TELEMARKETING 101
TELEMARKETING 101 PRINCIPLES - PART ONE - THE TEMPLATE
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How to Use These Templates This template should be used as a jumping off point for your company to write unique sales scripts. Sales call scripts are used to help sales representatives navigate conversations with prospects. Call scripts are also a tool to help sales representatives become more comfortable with sales calling through practicing different scripting methods. Try developing multiple scripts, or variations of a script, and test which render the best results for your sales team. |
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HOW TO MAKE SUCCESSFUL CALLS TO YOUR DATABASE:-
VITAL TELEMARKETING INFO :
-For Companies and individuals reaching out on the phone to clients/ colleagues !
10 Sales Call Scripts
1. Standard Outreach Call
1. Opportunity to connect with prospects.
2. Conduct research to qualify
3. Setting up a contextual conversation.
4. Research basic details of the client to avoid wasting time on call itself and pissing off clients.
……………………………
a. A standard outreach call serves as an opportunity for you to connect with a prospect one-on-one and begin to guide them toward the next step in the buying process.
b. Prior to making this call, be sure to conduct research about the prospect and their business as an initial qualification measure.
c. By taking the time to conduct research prior to the call, you’re setting yourself up for a more contextual, warm conversation.
d. You can avoid wasting a prospect’s time by looking into the following ahead of time: identifying their job title and current role expectations, exploring the company website and social accounts, and using Crunchbase to identify your prospect's acquisition history, funding rounds, investors, team members, news, timeline, competitors, former employees, customers, partners, sub-organizations, board members and advisors, and other related details.
RESEARCH !!! RESEARCH!! - RESEARCH !!!
“PREPARATION IS THE MOTHER OF SUCCESS AND THE FATHER OF INSPIRATION. “-
For more tips on where and how to research a prospect, check out 21 WAYS TO REACH THE RIGHT PERSON WITH THE RIGHT IDEA
TELEMARKETING PITCH NO 1- WRITTEN FOR GDC( Global Digital Club) IN DUBAI UAE 19-05-2022
Hi SHAZ, this is ASLAN from THE GLOBAL DIGITAL CLUB.
I’ve been doing some research on XXX INVESTMENTS, and I’d love to learn more about REACHING OUT TO PEOPLE HERE IN DUBAI.
At GDC we work with people like you to help with NETWORKING1, EARLY ADOPTION 2,
GOOD INVESTMENTS 3.]
Is this something you think could help with EDUCATING PEOPLE IN THE NEW ECONOMY AND CROSSING BARRIERS OF RACE- RELIGION AND NATIONALITY.?
Option 1: Yes, tell me more.
Great! -WE HAVE A MEETING ON THE 21ST of MAY IN THE PENTHOUSE SUITE OF THE PALM JUMEIRAH AND AT THE ROYAL PALACE TO MEET WITH SHEIKH MOHAMMED AL MAKHTOUM ON THE 28TH. THIS IS AN IDEAL OPPORTUNITY TO REACH OUT TO THE BIG INVESTORS HERE IN DUBAI AND LEARN MORE ABOUT CRYPTOCURRENCY WORLD!
Option 2: Objection
I understand. Is it ok if I send you a follow up email to review at your convenience? Then I can follow up with you tomorrow.
[If yes, send the email and set a reminder to follow up. If not, thank them for their time and ask if there’s another point of contact they can connect you with an email.
This may be a better way to connect. Make sure to include resources that clearly explain what your company does and ask to continue the conversation.
2. Gatekeeper
The Gatekeeper is someone that screens and directs calls for a business. This person’s job title may be something along the lines of Administrative Assistant or Office Manager.Gatekeepers are already busy with a million tasks so they may direct your call immediately.
It’s also possible that they’ve been instructed to screen and deny sales calls. Always remain professional and polite and don’t be hesitant to share more information about why you’re calling. Sometimes Gatekeepers can help you identify a better prospect to connect with.
Template1:
Hi, I’m calling for SHAZ. This is ASLAN with GDC.
Option1: Gatekeeper transfers you directly.
[Follow Standard Outreach Call Script.]- SEE ABOVE.
Option 2: Gatekeeper asks what the call is regarding.
I’m following up on an email I sent FOR SHAZ regarding MEMBERSHIP TO OUR EXCLUSIVE GLOBAL DIGITAL CLUB FOR ENTREPRENEURS AND INVESTORS.
If the gatekeeper still doesn’t transfer the call, ask to leave a voicemail instead.
3. Discovery sales call
Discovery calls are meant to learn more about your prospect and their company in order to better qualify them as a potential customer.
The key to a great discovery call is asking the right questions. If you’ve done some research on your prospect try to ask questions that are very specific.
You’ll also want to steer clear of simple yes or no questions because those answers are so brief. The goal is to get your prospect comfortable and talking so you can have detailed notes and ideally qualify them. Check out this blog post for a list of questions to ask during discovery calls.
Template 2;
Hi SHAZ, this is ASLAN from GDC
I’ve been doing some research on XXX INVESTMENTS and I just wanted to ask you a few questions about HOW TO FIND THE RIGHT INVESTORS FOR YOUR COMPANY. .
Example Discovery Questions:
● Are you experiencing any specific challenges with [common buyer persona challenges] and if so what are they exactly?
● What have you been trying to work around these challenges?
● Are you the best point of contact to discuss this with, or do you think other team members would need to be involved?
● What roadblocks have kept you from finding a better solution to REACHING THE RIGHT PERSON [common buyer persona challenges]?
● What would your ideal solution look like? - more advertising- marketing- networking … or doing something different ?
Option 1: You get a lot of information from the prospect.
Thanks so much for answering these questions. I’d love to continue the conversation because I think GDC would be able to help you figure out a solution.
- [ “CAN I PUT YOU IN THE CAPABLE HANDS OF ONE OF OUR CONSULTANTS- FREDDY KRUGER TO GUIDE YOUR QUERY”/This where you’re going to ask them to attend a demo, or continue the conversation with an Account Executive, or take whatever next steps are part of your sales process.]
Option 2: Objection
I understand. Is it ok if I send you a follow up email to review at your convenience? Then I can follow up with you tomorrow. [ If yes, send the email and set a reminder to follow up. If not, thank them for their time and ask if there’s another point of contact they can connect you with.]
Option 3: Hang up
[Follow up with an email. This may be a better way to connect. Make sure to include resources that clearly explain what your company does and ask to continue the conversation]. IT MIGHT SEEM A BIT RUDE TO HANG UP BUT SOMETIMES IT'S NECESSARY.
4. Recommended by a mutual colleague
Recommendations are a great way to make a sales call feel a little warmer. Make sure to mention the connection in your introduction to establish rapport with the prospect. Also, always follow up with a thank you and maintain a connection with your recommenders because they may have more prospects for you in the future.
Template 3:
Hi SHAZ!
“I was recommended by [CAROLINA /mutual colleague’s name] to connect with you. I’ve been learning about [XXX INVESTMENTS -prospect’s company name] and I’d like to talk to you about improving your portfolio of investments and clientele. [product or service value proposition].
Do you have a few minutes right now?
Option 1: Yes, tell me more. [Follow Standard Outreach Call Script]
Option 2: Objection
I understand. Is it ok if I send you a follow up email to review at your convenience? Then I can follow up with you tomorrow. [If yes, send the email and set a reminder to follow up. If not, thank them for their time and ask if there’s another point of contact they can connect you with.]
Option 3: Hang up
[Follow up with an email. This may be a better way to connect. Make sure to include resources that clearly explain what your company does and ask to continue the conversation].
5. Asking for a connection
Sometimes it can seem impossible to get in touch with a prospect.
You may be able to see that they’re getting your emails or voicemails, and they’re checking out the content that you’re sharing with them, but for some reason you just can’t seem to get them on the phone to properly introduce yourself and have a conversation.
Try reaching out to another team member in their organization and asking them to connect you. It never hurts to ask and you may end up getting valuable information about the company from someone else.
Template 4:
Hi GEORGINA [referrer’s name], this is ASLAN [your name] from GDC [your company name].
I’ve been trying to connect with SHAZ [prospect’s name] but I haven’t been able to get in touch yet. Do you think you could introduce me via email?
I’m trying to learn more about WHY WE ARE ALL AFRAID OF THIS NEW ECONOMY [common buyer persona challenges]. GDC [Your company name] works with businesses like XXX INVESTMENTS [prospect’s company name] to help with GETTING YOU OUT OF NON EXISTENCE INTO POWER AND FULL INTENTION.
[value proposition 1, value proposition 2, and value proposition 3.]
Option 1: Yes, I’ll connect you.
"Great! Thanks GEORGINA [referrer’s name]. I’m going to send you an email with some information to share with SHAZ [prospect’s name] ahead of the intro.I’ll be looking for that email. Have a great day!”
Option 1: No.
I understand. Is it ok if I send you a follow up email to review at your convenience? Then I can follow up with you tomorrow. [If yes, send the email and set a reminder to follow up. If not, thank them for their time and ask if there’s another point of contact they can connect you with.]
6. Following up
Sales cadences vary and a sales call may not be a sales rep’s first attempt to contact a prospect.
If you’ve tried reaching them through email or connecting via social media let them know that you’re following up on previous outreach.
There’s a good chance that the prospect may have noticed your previous outreach attempts already. JUST IGNORE THE FACT YOU HAVE BEEN GHOSTED.
Template 5:
Hi SHAZ [prospect’s name], this is [your name] from GDC [your company name].
Did you get a chance to take a look at the email I sent?
Option 1: Yes, I’d like to learn more. [Follow Discovery Call Script].
Option 2: Yes, but I’m not interested.
Ok thanks for letting me know that.
Just out of curiosity, can you let me know why you aren’t interested?
[Try to use their answer to overcome this objection. If they won’t give you an answer, ask if it’s ok to send another email with additional information to review.]
FOLLOW UP WITH..”YOU LIKE MAKING MONEY OR CHANGING THE WORLD OR BOTH? - IF THERE'S ANY NEGATIVE FEEDBACK I WOULD LIKE TO HEAR HOW WE CAN IMPROVE THE SERVICE TO YOU. THANK YOU AND BLESS YOU. WE WANT YOU TO PROSPER EVEN MORE !!!. “
7. Special promotion
Promotional offers give you a little more to advertise when you’re reaching out for the first time. If your company has a free trial of a product or service, or a significant discount, let your prospect know.
TODAY IF YOU SIGN UP WITH US YOU GET A FREE CODE TO STEPN WHICH WILL GET YOU EARNING FROM THIS DAY. JUST GET IN NOW. THIS IS EARLY ADOPTION AT VIRTUALLY NO COST TO YOU WITHA 30 DAY MONEY BACK GUARANTEE!-
THAT'S BECAUSE WE KNOW THAT …IT WORKS!
People love to feel like they’re getting a deal on purchases.
A survey from RetailMeNot found that,” four out of five (80 percent) said they feel encouraged to make a first-time purchase with a brand that is new to them if they found an offer or discount.” The right promo could be what turns a prospect into a customer.
Template 6:
SHAZ [prospect’s name], this is ASLAN [your name] from GDC [your company name].
At GDC [your company name] we work with people like you to help with EDUCATION AND MOTIVATION TO MANIFEST YOUR DREAMS AND ASPIRATIONS. [value proposition 1, value proposition 2, and value proposition 3.]
Currently we’re offering 10% OFF TO THE FIRST 20 CUSTOMERS/ A TICKET TO OUR DELEGATION TO THE ROYAL PALACE. [state promotional offer]. I’d love to help you take advantage of this limited time offer.
[This is where you’re going to ask them to attend a demo, or continue the conversation with an Account Executive, or take whatever next steps are part of your sales process.]
WE HAVE ONLY 20 PLACES AVAILABLE FOR THE SPECIAL TRIP AND TOUR OF THE PALACE.
Option 1: Yes, tell me more.
Great! [This is where you’re going to ask them to attend a demo, or continue the conversation with an Account Executive, or take whatever next steps are part of your sales process.]
AT GDC WE ASK FOR A ONE -2 -ONE CONSULTANCY WHICH IS AN EXTRA TARIFF NOT INCLUDED IN STANDARD MEMBERSHIPS. IT IS PERSONAL TRAINING. INSTEAD OF A PERSONAL FITNESS TRAINER - YOU HAVE A PERSONAL FINANCIAL TRAINER.
But if you join today you will get the first 10 sessions online for free…and you will be put forward to our special awards ceremony-” The OSCARS of CRYPTO. “
Option 2: Objection
I understand. Is it ok if I send you a follow up email to review at your convenience? Then I can follow up with you tomorrow. [If yes, send the email and set a reminder to follow up.
If no, thank them for their time and ask if there’s another point of contact they can connect you with.]
Option 3: Hang up
[Follow up with an email. This may be a better way to connect. Make sure to include resources that clearly explain what your company does and ask to continue the conversation].
8. Previously spoke with another team member at the prospect’s company
Sometimes a prospect that you’ve previously connected with may no longer be with the company in your pipeline. This is totally normal and gives you the opportunity to connect with another team member.
MAKE SURE YOU KEEP A4 NOTEBOOK WHERE YOU LOG IN EVERY DETAIL OF EVERY CALL YOU MAKE WHEN YOU TARGET THAT CLIENT. THIS WILL IMPROVE YOUR DATABASE AND KNOWLEDGE AND RAPPORT.. YOU ALSO HAVE SOMETHING YOU CAN CARRY WITH YOU AND REFER TO ALL THE TIME.
Make it known that you’ve already spoken with someone else, and if there are any notes from the previous conversation ask the new prospect to confirm if your notes are up to date or if there have been any significant changes. The goal in this scenario is to keep the conversation going.
Template 7:
Hi SHAZ [prospect’s name], this is ASLAN [your name] from GDC [Your company name]. I’ve spoken with [previous prospect’s name] before and wanted to continue this conversation with you.
[Begin following Standard Outreach Call Script.
If there are any notes from the previous prospect make sure to use this in the conversation and ask discovery questions to confirm the notes are still relevant.]
9. Establishing a 1:1 connection
A great way to establish a connection with prospects is to do your homework and see what they’re interested in. Check out what they’re sharing and posting on their social media, see if they’ve been recognized for any big wins, or maybe see if they have a cute pet they adore.
Remember, prospects are human beings and finding a way to connect with them on your calls can make them feel more comfortable about speaking with you.
Template 8:
"Hi SHAZ [prospect’s name], this is ASLAN [your name] from GDC [your company name].
We recently [connected on LinkedIn, followed each other on Twitter, followed each other on Instagram etc.] and I loved your post about… THE METAVERSE. "[Mention what the post was about and find one or two key things to call out].
This is exactly why I wanted to reach out to learn more about to XXX INVESTMENTS [prospect’s company name].
[Begin following Standard Outreach Call Script.]
10. Calling out a company win
If your prospect’s company has recently announced a big win like acquiring funding or launching a new product or service this is a great opportunity to congratulate them. Big wins often means big changes.
You may catch your prospect at the perfect time to get them to consider evaluating what you’re selling.
Follow their company on platforms like LinkedIn, Twitter, or Crunchbase to stay informed on major announcements.
Template 9:
Hi SHAZ [prospect’s name], this is [ ASLAN your name] from [ GDC your company name]. I just heard the great news about [ XXX INVESTMENTS prospect’s company name]!
I know times like this are usually a great time to start evaluating new solutions and I think [GDC /your company name] would be a great fit to help with.
At GDC [your company name] we work with people like you to help with
1. EDUCATION[value proposition
2. MOTIVATIVATION-value proposition
3. MANIFESTATION value proposition 3.] PROGRAMMES- ALL FREE WITH YOUR MEMBERSHIP.
ALL YOU NEED TO DO IS START NOW! AS YOU BEGIN TO SEE THE REAL IMPACT ON YOUR PORTFOLIO - AND THE ADDED VALUE TO YOUR NET WORTH - YOU CAN UPGRADE TO HIGHER LEVELS
[Begin following Standard Outreach Call Script.]
*Bonus Voicemail Templates*
You won’t always get your prospect on the phone so it’s important to leave a clear and succinct voicemail that will encourage them to call you back. This general voicemail template is great to get started with.
You can also check out more voicemail script templates here. Test them out in your cadence to see which ones get the most call backs.
Template 10:
LEAVING CALLBACKS
Hi, this is ASLAN LA VEGA /” RICHARD STARKEY”- USE CODE NAME FOR EASY REFERENCE WHEN THEY CALL BACK. - from GDC IN DUBAI.
I'm calling because I’d love to learn more about CONNECTING WITH PEOPLE HERE IN DUBAI to see if GBC can help offer a solution.
You can reach me directly at +447423714007 or 0568470545 in Dubai. I'll also follow up with an email tomorrow. I look forward to hearing what you think.
Have a great day and talk to you soon. Bye!
And these are 10 basic template alternatives. The key is the format for networking or selling your product or service.
thank you and good luck…
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