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?
Rob Stepney of Calls That Count LTD gives a great short presentation on the essentials of telemarketing… applicable to both B2C and B2B telemarketing.
Too busy? Here are my notes:
Benefits of Telemarketing
- Low cost way for business owners to get new clients when making the calls themselves
- Very direct… know where you stand right away
- Easy to track roi
- Great way to develop short, medium, and long-term biz opportunities
- Develop relationships with existing customer base
- Contact a lot of people in a short period of time
Essential Prep Work
- Send email or direct mail before calling
- Be clear about your objective
- Have a system for tracking call notes
- Create the right physical environment
- Create a call plan, not a script
- Test and measure
- Enjoy yourself
- Myth: you’ve got to be a slick salesperson… puts unecessary pressure on yourself
- Be relaxed: Is what you offer on their radar? If yes, are they open to talking about it?
- Be yourself
- You’re just on a fact-finding mission