I picked up the ringing phone the other day. “Hello?” I said. Then I sat in shock as I heard on the other end, “Hello, my name is Jim and I’m calling from XYZ Co.
We are a full service communication provider and we’re offering clients a very special promotion on our satellite television services. If you sign up with us today you can receive our full service for just $25.00 a month for the first three months. What’s more you won’t be charged a sign up fee.
Now before you say ‘no’ I’d like to take a moment to remind you about all the great features of our service…” He went on and on and on and didn’t give me the opportunity to say a single word. Finally, he took a breath and I was able to decline the offer.
Jim of XYZ Company (the names are changed to protect the guilty!) shares a misconception among many telemarketing services professionals about the purpose of the opening dialogue.
This article is going to talk about what that opening dialogue is for. Note that it doesn’t matter if you are working for individual sales leads or business sales leads, this truth remains the same.
Telemarketing services opening dialogue?
appointment setting company north sydney assume the opening dialogue should be like a Gatling gun: firing off all your bullets at once in the hopes that one or two will hit the target. It’s ineffective and, like Jim’s opening dialogue, almost comical! It gives the impression that the telemarketing “professional” doesn’t care about the sales leads’ time.
Why is it like this? It’s because many people feel that they have a bunch of things they need to say and they’re expecting their sales leads to say “no”.
So, you’re asking me, if that’s not the case, what is the purpose?
Telemarketing requires patience and should be aimed at opening a dialog, not just making a quick sale. The aim is to generate interest; to whet the appetite; create interest; and to develop a little intrigue. Ultimately, the purpose of your opening dialogue is NOT to try and sell the product. The purpose of the opening dialogue is to get the customer to say three simple words: