In general conversation, many people think they can just “wing it” or they “know what they want to say.” On the phone, however, you have 10 seconds to attract and maintain attention Your prospects, and often, you do not get second chances. Ten seconds goes by very quickly. The first impression you have to be strong enough to bring you the rest of your pitch. “Winging it” dangerous and generally does not work, and “knowing what you want to say” without actually created and practiced your message can easily be changed to “Well, I can not say that very well … “Like the Boy Scouts, it is better to be prepared. A great script, presenting well-thought-out that says what you want to say, accurately and concisely, but still gives you room to maneuver, is one key to a successful phone campaign. It’s about talking about and prepared. In writing your script, write the message and focusing your message to your prospects. Your goal in your scripts for you to hear your prospects and prospects to get “hooked.” So, why a good script? Write your script the way you speak – and to the point! Written language and spoken language are very different. If you manuscripts written in a language you do not sound true. Real people do not talk a capital letter at the beginning of the sentence and the end of the period. People actually talk more phrases or fragments, with pauses, sometimes grammatically incorrect and sometimes the “ah” or “um …” It is important that you sound real, so if You have a hard time, try talking to a tape recorder, then play back and write what you say.Don not bother to ask your prospect, “How are you today ? “Or” May I have the time? “Or what. Start by asking your prospects by name. Then, meet your prospects by name. Next, introduce yourself. “My name is (your name goes here), my company (your company name goes here)” or “My name is (your name goes here), I have (name of your company entered here). “Then, like sound bites to introduce yourself. A sound bite is one sentence that expresses a simple and easy to understand what you do (or what your product or service). Example: “Wendy Weiss teaches people to get what they want on the phone.” Sound bite you, or the following line, should position you as an expert – someone (company, product or service) to rise from the pack. If you do it well, you will lead objected: “I can not meet any seller who calls.” Not you “every salesperson who calls.” To do this, you can not say the same say something else – so creative! . When I started the business, there are many others that provide similar services to represent the company, make calls and set new business appointments for sales representatives. Generally, these people are working at home, which is not very well paid and called telemarketers. Even this early in my career, I know I’m not a telemarketer. I decided I was a Marketing Consultant specializing in New Business Development. It puts me in a different category together. I am an expert, outside consultant was hired to help develop new business.Find way to set yourself up as an expert. You can use phrases like “we specialize in. ..” or “Our reputation is …” or “We are known for …” You can also name dropped help command positions. Customerspreferably mention or client in the same business as your prospects. This does two things: it lets your prospects know that you are familiar with their industry, and it also will make your prospects feel more secure if they have not heard before. In addition, when a person has been referred to you, it’s a great place to drop his name.Next is the heart of the script. Describe the product or service, show the relevant benefits. Remember – your prospects are interested in the benefits. Remember too, your prospects will buy for their reasons, not yours. That is why it is important to do your research and be aware of what you need and prospects may be interested in.Focus your message to your prospects, and spoke their language. If you have specific industry jargon – not all of them -? Use it. You can not be an expert if you do not know the language.
However, if you are in an industry with jargon – but your prospect does not know or use jargon – speak clearly! Your goal here is communication. Want to understand this part of the script that you do not have to be long and heavy – some important point is complete. You can improve this part in a success story – something that you, your company or products for customers. How do you save them money, or save them time, or to save the day when they are in a tight spot. By inference, this means that you will do the same for your prospects. This is a great way to show customers the benefits without actually say “and the benefits to you, Ms. Prospect, was … “You can have several different stories of successful use, depending on the type of lead you are working script. Your fluid. How your conversation with your prospect results will determine which parts of your script to use. So, make sure to leave some room for maneuver in your script, so if you need to change tactics – for example, tells a different story of success – you can easily do it. Make sure you have room for maneuver by being prepared, knowing the benefits of your customers and find out which benefits customers can draw some prospects. Also, there are some success stories that you can use, depending on the point you are trying to do. And please, do not be afraid to say the unexpected or use humor.Then closed. Here it is … Ask for what you want! All your hard work is worth nothing if you do not ask for what you want. Do not expect your prospects know what you want, or guess what you want, or offer what you want … It is your job to ask questions, clear and precisely.So, what do you want? Most would probably answer that you want to convert your prospects into your customers. You want your prospects to buy your products or services. That’s all true, but that comes later. What you want now is to get your “foot in the door.” Would you like to introduce yourself, your product and / or your company, so ultimately, the prospect may encourage buy. If you do not know your prospects, not familiar with your product or service, they will never buy it. They have to know that you exist before they even consider making that purchase! So what you need now is a commitment. At this time, you do not sell your product or service, you sell promise and promise only. You want prospects to give 10-15 minutes of their time, so you can introduce yourself, your company, your products, your services – which it is! You will not be asked to buy anything or change anything he did – only to be met with you.If you think of appointment in this way, you also realize that most of us protest your forum prospect can voice then largely worthless. Your prospect may have vendors that provide similar products or services. So what. None of us can predict the future. The situation may change. Besides, do not ask him to buy something, you want to meet him and introduced himself. Time! Your prospect can not use a similar product or service and said he did not need. He does not need it, he never needed it. So what. None of us can predict the future, anything is possible, and one day, maybe he can. Now, I’m not suggesting you spend your time setting up meetings with people who do not need your product or service, but what I am saying is that qualifying is on your side. You really need to decide if you want to meet the prospect. Is the prospect that it is worth the time and energy Ask for an appointment -? Requesting a meeting. I usually like the word “meeting” is better than “promise.” It has more weight and substance. Say: “I want to meet you,” “I want to introduce myself, my company, my products …,” “I need 10 minutes of your time.” Be clear, bold, going to the point. Give them a choice of times: “Is it a good Thursday, or next Thursday will be better?” It is easier for your prospects to choose between options, like other date, in addition to deciding if and when to schedule. At the time scheduled meeting, be sure that you confirm the names of potential customers, title, and address. Also, make sure he has your name, company name and phone number! Repeat the date and time of the meeting at least twice. You want to make sure you are both talking about the same date. In addition, you give your prospect your name and etc when you repeat the date and time of the meeting, using voice to direct your prospects to write it all down. Speak slowly and clearly at a pace they can write. Your prospect will interpret this as a direction for how to speak write. In this way, they will also have a meeting to their calendar, and there should be no mixing ups.The Script Formula:. * Ask prospects by name greet. “Hi! Ms. Prospect “or” Hi, Jane. ” Identify yourself and your company. “My name is ______. My company is _____. “* Say what you do (sound bites). * Position yourself as an expert. Using phrases like “we specialize in. ..” or “Our reputation is …” or “We are known for …” You can also do some name-drop the credentials here * articulate benefits. Success stories is a great way to demonstrate the advantages Ask for what you want -. Initial meetings. “I want to meet you …” “I want to introduce myself, my company, my product …” “It took me 10 minutes of your time.” ” Is it a good Thursday, or to be even better next Thursday? ” Keep asking for what you want!