« Cold Calling: Your Feedback on a Script | Home | Cold Calling Scripts Comments 1 of 3 »
Cold Calling for “K’s” Situation
By Leslie Buterin | July 8, 2009
What thoughtful comments do you have for “K’s” situation?
Post here or “reply” to email you receive from me, then I will post your comments here!
Thanks,
Leslie
“I am brand new to telemarketing and struggling to improve to keep my job.
We have a “permanent” air conditioning filter and my job is to call businesses and try to set an appt. Before even meeting, we do a “cost comparison” that compares the current filter program cost of their disposable filters to ours. While our filters help the environment and also reduce electric utility, and you have to service them about half as much as the disposable, the main benefit is we can typically cut any businesses cost in half.
I have no idea how to craft an attention getting intro and I desparately need help. What thoughts can you offer, and what options are available to me? I would love as much feedback as possible - I don’t want to lose my job.
It is expected I can get 2-5 appts a week, but I have averaged 1 a week for 7 months. Thanks, K.”
Topics: Cold Calling Scripts |
July 8th, 2009 at 9:26 pm
WOW! You Are Persistent! Great!
Understand that in today’s economy, more than ever, an Exec’s first and foremost thoughts are SURVIVAL. Many are considering even minimal cost savings in order to allow them to “accumulate” their savings. (read as “pay the bills”). This attention to savings is most often manifested as “everyone needs to MULTI-TASK, Pull together, and go just a little farther”.
Your position as “Telemarketer” is to procure leads by brute force. (More Calls = More Possibility of Running Into an Open Ear, and Mind.)
You might want to think about something similar to the following:
1) Scratch the Chalkboard. By this, I mean GET THEIR ATTENTION! Be BOLD, do it in a polite and respectful way that is different from everyone else. The mind stores that which is memorable, and different IS memorable.
2) Show Value. Convert your savings into Dollars per Tonnage.
(We have returned $ ##.## Dollars per Tonnage for our clients. How much would we be able to give you???…. ** Let them ask the question, this is designed to get them to think and question.**
If this solution would also allow your maintenance / building engineering staff to reduce their maintenance time for this, wouldn’t it be worth meeting with me for 15 - 20 minutes to accurately determine what your ROI / Overall savings would be? ** It is meant to be rhetorical, the only obvious answer is YES.**
Do you have your appointment book in front of you? **The Set-Up and Second YES.**
Are Mornings or Afternoons better for you? **The Strike, The First alternative, and Third YES.**
Great, I’ve got a couple of times that will work with your schedule, I’ll be in (nearby) on X & Y Days, Let’s meet then. Which is best for your schedule? ** Set the Hook, The Lead, The Second alternative, and the fourth YES.**
SET THE APPOINTMENT! **Reel them In, and into the Boat. Fish in the Pan!**
If he/she slips out.. (Not very often, but it does happen.)…. (Name) I can see you’re busy, and I can show you the proof of what I have described to you. What would work best with your schedule, I’ll make the adjustment in my schedule because I believe you will be impressed with what I have to review with you. **You have removed some of the pressure, and indicated that you have conviction. He/She is thinking….. Either it works or doesn’t. You have nothing to lose at this time.**
It Works……. Great! We will meet to review your actual savings on (Day) at (Time). Thank you for agreeing to meet with me. It will be worth it.
Send Confirming e-mail. Be polite. Reinforce the date and time. Provide more examples of savings and return (generic). And Most Important, BE PREPARED WHEN YOU MEET!…. GET THE ORDER!
It Doesn’t Work…….. (Name), You Are really busy, I feel bad that we won’t be able to get together, Would there be a better time to further discuss this and …….. ? **You’ve lost. Be Graceful. It’s called Catch and Release. NEXT!!!**
If you are interested in additional sources of appointments…. Try this one as well….
1) RESEARCH. Find out all you can about their business. Your product offering leads me to believe that your company is in the HVAC Industry. Therefore you should be familiar with the conversion of cubic feet (Volume) to tonnage. This will give you the necessary information to take a scientific guess (SWAG) on what they would currently be using (your competition). How do you get this information? Start with your County (or equivalent) Public Library. Your Librarian WILL be able to direct you to the reference section that will have company names and addresses. Then, take this information and cross reference it with the County Clerks / Recorders office (Where they keep the Property tax information). This will give you square footage of the property as well as the Square footage of the Building) Assume a 12 foot Ceiling and approximately 18% Office space for Manufacturing / Industrial, or approximately.93% for Hi-Rise Office Buildings.
2) Initiative. Approach them on your own terms. You are now loaded for Bear (Information) and know exactly how they will benefit. (Confidence)
3) Bag and Drag. Does your boss really care if you only get business by making Phone calls? Possibly, but I think he is more interested in getting more business. In that case, bringing in more business on your own will provide you with all the leverage you need in order to keep your job.
To Your Success.
Mike.
July 10th, 2009 at 2:51 pm
If you open by saying that your filters can reduce their energy costs and cut their filter costs in half with less servicing(and it’s true) that’s all you need to say.
Now start looking for another job. I can’t believe you were put on the phones without any training or direction.