Having worked in boiler-room telemarketing agencies early in my career, I got first-hand experience with high-pressure telemarketing tactics. What you do is overwhelm your prospects with glib and manipulative talk to get good short-term results. You will see this commonly in business-to-consumer telemarketing where the goal is a quick sale. The telemarketing scripts are written so […]
Note: SoundCloud file was removed. My notes are below: A B2C appointment-setting call for a roofing service. The approach used would work perfectly for a B2B call as well. Establish rapport by mentioning relevant news event (hail storm) Point out a potential danger (roof damage) Build credibility by referencing neighboring customers Frame the appointment as […]
A sales visit costs the average B2B company $300 or more. So, it’s understandable that they’d want to limit sales appointments to just serious prospects.
In the first audio example, the telemarketing agent is excited to get an appointment and closes without doing any qualifying. In the second example, she follows the proper procedure.
Remember to qualify for: budget, decision makers, competitors, time frame
Telemarketing Appointment Setting Script Tips
No time? Here are my notes:
- People remember the last word you say, so when you introduce yourself, end the sentence with your name. Once they have your name, the process of building rapport has begun.
- When asking for an appointment ask for 7 minutes of their time… it’s more believable than 10, 15, or 30.
- Remember, when you’re calling to get an appointment, that you’re not calling to sell your service or product… it’s the appointment stupid.
An easy script to remember when asking for an appointment:
The reason for my call today, Frank, is xyz has recently developed an idea that is designed to help you save you money/time and we’d be happy to drop by and give you the opportunity of seeing it.. we’ll be in your area on Tuesday at around 7 PM on Wednesday at 12 pm… would you be in then for 7 minutes if we drop by?
Until recently a service only provided exclusively to its telemarketing clients, CCI- a B2B service agency- now offers its telemarketing script writing services a la carte. Used by B2B divisions of companies such as Hughes, IBM, Microsoft, Oracle, Autodesk and many more, CCI bills its telemarketing scripts as “The World’s Most Trusted Telemarketing Scripts.” On […]
In business-to-business telemarketing script writing, an often-used tactic is to use a survey as a means to gather qualifying information for follow-up marketing efforts. Sometimes, the transition from survey to lead generation takes place in the same call. However, if you work in the business-to-consumer marketplace, beware the federal Telemarketing Sales Rule. One of the […]
Normally provided exclusively to CCI’s business-to-business telemarketing outsourcing clients, CCI now offers telemarketing script writing as a distinct service. CCI’s service is very affordable at only $500 per script. You can learn about how we put a unique slant on telemarketing script writing here: Telemarketing Script Service Link to this post!