Telemarketing PAI Training May 3rd 2007 Frank Sessa

Topics Reasons Stats Scripting Summary

Telemarketing In House Made a part of every day 6-7 hours a week Scripting Territory Management Integrate into Follow Up Appointment Setting

Telemarketing – Cont. Statistics -6-7 hours of telemarketing per week -Approx. 10 connected calls per hour -Yields 65 new pre approach calls per week -At 10%, that would equate to 6.5 new appointments scheduled per week

Telemarketing – Cont. Shoot for 6.5-8 new appointments per week – 7 as avg. Equates to 28 new appointments per month Equates to 336 new appointments per year With a closing ratio of 33%, that would yield 110 new units per year

Telemarketing – Cont. Take 50% - Yields 168 new appointments - Ratio of 33% = 55 new units

Scripting In House calls Outsourcing with the competition Using ancillary products and services for calls Existing Client calls Gathering of Information Updating database Laying the groundwork for another round of calls Using articles Geographically specific issues Follow Up on Mailings and newsletters

Summary Telemarketing/Phone is part of your job Keeps you fresh Set Goals, not just numeric, but targeted reasons Tracking of Information – put into SAT Consistency Team Approach Goals and Contests Another way to talk about your company and services Pre Approach Planning Products/Alliance