the bad news, it does not mean that telemarketing is dead. In fact, it remains one of the strategies companies use, even the Fortune 500 companies, to drive revenue.

However, if you are still using dated cold calling techniques, better not do it at all. Many changes have happened over the years, so if you are serious about telemarketing, here are a few tips for creating a successful telemarketing script.

 

Let’s start with the opening:

 

Hello. My name is Thor Odinson.

I’m calling up tech startups in the area to check if they will be a perfect match for our lead generation beta program.

In a nutshell, we help you connect with your target buyers in any market and industry.

Does it sound interesting to you?

 

Now, let’s break down it down to see why this is the perfect introduction.

Hello. My name is Thor Odinson.

 

It seems like a no-brainer to start with your name when you introduce yourself. However, it will surprise you that many people forget this important step.

Telling your prospect who you are, establishes context and trust. More so, a name makes the call more human than sounding like a bot.

Set aside your pitch for a minute. Forget about small talk. People already know that chatting about the weather is BS. It might sound friendly, but if they don’t know who they are talking to, they will not spare any minute to hear the rest of what you say. Besides, you have interrupted them from whatever important they are doing.

 

Get to the point. It shows that you value their time.

I’m calling up local startups to check if they will be a perfect fit for our lead generation beta program.

 

The words have been chosen carefully. In that one single sentence, you were able to:

  • Show your prospect who you’re helping (tech startups)
  • Tell them where you are from (in the area)
  • Who you are looking for (perfect match)
  • What your company offers (lead generation beta program)

Notice that we used “tech startups” rather than “customers” or “prospects.” That’s because you are making an exploratory call. We also use “beta program” to show them that you understand the language they are speaking (remember you are talking to tech startups).

Just a note: The details of your script depends on your target audience and what you are offering them.

 

Going in for the kill minus the fluff

 

In a nutshell, we help you connect with your target buyers in any market and industry.

 

In less than 10 seconds, you have delivered your elevator pitch clearly and briefly. According to experts, your elevator speech should not exceed 20 or 30 seconds more. According to the Harvard Business Review, if you can hook your prospect in the first 8 seconds, they will allow you to drive your message without giving you a hard time.

Your prospects don’t have the patience, especially if you are cold calling them; so make that first 8 seconds count.

 

Does it sound interesting to you?”

 

The question allows your prospect to say no at the first opportunity, so why should we use such question?

Think about this:

If you make small talk and proceed to your sales pitch, your prospect might be polite enough not to hang up on you. However, he or she will spend the rest of the call thinking of reasons how to end his or her call with you.  You wasted both of your time.

On the other hand, if you allow your prospect to say no at the earliest time possible, you can extract more information from him or her. It allows you to extend the conversation even if for just a few more seconds.

 

Before we continue with the script, let’s take a look at the whole script structure:

Opening

You should have raised your prospect’s curiosity at this point before you deliver your elevator pitch.

Qualifying

Learn more about your prospect, their needs, their problems,  and their processes. Here are a few questions to ask:

  • What is your current (ABC) process?
  • What kind of customers do you cater to?
  • How do you find a solution to (ABC)?

Related: How to Skillfully Recognize and Respond to True Buying Signals

Test Closing

At this point, you try to find their decision timeline, price sensitivity, and other relevant information.

  • We would like to start in (start date)
  • Is that okay with you?
  • The program has a considerable discount. It is (amount) per month/per day.
  • How does the decision-making process in your company work?

Next Steps

You schedule what happens next and get the necessary contact details.

  • Amazing. It sounds like a perfect fit. I’ll send you more information about us and schedule a call next week to answer any questions you might have.
  • What’s the best email to send you the invite and the information?
  • What is the ideal time to sit with you next week?

Related: ‘Don’t Talk With Your Mouth Full!’ and Other Sales Call Tips from Mom

 

Scripts should not limit your conversation

You have a script, but that should not make you sound like a robot nor should it limit your conversation. Scripts are primarily there to help you deliver your message with clarity and brevity. They also help you polish and develop the sales process as well as increase your sales IQ. They also help you adjust or make changes quickly during the conversation. Most importantly, scripts allow you to listen well to your prospects, enabling you to gain a better understanding of them and their company. In other words, scripts help you perform well.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

Scripts do not prevent rejection

You now have an excellent telemarketing script, but that does not guarantee that you will get a “Yes” all the time. You will still get a no, but you have to embrace the “nos” you are getting.

Why?

Because they will give you insight. Understand why your prospects are saying “no” to you.

More often than not, it’s not really because they are not interested in what you offer. To lessen the percentage of rejection, present the value you have to provide early on during the conversation.

Related: How to Handle Early Sales Objections, According to Science [VIDEO]

 

Now, it’s your turn to polish your telemarketing script.

 

Author Bio:

Rebecca Matias

Rebecca Matias is a Business Development Manager at Callbox. She is a proactive marketer who is willing to share her passion, leadership principles and craft in marketing. Follow Rebecca on Twitter, Facebook, and Google+.

 

 

Take a minute to check out these resources:

 

Elevate your business! Contact us 

or Dial 888.810.7464 | WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

Don’t Waste a Moment! See Sample Cold Calling Scripts

Don't Waste a Moment! See Sample Cold Calling Scripts For You

What makes a movie script get spotlighted as best screenplay by award-giving bodies?

A script that presents a story that can move an audience to a certain emotional aspect, with scenes and characters that stimulate imagination, which translate into verbal or gestured reaction.

That’s how a Cold Calling Script should be.

When writing a campaign script, one has to take note of the campaign’s main objective. Whether you are to gather factual information for a lead generation campaign,  to book a prospect for an appointment setting campaign, or register attendees for an upcoming event, your script must contain keywords and substantial ideas that would stir up the prospect’s interest, otherwise you’ll be putting all call efforts into waste.

Related: What Makes an Outstanding Telemarketing Campaign [for All Types of Industry]

Get your FREE Cold Calling Scripts for Key Buyer Personas in Managed IT.

KEYWORDS

Use words and phrases that will empower your script upon the prospect with trust and confidence:

  • Power words to express courtesy like “Please”, “Thank you”, “That’s good to know”
  • Terms from which industry your service/product belongs. If you are calling on behalf of a financial institution, choose words that are familiar to the prospect like loans, security & interest rate, annual turnover, etc.
  • Assuring words or phrases like”sure”,  “no worries”, “you are right”, can boost the prospect’s morale and would feel that his opinions and ideas are accepted.


    Increase sales effectiveness and generate warm and qualified sales leads with B2B Telemarketing Services.


     

SUBSTANTIAL IDEAS  

Meaty and persuasive. Your script must contain all the important information regarding your offering and how beneficial it would be for the prospect.

  • The branding carries your company’s identity which is your ticket to ride through the call
  • The purpose of the call is the key to grab the prospect’s attention. “I’m calling about  a new software that could lessen manpower but multiply production at a lower cost” – position a benefit so that you could get hold of the prospect’s interest to discuss further.
  • Be keen to mention exact and correct details like a person’s name, company names and  addresses, email information, phone numbers, rates and figures, date and time, product and service.

Campaign scripts differ.

Each campaign script is written based on the campaign type and its objective. The basic components may differ in formats depending on the person you speak with and campaign type.

Script Formats According to Person You Speak

  1. With the Gatekeeper/Operator
  2. With the Prospect/Decision Maker

Format #1: For The Gatekeeper/Operator

  • greeting
  • introduction
  • branding
  • purpose
  • contact information gathering
  • closing

Sample Cold Calling Script

 

Format #2: For the Prospect/Decision Maker

  • greeting
  • introduction
  • branding
  • purpose of the call
  • qualifying/probing questions
  • setting up of appointment/meeting
  • contact information gathering
  • closing

Sample Cold Calling Script

 

Script Formats According to Campaign Type

Scripts are customized depending on the campaign’s requirement or need and the essential components may vary or interchange in the order, for each campaign type. Below are sample telemarketing scripts from different types of campaign:

Lead Generation Campaign

A simple lead generation campaign may require just a few important information from the prospect and often would not have probing questions in terms of budget and need. Most of this type is purposed to send whitepaper, conduct a survey, or profile contacts.

Sample Cold Calling ScriptCheck it out! Introducing: The Ultimate Lead Generation Kit To Jumpstart your Business

 

Appointment Setting Campaign

An appointment setting campaign’s objective is to activate the prospect’s interest to know more about the product or service, and agree for an office or phone meeting for a more detailed discussion. Criteria is set to qualify the prospect’s interest by asking probing questions.

This type of campaign script contain assumptive clauses with possible rebuttals.

Budget, need and timeframe are most common qualifiers.

Sample Cold Calling ScriptRelated: 6 Smart Calling Essentials for Better Telemarketing Results

6 Famous Quotes to Inspire your Calling Success Rate in Appointment Setting

Featured: 6 Famous Quotes to Inspire your Calling Success Rate in Appointment Setting [Infographic]


Connect with your potential customers. Learn how Callbox Multi-Channel Marketing Strategy can be of help.


Call-to-Invite Campaign

A call-to-Invite campaign script aims to gather attendees for an event. Event details, registration links and process are emphasized in the script. Get to know more about our events telemarketing services.

Sample Cold Calling Script

A campaign script serves as a guideline in order for the agent to deliver the spiel smoothly and confidently. It may be most of the time very technical, but telemarketers have to be innovative and creative in delivering the details based on the script, to keep a professionally trusting composure.

Take Away: A cold-calling script must clearly and effectively describe who you are, your company, the product you offer and how it will benefit the prospect and his business. Keywords and ideas should be highlighted, that would leave the essentials in the prospect’s subconscious, translating their desire and interest into verbal or gestured reaction.

That’s how a cold-calling script gets spotlighted.

 

Get our FREE sample telemarketing scripts for All Industry types. This includes scripts for appointment setting, event telemarketing, and data profiling:

 

 

A WINNING SCRIPT and S.M.A.R.T Calling strategy is surely the BEST combo!

Get more qualified sales leads today! Dial 888.810.7464

 

This eBook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab a copy here!

Weeding Out Junk Leads With Predictive Lead Scoring - FREE EBOOK

Lights. Camera. Appointment! Developing an Award-Winning Call Script

Lights Camera Appointment! The Elements of an Award-Winning Telemarketing Script

These days, anyone can become a filmmaker. All you have to do is get a camera, get the proper funding from close friends and relatives, and prepare a script.

That last part however is arguably the hardest in the production process to pull off. You will need characters and a compelling plot if you desire a seat at Sundance or Cannes.

In the same way, a great deal of planning is also involved in B2B appointment setting and telemarketing.

Creating the next Pulp Fiction and converting a high amount of good leads are not far from each other in complexity. You can install the best production software and marketing automation system, but all these would not even give you a following if the final product – in this case, your lead generation – turns out to be crappy.

It’s not about unleashing a string of cheesy one-liners or incorporating delirious twist endings with Shyamalan-esque undertones. It’s more about your crowd, the time and effort they spend in watching your film and giving in to what they generally want.

With a telemarketing call script as engaging as Scorsese’s string of box office masterpieces (minus of course the excessive swearing), you might get closer to actually achieving something than Leo.

Get to the point

Most independent films feature unending dialogues. Some, Jim Jarmusch’s Coffee and Cigarettes for instance, involve a lot of nicotine and caffeine-fueled discussions, but still come off as interesting and satisfying. There are also dragging dialogues that do not do much except to make you run to the nearest fire escape. If you don’t want your prospects to do the same, we suggest you beef up your telemarketing skills and go straight to the point in your appointment setting.

Be linear

The nonlinear narrative was applied in full effect in movies like (500) Days of Summer and Reservoir Dogs. Then again, overdoing it wouldn’t do your audience any good. When scheduling and setting an appointment with a B2B prospect, make sure that your conversations follow a logical path that would end up in a confirmation. Don’t get lost in the conversation. For a nifty tip: use prompts to determine key talking points and keep the appointment setting discussion on track.

Prepare for a sequel

At the end of a certain film, people are often left unsatisfied, asking “What happened to that guy?” or “Why is the bad guy still alive?” You might consider a sequel, although you are expected to make the experience a lot better for your audience. But when it comes to appointment setting, you will also have to prepare just in case the initial contacts fail to deliver a conversion. Complement your script with teasers in the form of emails and stimulate a prospect’s anticipation. This will surely keep him glued to you until an agreement is reached.

 

Internalize, not Memorize: The B2B Telemarketing Secret to Making a Connection

 

A telemarketer’s dependence with scripting is one of the aspects of telemarketing where people have divided opinions of. While some people think it actually helps telemarketers in systematically conversing with prospects, others opine that it does nothing but destroys the chances of making a personal connection and, eventually, a business relationship.

Lead generation is not a one-step process. The phone call that initially introduces the telemarketer with a prospect is just the start of a supposedly long process, and if that part alone isn’t founded on a good personal relationship, what are the odds of it flourishing into something deeper?

Despite the obvious repulsion from prospects who discover (directly or otherwise) that the telemarketer they’re talking to is reading off a script, many marketers still use it. Why? Because of the tendency of telemarketers to not internalize.

Scripts are supposed to act as guides, not lines in a dialogue:

You can use it to initiate, but not to respond. Sales pitches are meant to introduce a discussion, like telling prospects about features as-a-matter-of-factly. But as soon as they respond, telemarketers should no longer depend on the script; instead, they must reply accordingly – like a normal human being – and address the issue at hand.

Avoid parroting by internalizing. The only way a telemarketer can respond with relevance is to absorb what the prospect is actually saying, and not just merely repeating keywords. This is where active listening and offering full attention will take place. With sincere understanding of the words being said, one could easily make an appropriate comment or reaction, as opposed to using a generic response to any kind of objection from the prospect.

Give your pitch a twist. Scripts are not perfect down to each word, and they can be occasionally modified according to the mood of the conversation, the type of person on the other line, or the degree of relationship already established. One needs not to sound like a robot even in a casual conversation with someone previously interacted with.

Never read. What’s worse than using a pre-structured sales pitch? Reading it while on an actual call. If a script is absolutely necessary, a telemarketer should at least familiarize (not memorize) it by heart so that there is no need for reading while on a call – simply because one could easily tell whether the person on the other line is reading.