Melissa Rich - Rich Enterprises Inc » scripting

Marketing funnels

Tracy — Thu, 22 Sep 2011 12:29:48 +0000

What is a marketing funnel? A marketing funnel is simply taking a piece of paper and drawing an old fashion funnel. In this funnel you are going to list products and services or current offerings and the benefits to prospects. Some companies use the marketing funnel to fill in gaps in their products or services offered or add to their current offerings. By using the “old piece of paper” method, you are listing in black in white the key talking points to any conversation or sales process.

Rich Enterprises does not use the marketing funnel but uses a program outline for our marketing program. In our program outline, we provide customized details for every company. In the program outline, we provide demographics, an overview of the lead generation or appointment setting program, sample scripting and sample objections/rebuttals that might be encountered during a marketing call.

Determine your process for executing sales to include a marketing funnel, a cold calling marketing program or a sales program that includes a program outline with Rich Enterprises-contact us to get started on your next marketing program (620) 443-5247.

Voice mails often yield delayed results

melissa — Thu, 24 Feb 2011 13:13:27 +0000

With most of our telemarketing and outbound calling programs, we will leave a voice mail for our prospects if we are not successful in reaching that person. Often, we find that our voice mail messages serve two purposes:

Voice mail message can be used to introduce your company name and offering. During subsequent rounds of calling, the prospects are more likely to recognize the name of the company and much more receptive to receiving that call.

Voice mail message are often stored for later use – even though the prospect does not immediately respond. For example, we left a message on behalf of our HVAC client a few weeks ago. That same prospect returned our call today and was ready to talk further.

In developing any outbound script or program, you must consider how voice mail can yield positive results and should strive to create a voice mail script that is short, but yet highly effective.

Renewing sales presentations

melissa — Tue, 21 Dec 2010 16:18:12 +0000

If you are not having the success rates that you would like, you may want to renew and review your sales presentation. Review your original cold calling script and compare that to your current telemarketing presentation. We often find that subtle changes over time can erode your inside sales success and diminish the effectiveness of your approach. By comparing your current cold calling presentation with your prior scripting, you will be able to determine which modifications were effective and which modifications were not effective.

Quick scripting tips for cold calling

melissa — Fri, 03 Apr 2009 14:06:44 +0000

After developing cold calling scripts for nearly ten years, I have a few quick tips to offer:

Short and concise – Typically, you have a very brief time window (15-20 seconds) to encourage your prospect to learn more. Your only goal in the opening conversation is to peak their interest and you cannot cram every bit of detail into that time window. Initial scripting (or the opening paragraph) should be short and concise.
Focus on their needs and key benefits – Let them know just how you can help them and their business. For example, quickly state that your offering can save them up to XX%, increase employee efficiency, reduce specific costs, or better their overall operation, but save the long winded details for later. Of course, you should be ready to discuss specific benefits if the conversation leads that direction.
Reflect your goals – Your goal could be to set an appointment (via phone or in person), encourage them to visit your site, obtain their email address so you can provide them with more information, or to further qualify them. Make certain that your scripting focuses on your true goal.

Developing scripting can be a refined art that requires experience with cold calling/telemarketing - as well as a strong understanding of key benefits and the industry. Consult with your team members, learn from outside experts, and use your experiences with the company and industry to develop strong scripting.