SalesScript

Telemarketing Scripts

hi telemarketing scripts are aimed to help the uncomfortable get comfortable and the poor get good they really do either today I'm going to show you a number of telemarketing scripts summarize them and make one big change to that summarized set to help you get more effective at the telemarketing for complex B to be selling funnel vision is brought to you by mass marketing creators of the funnel plane left marketing is the source of the one to three of b2b I've reviewed practical recommendations from five sites and summarized them and I found generally that they tended to be all about manipulation trying to manage a conversation in complex better be there are some really important elements going on for the buyer that the seller needs to understand and take cognizance of and build a strategy around I believe a telemarketing script should be a flow not a script at all and it's of course not about selling the product but it's also not about selling you or the company it's about selling the next step and the next step is an exploratory meeting now if that's true if genuinely the next step is an exploratory meeting then you have to earn an exploratory meeting which means you need to surface an issue that you're an expert at solving I'll show you how to do that when we summarize these articles so here's how I see all of that coming together the first is from kathy Sisk she's the president and founder of kathy Sisk enterprises 12-steps found this quite practical let's skip the preamble introduction reference request for time purpose of the call probe restate features and benefits get a reaction trial close objections close for an appointment and then post close very practical steps if a little dry Keith Rosen from profit Builders cold-calling interesting they're both about cold calling and I've taken the same spin largely off the back of the fact that the ones who looked at here were like we're largely although they call they were called telemarketing there really are cold calling now this is a sample of a cold calling script that recommends an outline bit hard to extract from this website so we had to go through and pull it out but an opening statement states a compelling reason which is the end result of the benefit you offer good enough needs analysis summarizing confirm finish by confirming details okay good enough telemarketing scripts no author named the site is buzz tree and quite a practical script arguing that even sales season to sales people are put off by cold calling couldn't agree more it goes back to the point I made earlier that most receivers of calls have received more calls than you've ever made so they're better out than you are and it goes from high to an opening statement I am great sure you're busy and with respect to time and then it states the compelling reason and asks for permission to continue with a call now would you be comfortable spending just a few minutes with me if I stick to my timetable all valid I don't disagree with anything that is said I'm gonna argue in a moment it's not quite good enough but certainly there's nothing I disagree with in the flow at all let's take a look now at Bill NASA from phone where you've got some practical steps he begins with a point with which I agree understand the limitations three to 15% of calls will succeed yeah that's it's confronting but good advice he has some specific recommendations write the script with the telemarketers experience in mind good advice use a grid to facilitate fluidity again I agree include five key elements or areas within the script ask the caller questions differentiate yourself ensure a call to action introduced the purpose I want to take a look at one more which was super shared unfortunately I couldn't conclude anything because it's just a sales page for a book and I wanted to share that because it was the most the most shared of the lot on social media but it's just the sales page on a great book so that's what I could conclude from looking at others who've blogged about this same topic of telemarketing scripts you need to develop a well-thought-out script that the caller can use think about why recipients say no and crafte script to avoid no and encourage yes type interactions introduce the value early and so the general format recommended from these articles is an introduction a reason for calling how the product can help the listener repeat key information back and conclude with a call to action now I wasn't thrilled with that so I looked also at our own site to see basically what we'd said previously in blogs and I found an old summary from our blog there that I think still makes sense key from that is that you need to follow leads up quickly and there's some real maths around how quickly you need to follow them up build a working best practice framework and test hundreds of hypotheses that you can add be test to improve that framework remember that the buyers normally receive more calls than you make so they're way better this don't try and outsmart them so we need a flow for telling marketing scripts that allow us a bit of personality gets the value in early respect that you have some value that they not be looking for so that you need to talk but recognizes that they are more expert at you at this game here's my take on what we actually need telemarketing scripts to do set up a process that you can learn from follow master measure and improve all of those elements are important learn from so that's going to be a good process already that you can follow so it's not too detailed one that you can master one that you can measure and the measure it's obviously important and then improve your own process follow-up as fast as humanly possible do your research on the individual company and the caller first look at their website look at their LinkedIn profiles look at competitors websites and LinkedIn profiles as well make your transition from who the hell is this – I need to allow this call as compelling and as fast as you can simply nothing matters more than this you need to earn the right to the next two minutes remember you've interrupted them you need to get from that interrupt – I'm going to put up with this call and frankly that's all you're going to get but you need to get to it quickly and then we need transition from all right let's talk – I'd like to meet and that's another big transition you've got two big transitions do I even accept this call and then do I want to meet so the second transition has to be equally compelling logical and quick consider you know so this is the case that I'm assuming that and you can then insert your gap or it's caused or its consequence is having an impact tell me a little about how that's playing out now clearly if you mention a gap that's unlikely to play out then you've done your homework badly I've seen now state how you send this elsewhere and don't make that up evidence your knowledge and ways to fill the guy the gap and then ask for an exploratory meeting let me try that as a script and I'm gonna leave it up on the screen because I want you to see this word for word John this is here McFarland from meth marketing the reason for my call is I saw that you're planning for a launch of your new data integration service simultaneously in five markets I have to imagine you're concerned about having a plan that will work across those markets and having a whole team marketing as well as sales from the five regions bought into the plan I've got a lot of experience building multi stakeholder go to market plants in 20 countries I've sent a few blow ups but mostly I've just seen under warming results I've got an idea on how to possibly help you avoid some of those more common disconnects can I ask you a couple of questions now that was long you might find with testing you need it to be shorter you might from your own personality needed to be different the point that I was making with that script is that I needed to get an issue to the surface that wasn't in the surface because the guy was doing his email is doing something else other than that I call to evidence my knowledge but I need to earn the right to ask the questions rather than just may I ask you that's not compelling enough because they're busy cue techniques that get people nodding I don't disagree with but again it's all about manipulation and in sophisticated b2b manipulation really works what does work is bringing to the surface finding and then bringing to the surface an issue that they weren't focused on that you are a world expert at and earning the right to exploratory about that conversation that means homework and it means getting that issue on the table quickly not about cute telemarketing scripts if you got value out of this blog delighted that that's the case if you haven't already can I ask you to subscribe or invite you to subscribe because that way you'll hear about those first we send out an email whether you subscribe at mathmarketing.com/blog we'll send you a quick summary email that you can choose to really if it makes sense you can also subscribe at youtube-dot-com forward-slash meth marketing there YouTube all that you know when we've posted you can get these updates really quickly that way now if you have already I wonder if you have a colleague who get value out of this would you mind sharing it really helps us to help them perhaps you could do that now and share this blog or share one of those links with that colleague now if you're done both of those I have a third request but it's only relevant if you've done both of those other things that is what would you like me to cover you know that we do research I put a math marketing spin on it if you're getting value out of that dialogue and that research and network then tell me what you'd like us to take a look at I'm very happy to be lead lots more next week until then may your funnel be full and always flowing you

Comments are closed.