Knowing how to write a telemarketing script is super important if your company employs this sales tactic. A telephone conversation is very powerful when it comes to convincing customers , which is why many businesses today continue to use this medium to contact users and sell to them.
This is because even with the advancement and appearance of new technologies, human interaction is still needed to build relationships and close sales . And, especially in these times, in which the human contact that is sought is achieved through a telephone conversation. Since, it gives you that close touch.
For this reason, it is recommended that you have a telephone sales script that guides the operator when making a call with the aim of selling. For this reason, in this article we will learn how to write a telemarketing script . Also, you can review what other points will be addressed in this article.
- 1) What is telemarketing?
- 2) How to write a telemarketing script?
- 2.1) Collect the information
- 2.2) Establish the structure
- 2.3) Adapt the vocabulary
- 2.4) Read and reduce
- 2.5) Highlight the most significant
- 3) Advantages and disadvantages of telemarketing
- 3.1) Advantages of telemarketing
- 3.2) Disadvantages of telemarketing
- 4) Conclusions
What is telemarketing?
Let’s start with the general: Telemarketing is a process through which a company will seek to sell its products or services through a telephone contact. In other words, it can be defined as a sales technique in which the telephone will become the main tool.
While telemarketing is about making calls to customers to sell to them, you can’t call just anyone at random. A previous investigation must be carried out on the information of the clients to recognize if they meet the consumer profile that the company is looking for.
In fact, in a telemarketing operation, users have previously left their data for an operator to contact them . This is mostly achieved through a form on a website, or in other ways like click-to-call buttons, prospecting chatbots, etc.
Also, we must be aware that today the priority for any business is the customer. Then, you must know what their needs, tastes or aspirations are. All this, in order to adapt the message of a product or service to the consumer’s profile . Which is more effective.
Likewise, every time you apply telemarketing, you are also building a new opportunity to improve the relationship you have with the client and guarantee future sales. And, as you may know, if done correctly, telemarketing can be very successful and create high user satisfaction and loyalty .
How to write a telemarketing script?
As we already know some of the telemarketing problems can be solved with a telemarketing script . Therefore, in this section of the article we will learn how to write a telemarketing script for sales .
Collect the information
The first step to start making your telemarketing script is to collect as much information as possible about the company:
- The products or services.
- The politics.
- The target audience, etc.
All this to have quick access to the data and facilitate the choice of the relevant information that will be used in the construction of the script.
Also, even if you don’t get to put all the information collected in the telemarketing script, you can order it and provide it to all your agents . Since, there will always be questions that we will not have contemplated in the speech and the operators must have the necessary resources to answer them with satisfaction.
set the structure
This step may seem obvious to you, but believe it or not, some companies forget to provide structure to their telemarketing script and this is crucial, as it will be the one that will guide the call. The guideline is super simple and is the one that most businesses use and this is the sequence:
- Greeting: This can be a general greeting or something more personalized involving the customer’s name.
- Presentation: Identify yourself with the client with your name and that of your company, also try to mention some interesting fact that captures the client’s attention.
- Sale: In the sales process, all the information related to the products or services that we want the customer to know must be included.
- Objections: There will always be objections for different reasons, therefore, the possible solutions for each of them must be considered.
- Closing: In this part, the final confirmation of the sale and the farewell that will be given to the client should be considered.
Adapt the vocabulary
Many times, sales are not achieved because customers do not fully understand what the functions of a product or service are . This happens because the terms used by the operator when talking to customers can be very technical or unusual, which ends up confusing the user more.
That is why, when putting together your telemarketing script, it is important that you adapt the vocabulary that you are going to use. You must identify all the words and concepts that can confuse the client and change them to their definition or a synonym that is more common and more understandable.
read and reduce
When we write we tend not to take into consideration the time it would take us to say all the writing, so we prepare too much. The same thing happens when we make our telemarketing script, so at the end we must reread everything and eliminate the parts that are not important or which we can do without.
A tip for this is to read aloud and, at the same time, use the stopwatch to count how long it takes us to say what we put in the telemarketing script. You can even imagine possible times and set a timer. That way, you’ll know how stripped down your script should be.
Highlight the most significant
After we have written our entire sales telemarketing script and have eliminated the unnecessary parts, we are going to choose and highlight the most important information from the entire script . It should be specifically those data that customers should listen to yes or yes, because they are the most outstanding of everything you will talk about.
Also, when choosing this data you should consider whether it is decisive enough for the customer to make the purchase . If so, you should highlight them and make sure to mention them once you are on the call, this is super important because if you forget to say them, it will be useless if you have chosen them previously.
If you follow these 5 steps , it is more than certain that you will be able to develop your telemarketing script for successful sales . That way, you will get the attention and understanding of any customer to close a purchase.
Advantages and disadvantages of telemarketing
Although telemarketing is a tool that works, when applying it we must bear in mind that it has strong points that can be used very well. But, also with some weak points that require reinforcement. Therefore, next, we will see what these advantages and disadvantages are.
Advantages of telemarketing
more direct contact
Interacting with customers through a phone call makes communication feel closer and closer. In addition, the fact of talking with the client gives them confidence and peace of mind , because they know that they are having a real dialogue with a real person.
A great advantage of telemarketing is that it allows agents to communicate with customers from anywhere . Therefore, they can do remote work if they wish. Likewise, due to the format by which the communication is carried out, the agents will be able to quickly adapt to the clients.
With telemarketing, apart from generating sales, you can also raise the level of customer service provided.
Telemarketing provides the ability to contact customers very quickly and, at the same time, allows you to create a connection or a relationship in less time . Because, phone calls are quite effective in building trust, which allows you to quickly create bonds.
There is no better way to get accurate information from customers than by talking to them, which is why telemarketing for sales is super beneficial. Because, through the call you can obtain the necessary data that you will use to achieve the sale .
Due to technological advances, current telemarketing has the possibility of reaching a large number of people through automated processes , which provides a high level of efficiency. In addition, thanks to these updates, the percentage of people who answer the call is higher.
Another great benefit of telemarketing for companies is that it is adjustable, that is, more calls or fewer calls can be made in the day depending on what the business requires. That way, the daily call goal can be reached without agents spending unnecessary effort .
With telemarketing, apart from generating sales, you can also raise the level of customer service provided. Since direct and close contact is maintained, the user will feel that the care provided is good and that the company actually cares about them, you can even build loyalty.
Disadvantages of telemarketing
Despite the fact that in the advantages of telemarketing for sales we mention that calls are a great way to build trust, we must bear in mind that they can also cause the opposite. Because people tend to distrust distance selling, because they are not doing it in person .
A very recurring problem when telemarketing is used for sales is that customers are contacted at times that are not very convenient for them and that makes them uncomfortable . However, to prevent this from happening, software with machine learning can be used to call users at the best time.
Telemarketing for sales can generate inconvenience among users, since sometimes what is done is to call them repeatedly and that bothers them a lot. But, this can be corrected with better management and implementation of technologies that help us with the execution of calls.
Another disadvantage that telemarketing for sales can have is that customers, even before hearing the agent’s proposal, hang up the call . Or, the user interrupts the conversation and cuts off the communication. However, this can be improved with a good sales script that captures the customer’s interest from the beginning .
When agents are not sufficiently prepared, there can be great consequences for the company, we are talking about lost sales, poor perception of the business and negative reactions from customers. All of that leads to a bad business reputation, but it can be fixed by better training your agents .
Telemarketing calls for sales can have certain limitations in relation to time, since users do not always have the possibility of spending a lot of time on a telephone conversation. Therefore, it is necessary for agents to know how to take advantage of those few minutes that are given to them.
Telemarketing is a process through which a company seeks to sell its products or services through a telephone contact. Therefore, telemarketing will revolve around the phone, specifically calls. Due to this, technologies and strategies are constantly updated and renewed in order to carry out this work as best as possible.
For this reason, telemarketing is a tool that works well when it comes to selling, however, we must bear in mind that it has strong points that can be used very well. But, at the same time, it also has some weak points that require reinforcement.
And to be able to make a successful telemarketing script for sales, you must first collect the information. Then establish the structure, adapt the vocabulary, read and reduce the information . And, finally, highlight the most significant to capture the attention of customers.
I want to tell you with my last breath that I want to close this sale! So that your agents do not run out of breath from so much talking, create a sales telemarketing script that guides them when talking to customers.