How Marketing Automation Increased My Client's Appoinments in 30 Days

How Marketing Automation Increased My Client’s Appointments in 30 Days

How Marketing Automation Increased My Client's Appoinments in 30 Days

I know you’ll get what I mean when I say, it feels good when you know you’ve helped your clients in every possible way.

“One of the best service-provider experiences I’ve ever had. This is my 4th attempt at using an appointment setting service, and this is the only one that has succeeded.”

“I am extremely happy with the results. I always have qualified leads and appointments, making my job in sales easy. I also love the system itself, as it helps to keep you organized.”

Read more Client Testimonials

As a B2B lead generation company for almost 15 years, we managed to meet or should I say, exceeded our client’s expectations by delivering qualified leads and appointments.

 

Let me tell you a story of how our client managed to get good results from our marketing automation campaign.

Early of 2015, a Marketing Manager of a software company in Australia inquires about our service and decided to sign up their first campaign with us.

The first contract was for a month. Being a software reseller, our client knows it’s hard to look for new prospects for their business. For reasons such as;

  • the software is expensive,
  • too many decision makers,
  • planning and evaluation will take years before the companies make a decision to purchase.  

In our years of experience, Callbox found out that in sales and marketing, visibility is important. You have to be where your prospects are in order to establish connections in the B2B world.

Related: Australian Prospects Preferred mode of Communicating By Statistics [INFOGRAPHIC]

Upon knowing our client’s goals and objectives, we set up a multi-touch multi-channel and lead nurturing campaign that allows us to reach out to prospects through their preferred channel – email, social media, web, mobile, voice and chat.

With the help of our marketing automation tool, we were able to maximize the campaign hours by prioritizing the calling of prospects depending on the times they are active and are most likely responsive on the phone, email and online. In short, we make calls at the hours where we know there is a bigger chance of converting them into leads and focus on prospecting and pre-qualifying during lean hours.

Being able to nurture our cold prospects – deliver the right message to the right people at the right time and place, and walk them through every stage of their buying cycle until such time that they are ready to do business with our client is the most effective way of handling our software prospects.

Related: Top 3 Benefits of Multi-Channel Marketing Every CEO Must Know

Callbox’s multi-touch multi-channel lead generation service and marketing automation tools – Pipeline Lead Nurture Tool and SMART Calling allows us to deliver almost 30% increase in leads for our client in a month. Because of this, we have gained their trust and have been their source of new leads up until now.

 

 

Read more successful marketing stories:

 

 

 See more statistics on this video!


 

Generate more leads and appointments

with our Pipeline and Marketing Automation Tool

Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, Why You Should Bet Your Money on Digital Marketing (And Win)! We brainstormed ideas, analyzed data, and interpreted recent developments vis-à-vis previous trends before coming up with a realistic view of this year’s marketing trends.Why You Should Bet Your Money on Digital Marketing (And Win)

Sample Cold Calling Templates for All B2B Industries
Rethinking Telemarketing and Its Spammy Reputation
Sample Cold Calling Templates for All B2B Industries

Earn Appointments with These Cold Calling Scripts for All Industries

Sample Cold Calling Templates for All B2B Industries

The more you make calls, the less you rely on a script. My over 10 years of experience in a B2B lead generation made me customize a script that works for me and my team. How I deliver my spiel and what words to say to my prospects varies depending on the person I’m talking to.

However, if you are an inexperienced agent, distractions can happen anytime during your call. Thorough preparation is needed before making calls.

How a newbie should prepare before making calls.

  • Product knowledge. Know every details of the product and services you offer. Write down important details and make sure the information is available in case a prospect asks you about it, you can easily read it. This will refrain you from stuttering and you’ll sound credible over the phone. It’s a big turn off for prospects if the agent calling him is not familiar of what he’s offering.

Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch

  • Remember your company details (name of the company and its location). Of course, how can you forget your company? But as a newbie, distractions plus a little bit of nervousness might make you forget some important stuff. So it’s best to have them handy as well.
  • Be familiar with your script. Go over your script for at least 2 or 3 times. You’re not supposed to read your script and should be used as your guide. It is important to be familiar with what you’re supposed to say when talking to your prospects.
  • Prepare for rebuttals for every possible objection. You can ask objections from your mentor or a colleague. As you make calls, you’ll encounter objections. Take note of them and provide rebuttals for you to use.

Scripts make you sound spontaneous and confident over the phone. Prospects wanted to speak with someone who is credible and not just any salesperson.

Here are the Appointment Setting, Call-to-invite and Data profiling scripts I use that work for the following industries.


IT Services


Appointment Setting Script

Company Name: XYZ Consulting Group

Location: Sydney, Austalia

Website: www.xyzconsulting.com.au

Phone Number: 1234567890

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

Hi, Andrew! My name is _____________, with XYZ Consulting Group. Would you be the best person to talk to regarding your company’s I.T requirements?

(IF YES, proceed)

I’m calling with XYZ Consulting Group. We are an I.T solutions provider specializing in secure I.T solutions for small to medium business. We pride ourselves in providing business solutions that are designed to work.

We provide a range of Computer Support, Network Services, Backup and Disaster Recovery, IT Consulting, Cloud Services, VoIP and Phone Solutions, Virtualization and Email & Spam Protection.

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.

Are you open to such a meeting?

IF YES: (IF NOT INTERESTED probe and ask the qualifying questions to uncover opportunities)

Great!  So would (date and time) work for you? And what would be the best number to reach you? (take note)

Qualifying questions:.

I’d like to ask;

  1. How many computers do you have? (should be 10+)
  2. Who do you call when there are computer problems? (Do you have an in-house or outsourced IT?)
  3. How do you confirm your I.T systems are secure?

If using an external company:

  1. Are you in a contract? For how long?
  2. Are you experiencing any issues with your current IT set up? What areas in particular?
  3. Is there any area where you think you might need improvements on?

If they have their IT in house:

  1. Would you consider outsourcing your IT? (should be a yes)
  2. What challenges are you currently facing with your existing set up?

To confirm your appointment, we’ll send you a meeting request so you could mark your calendar. Also, I would like to send additional information about our company and the services that we offer.  May I have your email address?

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

Thanks for your time. Talk to you on (date of appointment). Have a nice day!

 

Data Profiling Script

Company Name: XYZ Consulting Group

Location: Sydney, Austalia

Website: www.xyzconsulting.com.au

Phone Number: 1234567890

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

Hi! My name is _____________, with XYZ Consulting Group. Would you be the best person to talk to regarding your company’s I.T requirements?

(IF YES, proceed)

I’m calling with XYZ Consulting Group. We are an I.T solutions provider specializing in secure I.T solutions for small to medium business. We would like to send information about our company and how we can assist in reducing your operating costs.

May I have your email address, please?

What’s your first and last name?

What’s your specific job title?

Do you have a direct line or ext. Number?

(Verify the company name, company address, fax number, website)

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

  1. How many computers do you have? (should be 10+)
  2. Who do you call when there are computer problems? (Do you have an in-house or outsourced IT?)
  3. How do you confirm your I.T systems are secure?

If using an external company:

  1. Are you experiencing any issues with your current IT set up? What areas in particular?
  2. Is there any area where you think you might need improvements on?

If they have their IT in-house:

  1. What challenges are you currently facing with your existing setup?

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

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

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 Script

Company Name: XYZ Consulting Group

Location: Sydney, Australia

Website: www.xyzconsulting.com.au

Phone Number: 1234567890

Target Contacts: Business Owner

Hello Andrew! My name is Amanda and I’m calling from XYZ Consulting Group. I understand you are the best person to speak with about your business operations and expansion, am I correct?

(If yes, Proceed)

Great!  Well as I was saying I’m calling from XYZ Consulting Group, an Australian owned financial services company. We offer business loans of up to $500,000 dollars. These loans require no security and the interest rate is very competitive.

I called to find out to check if this is something you might be interested soon or anytime in the future?

If Yes, proceed.

Great! I would like to arrange a short meeting with one of my Consultant to call you later this week and discuss with you about this and how you could benefit from it. When is the best time for him to contact you?

If yes, proceed

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

We will send you information. Then my Consultant will call you later this week to know how we can assist you on this one. Thank you so much for your time. Have a nice day!

 

Data Profiling Script

Company Name: XYZ Consulting Group

Location: Sydney, Australia

Website: www.xyzconsulting.com.au

Phone Number: 1234567890

Target Contacts: Business Owner

With the Receptionist:

Hi, good morning! This is Amanda and I’m calling from XYZ Consulting Group. Can I speak to Andrew, please?

(When asked about the purpose of your call)

I’m calling about your business operation and expansion. Is he in?

With the Target Contact:

Hello Andrew.  My name is Amanda and I’m calling from XYZ Consulting Group.  We are an Australian owned financial services company. We provide business loans of up to $500,000 dollars that doesn’t require security and the interest rate is very competitive. May I send you more information about this?

If Yes, proceed to gather email address (USE PHONETICS).

  1. May I have your email address, please?
  2. What’s your first and last name?
  3. What’s your specific job title?
  4. What’s your ext. No or direct line?

(Verify company details: Company name, company address and website)

Great! We will send you the information. Thank you for taking my call. Have a great day!

Related: Why Lead Generation is a Sound Investment for Australia Financial Services

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


Advertising Services (Consulting and Healthcare marketing)


Appointment Setting Script

Company Name: XYZ Advertising

Location: Sydney, Australia

Website: www.xyzcompany.com.au

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 Advertising. I understand you are the best person to speak with about branding and marketing strategy?

If yes, proceed.

Have you heard of XYZ Advertising 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 different companies such as Airbnb, Unilever, Alibaba Group, etc.

I’d like to 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 meet with you to discuss 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)

(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!

 

Data Profiling Script

Company Name: XYZ Advertising

Location: Sydney, Australia

Website: www.xyzcompany.com.au

Phone Number: 1234567890

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

With the Receptionist:

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of XYZ Advertising. I’d like to speak with the Marketing Manager, please.

What is this regarding?

I’m calling about your company’s branding and marketing strategy? Is he in?

With the Marketing Manager:

Hi, good morning. This is Amanda with XYZ Advertising. I understand you’re the best person to speak with regarding your company’s branding and marketing strategy?

If yes, proceed. (If no, look for the person in charge)

Great! 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. We would like to send information about our company and the services that we offer,

  • May I have your email address, please?
  • What’s your first and last name?
  • What’s your specific job title?
  • Do you have a direct line or ext number?

(Verify the company information: Company name, location, and website)

In order for us to send you the right information, I’d like to 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 would like to send information about our company. Thank you so much. Have a nice day.

Related: Don’t Just Blast Cold Email Picthes, Nurture and Win Customers [VIDEO]

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 Consulting

Location: Sydney, Australia

Website: www.abcsolutions.com.au

Phone Number: 1234567890

Target Contacts: Owner, President, CEO

Hi Andrew, good morning. This is Amanda and I’m calling on behalf of ABC Consulting. We are a global business consultancy and we offer free assessment for every startup companies. We have worked with different companies all over Australia (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. 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 like to meet with you 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)

(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!

 

Data Profiling Script

Company Name: ABC Consulting

Location: Sydney, Australia

Website: www.abcsolutions.com.au

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 Australia (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? (Take note)

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

Related: The Best Practices for B2B Business Calling for Consulting Businesses

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: Sydney, Australia

Website: www.abcsolutions.com.au

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!

 

Data Profiling Script

Company Name: ABC Solutions

Location: Sydney, Australia

Website: www.abcsolutions.com.au

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.

Related: How Software Marketers Overcome the 3 Biggest Marketing Challenges

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

All sales reps, even the experienced once must prepare before making a call. Lack of preparation might mean losing a good opportunity. Although preparation can’t promise successful sales lead but it’ll help increase the chances of having more closed deals in the future.

 

 

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

Learn how to get qualified telemarketing leads today!

Dial +61 2 9037 2248

 

 

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Effective Cold Calling Script that Generated Customers [FREE TEMPLATE]

Don't Waste a Moment! See Sample Cold Calling Scripts For You

What makes a movie script get spotlighted as the 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.

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 multiple 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.

Related: Managing Customer Expectations? Then Use Telemarketing To Help You

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

Related: Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales) 

 

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 Script

 

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 are set to qualify the prospect’s interest by asking probing questions.

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

Budget, need and timeframe are most common qualifiers.

Sample Cold Calling Script

Related: What Appointment Setting Strategy Will Work For Australia?

 

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  Don’t Waste a Moment! See Sample Cold Calling Scripts

 

 

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

Get more qualified leads today! Dial +61 2 9037 2248

 

 

4 Steps to Successful Inbound Lead Generation for Financial Sectors
Little Known Ways to Hassle-Free Telecom Lead Generation
Rethinking Telemarketing and Its Spammy Reputation

Rethinking Telemarketing and Its Spammy Reputation

Rethinking Telemarketing and Its Spammy Reputation

Let’s not get bogged down in the endless telemarketing-is-dead-vs-alive debate that’s been raging for years now. It’s worth pointing out that all throughout this time, while its supporters and detractors continue to argue with each other, telemarketing has remained among the most effective tools for generating leads. That should tell us something about whether or not telemarketing has really outlived its usefulness.

It’s worth pointing out, though, that telemarketing hasn’t exactly been enjoying a sterling reputation among many of the persons at the other end of phone calls: the decision-makers.

In fact, according to one study, about 72% of cold calls tend to be flat-out rejections.

But therein lies the main issue: it’s not telemarketing itself that’s the problem. Instead, it’s how it’s being misused that’s inflating its spammy reputation. Telemarketing is still very much a useful tool, but it needs to move past the antiquated cold calling, spray-and-pray tactics in order to keep up with the changing marketing and sales landscape.

The buying cycle is evolving.

Unless you’ve been living under a rock these past 10 years, it’s hard to miss the signs that the way B2B buyers make their purchases has changed. The buying process has become longer and more nonlinear.

For instance, buyers are increasingly taking a more active role in finding out about solutions to their business problems, and they’re only likely to talk to sales at later stages of the buying cycle. Also, companies with 100 to 500 employees tend to have as many as 7 different people involved in the buying decision.

Clearly, dialing numbers from a list at random and delivering the same message over and over again simply won’t cut it in this environment.

Information abounds, but insight is at a premium.

Each day, we generate nearly 3 quintillion bytes (that’s 3 followed by 18 zeros) of new data. But only a tiny fraction of this will actually turn into insights that help us make better decisions and better leads.

The same thing can be said of most decision-makers ‘ situation when dealing with vendors.

Almost 60% of buyers report that sales reps are unable to adequately answer their questions, while about 42% of reps feel they don’t have enough information before making calls.

Telemarketing should be used as a platform for delivering actionable insights that help your target decision-makers reach informed buying choices. Use these effective profiling tools to eliminate unwanted data.

Telemarketing is just one piece of the puzzle.

Another key trend that should shape how you use telemarketing is the increasing adoption of so-called “multichannel” marketing strategies (combining the strengths of different marketing channels to achieve a common goal). It has proven effective in the software industry.

Telemarketing, when combined with other tools, shows some very promising results. For instance, you’re 1.7 times more likely to close an appointment with a prospect if you’re in the same LinkedIn group than if you aren’t. Also, the power of emails makes it an ideal tool for improving call response rates when used as an initial touch point.

The numbers speak for themselves. Telemarketing is no longer a stand-alone tool. It’s now part of an ecosystem designed to accompany decision-makers in their buying journey.

 

The Takeaway

In stark contrast to the statistic cited earlier that 72% of cold calls tend to fall flat, a survey of more than 1,000 senior executives has found that 75% of respondents say they have agreed to an appointment and attended an event that came from a cold call or email.

This really builds the case that telemarketing’s spammy reputation is highly undeserved. But, in order for this channel to rebuild its tarnished status, we also have to rethink the way we use it.

 

 Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Read more sales and marketing, Check out Callbox Blog

Learn more about how we generate leads for Businesses in Australia!

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Drive Large Pool of IT Appointments in Australia The Whole Year Round

Drive Large Pool of IT Appointments in Australia The Whole Year Round

Drive Large Pool of IT Appointments in Australia The Whole Year Round

Australia is one of the biggest economies around the world and Information Technology (IT) is one of the contributors when it comes to the Service industry.

As an IT company, there are a lot of challenges especially when it comes to sales. These challenges such as rapid and constant change in technology, cash flow because of stretching out of resources to meet the demands in the market.

So how can we overcome these challenges and eventually increase our company’s sales? Here are 5 tips to help boost your IT appointments for the entire 2017.

#1: Embrace Design and Improve Continuously

IT companies offer different solutions and services. Create products which have demands. Because technology changes so quickly, always continue to diversify your product range in order to compete in the market.  If a product or a solution is already available in the market, add new features that will make your product more attractive. Find out what your customers need and think of a better way to satisfy them. Always aim for a better quality product.

Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch

#2: Hire Qualified People and Set up a Good Production Team

Whether you outsourced a lead generation company or have your own sales team to represent your company and help you with your sales, hiring a qualified sales professional is crucial because the success of your company depends on it.

So what should you look for when hiring a sales professional or company?

According to National Association of Sales Professionals, consider the following factors when looking for the best sales professional.

  • The right fit
  • A true professional
  • Passion

Some IT companies try to diversify when it comes to sales. They even consider outsourcing a lead generation company even if they have their own sales team. Why? Having different sources for your leads means more sales for your business. Here’s what to consider when looking for a lead generation company from a post from Articles Factory.

  • Reputation
  • Method
  • The Staff
  • Clientele

Here are 3 Reasons Why Outsourcing Is Good For Any Australian Company


 #3: Reach out, Know and Listen to your Prospects

Advertising is not enough to get sales. Although, it is one way of letting the people aware of your product and services, reaching out to buyers through multi channel marketing will help you know where they are and what their needs are.

Reaching out through social media, email, voice, mobile and web will help you know how your prospect behave and interact with them more. Knowing what they want, why they want to use it and how it’ll make their life easier helps you understand them better which will help you generate more sales.

Related: Is Technical Jargon Necessary in Communicating with IT Leads?

#4: Use Social Media to your Advantage – Provide Quality Content

Nowadays, a lot of people use social media such as Facebook and Instagram when planning on buying something. That is why more and more marketers use this to promote their products and create customer awareness.

However, other social media platform such as Twitter must not be used to promote a product or service. Instead, you can use it to provide interesting information to your followers by interacting with them. And in order to provide information, marketers must create good quality content for their target audience addressing their IT needs.

Here’s a great way to turn your social followers into qualified leads!

#5: Measure Results

You won’t have any idea which part of your sales effort needs to improve if you don’t know which one works and which ones aren’t. Check on your click-through-rates and conversion rates to identify what content and strategies are more effective. Every company needs to check on their data such as click-through-rates and conversion rates to identify and separate what contents and strategies are more effective.

For every salesperson, appointments come and go but opportunities are everywhere if you know where to look for it. Apply these tips to help increase the number of your appointments throughout the year.

 

Drive more IT leads and appointments into your sales funnel!

Learn more about our IT Lead Generation Services in Australia

Dial +61 2 9037 2248

Are you a Sales Pro or a Sales Wannabe?

Related: Are you a Sales Pro or a Sales Wannabe?

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Crafting a B2B Appointment Setting Formula that Never Fails

Crafting a B2B Appointment Setting Formula that Never Fails

In terms of generating sales and realize revenue growth, there is a constant need to optimize one’s appointment setting process. This is because business engagements with interested partners facilitate their transition to paying customers. But no doubt the process itself harbors a few complications here and there.

Firstly, one can assume that not all sales leads actually translate to actual purchases. This is an issue for a lead management system to tackle. However, since appointments entail head-on engagements with prospects, it matters if your salespeople have the proper qualities in terms of audience interaction.

It is also important to consider that effective B2B appointment setting depends on key sales facilities. The latest in CRM technology has to be installed so that leads can be better managed.

While these can be set, they also entail expenditures on staff trainings and system upgrades. Without proper oversight, these investments might just degrade your sales process, culminating in a failure to reach sales goals.

Failure is never an option and that is why businesses should focus on establishing sustainable strategies that can last long. Here are some useful tips to help you do just that.

Consider the time element in your engagements. It is crucial that your sales staff know the appropriate time to set appointments with their prospects. Usually, the ideal period in which to make contact is during lunch or around 8-9 am.

Follow up with email. In telemarketing, emails complement your prospect engagements. Your mails must have new information that was not yet discussed during the initial contact. To gain another engagement means keeping your prospect interested, best done through free ebooks, informational materials and invites to company webinars and trade shows.

Influencing comes first. It would seem the best approach to sell in the initial contact. But this often backfires, leaving your campaign on a difficult position to compensate for a rejected appointment. Marketers should remember that the sales process takes a long time before a prospect decides to buy. During such time, it is imperative to introduce your prospects to the types of capabilities you possess that other service providers don’t.

Be persistent but remain patient. The sales process takes a long time indeed, but this fact should not stop you from setting an appointment with your prospects. With a lot of hard work and dedication to your company’s goals will you truly attain realistic results in your B2B appointment setting.

How to Nurture an Effective B2B Appointment Setting Team

How to Nurture an Effective B2B Appointment Setting Team

Any organization owes its success to cooperation. And no doubt a good B2B appointment setting campaign is bound to reap as many lead conversions as it can when its Sales and Marketing work harmoniously together, even in lead generation.

But enough about cooperation. Real achievements are influenced in part by the people behind these departments. Competency and professionalism are no less important than teamwork. Thus it is important for businesses decision-makers to invest in nurturing their appointment setting team.

When your goals are anchored on following up on qualified B2B leads, you might as well take crucial measures to improve your team’s performance. But this goes beyond small-time lectures and manuals on appointment scheduling. Training involves much more than just that. Indeed, it takes a lot more.

Here’s how you can create an appointment setting dream team.

Prepare a call guide.

A scheduled appointment serves as a thin blanket separating B2B leads from a purchase. Now, it is only a matter of puncturing through the layer using a special tool: communication. Obviously, there is a need to demonstrate a high level of authority to facilitate a purchase. For this, a pre-prepared call guide is essential for verbal effectiveness.

Build tolerance.

Typical in the B2B world is rejection. Even more pervasive are negative comments, and not to mention angry rants. There is no denying this reality. But the only way to approach such demoralizing experiences is to establish a buffer. A call rehearsal is an important step in preparing your personnel for the real thing. This allows your team to know what to expect once they pursue a scheduled appointment.

Profile your targets.

Of course, before any appointment is set, a thorough knowledge of your prospects is as good as effective communication skills. In the B2B industry, people in the executive class or in higher positions are your audience. Thus, you should maintain a database in which prospect information can be stored. Having a proper understanding of pertinent lead data can help your team to drive the appointment home.

Be consistent with your message.

What do you want to relay to your prospects? How best could you present your message to them? Once your team has a firm grasp of your lead generation and appointment setting parameters, you could bet that they could entice B2B leads to agree to a telemeeting.

Competency  is what makes an effective team. But trainings have become too costly nowadays, prompting businesses to seek cost-efficient personnel solutions. In light of this, an outsourcing firm specialized in lead generation and appointment setting can be advantageous for your ROI.

 

How Marketing Automation and Appointment Setting go Together

How Marketing Automation and Appointment Setting go Together

Since ROI maximization is always in the minds of B2B executives, it is not surprising that most of these businesses are spending heftily for optimized marketing solutions. However, making such a gesture never guarantees an improved appointment setting campaign.

Some businesses are glad to churn out dollars just to streamline lead generation and telemarketing processes. These decisions are mainly based on the assumption that more expenses means more profits. Such a line of thinking is wrong in every level. For one, ROI tracking is a difficult endeavor, one that couldn’t get close to actual marketing objectives. Moreover, setting up an effective demand generation faces similar problems. And these mainly revolve around the issue of audience preference and “taste.” Precision is almost unattainable with regards to such processes. This exacerbates the dilemmas that many marketers are currently facing, especially when it comes to a better appointment setting campaign.

Marketing automation however continues to be a relevant tool despite how some B2B experts view it. In terms of setting up sales engagements with B2B leads, it continues to be a reliable partner for better conversions.

If you’re still not convinced, here are a few things that point how marketing automation and appointment scheduling and setting are better together.

Time saving processes.When leading an email marketing campaign, you would want every second to count. Time is essential as your prospects definitely make a great deal out of filtering what they deemed to be unimportant messages. They simply don’t want to entertain anything that doesn’t have anything to do with their time. With marketing automation, you are able to effectively manage multiple campaigns (and not just direct mail) by producing messages that aren’t insipid and huge time wasters.

Better lead targeting. Precision is always a complex issue. But automated lead targeting could help you find the prospects that are eager to engage and to buy. You wouldn’t have to rack your brains over a list of potential prospects in your LinkedIn network. And you would give your conversion rates a boost by providing your lead generation and appointment setting with high profile B2B leads.

Better lead nurturing. Automated lead management and follow up could improve any endeavor for a sales appointment. Once you get to interact with a potential B2B partner, it is imperative to keep him or her interested until an appointment is anticipated. With marketing automation, you are able to engage your prospects directly and warm them up for your sales pipeline.

Apparently, a good marketing automation program has to be handled expertly. Better guarantees are made by companies that have a proven track record in lead generation and appointment setting.

Preparing for Appointments with B2B Prospects: A Checklist

Preparing for Appointments with B2B Prospects- A Checklist

As soon as telemarketers, email marketers and other online marketers have convinced their prospects to agree to an appointment – whether face-to-face or via phone call – it’s now the sales people’s turn at bat.

It’s only the beginning; there are still a lot of things that could happen after a business meeting. The sales presentation could go awry, the meeting could catch the prospect at a bad time, or there could be other factors that could bring the appointment to its demise.

While these things are often unavoidable, it’s always wise to come to the meeting prepared. Here are some tips on how to increase your chances of a successful business meeting:

Do research. A LOT of research.

When a company sends someone over to discuss potential business with another company, prospects usually expect salespeople to know them very well. It’s not because of some misplaced ego trip; it’s just logical to assume that if you want to do business with a company, you have to know a lot about them, even if nothing’s been closed yet.

To fail on that item can paint doom for your sales meeting. Not only that it would be difficult to align offers to their needs, it also tells them that you’re really not that committed to them.

Foster familiarity.

If you’re the salesperson, you need to be observant the moment you sit down with the prospect. What does their normal office scenario look like? How do they dress? How swell are their technology? What’s the current buzz? The purpose of this is to find something to anchor on; something that you may find common among yourselves that you can talk about.

Doing this can help initiate a smooth flow of conversation during the meeting. But remember to keep things relevant and business-focused.

Make it about them, and offer valuable solutions

You are there to help, not to sell (well, not yet, at least). You are there to enlighten them with value, not prices. You are there to offer solutions, not to force services for imaginary problems. Most of all, you are there to talk about them, not about yourself.

There’s no surefire way to close a deal, but being prepared and skilled to say the right words at the right time can definitely push your odds to lean towards success.

Benefits of Outsourcing your B2B Appointment Setting Campaign

Benefits of Outsourcing your B2B Appointment Setting Campaign

Not all people are blessed with excellent communication skills. In fact, there are those who, even though they are not very good at what they do, are able to reach places because of their being articulate and word-savvy.

That’s the reason why business marketers often outsource their appointment setting campaigns to B2B lead generation services providers. These firms fill in the communication aspect that may be lacking in internal personnel, and of course they also secure the bottom line for the business.

That’s not the only benefit of outsourcing your appointment setting:

1. Speeds up the sales cycle

If your salespeople are setting their own appointments, they could be using half their time just generating meetings, with only the other half left to close the sale in a face-to-face meeting. Outsourcing the appointment setting of the sales cycle makes better use of your expensive field sales forces’ time. prioritise the relevant data

2. Working with a qualified list of prospects

A good telemarketing company will gather, analyse and prioritise the relevant data so they get to contact the right people who are interested in your product or service.

3. Cost effective

Having a dedicated telemarketing team, generating a steady stream of qualified appointments, is more cost effective than using field-based sales people doing this role. In addition, by outsourcing your appointment setting, you will very quickly see a return on your investment through the focus and results of your sales process and results.

4. Maintains the integrity of your brand

Some companies have concerns that outsourcing their appointment setting to a third party will lead to a disconnection of their brand, culture and key messages. After all, no one wants to have their day interrupted by a ‘telemarketing company’. A  key focus is the training callers will receive and the depth of client immersion and empathy.

5. Utilizing the right skill set

Not all salespeople are built the same. Some are better on the phone, others thrive when meeting clients in person and others get a buzz from cold calling. If your sales team don’t like, or aren’t good at cold calling, it will become a self defeating exercise, as motivation dies. A telemarketing company can help achieve the best results because they employ professional telemarketers who cold call and set appointments on a daily basis.

6. Scalable to the needs of the business

A telemarketing company is able to scale their services according to the demands of your business aspirations and budget. If a client wants to start with a small pool of prospects and gauge the results first, before committing to a full blown campaign, a telemarketing company can scale their services up or down accordingly.

How to Succeed in your B2B Appointment Setting Campaigns

How to Succeed in your B2B Appointment Setting Campaigns_DONEIf a lead generation cycle were a movie, then the appointment setting part would be the climax. It’s the deciding factor on whether an interaction with a prospect will move forward or come to a halt. Because of this importance, telemarketers need to make sure they can grab this opportunity while it’s on the table.

Here are the best practices in carrying out an appointment setting campaign:

Gathering preliminary details

  • A defined target list with job titles, industries, and verticals
  • From the contact’s perspective, what’s the benefit of agreeing to an appointment?
  • Expectations from the sales team
  • Full understanding of products and services

Gaining buy-in from sales:

Communication before, during, and after the campaign is critical for a successful campaign. Before campaign launch: Outline the appointment setting process, set expectations, and gain a clear understanding of the desires and expectations of the sales team.

Adjustments can be made prior to launch based on feedback from sales team. Communication during TM appointment setting will allow for minor adjustments or modifications throughout the campaign.

Other Factors to consider:

    • Size of sales team: The strategy will vary depending on the number of sales representatives that appointments are being set for. More customization is possible for smaller teams compared to larger numbers of sales representatives where establishing standards is critical.
    • Mobility/geographical considerations: Mobility of the sales team, as well as the geography they cover should factor in to understanding which appointments are best suited for the team involved.
    • Scheduling appointments: The type of appointment and geography of the accounts the field reps are responsible for are important to consider as you set guidelines for the time frame between initial conversation and potential appointment dates.
    • Appointment Duration: This will vary depending on the goal of the appointment, but a typical phone appointment should be set for a minimum of 15-30 minutes and a face to face would customarily take between 30 minutes to an hour.
    • Built-in flexibility: While setting appointments, it is important to detect 2-3 potential options, preferably on distinct dates and varying times of the day.
    • Next Steps: Delineating expectations once the appointment has been set including the hand-off process and the party responsible for sending the meeting invite and/or rescheduling. This framework should be in place prior to outbound telemarketing, as the contact needs to have a clear understanding of next steps once the appointment is set.

Hire Right For Your Appointment Setting Team

Hire Right For Your Appointment Setting Team

In any kind of business, hiring the right person for the job is a crucial activity. This is what makes all the difference in the success or failure of your company. That is also the main concern for those involved in B2B appointment setting campaigns.

You see, the risk of hiring the wrong man is a real problem. It can cost your company a big deal in terms of lost sales leads, not to mention the loss of good will and rapport, in case your new hire is not that good in public relations. Now, just imagine if the job vacancy is in the telemarketing department. Just think of the mess that it would create for you to fix.

Mind you, that does not come cheap. In that case, why not do it right the first time? If you just know how to do it, then you will be in the right path.

  • Take it slow – you know, the hiring process should never be rushed. Sure, you know that upper management has their demands, and that they set deadlines, but you need to wait a little bit more, in case the right candidate comes up. Waiting for resumes to come in takes time, and that is something you can never rush.

 

  • Consider hiring as a sieve– in order for you to hire the right people for B2B appointment setting services, you need to basically weed out the worst from the best candidates. Basically, you can only do that if you have a lot of candidates, which means you keep contacting as many candidates as you want. And if you put the right rules and processes in place, like interviews or special instructions, you can truly get the best ones.

 

  • Have checkpoints – for longer hiring processes, it would be sensible to set up check points. This will allow you to screen out applicants based on specific skills or knowledge that your company may need.  Also, this gives you more time to decide on who you should really hire to get your B2B leads.

 

  • Give out correct tests – this is one portion of the hiring process that is so important, but one that usually creates a lot of misunderstanding on the part of your hiring team. You see, test scores can only do so much, especially if what you give them is just a generic type of test. Maybe you need to conduct more exams, or probably more interviews to really bring out a candidate’s skill.

 

  • Ask your team – after you have evaluated the values, methods and skills of your candidates, and seeing them as acceptable in your eyes, try asking your own team, hear what they say. They might be able to give you additional input about their skills, or provide you a perspective that is different from what you initially thought of.

 

Yes, hiring more people for your lead generation campaign is a necessity. All it takes is for you to take a concrete effort to choose your people properly.