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	email: Chris Howell

Frequently Asked Questions

Why is the telemarketing script commonly neglected?

Every year millions of dollars are spent on telemarketing projects. Yet rarely does a project manager consider the importance of the telemarketing script. This is why most telemarketing scripts sound like they came out of can. The message is so scripted that the telemarketer sounds like they are "reading" the telemarketing script.

Can a simple telemarketing script change increase sales?

Telemarketing scripts that are developed for psychological impact can produce a such a tremendous response rate over traditional telemarketing scripts. Instead of using the typical telemarketing script "I'm calling on behalf of..." outline, we use neuro linguistic programming (NLP) telemarketing scripts to motivate the prospect and allow the telemarketer to continue with your presentation. A well developed NLP telemarketing script can also solve problems that may occur throughout the presentation. For example, a client of ours had been using another call center for quite some time. They were not satisfied with the results they were receiving so they decided to give us a try. First, we threw the old telemarketing script they were using in the trash and designed an NLP telemarketing script. What we did was develop a transitional question using the NLP concept of a predicate mix. The new telemarketing script increased the success of qualifying the prospect because they related to the question. Problem solved! Our new client's sales almost doubled ...literally overnight.

How Do You Choose The Right Call Center?

Not all telemarketing companies are the same. We’ve all experienced calls from telemarketers who have no idea what the words mean on their script, no understanding of the industry or business, no ability to converse beyond the script in front of them, and can they can barely speak English. As a result, here are a few guidelines in selecting a telemarketing company:
• Choose from those that are active in your industry. There is a much better chance they will understand the product and the prospect.
• Ask for references. Do your due diligence and find out what your peers have experienced with the company.
• Make sure the vendor is amenable to “training” their staff on your products or services.
• How easy is it to communicate with them? Are they only available during certain hours and days? Do they offer communication via their Web site?
• What about bad leads or appointments? Is there any sort of customer satisfaction policy? Is credit given for bad leads or information? In other words, will they work with you?
• What additional services are offered? Once you begin a campaign, you might want to enhance it with additional calling campaigns. Can this company accommodate those needs as well — or do you have to find another vendor or do it yourself?
• Can you “listen” to calls being made? There’s no better way to judge a telemarketer than to hear how they handle themselves on the phone. Would you be comfortable if they were calling you? If not, why would you hire them to call your prospects?
• Don’t judge by price alone. Based on all of the foregoing suggestions, remember that not all telemarketers are equal. Cost has to be based on the quality of the leads being provided. If you get 10 starts and only 8 go through, how much have you really paid for those leads in time and effort — regardless of the front cost? In-house or outsourced, telemarketing remains a valuable tool in your marketing. Give it a chance. You may be pleasantly surprised.