PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.All Things Telemarketing...Hiring and Training Telesales ProfessionalsData an...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Who to UseExisting agency staff.High school, college students or retirees due...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Prescreening – The Phone InterviewEvaluate their English.Ask about their comp...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Prescreening – The In-person InterviewShow them the dialer.Review the scripts...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Compensation Options – Avoid “Dialing for Dollars”Grace period so can learn t...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.TrainingSet up training with SalesDialers.com.Shadow you or associate to lear...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Telemarketing Data VendorsDont sign a contract if possible.Industry standard ...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Telemarketing Lead VendorsGet references if possible.Dont sign a contract (if...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Telemarketing Lead VendorsAre the leads shared or exclusive?If leads are shar...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Consider Using Auto Dialers to Improve Efficiency96 percent of sales reps tim...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Do Not Call Guidelines/SAN InformationPrior to calling, lists of names needs ...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.List Management Scrubbing and FormattingRecommend you create a Lead List fold...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.When to CallLargely depends on the market and demographic you want to target....
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.How You Say It is Just As Important as What You SayMaintain an even monotone ...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for the PhoneKeep it short.State name of person who referred you (if any...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for the PhoneDont interrupt...its amazing what someone will tell you if ...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Reasons Not To Leave a MessageAs soon as you leave a message they will recogn...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for Sending EmailsKeep it short.State name of person who referred you (i...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Appointment Setting TipsSell the appointment NOT the policy.DON’T BE PUSHY-If...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for Leaving Voice Mail MessagesKeep it short.State name of person who re...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for Leaving Voice Mail MessagesWords to use: help, free, no obligation, ...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Script Ideas for the Phone, Voice Mail and EmailsMost people dont know unders...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Script Ideas for the Phone, Voice Mail and EmailsWhen was last time your insu...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Example Script : Original UneditedHello. This is John Public, owner of YOUR X...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Example Script: Revised EditedHello. This is John Public, owner of YOUR local...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.The GoalFirst, define your sales process.Get to the next step...dont try to s...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Thank YouWe appreciate your time.One useful piece of information from this we...
PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.If you want a cost-effective way to dial, track and closemore sales!www.Sales...
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All things Tele marketing slide reviewed by SalesDialers.com

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SalesDialers.com has a A plus review with the BBB. Sales Dialers is an award winning hosted web based dialer CRM. It is the leading tele marketing dialer for insurance agents and Realtors. SalesDialers tags pride in having the most features at the best price on the market.

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All things Tele marketing slide reviewed by SalesDialers.com

  1. 1. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.All Things Telemarketing...Hiring and Training Telesales ProfessionalsData and Lead OptionsDialers for Efficiency and AutomationDNC and List ManagementWhen to Call and How to Say ItTips for the Phone, Email, Appointment Setting and Scripts.
  2. 2. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Who to UseExisting agency staff.High school, college students or retirees due to their flexible hours.Temporary staffing.Potential Venues to Post the AdCraigs List.Monster and Careerbuilder.Local newspaper for your area or a local college.Local job boards at schools, church, community centers, etc.Look at other effective ads combined with your needs and write your ad.
  3. 3. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Prescreening – The Phone InterviewEvaluate their English.Ask about their computer skills.Relevant prior job experience.Check prior job history to make sure they dont “bounce” around.Describe the job requirements: base compensation, bonus compensation, grace period,minimum production requirements, definition of a lead, hours, dress code, office equipmentused, etc.
  4. 4. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Prescreening – The In-person InterviewShow them the dialer.Review the scripts with them.Ask what motivates them so you can use this later i.e. pay, flexible hours, gift cards, work fromhome, etc.Role play i.e. let them be your prospect so they understand the “entire” process.Describe the job requirements and discuss compensation.
  5. 5. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Compensation Options – Avoid “Dialing for Dollars”Grace period so can learn the process and the dialer.Require a certain number of leads or appointments per hour.Straight pay hourly rate with no production requirements (NOT recommended).Hourly rate plus incentives:Add one dollar per hour for every lead above required minimum for that hour.Add flat bonus if get appointment on top of hourly rate.Add flat bonus if get application on top of hourly rate.Add flat bonus if enroll successfully on top of hourly rate.
  6. 6. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.TrainingSet up training with SalesDialers.com.Shadow you or associate to learn your business i.e. Insurance 101.Shadow someone who is making calls currently or agent on duty.Take them through the ENTIRE process from the call to policy delivery so they can answerquestions during call that might otherwise be hurdles delaying “closing.”Give each telemarketer their own workbook binder to include the following:Calling tips.Calling scriptsSample Objection responses.Tracking Form.
  7. 7. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Telemarketing Data VendorsDont sign a contract if possible.Industry standard for accuracy is 85% so get data at 85% or higher.Make sure data is already scrubbed for the National DNC Registry.Ask how often the data is refreshed for accuracy i.e. should be at least quarterly.Make sure they have the B2B or B2C filters you need:B2C: age range, household income, geographic area, renters/homeowners, etc.B2B: number of employees, SIC code, sales volume, geographic area, etc.www.coleinformationsystem.comwww.salesgenie.comwww.affordablemarketinglists.com
  8. 8. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Telemarketing Lead VendorsGet references if possible.Dont sign a contract (if possible) until you sample the leads.Dont provide a down payment to use as credit for future leads i.e. pay as you go.Ask the right questions:How long has the company been in business?How many customers do they have?Are leads available in your geographic area?Is there a minimum purchase required?What specifically is their return/exchange/credit policy for bad/inaccurate leads?How often can you expect to receive leads?
  9. 9. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Telemarketing Lead VendorsAre the leads shared or exclusive?If leads are shared how many agents receive the same lead after how many days have passed?What is their cancellation policy if they do require a contract?What criteria can you request for your leads?COMPARE “apples to apples” with other lead vendors.www.stellarprospects.comInexpensive one dollar aged Internet leads between 2 – 60 days old.THE GOAL: purchase leads or data that are the “target” demographic for the products that youre selling.
  10. 10. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Consider Using Auto Dialers to Improve Efficiency96 percent of sales reps time when making outbound calls is spent hand dialing, leaving voice mails,navigating phone trees and talking with gatekeepers.With a auto dialer you WONT have to: look up a phone number, dial a number or wait for the phone to ring.get a busy signal or disconnected number and then hang up.get an answering machine and leave a voice mail.hang up, try to STAY MOTIVATED and do it all over again.Auto dialers let you dial 100 – 400 numbers per hour versus 25-35 hand dialing.Look for features such as: email, CRM lead management, FTC safeguards, custom pre-recorded on hold andanswering machine messages and the ability to customize the dialer to your specific business.Dialers are more personal, more flexible, more responsive and LESS expensive than other means of leadgeneration.Sales is a numbers game and its simple math...more calls = more leads = more sales!
  11. 11. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Do Not Call Guidelines/SAN InformationPrior to calling, lists of names needs to be scrubbed for existing customers and against the NationalDo Not Call list.Do Not Call Registry provides four (4) area codes for free:https://telemarketing.donotcall.gov/faq/faqbusiness.aspxOther Resourceshttps://donotcall.govhttp://business.ftc.govhttp://www.fcc.gov/guides
  12. 12. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.List Management Scrubbing and FormattingRecommend you create a Lead List folder on your hard drive and save the scrubbed lists withspecific file names and dates.If printing the list for your telemarketer, also recommend you format Page Set Up in EXCELwith header, rows to repeat at top and selected Print Area.List Management Formatting After You CallHave telemarketer update their results into a tracking form.Or have the caller update results directly in EXCEL (with formulas which automatically tabulateresults into agency results and eliminates the need for a manual tracking).Agency owner maintains a summary of results for each telemarketer.
  13. 13. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.When to CallLargely depends on the market and demographic you want to target.When to call CONSUMERS:Weekdays except Wednesdays.Weekends on Saturday morning only.1030AM – 1230PM AND 630 – 800PM.When to call BUSINESSES:Weekdays.800am – 930am and 400pm – 530pm.
  14. 14. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.How You Say It is Just As Important as What You SayMaintain an even monotone voice to add integrity and validity to what youre saying.Do not speed up or slow down.Maintain an even pitch only emphasizing important points as needed.If they rush to get off the phone...do NOT rush back to KEEP them on the phone. Remain calm,wait and respond.Dont interrupt...its amazing what someone will tell you if you ask a question and wait.Dont sound like the the telemarketers that call you...you know the callers that you cant wait toget off the phone with and know theyre a telemarketer as soon as they say hi.Dont waste your time trying to convince someone to talk to you... there isnt much you can do.Spend your time talking to people that WANT to talk to you.
  15. 15. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for the PhoneKeep it short.State name of person who referred you (if any).Pick a good script, stick with it for a period of time then adapt and make it your own.You have to try different scripts to see what works best.Must capture their attention in first few seconds.Words to use: help, free, no obligation, a few minutes, save you money, etc.Find a way to get their email address so you can send them information.If they rush to get off the phone...do NOT rush back to KEEP them on the phone. Remain calm,wait and respond.
  16. 16. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for the PhoneDont interrupt...its amazing what someone will tell you if you ask a question and wait.Dont waste your time trying to convince someone to talk to you... there isnt much you can do.Spend your time talking to people that WANT to talk to you.Purpose of the call is to build rapport, qualify the prospect, and get information.Focus on education of client, likeability and “helping.”State the most important information first and the specific point you want to talk about.Say something that connects you with the person/organization.REHEARSE AND BE YOURSELF.
  17. 17. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Reasons Not To Leave a MessageAs soon as you leave a message they will recognize your number for the future.Unless they are looking for your services RIGHT THEN... not likely they will call you.You can change your caller ID in some dialers enabling you to redial the same leads.General consensus amongst agents is that your odds are greater if you can get a LIVE personon the phone.Your odds are greatly increased just by having a LIVE person on the phone.
  18. 18. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for Sending EmailsKeep it short.State name of person who referred you (if any).Pick a good script, stick with it for a period of time then adapt and make it your own.You have to try different scripts to see what works best.Must capture their attention in first few seconds.Words to use: help, free, no obligation, a few minutes, save you money, etc.Focus on education of client, likeability and “helping.”State the most important information first and the specific point you want to talk about.Mention how call will benefit person and that the return call will be brief.Say something that connects you with the person/organization.Suggest specific time and date you will be available.
  19. 19. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Appointment Setting TipsSell the appointment NOT the policy.DON’T BE PUSHY-If no time is convenient, give name and number or time to call back.Make appointments starting at first of week and working towards the back so you can stillmake calls Monday.Give recipient privilege of setting day and time we can talk i.e. give contact info.If a reminder call is wanted, call during the day when prospect is not at home.Consider not giving your phone number unless asked so can show up and still do presentationas it doesn’t take long.
  20. 20. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for Leaving Voice Mail MessagesKeep it short.State name of person who referred you (if any).Don’t leave messages until after 4-5 attempts and then just leave name and number ONLY. Itleaves sense of curiosity with prospect and they might call back.Pick a good script, stick with it for a period of time then adapt and make it your own.You have to try different scripts to see what works best.Must capture their attention in first few seconds.
  21. 21. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Tips for Leaving Voice Mail MessagesWords to use: help, free, no obligation, a few minutes, save you money, etc.Focus on education of client, likeability and “helping.”State the most important information first and the specific point you want to talk about.Mention how call will benefit person and that the return call will be brief.Say something that connects you with the person/organization.Suggest specific time and date you will be available.
  22. 22. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Script Ideas for the Phone, Voice Mail and EmailsMost people dont know understand their policy and may have things not needed.Are you aware of all the discounts you can get...list them.Let us do your shopping for you.You might not be aware, but unlike other carriers we havent had a rate increase in over Xmonths until a recent X% in JUNE.Id like to send you a tip sheet on things YOU can do to save money on your insurance:understand HOW to read your policy, change your deductible, get rid of duplicate options, doyou have all the proper discounts, and meet with a licensed professional.Do you think youre paying too much for your insurance?Have you had any problems with your insurance?
  23. 23. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Script Ideas for the Phone, Voice Mail and EmailsWhen was last time your insurance company called you to work for you?Thank you with a SPECIAL OFFER.In order to get a call returned... politely “warn” them you are going to close the file.Make it unique... congrats on your B-day and turning XX.Words to use: help, free, no obligation, a few minutes, save you money, etc.Find a way to get their email address so you can send them information.ASK questions that will provoke the response youre looking for.
  24. 24. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Example Script : Original UneditedHello. This is John Public, owner of YOUR XYZ Insurance Agency down the street, where ourgoal is thrilling our customers! One behalf of our team Suzie, Paul, David and myself, I amfollowing up on our mailer we sent you a few weeks ago titled "your biggest investment." Wewanted to let consumers like you know that XYZ has recently introduced some new discountson homeowners insurance, as well as their auto insurance, much like you hear about on the TVand radio advertisements. In fact, we had no rate increases in AUTO premiums for 42 months,until a modest 3% this June. Have you ever considered XYZ Insurance for your insuranceprotection? When was the last time you received a home and auto quote?Wed be happy to earn your trust by providing you wit a FREE, no obligation quote to makesure your insurance meets your needs and also to check to see if youre paying a competitiveprice. It will only take about 5 more minutes of your time, or if detailed, set up an appt. Could Ihave a licensed professional who is right here in our office go over your coverages and giveyou a quote? At our agency, we hope you are "thrilled" with your experience! Make it a greatday from all of us at the XYZ Insurance Agency in Atlanta!
  25. 25. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Example Script: Revised EditedHello. This is John Public, owner of YOUR local XYZ Insurance Agency down the street.Recently, XYZ released new reduced rates on homeowners and auto insurance. And unlikemany other companies, we have had no rate increases in AUTO premiums for 42 months, untila modest 3% increase this past June.Many people simply dont understand how to read their auto and home policies so we wouldlike to educate you on this and provide a FREE no obligation XYZ Review to show you how youcan save money on your policies? It will only take about 5 minutes at a time that fits yourschedule and we can be reached at XXX-XXX-XXXX. Hope you have a great day and we lookforward to hearing from you.
  26. 26. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.The GoalFirst, define your sales process.Get to the next step...dont try to skip steps i.e. a callback, an appointment, etc.Go as far as client wants to go, but you do have to ask for the appointment or sale.If they want to take a break from the sales process, leave them feeling good about you as somepeople just need time and dont make decisions on the fly.
  27. 27. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.Thank YouWe appreciate your time.One useful piece of information from this webinar?Special offer.Email to come with scripts, tips and other tools.Have a productive day!
  28. 28. PROPRIETARY AND CONFIDENTIALDO NOT REPRODUCE.If you want a cost-effective way to dial, track and closemore sales!www.SalesDialers.com Toll-free: 800-662-4009Email: Sales@SalesDialers.comTwitter: SalesDialers Linkedin: SalesDialersFacebook: SalesDialers
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