The script is an essential and definitive in any campaign that uses the telephone. Telemarketing for either the exit or the entrance must be carefully prepared. It is curious that the vast majority of books and instructors on the topic give it so little importance.

The Pre-Call is very important. An excellent way to get leads and open doors is to make calls to confirm or obtain data on potential customers. These calls should be treated as pre-sales calls, and should not be aimed at making a sale.

If you are into the telemarketing business, you should use pre-calls for any number of reasons. You will call, first of all, to make sure that the customer’s address and phone number are correct. You want to get the name and title of a potential buyer. You also want to inquire about the size of the company and if there is someone you can later call.

Pre-calls must last one minute or less in total. Their purpose is by no means making a sale. You will do that during your official telemarketing campaign. The people who answer the phone in companies rarely have enough time to engage in long conversations, they will gladly answer to your questions as long as they are short and easy.

In the current business world it is hard to reach the person who makes the ultimate decisions on sales. The people in charge usually have people in order to screen their calls: receptionists, secretaries or assistants.

In telemarketing, reaching answering machines instead of real people is very common. This should not discourage the telemarketer. One never knows what will end up in a sale, everything is possible. Some of the receptionist may even turn into advocates of your product or service if really appeals to them.

Therefore, the best method that can be used in those cases is to have handy a brief description of the purpose of the call in order to give a short and convincing presentation to the person that constitutes the barrier. This call can help you establish and develop a relationship with the person that will make telemarketing easier in the following calls.

Do not rush, sometimes telemarketing is not a quick a process as one would want especially when they result in big sales.