This is word for word example of what our telemarketer used when calling a contact she had on the system:Gatekeeper: Good morning ABC, Karen speaking
Telemarketer: Karen (use the name!) hi. I wonder if you could possibly help me (paused for a second). Is (name of prospect) still responsible for your PR?
Telemarketer: Does she get involved with looking at and selecting PR agencies?
Gatekeeper: Yes that’s right
Telemarketer: Thanks, would you put me through to her please.The above qualifying rule sounds blindingly obvious. However, it was used in every single call this telemarketer made if she didn’t know the answer already as to who her Decision-Maker is. A rule that works well by stripping out unnecessary calls (and time) and hanging on for someone who perhaps has no decision making authority.
You may not always make an appointment right there and right then, but you need warm leads to visit later in the week, month or year. Every campaign needs a pipeline and the trick is to have a good mix of short and long term leads. A mix or hot and warm as well as fresh stuff.
Again, the conversation below is what our telemarketer used when in actual conversation with a decision maker:
DM: Ursula speaking
Telemarketer: Ursula hi, my name’s (telemarketer’s full name) calling from (company name). We’re a PR agency and have done a huge amount of work for (name dropped 2 companies) and what we’d really like to do is come along and have an informal chat about your PR needs and how we can help you.
DM: Actually Laura we’ve decided to take PR in house
Telemarketer: I understand. Whate made you do that and what part of your activity are you bringing in house?
DM: DM then moves on to explain they have a Preferred Supplier List (PSL).
Telemarketer: And how do we go about getting on that list?
(DM: DM finds this a cheeky question)
Telemarketer: Laughs… Ursula, we’d really love the opportunity to be on your PSL. We’d love to see if there’s anything else we could bring to the party…
DM: Send me some information
Telemarketer: OK. We can send through again*. Can I have your email address please?
DM: Gives email address
Telemarketer: Great, let me send something through to you again and then call you on (date agreed with DM) OK? Great, take care Ursula and thank you, bye.
*Something to note: Not once have we emailed the above prospect. The telemarketer implied we’d already sent something through and so gave the impression she would go out of her way to send it through again. Nice touch and she now has a warmer lead to work with later this month…