1. Telemarketing
PAI Training
May 3rd 2007
Frank Sessa

2. Topics
Reasons
Stats
Scripting
Summary

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

4. 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

5. Telemarketing – Cont.
Shoot for 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

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

7. 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

8. 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