tele-sales force (tsf) lead generation campaign script

Tele-Sales Force (TSF)

Lead Generation Campaign Script

Proprietary & Confidential © 2004

Objective:To get the assistant to call you back to set up an appt or get more information

1st Time:

Hi, (ASSISTANT), this is (YOUR NAME) calling from the office of Matt Lee, the President of Envisiontel. The reason I’m calling is to see if (DECISION MAKER) is available for a brief phone call with him next week. Would you be so kind to call me back at xxx? Just to give you a little background, we are an e-detailing Solutions Provider working with companies like Pfizer, McNeil, and others to supplement the efforts of their sales reps.

Again, my number is XXXX and this is (NAME) with Envisiontel . Thanks, (ASSISTANT)!

2nd Time:

Hi, (ASSISTANT), this is (NAME) calling from the office of Matt Lee, the President of Envisiontel. Still

trying to reach you, and would like to schedule just a few short minutes to talk with (DECISION MAKER) about how Envisiontel is working with companies like Pfizer, McNeil, and others to supplement the efforts of their sales reps using our E-Detailing solutions. I’d greatly appreciate if you would return my call. My number is XXXX. If I don’t happen to hear from you by this Wednesday, I’ll go ahead and follow up again. Thanks, (ASSISTANT)!

Voicemail Script – AssistantVoicemail Script – Assistant


Voicemail Script – AssistantVoicemail Script – Assistant3rd Time:

Hi, (ASSISTANT), this is (YOUR NAME) calling from the office of Matt Lee, the President of Envisiontel. I’ve left several voicemails and was just hoping to reach you live to set up a brief phone call between (DECISION MAKER) and Matt at Envisiontel regarding how we are working with companies such as Pfizer, McNeil, and others with our E-Detailing solutions to supplement the efforts of their sales reps. I’d appreciate the courtesy of a return call when you have a moment. Please let me know if (DECISION MAKER) is the most appropriate person to speak with, or if there is someone else we need to reach out to. My number is XXXXX. Thanks, (ASSISTANT)!


To get the decision maker to call you back for an appointment.

Primary:

Hi, (DECISION MAKER), this is (YOUR NAME) calling from the office of Matt Lee, the President of Envisiontel. The reason I’m calling is to see if you would be available for a brief phone call with Matt on Tuesday or Thursday of this week or next week. Would you be so kind to call me back at xxx.

Just to give you a little background, we are an E-Detailing Solution provider currently helping companies like Pfizer, McNeil, and others to supplement the efforts of their sales reps. We use some emerging technologies to create this interactive content using the simple business tools you use everyday and for a fraction of the cost

.

Again, my number is XXXXXX, and this is (NAME) with Envisiontel. Thanks, (DECISION MAKER)!

2nd call:

Hi, (DECISION MAKER), this is (NAME) calling from the office of Matt Lee, the President of Envisiontel, and E-detailing company. Still trying to reach you, and would like to schedule just a few short minutes to talk with you about how Envisiontel is working with companies such as Pfizer, McNeil, and others to supplement the efforts of their sales reps. I’d greatly appreciate if you would return my call. My number is XXXX. If I don’t happen to hear from you by this Wednesday, I’ll go ahead and follow up again. Thanks. Thanks, (DECISION MAKER)!

Objective:

Voicemail Script – Decision MakerVoicemail Script – Decision Maker


Objective: To get an appointment with the Decision Maker

Ask for the appointment early, and ask for it often.

Hi, (DECISION MAKER), this is (YOUR NAME) calling from the office of Matt Lee, the President of Envisiontel, an e-Detailing Solution provider? How are you? I’d like to see if you’d be available for a very brief call on (Date) to speak with Matt about how we are working with companies such as Pfizer, McNeil, and others to supplement the efforts of their sales reps using emerging technologies for e-detailing. Would Tuesday or Thursday date work for you? (If not, when would be a better date & time?)

“What is this about?” Matt would like to share with you over a 10-15 minutes conversation over the phone on some new technologies for developing e-detailing campaigns that are simple, effective and reduce costs.

“Send info” I’d be happy to. (DECISION MAKER), because there is so much information involved, what I’d like to do is make sure to send exactly the right materials that are specific to your company’s needs. Would it be okay to tentatively schedule a follow up to review the information and address any questions? How does next (Thursday at 10:00 am) sound?

“What does Envisiontel do?” I’m glad you asked. Envisiontel is an E-Detailing Solutions Provider. As you know, many companies in your

industry are implementing edetailing strategies in order to supplement the efforts of their direct sales

representatives. The problem with many edetailing campaigns is that they are very time consuming to

prepare and usually require the use of expensive content creation specialists. Matt will show you how

some leading companies in your industry, such as Pfizer and McNeil, are using some emerging

technologies to create this interactive content using the simple business tools you use everyday and

for a fraction of the cost.

“What is this all about?” The call would just be to introduce you real briefly to tell you how Envisiontel is helping clients such as Pfizer, McNeil, and others that use our E-Detailing solutions to supplement the efforts of their sales reps.You can decide in the first few minutes if you think it’s going to be of interest to you. If you’re available next (Thursday at 10:00 am) I could set you up with a short, no obligation phone call with our President Matt Lee to go into more detail and also answer any questions you have. Would that work for you?

“Can you tell me more?” The best way to provide you with the most accurate information is in a phone call with our President Matt Lee. He can go into more detail about the benefits of Envisiontel’s services, If you’re not available in the near future, we can even schedule this out a month in advance, and I could confirm the call a week or two prior. Does that sound like it would work for you?

“Who are some of your clients?”

Some of our clients include Pfizer and McNeil.

Dialogue ScriptDialogue Script


“I don’t have time” I understand. I could work around your schedule, so if you can let me know what is more convenient for you, I’d be happy to accommodate that. We can even schedule this out a month in advance and I can send a confirmation reminder a week or a few days prior. Did you want to try and do this next month?

I’m using (another company/tool). We understand that. We have direct experience with the challenges of this industry over years and have developed an approach that works quite well and delivers the results our client expect. I hope you can appreciate why we are talking with you about this.

I’m happy with what I’m currently using.

I can appreciate that. Perhaps our Director can take a few minutes to review just a few of our capabilities in the call and do a comparison to see if we could be a better alternative… if nothing else, it will validate what you’re already doing. How does next (Wednesday at 10:00 am) sound to you?

I’m just not interested. Do you mind my asking what the reasons are? It would be just a real quick call. In fact, if you like, you can even tell us in the first few minutes whether or not this would be relevant to your business. With no obligation, it might not hurt to just hear a little bit about it. Does that sound okay to you?

No budget, no plans for it I can understand that, in fact, I’m hearing it quite often these days. What I’d really like to do is start building a relationship with your company so that when the budgets roll around, you are ready to move forward, and hopefully Envisiontel can become a partner with you in making that happen.

No, not now When?

Why is this now all so new a strategy?

Three main drivers are behind the growth of this strategy:1. Falling effectiveness and increasing costs of sales representatives,2. Increasingly busy doctors with little time to see reps,3. High connectivity and acceptance of the Internet by physicians

I get 40-50 sales calls a day … why should I spend 10 minutes with you

Because we understand running business operation is a lot like running your work day. You have to do more with less and at the end of the day you have got to do it faster and cheaper than your competition. In a short 10 minute phone call, we can quickly assess if our services can address the current challenges facing your operation. And if you think back, I’ll bet some of your best partnerships or great ideas for your operation started with a 10 minute phone call with an experienced service provider!

Handling ObjectionsHandling Objections


MATT, PLEASE ADD

Handling ObjectionsHandling Objections

tele-sales force (tsf) lead generation campaign script

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