This is the age old sales argument isn’t it? It’s impossible to get everyone to agree on whether scripting your telemarketing pitch is better than a free flowing conversation. But here’s my two cents worth……
My vote is firmly for…..To Script! Let me show you why;
- A well written, tried and tested script will give you the same measurable result time after time
- A scripted call is easy to learn and to train others to deliver
- By having your words pre-chosen, you can now think about using the correct tone and timing as well as really listen to your client, rather than using brain power to think about what to say next!
- When you say the same thing every time it is easy to make small changes and measure their success
- When you have words that work, why re-invent the wheel?
Every now and then, there comes along a natural salesperson. A person who instinctively knows what to say, as well as when and how to say it. However, in my experience, these people are few and far between.
With this in mind, doesn’t it just make good sense to find words that work and then duplicate them? If I relied on telemarketers to find the exact right thing to say to close a sale, my business would suffer….endlessly! Particularly when you have new staff (and in telemarketing we frequently have new staff) it is simply not smart to let them take weeks, or even months of making bad calls until they, through a process of trial and error, get it right.
Instead, I provide them with a system that works. Then I train them to deliver all of the scripts correctly. Of course they will also add their own personality through their choice of tone and their level of rapport with the clients.
Many people object to scripts, saying they sound robotic. Anyone can sound robotic, with or without a script. A script is not intended to be read as a newsreader would, more delivered as an actor would. The tone, tempo, and energy levels bring the words to life!
To put together a script that works is a process that is outside the scope of our discussion here. You can however find access to a lot of script writing tips throughout our site….this link is a good starting point for you.