Telemarketing Script?

by Etak
21 replies
Anyone care to share one (or more) telemarketing script(s) that you've used successfully?

~Emma
#script #telemarketing
  • Profile picture of the author Chad Heffelfinger
    I think Jacer and John Durham are the main telemarketing guys around here, maybe they can chime in about that, or you may want to look for some of their products as I am sure you might find what you are looking for.

    I myself am more of a in person type, but I should get more comfortable with cold calling. Maybe a real good script would help with that.

    Maybe someone will be kind enough to provide a good example that has worked for them.
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    • Profile picture of the author John Durham
      Originally Posted by Chad Heffelfinger View Post

      I think Jacer and John Durham are the main telemarketing guys around here.

      Chad, what a beautiful thing you just said. Nature does take its course and we do all fall into the place where we naturally belong!

      Thanks for confirming my belief that all in the world is as it should be!

      Originally Posted by Jacer View Post

      I have so many to share... what do you want to sell? It might be easier to mozy on over to our free forum where you can get a script and so much more info on telemarketing
      Yeah we give away alot for free at the WF because this is where we come from and partially what made us who we are, even provided these opportunities... but if we give away too many scripts... then we will cheat the people at our forum.

      I am gonna put some in the war room though. I owe Allen a hell of alot more than 37.00
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  • Profile picture of the author Jacer
    I have so many to share... what do you want to sell? It might be easier to mozy on over to our free forum where you can get a script and so much more info on telemarketing
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  • Profile picture of the author JustinBrooke
    Here's the process I walk my potential clients
    through. It's done quite well for me so far to
    the tune of a couple hundred thou

    http://sitefling.com/local/100kSalesPitch.pdf

    All copyrights reserved. You may not share this
    with anyone either via trade, sale, or for free.
    Signature

    You ROCK!,
    Justin Brooke

    FREE: spreadsheet of 182 traffic sources (no opt-in)

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    • Profile picture of the author Etak
      Originally Posted by JustinBrooke View Post

      Here's the process I walk my potential clients
      through. It's done quite well for me so far to
      the tune of a couple hundred thou

      http://sitefling.com/local/100kSalesPitch.pdf
      THANK YOU, Justin! That's exactly what I was looking for. I've started writing out our own according to what you wrote. Great info!

      I am already a member of the telemarketing forum. Very inspiring, but I searched and couldn't find any scripts (though maybe I didn't search hard enough).

      Crazy me thought I would pose the question on the WF...
      Signature
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    • Profile picture of the author cherry_b
      Originally Posted by JustinBrooke View Post

      Here's the process I walk my potential clients
      through. It's done quite well for me so far to
      the tune of a couple hundred thou

      http://sitefling.com/local/100kSalesPitch.pdf

      All copyrights reserved. You may not share this
      with anyone either via trade, sale, or for free.

      WOW! This is awesome - so simple but very powerful. Thank you!!!
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    • Profile picture of the author Steve Miles
      Originally Posted by JustinBrooke View Post

      Here's the process I walk my potential clients
      through. It's done quite well for me so far to
      the tune of a couple hundred thou

      http://sitefling.com/local/100kSalesPitch.pdf

      All copyrights reserved. You may not share this
      with anyone either via trade, sale, or for free.
      This link isn't working anymore. Can you provide another one to this file please?
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  • Profile picture of the author dannyadams
    Banned
    [DELETED]
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    • Profile picture of the author Etak
      Originally Posted by dannyadams View Post

      A script is not a "script" it's a guideline. Sure there are basic points that need to be hit but you need to throw some of your own personality into it.

      What kind of script are you looking for? Appointments? Qualified Leads (cold call to qualify, call back to close)? Something that closes in one call? Incoming? Outgoing?

      What industry?
      A guideline is exactly what I am looking for. I would certainly tweak anything to make it our own.

      What kind of scripts? Any of the above! Any you would like to share would be great.
      Signature
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      • Profile picture of the author grin
        Originally Posted by Etak View Post

        A guideline is exactly what I am looking for. I would certainly tweak anything to make it our own.

        What kind of scripts? Any of the above! Any you would like to share would be great.
        Guideline is certainly the best way to put it.

        Good thread. I used to work for a major loan company selling applications on the phone (think of the top three and one of your guesses is right).

        Still, that does not mean jack when it comes to telemarketing offline IT-whatever-you-wanna-sell related items; but of course its related.

        We used to hammer out scripts all day and talk about them at lunch. Oddly, here I am wondering what to say when it comes to NOW and tomorrow.

        The thing about scripts is that you will hardly ever run through it - if you are succeeding. If you can make it all the way down a script it usually means one thing - the listener does not care a damn about what you are saying. Dialogues are always much more dynamic than that. What I can say that HAS to happen are the classic ideas. Call to action.

        The end result has to be some sort of action. Filling out an application, form, email list, appointment, referral - whatever. Its the opener that people worry about.

        From the point you say "Hi" most people start sweating and double thinking. What I mean by that, is that you are saying a canned page of materiel, they are listening to one degree or another and you are also HEAVILY concerned about what is going to happen next. The real issue is how to get that out of your head and just concentrate on hooking the listener.

        When I did large volumes of phone calls, we had a computer screen showing us the name and address etc. and right off the bat it was "Hey John!" like a fishing buddy just called to say hi.

        Then real quick we mention the reason we are calling -

        "Can YOU Help me out...."
        "The reason we're calling YOU..."
        "We had a great idea about YOUR...."

        The main thing was to INVOKE their ego immediately "It's all about you". That is certainly not some kind of magic trick; it's just your best shot in the fastest way possible.

        Some may notice some VERY simplistic NLP here; nothing overtly grand - but it is very much the goal. Find the words that get them stirred up, but in a subtle manner.

        "Have you ever...."
        "What is it about X that you find gives you the most X when......."

        The point is not to waste their time, waste yours or make it feel like a waste; but get to an ACTION. If they are cold to you, it will take 15 seconds to find out - and you just identified them - though not incredibly successful this does mean you are a little closer to understanding them; I highly suggest a contact manager of some sort with a pipeline system, if you want to do high volumes. Smaller volumes you can just take notes or use excel.

        As for people who are either INTERESTED or LOVE MESSING WITH CALLERS, you will soon lose the script and begin talking and their is not plan around that other than classic sales and getting to an action.

        As for using a TM service, you can write whatever script you want but I suggest inserting the pro-active "YOU" stuff I just mentioned and avoid passive voice "I was just calling", "I was wondering", "Is it possible..." - could I, should I, would I and all that.

        There is an interesting point that when you use or train someone to use "I", they often start speaking in passive aggressive ways; or start to ignore the listener. "YOU" is not that much better, so getting to the "WE" as soon as possible is a great goal to keep. This is also passive aggresive, but it is INCLUSIVE of the listener.

        Anyway, just some notes. I am really trying to get some responses here. None of this is solid perfection, but its a topic I enjoy and am looking forward to getting back into it.
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        • Profile picture of the author DH5
          Originally Posted by grin View Post

          Guideline is certainly the best way to put it.

          Good thread. I used to work for a major loan company selling applications on the phone (think of the top three and one of your guesses is right).

          Still, that does not mean jack when it comes to telemarketing offline IT-whatever-you-wanna-sell related items; but of course its related.

          We used to hammer out scripts all day and talk about them at lunch. Oddly, here I am wondering what to say when it comes to NOW and tomorrow.

          The thing about scripts is that you will hardly ever run through it - if you are succeeding. If you can make it all the way down a script it usually means one thing - the listener does not care a damn about what you are saying. Dialogues are always much more dynamic than that. What I can say that HAS to happen are the classic ideas. Call to action.

          The end result has to be some sort of action. Filling out an application, form, email list, appointment, referral - whatever. Its the opener that people worry about.

          From the point you say "Hi" most people start sweating and double thinking. What I mean by that, is that you are saying a canned page of materiel, they are listening to one degree or another and you are also HEAVILY concerned about what is going to happen next. The real issue is how to get that out of your head and just concentrate on hooking the listener.

          When I did large volumes of phone calls, we had a computer screen showing us the name and address etc. and right off the bat it was "Hey John!" like a fishing buddy just called to say hi.

          Then real quick we mention the reason we are calling -

          "Can YOU Help me out...."
          "The reason we're calling YOU..."
          "We had a great idea about YOUR...."

          The main thing was to INVOKE their ego immediately "It's all about you". That is certainly not some kind of magic trick; it's just your best shot in the fastest way possible.

          Some may notice some VERY simplistic NLP here; nothing overtly grand - but it is very much the goal. Find the words that get them stirred up, but in a subtle manner.

          "Have you ever...."
          "What is it about X that you find gives you the most X when......."

          The point is not to waste their time, waste yours or make it feel like a waste; but get to an ACTION. If they are cold to you, it will take 15 seconds to find out - and you just identified them - though not incredibly successful this does mean you are a little closer to understanding them; I highly suggest a contact manager of some sort with a pipeline system, if you want to do high volumes. Smaller volumes you can just take notes or use excel.

          As for people who are either INTERESTED or LOVE MESSING WITH CALLERS, you will soon lose the script and begin talking and their is not plan around that other than classic sales and getting to an action.

          As for using a TM service, you can write whatever script you want but I suggest inserting the pro-active "YOU" stuff I just mentioned and avoid passive voice "I was just calling", "I was wondering", "Is it possible..." - could I, should I, would I and all that.

          There is an interesting point that when you use or train someone to use "I", they often start speaking in passive aggressive ways; or start to ignore the listener. "YOU" is not that much better, so getting to the "WE" as soon as possible is a great goal to keep. This is also passive aggresive, but it is INCLUSIVE of the listener.

          Anyway, just some notes. I am really trying to get some responses here. None of this is solid perfection, but its a topic I enjoy and am looking forward to getting back into it.
          Great tips. Thank you! I Better go check out your package...
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  • Profile picture of the author webbill
    I have gone through the script and its working pretty nice after taking notes from the guideline.
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  • Profile picture of the author rolltide
    John knows his stuff when it comes to telemarketing. He knows regardless how good the pitch, you must have:

    1. a good product
    2. a good list
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    Make $150 everytime someone backs up their computer!
    http://goo.gl/07M6K

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  • Profile picture of the author roypreece
    After an opening compliment, the top telesales professionals go straight into a series of questions -- to get their prospect talking.

    They build an AGREEMENT STAIRCASE

    An Agreement Staircase consists of a couple of closed "HOOK questions" followed by an "Open Question".

    The Hook questions in an Agreement Staircase are not qualifying questions. When using an agreement staircase, you already know the answers to your hook questions before you ask them!

    The PURPOSE of the Hook questions in an Agreement Staircase is to show your prospect that you know something about them, and to get them talking to you and saying "Yes".

    What is a Hook question?

    A Hook question is one that hooks
    your prospect's attention -- because it relates to something which is important to them. It's a CLOSED question. The answer to it is "Yes" or "No" -- not a long explanation.

    An "Open" question is one which requires the prospect to answer with an explanation.
    These questions usually begin with Who?/ How?/ What?/ When?/ Why?/ or Where?
    Your prospect can't answer "Yes" or "No" to these questions. They must to begin to talk to you, or curtly end the conversation. Properly handled, most of your prospects will talk to you.

    You ask your prospect these questions to get them talking to you, and trusting you.

    An Agreement Staircase starts a two--way dialogue, and gets your prospect into the habit of agreeing with you.
    The structure of the Agreement Staircase is as follows:

    Step 1: You: Compliment
    Prospect: "Oh!"(Surprised)

    Step 2: You: Hook Question 1 ("Do you ...?")
    Prospect: "Yes, that's right..."

    Step 3: You: Hook Question 2 ("And do you ...?")
    Prospect: "Yes, I do."

    Step 4: You: Open Question ("Why do you ...?")
    Prospect: "I do that because... (starts explaining)"

    As an example if you were selling to a vet:

    Hook Question 1. "Do you make home visits?" (Knowing that they do)

    Hook Question 2. "Do you operate a 24 hour service?"

    Open Question. "What's the procedure if someone has an emergency with their pet at 10 o' clock at night?"

    (After they have told you, you reply: "We have an idea for you which will increase the number of clients who want to use your 24 hour service...)

    The PURPOSE of this telesales technique is to get the person on the other end of the phone talking. Once they are talking, you can move on to what you are selling
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    • Profile picture of the author clubrrr
      Thank you Mr. Roy that is nice!
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    • roypreece, jackmark001, grin, all make some very excellent solid points -
      And I agree Durham is a goto guy on big phone room...

      But I think we all agree the best telemarketers take the scripts, glean the salient points, and make it their OWN.

      I personally get offended with a forced canned script. It always sounds canned, and old school...
      I always feel sorry for the poor soul calling who can only read the script.
      You have to ENGAGE the person called.
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  • Profile picture of the author liza86
    I have used the one mentioned by Dennis, its doing well.
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  • Profile picture of the author devlyn11
    Does anyone have a telemarketing script for setting apt for people who have been involded in an auto accident at a chiropractic/physical therapist/massage therapy/medical doctor office.
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  • Profile picture of the author jackmark001
    Banned
    Telemarketing script development is an art. What most telemarketing firms don't realize is the fact that psychological elements are key in telemarketing script design. Psychologically developed telemarketing scripts offer a powerful advantage to telemarketers, and more importantly, to their clients. So how come most telemarketing firms don't use pschological elements in their telemarketing scripts? Simply because this type of telemarketing script is psychologically and linguistically different; as human nature demonstrates, people tend to stick with what they know best and are hesitant to learn a new way of doing things. It also boils down to the fact that many telemarketers are not updated or trained on these new marketing techniques. The bottom line is simply ignorance and a lack of continuing education.
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  • Profile picture of the author majestictaxis
    where i get telemarketing script. ScriptingPower offers script templates and custom telemarketing sales scripts, a telemarketing evaluation form for training, free telemarketing tips
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  • Profile picture of the author Phillip Lambert
    "Hello this is Phil Lambert speaking how are you?

    Tell me are you the person responsible for the success or the demise of
    your business? (70% laugh rate - Need this question to get past the gate keeper)

    (Wait for the answer).

    (Depending on answer)

    I'm after the big cheese are they about? or "Who might that be"

    Boss -

    Look we've never met before but I'm just looking at your newspaper ad you're obviously
    looking for more business - But I just want to make sure. Are you looking for more business?

    (wait for answer)

    O.k if your looking for more business I may be able to help I may not.

    I'm a small business marketing consultant from hamilton that specializes in helping those businesses that have a modest budget but want more customers without having to spend alot getting them or discounting their prices.

    I've just finished a couple of contracts and i have some spare time to help another business owner.

    Now I don't want to waste my time or yours so do you mind if i ask you a couple of quick questions?

    (Wait for answer)

    Would you consider yourself as someone that has an open mind?

    (Wait for an answer)

    Look If i could show you a quick and easy way to run more effective ads and other ways to get more customers because you're obviously looking for more customers and show you a proven method to increase your bottom line cash flow by 33% in the next 3-6 months would that be worth 35 minutes of your time? (optional: "It would be worth a life time right")

    (Wait for answer)

    Book appointment:

    Note: I have a 70-80% hit rate on this script. Truth is my delivery is very relaxed and nonchalant I get a laugh and a commitment.

    Very few flake on me - after I put them through my credibility building sequence of emails and video sales letters.

    The concept that works really well is C&F I wont explain what that is but may put it in a WSO. The same script was given to a newbie uni student who landed me 14 appointments in a week.

    Adapt it - use it and prosper!
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