Do You Like This Telemarketing Opener?

Here's The Background:

I sell in an industry where companies are bound contractually for 3-5 years to the service provider. Most agreements have an "out," where if poor service is not solved in 30 days or less, you can get out of your contract.

Most companies stay with their vendor in this industry -- despite the occasional price increase -- for years, decades even, *even* if there is the occasional service problem that is solved within a reasonable time.

Most companies, regardless if they are a 2-man body shop, small manufacturer, or mid-size employer, *only* switch vendors after a series of on-going service problems (product shortage, repairs not completed in a timely manner, egregious and multiple pricing problems/increases) which occur over months, sometimes, years.

Typically, there is a "breaking point," whether it's another unwarranted price increase, etc., that causes them to actively accept solicitations from salesmen like myself.

Basically, I win business because of incumbent vendor problems. The best companies understand the "concept" experientially, so I am hunting for people who are literally "fed up" with this altogether unemotional product/service I sell.

Which leads me to my opener strategy.

I will be placing telemarketing calls weekly to prospects, and my goal is to set appointments that fit the description above.

Here's the boilerplate telemarketing appointment-setting script. It does work, but I'd like to refine it a little more:

"Hi Mr. Jones. This is Rearden from Rearden Co. The reason I'm calling is to set up an appointment with you to show what kind of service we provide. How's Tuesday at 9AM?"

Now here's what I'm thinking of using...

"Mr. Jones, Rearden here. I'm a salesman with Rearden Co that works with Manufacturers who are fed up with their current widget supplier's poor service, ridiculous price increases, and neverending shortage and repair problems. Now, if any of the above fits your current widget vendor situation, we need to set an appointment so I can show you how I can solve your problem. How's Tuesday at 9AM?"

That way, I am seeing people who I know can opt-out of their agreement due to vendor performance problems, and who are also open-minded about seeing if the grass is greener.

Thoughts on the script? Any way to make it more succinct and pointed? Any advice is appreciated.


-Dave