![\"Watch](\"https://mercurylabsmarketing.com/wp-content/uploads/2021/08/To-Call-Or-Not-To-Call-CTA-Banner-1.webp\")
One of the most memorable scenes in a lot of movies are, as revealed by the actors themselves, improvisations.
\n\n\n\nFor example, Leonardo di Caprio\u2019s scene where he shouted \u201cI am the King of the World,\u201d and Gerard Butler\u2019s war cry, \u201cThis is Sparta\u201d, were all improvisations. Just imagine if these scenes were deleted \u2014 those movies might have a different feel.
\n\n\n\nBut what do these have to do with telemarketing spiels?
\n\n\n\nThe point is improvisations worked amazingly with these movies and it does too in telemarketing spiels.
\n\n\n\nBUT\u2026
\n\n\n\nHaving a script makes your calls more focused and you sound confident. It does not necessarily mean that you follow it to the letter, but some sort of a guide to improve your calls.
\n\n\n\nMost canned telemarketing spiels have been overused. So it comes as no surprise when your prospects hung up the phone on you. So if you want your call to be successful, here are some key pointers:
\n\n\n\nWhat do they desire most? Once you know that, you can focus on that one desire and you\u2019ll be able to lock them down.
\n\n\n\nThe end goal of every telemarketer is to close the deal. However, you also need to consider the situation at hand. Is it your first time to contact the prospect? Then trying hard to close the deal at that point can be counter-productive.
\n\n\n\nRelated: The 4 Main Lead Generation Goals: What Has Changed & How to Reach Them
\n\n\n\nYou already know who your prospects are and what their desires are. Make sure that your pre-qualifying questions are designed to understand their challenges and how exactly they fit in the buying process.
\n\n\n\nRelated: Ways To Qualify Sales Leads Over The Phone
\n\n\n\nThe benefits should be about how your offer can solve their pain points. Focus on their needs. After all, it\u2019s about them and not you.
\n\n\n\nA common mistake that most sales people make is they tend to overload their prospects with a lot of information. That can cause analysis paralysis where a lot of options and too much information stops them from making a purchase decision.
\n\n\n\nTo avoid that, give the information in parts, allowing them to say yes to less important offers. It might take much longer before you get the big yes but you are leading them to emotionally invest in your message.
\n\n\n\nHere\u2019s how the flow will look like:
\n\n\n\nHi, this is Mary from XYZ. How are you today?\n\nRight now, XYZ is working on a new solution that will help IT companies get more high-qualified leads with a 95% conversion rate. Is it something you are interested in?\n\n[If your prospect say yes, continue]\n\nWe have two approaches in doing this. We can get those leads, qualify them, and give them to your sales team, or we can teach your marketing and sales team the strategy. Which of these solutions fits you?\n\n[Prospect answers]\n\nAwesome. Can I ask you a few questions before we move forward?\n\n[Ask the qualifying questions you prepared based on that one desire you\u2019ve researched beforehand.]\n\nI\u2019ll tell you a little more about the solution you chose. Then , let\u2019s schedule an appointment so you can further explore your options. Does that work for you?\n\n\n\n\n
That\u2019s not yet the big yes you want but the small yeses they gave you, but it allows you to bring them closer to the goal you want to achieve.
\n\n\n\nRelated: What is B2B Telemarketing Lead Generation
\n\n\n\n![\"Make](\"https://mercurylabsmarketing.com/wp-content/uploads/2021/09/make-rejection-into-opportunity.webp\")
There are days when a prospect will turn down everything you offer. Each of them will have different reasons for saying no. That\u2019s fine but even if they don\u2019t make a purchase, you can still make that rejection into an opportunity by asking for a referral.
\n\n\n\n[The prospect said that he\u2019s not interested or he\u2019s already satisfied with the solution he has at the moment.]\n\nI understand and thank you for telling me. Can I ask you one question before we end the call?\n\n[If the answer is positive, continue.] \n\nDo you know any of your colleagues who might benefit from the solution I am offering?\n\n[If he said yes, you can ask for a referral].\n\nGreat. Is it okay if I ask for their name and contact number? \n\n[If they gave you the contact details, thank them and end the call.]\n\n\n\n\n
![\"Charming](\"https://mercurylabsmarketing.com/wp-content/uploads/2021/09/charming-a-gatekeeper.webp\")
Every company or organization has a gatekeeper. They are the decision maker\u2019s last line of defense against sales reps. Gatekeepers are usually the administrative assistants, receptionists, or office managers.
\n\n\n\nInstead of treating them as an enemy, think of them as a bridge to the person you really want to connect to. So instead of being rude, let them feel important by asking for their help.
\n\n\n\nYour spiel would look something like this:
\n\n\n\nHi [gatekeeper\u2019s name]. It\u2019s Mary from XYZ. I was hoping to speak with [decision maker name]. What\u2019s the best way for me to connect with them?\n\n\n\n
By letting them feel you need their help, you are acknowledging their importance in the organization. As Maya Angelou wrote, \u201cPeople will forget what you said, people will forget what you did, but people will not forget how you made them feel.\u201d
\n\n\n\nLeverage common connections
\n\n\n\nPeople trust their peers. If they see that the solution you\u2019re offering helped their peers, it will be much easier to connect with them.
\n\n\n\nWhen you research your prospect, look at their social profile and see if you have a common connection. Start with this:
\n\n\n\nHi [prospect\u2019s name], this is Mary from XYZ. \n\n[Connection\u2019s/client\u2019s company name] have been discussing the excellent results they\u2019ve been experiencing. Your name came up during the conversation when we were talking about other businesses that might benefit from our lead generation solution. \n\nI\u2019d love to show you how we did it with [connection\u2019s name] and how you can have the same results. Is it something that interests you?\n\n\n\n\n
Address any questions or concerns they might have but don\u2019t forget to mention that they can ask the common connection about their result. Once they confirm that, it is easier to schedule an appointment with them.
\n\n\n\nRelated: 4 Ways to Get Past Gatekeepers and Reach Prospects Every Time
\n\n\n\nAlthough you want to invest time into your conversation with prospects, there are situations where your time is very limited. And you cannot do anything except present your one-sentence value proposition. No matter how short your call is, you can still kill it by explicitly stating what you\u2019re offering.
\n\n\n\nYour sentence might go something like this:
\n\n\n\nHi [prospect\u2019s name], this is Mary from XYZ. I'm calling high-tech companies to tell them about our new lead generation strategy that exponentially boosts your pipeline. \n\nI\u2019ll keep it short. This solution is to show you how to create a passive lead generation tool using your LinkedIn profile. Is this something that interests you?\n\n\n\n\n
Learn the sample of cold calling scripts.
\n\n\n\nNo matter how seasoned or experienced you are as a salesperson, having a point of reference when calling prospects makes a lot of difference. Sales scripts give you peace of mind as you go from one call to another.
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