Most of you know that I am not a big proponent of cold calling scripts, however I decided that for the purpose of this column to introduce some basic principals for creating a good phone presentation.
Scriptwriting is a lot like writing a letter. There are three parts. The greeting, the body or purpose of the call, and the close. The rule of thumb with scriptwriting is that a script should be a guide and not a bible. The same way that each letter is different, each presentation should be as well. So here are some tips for creating a presentation that is all your own and works.
The key to a good presentation is that it should actually sound as if you are having a conversation with a person and not reading from the script (remember script not bible). The greeting should be short and sweet and to the point. It should state who you are and who you would like to speak with. Here’s an example:
“Hello this is_______ calling for__________________________________
___________and I’d like to speak with the person who handling the
insurance for the company”(who). Be sure that you understand who you want to speak with(the decision maker). If you’re not sure of his/her name or title ask for the person who handles that particular department or function for the company. And again be sure to get to the right person so that you don’t waste your time talking with someone with no authority.
Here is where you really get to show what you’re made of. This is the part where you tell the prospect what you want (the purpose) and how you can help them. You must keep the conversation, short sweet and to the point.
“Hello I was told that you are the person who is handling the insurance for the company. Is that correct ?(always be sure you are talking to the right person)
This is _________________________________your name_________
calling for______________ your company____ and we´re an insurance brokerage firm specializing in workers comp and general liability. I was wondering if you were accepting proposals for the worker’s comp/liability insurance for this year (purpose) ?
The body need not be more complicated than that. Simply state why you’re calling and if you’re not sure how to proceed then always ask probing questions
For more on probing questions see my column on probing questions..
This is an except from my book”Telemarketing Success for Small and Mid-sized Firms” available at http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872
Next column: Part two
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at email@example.com or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at firstname.lastname@example.org