Outbound Script-Writing Principals

By Kathy Sisk

How can an outbound agent overcome the pitfalls of heavy legislation that affects agent burnout? By incorporating script-writing principals using the “12 Steps to Successful Telemarketing.”

Since the national do-not-call registry took effect, many telemarketers have inundated unregistered consumers with outbound calls. Furthermore, many call centers have discovered just how crucial it is to have properly designed scripts that are in compliance and distinguish them from their competition.

Today’s heavily legislated environment forces companies to make drastic changes to their script-writing principles. This change ensures that agents adhere to legal compliances while meeting demanding production requirements.

When making outbound calls, particularly more challenging-type calls such as cold calls, scripts require careful step-by-step planning to help agents get through the call professionally and personably while meeting the legal compliance requirements enforced by both state and federal authorities.

Throughout the years I have had many opportunities to visit call centers across the globe, and I have identified two primary weaknesses in agents’ call scripts:

  1. Poor Flowing Script: Most scripts do not provide enough focus on the flow that allows agents to easily move from the “introduction” to the “post close.” Typically, it’s expected that the agent “think outside the box,” but that isn’t always possible when the agent struggles with inexperience, poor training, or a new campaign they have little-to-no experience with. A poor delivery will reflect negatively on the company, ultimately causing a decline in sales and customer retention.
  2. Inadequate Responses for Negative Encounters: The agent may not know what the primary fears their prospects have and how to overcome them before they surface in a negative encounter.

For the past thirty years I have trained agents’ in my “12 Steps to Successful Telemarketing” (with modifications to meet legal requirements). When following the twelve steps, agents’ productivity surpasses production goals while meeting demanding compliance issues.

Script writing is an art and needs careful attention to the direction, verbiage, and style of the presenter. If agents handle customer service, tech-support, sales, and especially cold calling, the twelve steps will enhance an agent’s style of delivery, give them greater control of their calls, and produce positive results.

Kathy Sisk Enterprises Inc. has forty years of experience providing call center setup, reengineering, assessments, training, script development, and project management services to centers globally

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