| 8 Great Reasons Why A Script is Important |
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I have personally made thousands of telemarketing calls and have trained hundreds of people all over the world and the one thing I insist on is the use of a script. When an actor is given a script they learn that script word for word. Once they’ve learnt the words and they have confidence in what they are saying and the scenario in which they are saying it, they can then start to add their personality and change their tone and pitch of voice to emphasize certain key points or phrases. It’s exactly the same process for telemarketing. But beware; if a script is used in the wrong way it can make you sound very inexperienced and rigid and you’ll be unable to build rapport with the prospective client. There’s nothing worse than a telemarketer reading a script word for word – that’s not what I’m suggesting. It’s essential to intensively role play with the script before you start the telemarketing campaign. Once you’ve learnt the script you can add in your own personality to breathe more life into it, making edits to the script to ensure you sound confident from the very first call. A script is great for the following 8 reasons: 1. It gives the potential client clear commentary. A well written script will include open and closed questions strategically placed to get the answers you require: a strong opening statement, ways to overcome objections and trial closes. 2. It makes you as the telemarketer sound more professional because the scripts have been researched and well-written. 3. It ensures that the information being imparted is correct and accurate as it is approved by the client so they know exactly what is being said about them and their business. 4. It gives the information in a logical order – there’s no jumping around from one point to another or missing key information. Ever put the phone down and then realized you’d forgotten to ask a key piece of information? 5. It helps you as the telemarketer control the conversation even whey you’re asked a question – there’s no silence or rustling of paper while you find the answer – you have it all to hand. 6. It reduces ‘the umms and errs’ giving a natural flow to the presentation you are making over the telephone because you know what you’re going to say. A script gives you the confidence that you are in control of the conversation. This confidence comes through in your voice and therefore instills confidence in the potential client. If you do not sound confident, then you’ll sound weak and unsure and this is the image the potential client has of the products, which makes getting the sale a lot harder. 7. It eliminates mistakes. A good telemarketer will build rapport with the recipient talking about what’s of interest to them, but the script will always be nearby to help you know what stage of the presentation you are at. 8. It has a proven track record and can make the difference between getting a sale/appointment and not!              |
