Telemarketing Institute


 

 

 

 

 

CONVERSATIONAL SOFT SELL� (CSS�) LEAD GENERATION PROGRAM CONDENSED VERSION

Telemarketing Institute (TII) offers two versions of its Conversational Soft Sell Lead Generation Program - a CONDENSED and a COMPREHENSIVE Version

 CONDENSED CSS LEAD GENERATION VERSION REQUIRES 2 CONTACTS

This Condensed program is designed for companies that have any of following strategic marketing criteria:
1.       are calling prospects and/or customers who are familiar with the company
2.       want to clean their database as well as determine the sales potential for:

  • low sales volume customers

  • inactive customers to become active customers again

  • prospects in the database generated by some marketing means over past months/years

3.       are expanding in existing markets rather than opening new market/s
4.       has a product/service that can be explained in a short 3 to 5 minute call because it is easily understood

 

5.       target lower level management Decision Makers who are easier to reach and more receptive to calls

 

SERIES OF CONTACTS IN THE CONDENSED CSS LEAD GENERATION VERSION

TII�s Condensed Version uses the same Conversation Soft Sell call processes and soft sell communication techniques, however, needs only 2 Contacts made by our call center instead of 4 Contacts as we make in the Comprehensive Version of our Lead Generation Program.  The Contacts TII implements in this version are:

CONDENSED LEAD GENERATION VERSION - CALL HANDLING PROCESS

Call combines Decision Maker Identification with asking to speak with the DM

We secure/verify Decision Maker�s (DM�s) name/verify address, fax # - permission to fax.  Then ask to speak with the DM

 PROCESS 1 -  WHEN THE DECISION MAKER IS REACHED

a) When the Decision Maker (DM) is reached, our phone rep:

  • describes what our client is offering for the Decision Maker�s (DM�s) consideration
  • integrates qualifying questions into the conversation so leads can be categorized by their sales potential
  • asks if we can e-mail a Note of Introduction and Reference Guide that describes what our client is offering for their review and consideration
  • When DM says yes to e-mailing � asks for e-mail address and thanks them for the chance to e-mail the data

When the DM says he/she is Not Interested in receiving the data

Our rep keeps the door open by saying, �Since things have a way of changing, when would be appropriate for us to touch base with you?�  The response is recorded for follow up.

  • asks if a Specialist (Our Soft Sell name for a sales rep) can call to see what their thoughts are and to answer any questions they may have, if that is okay with them.  This closing question determines the DM�s Interest Level
  • closes courteously

b) Note of Introduction and Reference Guide is faxed/e-mailed/mailed � Decision Maker�s Choice

The CSSTM Note of Introduction introduces the company and a top executive.  It gives a strong benefit statement

about what is being offered for the DM�s consideration.  The note then lets the DM know a call will follow to ask

permission to e-mail detailed information and gives the DM an 800 # to call to decline the receipt of the call.

The Reference Guide is in newsletter format.  In the left column is the company background and what sets their

       product/service apart from their competition.  On the right is a description of what is being offered for consideration 

c) Our Client�s reps call the Qualified Leads, with the Decision Maker�s Permission � This ends this process 1

PROCESS 2 - WHEN THE DECISION MAKER IS NOT REACHED

a) Voice Mail is Left - Our rep gives the reason for our call and a benefit statement about what is being offered.  Then the rep ends by saying we�ll be sending a Note and Guide and gives a toll free number to call to decline its receipt.

b) Note of Introduction and Reference Guide described in (b) above, is Faxed

c) TII�s phone rep makes two more phone attempts on the Decision Makers in an attempt to reach the DM

  • When DMs are reached we use the same dialog described in Process 1 
  • If the DM is not reached either time, we leave a voice mail sales message and contact information each time

Click here for details of this program 


� 1982 Telemarketing Institute, Inc.
1-800-992-1377
154 Northwest Lake Dr.
Lake Norden, SD  57248

Fax: 1-605-252-9992

Email: mary@tminstitute.com