Tips in Finding Assistance for Telecalling Campaign in Singapore

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Planning a perfect vacation is not solely finding a virgin island with a white sand beach in the Bahamas and staying in the comfiest bed of a 5-star hotel, but starts off with a checklist of stuff you need to take note of before, during and after vacation. Deciding where you want to go, booking a flight and hotel and finding the best restos are just part and parcel of the whole trip. Little things like double-checking plane tickets, passport and visa details and setting the proper expectation in the office before you leave may have to be necessarily considered before you pack your bags.

Setting a telecalling campaign would require you to find assistance from people and tools in order to cope with campaign requirements. Having a goal and employing staff to set appointments on your behalf is not enough to hit your targets for the business. You’ve got to have the right people in place and use the right tools. Here’s a simple checklist on finding assistance for telecalling campaign.

First…

Find A Telemarketing Team

Choose the one that has been in the business for at least 10 years and could provide collaterals to prove their services effectiveness. A referral from someone who has worked with a certain telemarketing provider may work well rather than those you just researched.

Second…

Look Closer On The Necessary Marketing Tools

This could possibly be provided by the telecalling company but you have to take a closer look on the the kind of tools and processes they use. Make sure that the tools are capable of the providing the needs of your campaign like email marketing, nurturing and smart calling. Check out 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

Third…

Set Call Metrics

Track call metrics or key performance indicators with your telecalling provider in order to gauge success. Getting many numbers of appointments in a day will not guarantee solid appointments but needs to be capped by quality in terms of speaking with the right prospects, uncovering business needs and gaining trust and commitment to ensure work quality.

Related: How Outsourced Appointment Setting Team help Accelerate Growth

Fourth…

Leverage On Multi-Channel Programs

Technology has taken its toll on business and you’d eat dust if you don’t keep up. People think, talk and move fast through all sorts of communication: web, mobile, email etc. These are intertwining communication avenues that most businesses utilize. Reach the right prospect and get your message to them at the right time via the different communication channels. Choose the one that could best connect and let you clearly communicate with target contacts.     

Related: The Increasing Importance of Multi-Channel Marketing in Asia

Lastly…  

Gather feedback on how the last campaign went. Seek suggestions from both your staff and the telecalling provider team to filter the most effective strategies that you may continue to use. Come up with action plans that focus more on process improvement and quality.

Find the best assistance for your telecalling campaign using the checklist above and get that “vacationing-in-Bahamas” feeling after your successful telecalling campaign.

Reference: www.activecampaign.com, www.sales-initiative.com, www.marketing-schools.org, www.idea2result.com

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

Gain New Market Opportunities in Singapore with Outsourced Telemarketing Service

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Gain New Market Opportunities in Singapore Through Outsourced Telemarketing Services

Been in the business for over 10 years? Can you still keep up with your competitors?

After 10 years of being in the business, I realized that the market is also changing. In order for my business to keep up with its competitors, I need to implement changes in strategy.

This year, I wanted to become aggressive in getting new customers for my business. After doing some research and planning, I decided to pursue my decision to consider outsourcing.

Let me tell you why…

I noticed that our sales are consistently dropping these past few months.  As a business owner, I can’t just sit and wait for my business to go down. In a corporate world where change is constant, every business should expand in order to improve their operations and compete in the market.

But why did I choose to outsource telemarketing?

To increase our sales, of course.

Here’s how we’ve increased our sales through outsourced telemarketing.

Meeting the team for the first time, lay out my plan, inform them our target market – who to look for, the type of industry that we are looking for, the size of the company, etc makes me feel nervous and excited at the same time.

There are a lot of things needed before we can officially start the campaign.

  • From their own database, they pulled out a list (based on my target market) for the sales rep to call and send it to me for approval. 

Related: Lead Generation Outsourcing Industry, What’s the Chance of Surviving?

  • They asked me to conduct product knowledge training for their team to understand and become familiar with my products and services.
  • They even drafted a script and send it to me so I can provide feedback and offer suggestions as well. Get your own script here!
  • Did some role play with the sales rep.

You may also want to read How to Work with Offshore Lead Generation Team.

Finally, my most awaited part. They started calling for my campaign.

The first 6 months, I’m very impressed with the result. I’m getting 12-15 appointments per week. The appointments are warm prospects who are interested to look and know more about my product. The appointments are good opportunities for us because my sales team managed to turn half of these appointments into customers.

However, on our 7th month of running the campaign, the leads that we’re getting started to drop. We’re only getting 5 appointments in a week. Again, I started to worry. Good thing is, this time I’m working with professional telemarketers. At the end of my campaign, they sent me a report and we found out that most of the companies within my target market are already saturated. We need to make another change in our strategy. This time, we’ve decided to expand my target market to reach out to a wider market.

Read on How does Multi National Company Expand their Business in Asia.

My business is located in Pulau Ujong, the largest and the most populated island in Singapore. We’ve decided to start expanding my target market – location and target contacts. Eventually, we’re not just targeting Singaporeans but looking for new customers in Malaysia and all across Asia Pacific.  

My decision to outsource telemarketing is the biggest and the smartest decision I’ve ever made. My goal for my business grew because of the new opportunities found with the help of my outsourced telemarketing team.

– Amanda Lee, Marketing Manager

 

This is one of the success stories of our clients in Asia Pacific, Read more successful lead generation campaigns here.

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

The Follow-up Strategies in Cold Calling to Counter the Five “NOs”

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The Follow-up Strategies in Cold Calling to Counter the Five "NOs"

“No”, “Not right now”, “Not yet”, “It’s not a priority”, “Maybe some other time”, “Just send me information for now”. These are the common responses I usually get from my prospects every time I make calls.

In order for me to think of a solution on how to handle these objections, I’ve identified the reasons behind.


The 5 main factors why prospects object


  • Need

They just don’t need it! It’s as simple as that. You have to accept the fact that not all people are in need of what you’re offering. The good news is, it might not be right now. But, these prospects might need your product or service in the future.

  • Price

Companies have allocated budget per department per year. The truth is, every department is not allowed to exceed their budget. You can’t do anything about it if they find your product and service expensive.

  • Feature

Every prospect is different. Which means, not all of them are in need of the same thing.

  • Time

I hear this all the time with my prospects. You have to take note that you’re calling them during office hours. If you are busy making calls and talking to your prospects on the phone, they are busy too with their responsibilities at work. So don’t feel bad if they try to dismiss the call right away. Know the perfect timing in calling your Singaporean prospects.

  • Sales rep

Prospects hate telemarketer. To them, time is valuable. Prospects would only allow you to interrupt them in what they’re doing if you have something to say that makes sense to them. 

My main goal whenever I make calls is to close the deal. However, I only want leads that I can find an opportunity. Someone who has issues and problems within their organization and they can find solutions from my product or service.


Here are my 5 follow up strategies on these 5 “NOs” from your prospects


#1) A “Not right now” from prospect because he doesn’t need it.

This is only temporary. Time will come that these prospects will encounter problems or issues within their organization and they can see the benefit they can get when they purchase your product. What to do?

Respect that they don’t need your product or service for now. Instead, offer information for future reference and ask for a timeframe,

“When is the best time for me to call you back and check if this is something you might be interested in?”  or “When do you plan to consider this kind of product or service?”

Call them back on the time that they are ready to discuss it.  

Related: How to Spot a “Requested More Information” in Every Sales Objection

#2) A “No” from prospects who think your product or service is too expensive.

Don’t regret it if prospects can’t afford your product or service. It only means one thing – they’re not the right prospect for you. Have confidence in your product or service. If you know you only provide quality products and services there’s no point of pushing through if they’re not willing to invest in your product or service.  What to do?

Focus on the benefits of your product and service and highlight the benefits that they can get from you – high-quality tools and services.

Related: How Much should Appointment Setting Services Cost?

3) An “It’s not a priority for now” from prospects who happen to be working on a different project at this time.

Ask your prospect, “What projects are they currently working on?”

For example, you are offering a disaster recovery solution and your prospect has recently added new employees and is currently working on purchasing new laptops.

Know every product or service that your company is offering. Even if you were asked to market a disaster recovery solution and encounter a prospect that is looking for a different product or service, you can definitely bring in new sales for the company if you push through with what your prospect needs as of the moment.

Related: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

4) A “Just send me information for now” from prospects who don’t have time to talk when you call.

Respect your prospect’s time and they are more likely to listen to you the next time you call. When you encounter prospects who say they’re busy or is in a hurry to end up a call, for reasons such as, he’s in the middle of something or is on his way to a meeting, never continue with your spiel. Instead, hurry and end the call.

However, before thanking the prospect and end the call, don’t hesitate to ask, “When is the best time for me to call back?”

This line allows you to call your prospect when he is available to listen to you.

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

5) A “Not interested” from prospects who encountered a disrespectful sales rep.

Sales rep usually get this kind of objection from prospects if; They talk too much.

Only provide information needed by your prospect. Less talk, less mistake. If you talk too much, he might end up asking questions you can’t answer. Get Started: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]

And when sales reps don’t ask questions properly.

When asking questions, remember the 4 Ws. What, Who, Where, When. For example;

  • “When is your next software evaluation?”
  • “Who’s the best person to speak with regarding your phone system?”
  • “When is the best time for me to callback?”
  • “What solution are you currently using?”

These questions allow your prospects to answer you directly and you’ll get what you’re aiming for. When your prospect asks a question, never disregard it and proceed with your spiel. Instead, address it right away. But what if you don’t know the answer to your prospect’s question?

Still, that doesn’t give you the right to disrespect your prospect. If you don’t know the answer, inform your prospect;

“I don’t have that information with me right now. What I can do is  I’ll look into it after this call and I’ll get back with you. When is the best time for me to call back to inform you about it?”

I understand you’re excited to tell your prospects about how good your products and services. However, in sales, the focus should be on the needs and wants of your prospect.

Don’t feel bad whenever you hear a word “No” from your prospects. Find out the reasons why and use the follow-up strategy mentioned above on how to nurture your prospects until such time that they are ready to purchase and do business with you.

 

 

Combine Effective Calling script and S.M.A.R.T Calling!

Learn how to get qualified telemarketing leads today!

Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring

Get Started: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]

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Get Started: Effective Telemarketing Scripts for All Industries [FREE TEMPLATES]

Korean and Taiwanese Drama, Local movies, TV series and game shows – all actors in the show need scripts to portray their roles well and be one with their characters. Same goes in telemarketing.

I’ve been a sales rep for more than 10 years. Whenever I do outbound calls, I use scripts as my guide to effectively deliver the message to my prospects. A structured call flow is important and scripts allow the sales reps (especially the inexperienced once) to say the right words and overcome objections.

There are 3 parts of the script.

Opening

It includes:

1.) Greeting

2.) Introduction

  • Introduce yourself
  • Introduce your company

3.) State the purpose of your call

Body

It includes:

  1. Pre-qualify your prospects (Ask qualifying questions)
  2. Present your product and services
  3. Probe (if necessary)
  4. Set the date of the appointment
  5. Verify/gather prospect’s contact information

Closing

It includes:

  1. Summary of the appointment date
  2. Closing spiel

Here are some proven Appointment Setting, Call-to-invite and Data profiling scripts that I use when making calls for the following industries.


IT Services


Appointment Setting Script

Company Name: XYZ Consulting

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: IT Manager, IT Director, CIO and CTO

Hi Andrew, good morning. My name is Amanda and I’m calling from XYZ Consulting.

We are an IT solutions provider. We provide computer support, network services, backup and disaster recovery, IT consulting, VoIP and phone solutions. I’d like to propose a quick conversation between you and one of our Executives to see how we can assist in reducing your operating costs.

Our colleagues would appreciate the opportunity to meet with you and discuss further this. Would you be free on (offer day, date and time of appointment)?

(If not, ask for prospect’s preferred date)

If I may ask, 

  1. How many computers do you have? (should be 10 and up)
  2. Who do you call whenever you have computer problems?
  3. What challenges are you currently facing with your existing setup?
  4. Is there any area where you wish think might need improvements on?

Note: Jot down the answers.

We will send you information as well as a calendar invite. May I have your email address, please?

(Gather/Verify complete name, Job title, phone number, direct line, mobile, company name, website  and fax number)

One of our executives will call you on (date of the appointment). Thank you so much for your time. Have a great day!

 

Call-to-Invite Script

Company Name: XYZ Consulting

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: IT Manager, IT Director, CIO and CTO

Hi Andrew, good morning. My name is Amanda and I’m calling from XYZ Consulting.

We are an IT consulting company and we will be doing one on one online conference for the whole month of August on how you can reduce your operating cost. I called because we would like to invite you or anyone from your team. Would you be available on be available on (offer day, date and time of the appointment).  

(If not, ask for prospect’s preferred date)

In order for us to prepare on what to discuss during the conference. I would like to ask,

  1. How many computers do you have? (should be 10 and up)
  2. Who do you call whenever you have computer problems?
  3. What challenges are you currently facing with your existing setup?
  4. Is there any area where you wish think might need improvements on?

Note: Jot down the answers.

We would like to send you information as well as email invite, may I please have your email address? 

(Gather/Verify complete name, Job title, phone number, direct line, mobile, company name, website  and fax number)

We will send you information as well as the calendar invite. Again, the online conference will be on (date of appointment). Thank you so much for your time. Have a great day!

 

Data Profiling Script

Company Name: XYZ Consulting

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: IT Manager, IT Director, CIO and CTO

Hi, good morning. This is Amanda with XYZ Consulting. Can you please transfer my call to your IT Manager?

(When asked about the purpose of the call)

We would like to send information to your IT manager about XYZ Consulting and how we can help reduce your operating cost. Can you transfer my call to him, please? Thank you.

(If not available, ask contact information of the IT Manager with the Receptionist)

Transferred to the IT Manager.

Hi, good morning. This is Amanda with XYZ Consulting. Am I speaking with the IT Manager?

(If yes, proceed)

Great! I’m with XYZ Consulting. We are an IT solutions and consulting company. I called because we would like to send information about our company and how we can help reduce your operating cost. May I please have your email address?

What’s your first and last name? So I can address the email properly.

What’s your specific job title for me to address you properly in the email?

Do you have a direct line or ext number?

Also, in order to know what information to send to you, if I may ask;

  1. How many computers do you have? (should be 10 and up)
  2. Who do you call whenever you have computer problems?
  3. What challenges are you currently facing with your existing setup?
  4. Is there any area where you wish think might need improvements on?

We will send the information to your email address. Thank you so much for your time. Have a great day!

 

 

Download our sample scripts with rebuttals for IT telemarketing campaignsample scripts with rebuttals for IT telemarketing campaign


Financial Services (Insurance, Securities, and Investment)


Appointment Setting

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: CFO, Credit Manager, Financial Controller, Owners, Finance Directors

Hi Andrew, good morning! This is Amanda with XYZ Company. I understand you are the best person to speak with regarding your working capital requirements accounts receivable?

(If no, ask)

Who’s the best person to speak with regarding your company’s working capital requirements accounts receivable?

(Take note of the information of the person in charge)

(If YES, proceed)

That’s great! You see, we’re a financial company and we specialize in trade finance for small to medium size businesses here in Singapore. We have helped companies improve their working capital position by providing early settlement of receivables enabling companies to generate cash quickly.

I’m calling to see if we could arrange a short meeting with our colleagues to discuss with you about this and how you could benefit from it?

(If YES, proceed)

Our colleagues would appreciate the opportunity of dropping by your office to discuss further your receivable financing. Would you be free on (offer day, date and time of appointment)?

(If not, ask for prospect’s preferred date)

If I may ask,

  1. Do you provide credit terms to your customers? If yes, how long does it take for you to get paid?
  2. Does the late payment of your receivables put a strain on your company’s finances?
  3. Is your growth hampered by your working capital requirements?

Note: Jot down the answers.

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

Thanks for your time. We’ll see you on (mention the date of appointment). Have a nice day!

 

Call-to-Invite Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: CFO, Credit Manager, Financial Controller, Owners, Finance Directors

Hi Andrew, good morning! This is Amanda with XYZ Company. I understand you are the best person to speak with regarding your working capital requirements accounts receivable?

(If no, ask)

Who’s the best person to speak with regarding your company’s working capital requirements accounts receivable?

(Take note of the information of the person in charge)

(If YES, proceed)

That’s great! You see, we’re a financial company and we specialize in trade finance for small to medium size businesses here in Singapore.

I called because we would like to invite you to our upcoming online conference about how to improve your working capital position by providing receivables financing to help your company generate cash quickly.

(If YES, proceed)

That’s great. Would you be free on (offer day, date and time of appointment)?

(If not, ask for prospect’s preferred date for a one on one presentation)

In order for us to prepare for the presentation, I’d like to know more about your company first.  If I may ask,

  1. Do you provide credit terms to your customers? If yes, how long does it take for you to get paid?
  2. Does the late payment of your receivables put a strain on your company’s finances?
  3. Is your growth hampered by your working capital requirements?

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

We will send you a calendar invite before the conference. Thank you for your time. Talk to you on (mention the date of appointment). Have a nice day!

 

Data Profiling Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: CFO, Credit Manager, Financial Controller, Owners, Finance Directors

Hi, good morning! This is Amanda with XYZ Company. I understand you are the best person to speak with regarding your working capital requirements accounts receivable?

(If no, ask)

Who’s the best person to speak with regarding your company’s working capital requirements accounts receivable?

(Take note of the information of the person in charge)

(If YES, proceed)

That’s great! You see, we’re a financial company and we specialize in trade finance for small to medium size businesses here in Singapore.

I called because we would like to send you information about how to help improve your working capital position by providing receivables financing for your company to generate cash quickly.

(If YES, proceed)

That’s great.

May I have your email address, please?

What’s your first and last name? So I can address the email properly.

What’s your specific job title for me to address you properly in the email?

Do you have a direct line or ext number?

In order for us to know what information to send you, I’d like to ask, (take note of the answer)

  1. Do you provide credit terms to your customers? If yes, how long does it take for you to get paid?
  2. Does the late payment of your receivables put a strain on your company’s finances?
  3. Is your growth hampered by your working capital requirements?

We will send you information. Thank you for your time. Have a nice day!

Download our sample scripts with rebuttals for financial telemarketing campaignsample scripts with rebuttals for financial telemarketing campaign


Advertising Services


Appointment Setting Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: Marketing/Branding Head, Marketing Manager, Marketing Director, CMO

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Company. I understand you are the best person to speak with about branding and marketing strategy?

If yes, proceed.

I was hoping that you might have heard of our company before?

We are a global brand consultancy and we help companies create, grow and disrupt markets by integrating research, brand strategy, creative and digital. We have worked with companies such as Airbnb, Unilever, Alibaba Group, etc.

If I may ask,

  1. Do you know if your digital marketing is working or not?
  2. Do you have difficulties in measuring the effectiveness of your digital marketing?
  3. Do you think your brand needs a boost in one of your markets but don’t know where the issue is or how to go about improving it?

My Director would appreciate an opportunity for a brief meeting with you for a further discussion about our branding solution and how we can help improve your branding and marketing scheme. 

Would you be available on (day, date and time of appointment)?

(If not, ask for prospect’s preferred date for a one on one presentation)

(If yes, proceed)

We would like to send information about our company, may I have your email address, please?

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

Please mark your calendar for our Director to visit you on (date of the appointment). Thank you for your time. Have a nice day!

 

Call-to-Invite Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: Marketing/Branding Head, Marketing Manager, Marketing Director, CMO

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Company, an advertising agency. I called because we would like to invite you to a free online conference about branding strategy that we will be hosting on July 27, 2017. We have 1 in the morning at 9AM and another 1 at 2PM. Would you be available?

(If yes, proceed)

Great! What time would you prefer? In the morning or in the afternoon? (Take note)

We will be sending you a calendar invite, may I have your email address, please?

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

Again, the online conference will be on July 27at 9AM. We will send you a calendar with the login details. Thank you so much for your time. Have a great day!

 

Data Profiling Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: Marketing/Branding Head, Marketing Manager, Marketing Director, CMO

Hi, good morning! This is Amanda with XYZ Company. I’d like to speak with your Marketing Manager, please.

What is this regarding?

I’m calling about your branding and marketing strategy, is he available right now? Can you transfer my call please? Thank you.

With the Marketing Manager.

Hi Andrew, good morning. This is Amanda with XYZ Company. We are an advertising agency and we would like to send information to your email on how you can improve your digital and branding strategy. May I have your email address please? (Take note)

What’s your first and last name? So I can address the email properly.

What’s your specific job title for me to address you properly in the email?

Do you have a direct line or ext number?

By the way, if I may ask;

  1. Do you know if your digital marketing is working or not?
  2. Do you have difficulties in measuring the effectiveness of your digital marketing?
  3. Do you think your brand needs a boost in one of your markets but don’t know where the issue is or how to go about improving it?

We will send you information. Thank you so much for your time. Have a great day.

Download our special sample scripts with rebuttals for advertising calling campaignsample scripts with rebuttals for advertising telemarketing campaign


Business Consulting Services (Strategic and Planning)


Appointment Setting Script

Company Name: ABC Company

Location: Raffles Quay, Singapore

Website: www.abcsolutions.com.sg

Phone Number: 1234567890

Target Contacts: Owner, President, CEO

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of ABC Company. I was hoping that you might have heard of our company before?

We are a global business consultancy and we offer free assessment for every startup companies. We have worked with different companies all over Singapore (you can mentioned some of your clients here) take better actions, make better decisions and produce greater outcome with less time and effort for our clients. Would you like to have a free assessment of your company?

(If yes, proceed)

Great! If I may ask,

What problems and challenges are you experiencing right now within your organization?

One of our consultants would appreciate an opportunity for a brief meeting to discuss how we can help your company solve these issues.

Would you be available on (day, date and time of appointment)?

(If not, ask for prospect’s preferred date for a one on one presentation)

(If yes, proceed)

We would like to send information about our company, may I have your email address, please?

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

Please mark your calendar for our Consultant to visit you on (date of the appointment). Thank you for your time. Have a nice day!

 

Call-to-Invite Script

Company Name: ABC Company

Location: Raffles Quay, Singapore

Website: www.abcsolutions.com.sg

Phone Number: 1234567890

Target Contacts: Owner, President, CEO

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of ABC Company. I was hoping that you might have heard of our company before?

We are a global business consultancy. We have worked with different companies all over Singapore (you can mentioned some of your clients here) take better actions, make better decisions and produce greater outcome with less time and effort for our clients. I called because we will be hosting a free online conference on how we can help your company grow and solve any challenges and issues that you might have within your organization. Would you be available on (day, date and time of appointment)

(If not, ask for prospect’s preferred date for a one on one presentation)

(If yes, proceed)

In order for us to know your company better and provide better solutions, I’d like to ask;

What problems and challenges are you experiencing right now within your organization? 

We would like to send you information together with a calendar invite, may I have your email address, please?

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

Again, the online conference will be on (date of the appointment). Thank you for your time. Have a nice day!

 

Data Profiling Script

Company Name: ABC Company

Location: Raffles Quay, Singapore

Website: www.abcsolutions.com.sg

Phone Number: 1234567890

Target Contacts: Owner, President, CEO

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of ABC Company. I was wondering if you’ve heard of our company before?

We are a global business consultancy. We have worked with different companies all over Singapore (you can mention some of your clients here) take better actions, make better decisions and produce a greater outcome with less time and effort for our clients. I called because we will like to send information about our company and the services that we offer.

  1. May I have your email address, please? (Take note)
  2. What’s your first and last name? So I can address the email properly.
  3. What’s your specific job title for me to address you properly in the email?
  4. Do you have a direct line or ext number?

In order for me to send the right information to send you, I’d like to ask;

What problems and challenges are you experiencing right now within your organization?

We will send you the information. Thank you for your time. Have a nice day!

Download our sample scripts with rebuttals for consulting telemarketing campaignsample scripts with rebuttals for consulting telemarketing campaign


Software Services


Appointment Setting Script

Company Name: ABC Solutions

Location: Raffles Quay, Singapore

Website: www.abcsolutions.com.sg

Phone Number: 1234567890

Target Contacts: IT Manager, IT Director, Financial Manager/Director, Accounting Manager

Hi Andrew, good morning! This is Amanda with ABC Solutions. I understand you are the best person to speak with regarding your accounting?

(If no, ask)

Who’s the best person to speak with regarding your accounting software? (Take note of the information of the person in charge)

(If yes, proceed.)

That’s great! We are currently running a free upgrade for Quickbooks. Are you currently using Quickbooks?

IF THEY’RE USING QUICKBOOKS:

  • What year and version are you currently using?
  • Also, does your company also accept credit cards? (Take note of response)

IF NOT USING QUICKBOOKS:

What accounting or ERP software are you currently using? (Take note. Thank the person and end the call)

I’m calling to see if we could arrange a short meeting with our colleagues to run the free upgrade for your Quickbooks.

(If YES, proceed)

Our colleagues would appreciate the opportunity of dropping by your office to do this. Would you be free on (offer day, date and time of appointment)?

(If not, ask for prospect’s preferred date)

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Email address, Contact Number, Direct Line or Mobile Number)

Thanks for your time. We’ll see you on (mention the date of appointment). Have a nice day!

 

Call-to-Invite Script

Company Name: ABC Solutions

Location: Raffles Quay, Singapore

Website: www.abcsolutions.com.sg

Phone Number: 1234567890

Target Contacts: IT Manager, IT Director, Financial Manager/Director, Accounting Manager

Hi Andrew, good morning! This is Amanda with ABC Solutions. I understand you are the best person to speak with regarding your accounting?

(If no, ask)

Who’s the best person to speak with regarding your accounting software? (Take note of the information of the person in charge)

(If yes, proceed.)

That’s great! We are currently running a free upgrade for Quickbooks. Are you currently using Quickbooks?

IF THEY’RE USING QUICKBOOKS:

  • What year and version are you currently using?
  • Also, does your company also accept credit cards? (Take note of response)

IF NOT USING QUICKBOOKS:

What accounting or ERP software are you currently using? (Take note. Thank the person and end the call)

I’m calling to invite you for a one on one online conference on how to run a free upgrade for your Quickbooks.

(If YES, proceed)

Would you be free on (offer day, date and time of appointment)?

(If not, ask for prospect’s preferred date)

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Email address, Contact Number, Direct Line or Mobile Number)

We will send you a calendar invite before the conference. Thank you for your time. Talk to you on (mention the date of appointment). Have a nice day!

 

Data Profiling Script

Company Name: ABC Solutions

Location: Raffles Quay, Singapore

Website: www.abcsolutions.com.sg

Phone Number: 1234567890

Target Contacts: IT Manager, IT Director, Financial Manager/Director, Accounting Manager

With the Receptionist:

Hi, good morning. This is Amanda from ABC Solutions. I’d like to speak with your IT Manager, please.

IF NOT AVAILABLE: Who’s the best person to speak with regarding your accounting? (take note)

NO ONE IS AVAILABLE: That’s okay. When is the best time for me to callback for your IT Manager? (Take note)

With the Target Contact:

Hi, good morning. This is Amanda from ABC Solutions. Am I speaking with the IT Manager?

(If yes, proceed)

Great! We are currently running a free upgrade for Quickbooks. Are you currently using Quickbooks?

IF THEY’RE USING QUICKBOOKS:

  • What year and version are you currently using?
  • Also, does your company also accept credit cards? (Take note of response)

IF NOT USING QUICKBOOKS:

What accounting or ERP software are you currently using? (Take note. Thank the person and end the call)

We would like to send the details to your email, may I have your email address, please?

What’s your first and last name? So we can address the email properly?

What’s your specific job title for me to address you properly in the email?

Do you have a direct line or ext number?

We will send you the information. Thank you for your time and have a great day.

Download our sample scripts with rebuttals for software telemarketing campaignsample scripts with rebuttals for software telemarketing campaign


Medical Industry


Appointment Setting Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: Neurologist (Doctors/ Consultants/ Neuro Nurses)

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Company.

We are a group of professionals and researchers who developed an advanced neurological disorder assessment tool, specifically for dementia. I understand you are the best person to speak with about this?

If yes, proceed. (If no, look for the best person to speak with)

Great! We have been in service for more than a decade now. Our memory assessment software is used by many clinicians to test and analyze a dementia patient’s memory. It also provides recommendation and further medical steps to take based on results.

If I may ask,

Are you currently using any neuro-assessment tool?

Great! My Director would appreciate an opportunity for a brief meeting with you for a further discussion about our neuro-assessment software and how we can help you with you assessing your patients.

Would you be available on (day, date and time of appointment) (If not, ask for prospect’s preferred date for a one on one presentation)

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

Please mark your calendar for our Director to visit you on (date of the appointment). Thank you for your time. Have a nice day!

 

Call-to-Invite Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: Neurologist (Doctors/ Consultants/ Neuro Nurses)

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Company. We are a group of professionals and researchers who developed an advanced neurological disorder assessment tool, specifically for dementia. I called because we’ve currently updated our memory assessment software . Would you be available on (Day and Date of appointment)? (If not, ask for prospect’s preferred date for a one on one presentation)

(If yes, proceed)

Great! We will be sending you a calendar invite, may I have your email address, please?

(Verify/gather all contact details: Contact Person’s Name, Job Title, Company Address, Contact Number, Direct Line or Mobile Number)

Again, the online conference will be on (Day, date and time of appointment). We will send you a calendar with the login details. Thank you so much for your time. Have a great day!

 

Data Profiling Script

Company Name: XYZ Company

Location: Raffles Quay, Singapore

Website: www.xyzcompany.com.sg

Phone Number: 1234567890

Target Contacts: Neurologist (Doctors/ Consultants/ Neuro Nurses)

Hi, good morning! This is Amanda with XYZ Company. I’d like to speak with the Neurologist, please.

With the Marketing Manager.

Hi Andrew, good morning. This is Amanda with XYZ Company. We are a group of professionals and researchers who developed an advanced neurological disorder assessment tool, specifically for dementia.

We would like to send information to your email on how we can help you improve on how you assess your patients. May I have your email address, please? (Take note)

What’s your first and last name? So I can address the email properly.

What’s your specific job title for me to address you properly in the email?

Do you have a direct line or ext number?

By the way, if I may ask;

  • Are you currently using a neuro-assessment tool?
  • How long have you been using it?
  • How is it working for you so far?
  • Do you have any issues or problems with it?

(Take note of the answers)

That would be all. We will send you information. Thank you so much for your time. Have a great day.

Download our sample scripts with rebuttals for medical telemarketing campaignsample scripts with rebuttals for medical telemarketing campaign

 

Not all scripts are the same. But if you are having a hard time creating one for your team, you can use these scripts to help your sales rep start making great telemarketing calls.

 

 

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Turn Your Sales Coaching Challenge into a High Performing Machine [INFOGRAPHIC]

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What is Sales Coaching?

It is a process to help sales reps develop their sales skills and deliver satisfying results. Coaching identifies the strengths and weaknesses of each member. Focus on individual strength in helping them improve their ability and skills, set goals, take actions and get better every day.

2 Ways of Coaching

  1. Individual – one on one coaching between the Sales Manager and the sales rep
  2. Group – the whole team will listen and evaluate the call

Related: How to Work with Offshore Lead Generation Team

Purpose of Sales Coaching

  • Develop team’s sales skills and motivates them
  • Make your team become more effective in achieving their goals.
  • Create high performing team members
  • Help team adapts to new B2B trends.
  • Build relationship and trust between Sales Leaders and all the members of the team

Related: The 10 Genius and Creative Ideas to Increase your Sales

Turn Your Sales Coaching Challenge into a High Performing Machine

Sales Coaching Challenges

Problem # 1: Not enough time to coach

Managing a sales team is the most challenging responsibility of a sales manager. However, because of their busy time, they put coaching at the last of their priority.

TIP: Spend more time coaching and developing your sales team to sell more and solve problems on their own. As a result, coaching will free up some your time.

Related: Increase your Close Ratio with these Sales Techniques

Problem # 2: Sales Leaders don’t know how to coach

Most of the time, good sales reps are promoted as Sales leaders. However, not all people that are good in sales have the right skills to become a better coach.

TIP: Sales Coaching is a skill that can be learned, acquired and develop in time. Practice your skills by spending more time on coaching your sales reps and develop an effective sales team.  

Related: Rebound After a Horrible Sales Call [Video]

Problem # 3: Sales Managers don’t have enough skills to coach different types of sales reps

There are different types of salespeople – the newbie, the intermediate and the expert. As a sales manager, you only have one goal, to help your team become more effective in sales and deliver results.

TIP: Listen to their calls and make a list of all the things you see they could improve. However, don’t neglect their strengths, it’s one way of motivating them to know that they did something good.

 

 

Learn more sales and marketing tips to generate more revenue!

Get in touch with our Marketing Consultant or Dial +65 3159.1112

 

 

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New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Telemarketing Scripts That Will Get You Singapore Leads

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Telemarketing Scripts That Will Get You Singapore Leads

What makes a movie script get spotlighted as best screenplay by award-giving bodies?

A script that presents a story that can move an audience to a certain emotional aspect, with scenes and characters that stimulate imagination, which translate into verbal or gestured reaction.

That’s how a Cold Calling Script should be.

When writing a campaign script, one has to take note of the campaign’s main objective. Whether you are to gather factual information for a lead generation campaign,  to book a prospect for an appointment setting campaign, or register attendees for an upcoming event, your script must contain keywords and substantial ideas that would stir up the prospect’s interest, otherwise you’ll be putting all call efforts into waste.

 

KEYWORDS

Use words and phrases that will empower your script upon the prospect with trust and confidence:

  • Power words to express courtesy like “Please”, “Thank you”, “That’s good to know”
  • Terms from which industry your service/product belongs. If you are calling on behalf of a financial institution, choose words that are familiar to the prospect like loans, security & interest rate, annual turnover, etc.
  • Assuring words or phrases like”sure”,  “no worries”, “you are right”, can boost the prospect’s morale and would feel that his opinions and ideas are accepted.

Related: Use These Phrases to Impress Singaporean Prospects When Calling

SUBSTANTIAL IDEAS

Meaty and persuasive. Your script must contain all the important information regarding your offering and how beneficial it would be for the prospect.

  • The branding carries your company’s identity which is your ticket to ride through the call
  • The purpose of the call is the key to grab the prospect’s attention. “I’m calling about  a new software that could lessen manpower but multiply production at a lower cost” – position a benefit so that you could get hold of the prospect’s interest to discuss further.
  • Be keen to mention exact and correct details like a person’s name, company names and  addresses, email information, phone numbers, rates and figures, date and time, product and service.

Campaign scripts differ.

Each campaign script is written based on the campaign type and its objective. The basic components may differ in formats depending on the person you speak with and campaign type.

Script Formats According to Person You Speak

  1. With the Gatekeeper/Operator
  2. With the Prospect/Decision Maker

Format #1: For The Gatekeeper/Operator

  • greeting
  • introduction
  • branding
  • purpose
  • contact information gathering
  • closing

Sample Cold Calling Script

 

Format #2: For the Prospect/Decision Maker

  • greeting
  • introduction
  • branding
  • purpose of the call
  • qualifying/probing questions
  • setting up of appointment/meeting
  • contact information gathering
  • closing

Sample Cold Calling Script

 

Script Formats According to Campaign Type

Scripts are customized depending on the campaign’s requirement or need and the essential components may vary or interchange in the order, for each campaign type. Below are sample telemarketing scripts from different types of campaign:

Lead Generation Campaign

A simple lead generation campaign may require just a few important information from the prospect and often would not have probing questions in terms of budget and need. Most of this type is purposed to send whitepaper, conduct a survey, or profile contacts.

Sample Cold Calling ScriptCheck it out! Bring in Huge Numbers of Potential Singaporean IT Clients in The Year of the Rooster

 

Appointment Setting Campaign

An appointment setting campaign’s objective is to activate the prospect’s interest to know more about the product or service, and agree for an office or phone meeting for a more detailed discussion. Criteria is set to qualify the prospect’s interest by asking probing questions.

This type of campaign script contain assumptive clauses with possible rebuttals.

Budget, need and timeframe are most common qualifiers.

Sample Cold Calling Script

Related: How Prospects Really Want You to Follow Up

 

Call-to-Invite Campaign

A call-to-Invite campaign script aims to gather attendees for an event. Event details, registration links and process are emphasized in the script. Get to know more about our events telemarketing services.

Sample Cold Calling Script

A campaign script serves as a guideline in order for the agent to deliver the spiel smoothly and confidently. It may be most of the time very technical, but telemarketers have to be innovative and creative in delivering the details based on the script, to keep a professionally trusting composure.

Takeaway: A cold-calling script must clearly and effectively describe who you are, your company, the product you offer and how it will benefit the prospect and his business. Keywords and ideas should be highlighted, that would leave the essentials in the prospect’s subconscious, translating their desire and interest into verbal or gestured reaction.

That’s how a cold-calling script gets spotlighted.

 

Originally appeared at Callboxinc.com 

 

 

A WINNING SCRIPT and S.M.A.R.T Calling strategy is surely the BEST combo!

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Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

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Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.

In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.

Goal

During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.

Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.

Thus, the  “5 to 5 Rule” was created.

Related: Use These Phrases to Impress Singaporean Prospects When Calling

Process

The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:

Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.

Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.

Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.

 

Real-time Monitoring Chance Rate at Second Intervals

5 seconds Rule of Calling Inbound Leads

Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton

 

Conversion Chance Rate by Minute Intervals

Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)


The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!


Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team. This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only. Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.

Related: Keeping Sales Leads Through Stellar Customer Experience

Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.

Even David Dodd of  Customerthink.com pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’


Here’s How to Reach Prospects in Asia with Less Effort and 3x Results Watch Full Video Here


Results

The team saw a spike in Leads, Proposal Rates and Closes.

Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.

Callbox 2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.

Originally posted at Callboxinc.com

 

 

Bring in Huge Numbers of  Sales Closes in your Business in Singapore,

Learn more about our lead generation services in Singapore!

Dial +65 6248.5023 or +65 3159.1112

 

 

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New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

Use These Phrases to Impress Singaporean Prospects When Calling

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Use These Phrases to Impress Singaporean Prospects When Calling

“How will I impress my prospects today?”

That’s a question every salesperson ask everyday. Sales professionals must make good impression in order to close a lead. And the first 30 seconds of their call is the most crucial because this is the part where they get the prospect’s attention and have them listen to what they’re about to offer.

The key to getting your prospect’s attention is, preparation. Many salesperson were unsuccessful because they’re not sure of what to say. To help you organize your pitch, prepare different rebuttals and address your prospects properly, I’ve divided your possible answers into 4 parts.

Problem statement.

This statement usually starts with, “I understand” or “I believe”

Example:

“I believe your company is in the market for a new accounting software to automate your accounting and bookkeeping.”

“I understand you’re looking for a credit card processing solution for your business.”

Proposed solution.

This statement reassures your prospect that you have they’re looking for.

Example:

“We can help you with that. You see, we offer software that can help you automate your accounting and bookkeeping.”

Related: Pissed-off Prospects in Telemarketing? Here’s How to Make It Up to Them

Benefits.

This is where you tell them about what they can get when they consider your company.

Example:

“Our solution will help your organization streamline your IT business process.”

CTA (Call to Action).

These statement encourages the prospect to discuss more about their needs and how you can help their organization.

Example:

“ I would like to arrange for one of my Consultants to contact you and discuss our services and any issues that you might have and how we can help your business. Would you be available on Friday, February 17 at 10AM?”

RelatedWhy Outsourcing Telemarketing Will Give You More Singapore B2B Leads

Here’s a common situation with 8 phrases that I normally use to get the prospects to listen and talk to me which leaves a good impression for my company. When greeting someone on the phone you must say your name clearly.

“Hi! This is Anna with XYZ company.”

Don’t ask, “How are you doing today?” Why? It shows lack of respect for your prospect’s time. Telemarketers must remember that whenever they call someone they’ve just interrupted the person they reached. What to do?

It’s best to sound business like. Be direct to the point. Tell them why you’re calling and make it quick.

“I’m calling because we’ve recently launched a solution which enables organization like yours to streamline their IT business process.”

Get a reason to continue the call. How? Probe! Ask questions from your prospect’s point of view.

“Are you currently using any cloud-based mobile document management solution?”

“What mobile solution are you currently using?”

“Do you know how much your company spends per year to manage your paper documents?”

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

 

Your goal here is to get to know their current setup and get them to listen and talk to you. Now that you have an idea about their issues within their organization, make a connection by saying showing empathy.

“I understand where you’re coming from. We can definitely help you with that. You see we are a certified Microsoft Gold Partner and we specialized in helping companies improve their IT business process.”

“Are you open to look at this time of solution for your business?”

Here’s how to identify if your prospects are worth pursuing. Read more sales qualification strategies.

Lastly, get a commitment.

“ I would like to have one of my Consultant give you a phone call and discuss any issues that you might have and how we can help your business. Would you be available on Friday, February 17 at 10AM?”

Follow what I did on this situation. Focus on the message and how it is delivered to impress your prospects and close more sales.

 

 

Rebound After a Horrible Sales Call [Video]

Watch Full Video here..

Read more about telemarketing today, check out more calling guides here!

Learn more about our Smart Calling Tool and Telemarketing Services

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Pissed-off Prospects in Telemarketing? Here’s How to Make It Up to Them

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A salesperson or not, we all make mistakes. Unfortunately, when you mess up in sales (even if it’s unintentional) it will affect the entire business reputation. If you relay a wrong message to a prospect, it can cause blunders such as false promises and unsatisfactory results which can potentially damage trust and might lead to lost sales opportunities.

Here are 5 phrases to make it up with them and recover from a damaged deal.

#1: “I’m sorry”

Regardless if the mistake is unintentional or wasn’t really your fault, the relationship you’re trying to build between you and your prospect has gone wrong. Apologize and express a feeling of regret for the damaged done. Tip: Be quiet and Listen

Our first reaction when we make a mistake is to explain and make excuses. But in sales, the best thing to do when you have an irate prospect is to be quiet (especially if you’re the reason why they’re pissed off in the first place). Let them vent out their frustrations and make them feel that they are heard. It will somehow lighten up the situation. Here’s Why Listening is an Important Component in Telemarketing

#2: “I take full accountability for …”

If the mistake was your fault, make sure to take full responsibility for it. Don’t try to talk yourself out and make excuses. Be upfront and admit your mistakes.

Related: The Do’s and Don’ts When Doing B2B Telesales

#3: “I understand how you feel.”

Empathize and acknowledge your prospect’s feelings without annoying him more. Use this statement to open up a positive conversation with your prospect and dig in deeper into the issue. 

Related: Calling a Prospect on a Bad Day. What Should you Do?

#4: “How can I help and fix this?”

Every conflict needs a resolution. Fixing the problem helps maintain your credibility and a good relationship between you and your prospect. If you promise something to your prospect and not able to commit t your words, do whatever it takes to help and fix the issue to keep the relationship healthy.

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

A mistake doesn’t mean it’s the end of the deal, but if you have handled it in the wrong way, you may lose the sale and your customer’s loyalty. Use these phrases when dealing with irate prospects to make everything right.

What have you missed: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

 

 

 

Learn more sales and marketing tips to generate more revenue!

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Rebound After a Horrible Sales Call [Video]

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How fast can you bounce back when you can’t find the right words to say during a sales call?

 

A bad sales call can turn into a nightmare and ruin a potential sale. You must know how to take proper precautions to be able to recover. Let’s admit it. Everyone will experience having a bad day regardless how good you are in what you’re doing. Don’t let it ruin your day! Instead, learn from it and move on. Bad experiences along the way can be turned into a positive learning.

 

 

 

 

Video transcript:

Just got off the phone with a prospect, and it didn’t quite go well? It’s okay to feel bad. Afterall, nobody wants to screw up at work.

But how do you get yourself back and recover from a shitty sales calls?

Get some distance

Get up and step away from your desk.

  • Take a 10 minute break.
  • Get a coffee.
  • Go outside and take some fresh air.

Reflect on what went wrong

Turn bad sales call into an opportunity

  • What could I have said better?
  • Could I have handled the situation differently?
  • How could I have responded?

Everyone can commit mistakes once in awhile. What matters is what you did after to recover. Be positive and turn it into a learning opportunity. Don’t let it affect your future performance.


How about you? How do you get back in the game after a bad sales call? Let us know! Comment below.

 

 

Learn more tips and tools in generating leads, Check out our videos here!

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How Many Call Attempts Should You do Before You Surrender a Lead?

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 How Many Call Attempts Should You do Before You Surrender a Lead?

Should you keep calling a prospect or is it time to let go and move on to the next lead?

Let’s face it, 85% of organizations don’t make enough call attempts. Sales reps have an average of 1.7-2.1 attempts before giving up. Too many call attempts may lead to DNC which means you’re not making the most of your sales rep’s time. While too few call attempts lead to money waste.

Don’t get into your prospects’ do not call list, know these telemarketing rules in Singapore.

Whether you like it or not, you will agree that cold calling is important in sales in order to find out if there’s an opportunity from them. The number of cold call attempt every sales reps should make varies depending on how they do cold calls.

Here’s how to determine if it’s worth pursuing or is it time to STOP calling unresponsive prospect.

 

  • 1st Call Attempt

ProspectingFinding out the right person who makes the decision within their organization.

Situation:

This can be considered as a negative call. What you can do to maximize your call?

Agent must gather the following information of the decision maker:

  • Email address
  • Complete Name
  • Correct Job Title
  • Direct Line/Ext. Number/ Mobile No.
  • Verify if you called the correct company
  • Verify the address of the company
  • Availability of the decision maker

TIP: You might consider sending an introductory email right after your call.

 

  • 2nd Call Attempt

Calling the decision maker on his available time as mentioned by the gatekeeper

Situation:

Agent called and spoke with the gatekeeper. Decision maker is still not available to talk. This is another negative call. During this stage, most of the agents get discouraged.  What to do for your sales rep to feel like he didn’t waste his time calling for this company?

Agent can always ask for the availability of the decision maker.

“When is the best time to callback for (name of the decision maker)?”

TIP: Consider leaving a voice message

Related: What Every Caller Ought to Know in Leaving Effective Voicemails in Singapore

 

  • 3rd Call Attempt

Follow up on the email correspondent sent.

Situation:

What to do during this stage?

  • Verify if he’s the best person who can decide for (purpose of your call)
  • Ask the prospect for the best time to call back.

TIP: Remember to mark your calendar or set an alarm to do a follow up call.

Related: The ‘PERFECT’ Time to Call a Prospect in Singapore

 

  • 4th Call Attempt

Establish Interest

Situation:

During this call, agent must establish if there’s an opportunity with this company. How?

Ask questions and find out about their current set. What questions to ask to spot a sales-ready lead? Find out in this article.

How to determine if there’s an opportunity and that this company is worth pursuing?

  • If they have problems/challenges even if they can’t decide to commit for now.
  • If they have a provider but would still consider other providers
  • If they have upcoming projects.
  • If there’s anything that they would like to improve with their current setup.

 

  • 5th Call Attempt

Close a sale

On this stage, the prospect expressed his interest and would like to discuss further on how your company can help their business.

However, if it didn’t turn out the way you wanted it to be because prospect mentioned that they are not interested or they don’t need any of your services as of the moment, offer to send information for future reference. This way, they have your files handy whenever they need something in the near future.

Situation:

Prospect: We’re not interested at this time.

Agent: I understand. How about if we send you more information for future reference. In case you might be doing something in the future, you have our files ready. Would that work for you?

Prospect: Sure.

Agent: I have here your email address, let me verify if this is correct. (verify the email address using phonetics to make sure you have the correct information)

Maximize every call before you decide to surrender for a lead. By doing these tips on all of your call attempts to find out if there’s an opportunity or not. This will make sales reps feel more accomplished even if the prospects says they’re not interested because you know that they don’t need it at this point and both you and the prospect can’t do anything about it.  

Learn more about telemarketing today, read more calling guides!

Telemarketing is not enough, widen your reach with Multi-Channel Lead Generation 

 

 

Telemarketing Rules in Singapore that you Should Know

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Telemarketing Rules in Singapore That You Should Know..

Telemarketers are rampant not only in the US but also in Singapore and all over the world.  Many Singaporeans don’t like getting telephone calls from telemarketers advertising different products and services. That is why some Singaporeans decided to register on Do Not Call (DNC) Registry which was officially launched in December 2013 to protect their data from annoying telemarketers disturbing them while they’re busy at work because their numbers will be excluded in a calling list.

According to CCAS (Contact Centre Association of Singapore) here are the telemarketing rules in Singapore that you should know.

Know when to call the right person at the right time.

Contact Centre Association of Singapore - Telemarketing Rules


Telemarketing calls must only be done on the hours mentioned above, except with the express prior consent of the called party. Reach the right person at the right time when there’s a higher chance of getting hold of your prospects and conversion rates are at its most optimal, leading to a higher percentage of success calls. And because of the restrictions, Callbox has to improvised a tool 

Related: The ‘PERFECT’ Timing to Call a Prospect in Singapore

Provide proper Identification.

During an outbound call, the telemarketer must identify herself, state the name of the company they are calling on behalf with and the purpose of her call.

Related: The Many Pleasant Responses in Calling Irate Prospects in Singapore

Supply information upon request of the party being called.

If the call recipient requested for the following information, telemarketers must provide the information.

  • The telemarketer’s name and contact details
  • The name of the telemarketer’s supervisor
  • The name of the organization the telemarketer is calling on behalf with
  • The nature of business of the organization
  • Source of the prospect’s contact information (if available)

Related: Customize Cold Calling Script to Earn More Appointments in Singapore

Do not Call List

All prospects registered in a “Do Not Call” list must not be contacted and advertised of various products and services. When someone asked you to take them off your calling list, telemarketer must update and maintain his/her records on a regular basis. The prospect being placed on a “Do not call” list must remain on the list for at least a year. After which, telemarketers can call them again. However, when asked to be put on a “Do not call” list again, must be included in the list of companies who wishes not to receive any telemarketing calls.

Related: Why you should not Settle with Cheap Telemarketing services

PDPC (Personal Data Protection Commission) chairman Leong Keng Thai said:

“Telemarketers looking to promote their products or services to individuals with Singapore telephone numbers must abide by the DNC provisions. It is a frustrating experience for individuals who have registered their numbers with the DNC registry to continue receiving unsolicited telemarketing messages, and the PDPC will take enforcement action against those who continue to ignore the rules.”

All telemarketers must abide to these rules especially if your target area is within Singapore. Be considerate of your prospects time and respect them by providing information upon request of the party being called.  

Get our FREE sample telemarketing scripts for All Industry types. This includes scripts for appointment setting, event telemarketing, and data profiling:

A WINNING SCRIPT and S.M.A.R.T Calling strategy is surely the BEST combo!

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