Outbound Script Guidelines

The Outbound Call Introduction:

• The company name should be stated in the beginning of the introduction.
• The opening should be brief, enthusiastic, and information oriented: - less than 15 seconds to allow the entire offered product or service to be disclosed - positive but not too bold, pushy, or salesy
• Example: This is Willow Construction calling. Are you considering replacing your windows, siding or roof anytime soon?
• Example: This is Lawn & Garden Care calling. Would you like us to and give you an estimate on mowing your lawn this Spring?
• The goal of the call is to produce a prospect (not to close a sale, not to chit-chat, not to keep someone on the phone, and not to make a new friend).
  
  The Rules:
• Do not call people on any Do Not Call list.
• People who are called must be informed that their answers will be recorded.
• Your companys telephone number must be included in the script.
• A number which shows up in a caller ID must be supplied.
  
  The Post Introduction Pitch:
• A concise statement which provides additional product or service detail may be used immediately following the introduction for a called person who responded positively to the initial question.
  
  The Qualifying Questions:
• Questions should be terse. The most effective questions require either a positive or negative response (i.e., yes or no; for example, Do you currently own a boat?).
• The next most effective questions are those that require a numeric response, for example:
  - On a scale of 1 to 5, with 1 being poor and 5 being excellent, how would you
  - What is the current value of your home?
  - Given the choice, would you be interested in option 1 or option 2?
  
• A maximum of 5 qualifying questions can be asked, but one or two qualifying questions is generally more effective.