Telemarketing makes personal contact and wins live feedback whatever the outcome.
Telemarketing Script
The Objective of Telemarketing is to make contact and establish an open attitude to receive a proposal from us. That will usually mean sending an email with more details. This to be passed to the Success Moves Partner. Or to arrange a zoom meeting with the Success Moves Partner.
Sectors of interest. Real Estate, IT, AI, Software, Digital Marketing, Telecomms, Renewable Energy, Construction. We can recruit any professional level positions (Sales, IT, Technical, Engineering, Sales, Marketing, Accountancy, Administration, Operations).
Leads will have been filtered to be companies big enough to want and pay for recruitment services. They can be of any size.
Our initial approach is simple. We ask open ended questions to get them talking and we listen and take notes. This means you do not need a lot of recruitment or Success Moves knowledge. They do all the talking and they like the sound of their own voice. Ask them about their challenges, growth plans, problems issues. This will represent opportunity to us.
Our approach is as business people looking for partnerships, business ventures to work together and help each other. We do not ring to sell anything. We are enquiring, discovering, exploring ideas for mutual business benefit. On the first call we are introducing ourselves and listening to their challenges re recruitment.
It is not necessary therefore to have a thorough understanding of what we offer and details of specific deals. The first call is all about listening not talking.
What is more important is speaking with a tonality of passion, confidence, positivity, enthusiasm, and energy.
Your success is defined as to how many qualities long term prospects leads you produce.
You will find that your success hit rate is determined by three things.
How well you have chosen your target prospects to call.*
The quality of your tonality. Positive, upbeat.
How many calls made. (Though it is number of follow ups that is key.)
For your target use “Find Vacancies” on Paiger.co which will give you lists of recruitment adverts companies have made directly. Hence a need and a budget is clear. Paigers “Get Market Intelligence for this Role” button will provide contact names and at least land line number. You can add searches easily to Paiger for job titles and location as needs as target prospects change.
Learn and use the script below. It covers different sectors. You will find that what recipients say is predictable and by experience we know the best responses.
Firstly, bear in mind the objective of the call is to.
Introduce self and ask open ended questions to get them talking.
Develop rapport, know, like and trust.
Establish their main issues re recruitment.
Gain details on specific vacancies.
Agree follow up email or meeting on zoom or reject as nonstarter.
An ideal call finish is:
They ask you to send an email with more information.
They agree to a MS Teams with a Partner to discuss specific options.
The Call Itself.
The first objective is to get through to the prospect. If you have his mobile, great. We will assume that you have the landline.
Ring Ring Ring Ring
Gatekeeper} Good Morning Astra Software Ltd.
You} Good Morning (Mirror their greeting). John Smith please?
Gatekeeper} Just a moment.
You} Wait to be put through.
Gatekeeper} Can I ask who is calling please.
You} Mike Jones
Gatekeeper} Can I ask what it is about?
You} It is about a Linkedin thread.
Gatekeeper} Just a moment, putting you through.
Gatekeeper} He no longer works for the company.
You} Oh can I ask who is the MD now please?
Gatekeeper} Richard Wilson
You} Can you put me through to him please.
You} As they know you do not know him you may often not get through. Not a problem just leave the call and make a note to ring another day and ask for the new name.
Gatekeeper} He is not answering his phone now. Do you want to leave a vm.
You} Ok can you tell him I called I will also message him.
When Through to the Director:
Prospect} Hello David Heath
You} Hello David, Mike from Success Moves Recruitment.
We source, filter, and recruit the top 1% of quality expat candidates for clients. We also charge for our professional services with either a 3-, 6-, or 12-month replacement guarantee and fee spread.
Interested to hear more?
OR
I see you are recruiting for an X. How is that going?
OR
What is your greatest challenge recruitment wise at the moment?
Prospect} Maybe, sounds interesting. Can you send me details.
You) Sure, what is your email address please.
(Pass lead to Success Moves Partner.)
Prospect} OK, at the moment we are looking to expand our team.
What do you charge?
For GRIP 3 i.e., 3 months replacement guarantee and fee spread 20%
GRIP 6 is 22% and GRIP 12 25% all of starting salaries with payments divided equally, one up front.
Can I ask what positions you are recruiting for currently. I can then come back to you with an email quote and proposal as to how we would help.
Prospect} Currently we have five vacancies open. He will continue to talk giving you the golden nuggets.
You: Just record/write down everything he says.
Objection Handling
First thing to note that good quality prospects will not be hard to sell. If they are it suggests they are going to be difficult as a client and it is better to call the next number.
We do not pay upfront recruitment fees.
Well, we can work on contingency but most of our clients prefer the longer spread and replacement guarantee. I can write a proposal to you with both alternatives laid out if you wish.
We do our own advertising for staff.
Well, that is in the end an extremely expensive route and does not set you up to receive the best out there. Most of our placements come from candidates that aren’t looking at adverts. We offer the whole sourcing, filtering, assessment. We even run open days in four-star hotels, construct recruitment funnels and other materials for clients. If you just advertise you will get the average doing the rounds.
(Actually, this objection only comes to someone who is not used to paying recruitment fees and not a good prospect.)
We use local agencies here in Dubai.
Very limited highly competitive market. Success Moves focuses on Expats from UK, Europe, and USA.
Why should I pay upfront.
Higher level of service
Priority time and attention
Dedicated senior consultant.
Exhaustive search process
Hotel days, recruitment funnels, materials included.
Scrupulous candidate screening
Candidate exclusivity
Pledge to fill the position.
Business Class versus Economy.
Time saving.
Let me send you outline of what we offer and whey we are good value and you get guarantees and a return in your investment.