Components of an Effective Cold Call Script

Writing or developing a cold call script can be challenging due to the fact that there is a lot of information that we would like to share and gather from a sales prospect, yet we only have a very brief amount of time to work with. One thing to help with this is to have a framework for the main components of a script and then we can just plug in the content as it applies to situation.

Below are components that could be used as a framework for a cold calling script with some information on how to be most effective in each area:

Introduction
Of course, any time you pick of the phone and call someone else, you will need to begin with some sort of introduction. The key here is to be as brief as possible by simply stating who you are and what company you are with. One thing that can make an introduction more powerful and effective is to name drop other individuals or organizations that you have worked with.

Confirm Availability
At some point early in the cold call script, it is critical to confirm that the prospect is available. You do not need to confirm that they are available for a meeting, but more so confirm that they are available for your cold call. A good way to accomplish this is by asking if you have caught them in the middle of anything or if they have a moment.

Confirming the prospect's availability is key because not only does it buy you two to five minutes right off of the bat, but it also does a lot toward building rapport with the prospect as you are showing them that you respect them and their time.

Value Statement
The key ingredient in a cold call script is the value statement. A value statement is a brief statement summarizing the value that your clients receive from doing business with you. The goal of the value statement is to get the prospects attention and let them know why they should spend two to five minutes talking with you.

Qualify Questions
Once you have communicated how you help businesses or individuals, it is powerful to tell them that you don't know if what you have can help them and to ask a couple of questions to qualify the opportunity. This step is powerful for three reasons:

1. By you trying to qualify the prospect, their guard will be decreased as they will not have that feeling like someone is pushing a sale on them.
2. You will gather key information that you can use later in the cold call or sales cycle.
3. You might identify that it is not a qualified opportunity and end the call saving yourself and the prospect valuable time.

Building Interest
Once you have qualified the prospect, it is time to build interest. You do not have time to go into a tremendous amount of detail but there should be a couple of statements made that connect the value statement with any pain identified while asking qualifying questions.

First Conversation
The last step in a cold call script should be to tee up a first conversation. This first conversation may actually occur during the cold call, but ideally the cold call will be the invitation to talk in more detail at another time that is scheduled with both parties.


Article Source: http://EzineArticles.com/?expert=Michael_Halper

Creating And Using Effective Telemarketing Scripts

At one time or another, it's happened to all of us. We're sitting comfortably, the phone rings and it's another one of those annoying telemarketing calls. Many of us immediately hang up, while others quickly interrupt the caller, and say that they are not interested. While some people are more polite and listen before not acting, very occasionally a telemarketer gets our attention, and we listen to what he has to say. What exactly does this one individual do that the other do not that grabs our attention, and keeps us on the phone?

The most successful telemarketers actually use scripts, yet make the script sound so conversational that we don't feel like it's being read to us. A successful script has to begin on the upbeat, and immediately grab our attention, and whet our appetite, while appearing to be addressing an important need. Some of the rules for telemarketing scripts include:

1. Immediately addressing the person that answers the phone by name, and not just making it appear impersonal by calling the person Mister this or that. While a telemarketer must sound proper, respectful and professional, he must also come off as being conscientious, attentive, and professional. Some telemarketers feel that they need to "small talk" to warm up the receiver of the call, yet studies and my experience in training and performing telemarketing for over thirty years, indicates that people don't want their time wasted with idle chatter. Instead, beginning with something such as, "Is this John? John Smith?" and then waiting for a response, before proceeding. Once John is on the phone, continue, "Hi Mr. Smith? May I call you John?" Then, of course wait for confirmation before proceeding. "My name is _______ (give your name) with _______(give the name of your company or organization). If you're like me, you hate to get calls from people like me, so I'm not going to waste your time, and if you give me just two minutes of your time, I'll prove to you, I'm not one of them. OK?" Wait for the cursory response before proceeding. "The reason for my call is..." and then explain concisely why you're calling and what's in it for them. Don't overstate or make empty promises, but explain how you have helped hundreds of others, and believe you can help them too. Continue to be upbeat and concise, while focusing on their needs. Listen intently to any comments, etc.

2. Locate the person's "hot button." That means ask questions instead of making just statements, and direct your conversation toward whatever motivates them. Use expressions like, "If I could show you a way," or "Wouldn't that make sense," while always giving the person the opportunity to reply to your directed question.

3. What is the purpose of this telemarketing call? Is it to sell something, invite someone to something, make an appointment, or for some other purpose? Stick to the one or two purposes only, and then get off the phone once confirmed.

4. Have an effective close to your script. After asking the questions, and getting the individual in the habit of saying yes, close by asking, for example if your trying to set an appointment, "Is Tuesday at 4 PM good, or would Thursday at 5:30 be better? Then, as always wait for a response. if the individual chooses one, simply say, "Great, I look forward to seeing you on Tuesday at 4PM. Good bye," and then get off the telephone immediately.

5. Understand in advance the objections someone might offer, and have an effective answer for each, and always remember to close at the end of the answer once again. In a previous EzineArticle, I discuss the five steps to answering an objection, and using this technique provides the best opportunity for success.

Remember that telemarketing is a numbers game. Proficient telemarketers learn what their Closing Ratio is, that is, how many calls it takes to have success. Based on that, someone should be able to predict how many calls they need to make to achieve their success goal. Telemarketers must understand that someone that says no is not a personal rejection, and that every no brings you closer to a yes. Use a script and make it part of you, understand the nuances, and devote the time and effort necessary for success. Take occasional breaks so as not to "burn out.


Article Source: http://EzineArticles.com/?expert=Richard_Brody

Using A Mirror To Improve Phone Skills

For over thirty years, I have both personally transacted business on the telephone and trained telemarketers, customer service people, and both inbound and outbound phone sale people, as well as organizational leaders, on how to obtain optimal results using a telephone. I have discovered many interesting things about phone selling, not the least of which is that one can be great on the phone and awful face to face, and vice versa. Selling and transmitting business on the telephone takes specific skills and actions, and is something that nearly anyone willing to be trained, can be taught to do.

I am a major proponents of using two small tricks to help with phone success. The first is to employ the phone's mute function, and to only disengage the mute when you are prepared to speak. That keeps you from blurting out something without due consideration, or interrupting the other person. However, while many people use the mute function, the employment of a small table mirror is even more helpful.

Studies show that many people can sense the mood or attitude of the person on the other end of the phone, either by their voice, their attitude, their tone of voice, or factors such as politeness and patience. Since we often do not hear ourselves as others do, I suggest that someone place a small table mirror directly in front of them while they are on the phone. Look in the mirror at yourself as you are communicating on the telephone. What is your facial expression? Are you smiling, "smerking," or moping? Do you look like you are enjoying yourself? Do you appear as if you are getting angry (turning red or changing facial expression) based on what is happening on the call? Do you look like someone who doesn't want to be there? Do you have the same expression on your face as you would if you knew the other person could see you, as in the face to face scenario? How about your posture? Are you sitting up rigidly, or sitting comfortable? Are you sitting erect or slouching into your chair? Are you focused on what is being said to you?

Only by knowing what you have been doing mostly subconsciously, will you be able to address it. Using a mirror is an easy aid, and a helpful one. I have seen telemarketers increase their closing ratios on the telephone exponentially just by paying attention to these details. Similarly, I've observed businesses Customer Service satisfaction rate rise dramatically when these unconscious negative acts stop bringing down the perceived sincerity level. In many cases, when I have done Leadership Training for leaders of organizations, I have gotten the feedback that they were far more able to motivate their members when they addressed their own personal telephone body language.

Even in today's digital and electronic age, there is an important need to be professional and caring on the telephone. Simply by thinking about how we look in the mirror and addressing those things, we can enhance our performance significantly.
Article Source: http://EzineArticles.com/?expert=Richard_Brody

Different Types of Damaged Wholesale Merchandise

Damaged merchandise is also known as salvage merchandise. Damaged or salvage merchandise is a kind of wholesale inventory mostly sold in closeout deals. Damaged merchandise will refer to merchandise which is either damaged or in a situation where the potential for damage is quite high, or there can be any other reason that make it impossible to sell them as normal products.

There are many circumstances that will turn good quality products into damaged merchandises. For instance, if the container of a truck or train is capsized or derailed then the whole lot of merchandise will be damaged. If the containers were insured then the insurance companies will pay the money to merchandiser and own the whole lot. Then the whole merchandise is sold to different customers as salvage merchandise on low wholesale rates. Obviously, it is quite risky for the buyer as there is no guarantee of products and these wholesale products are sold on as-it-is basis. But the main benefit is that they are literally sold on scrap rates which are quite low from even wholesale rates. Besides while buying, the buyer can personally check the whole lot to gauge the damage.

There are some basic types of salvage merchandise which can be obtained from merchandiser. The first type of salvage merchandise is unclaimed freight, when the actual buyer has refused to buy the whole container of merchandise due to damaged, incomplete items, or for any other reason. The wholesaler will often find another customer and sell at low rates instead of transporting the container back to their warehouse.

The second kind is store returns; they are the products which are returned by the customers. They cannot be resold as new merchandise for obvious reasons, so they are also declared as salvage goods. Third type of salvage goods are seasonal overstocks, they are the leftover of seasonal merchandise. Businesses always want to get rid of this inventory to fill their shelves with new stock. As a result this wholesale merchandise is also sold as salvage.

Remember that the damaged merchandise is only appropriate for those wholesalers or distributors who are targeting the low-end customers who will tolerate the slightly damaged goods in exchange of pennies. The damaged merchandise is so low in cost that the whole containers can be easily bought easily. Wholesalers, merchandisers, dropshippers can really get benefit from these damaged goods. They can also do this kind of deal occasionally to earn some quick profits.
Article Source: http://EzineArticles.com/?expert=William_King