Some tax resolution organizations will choose to use a sales model in which a team of 3 or 4 telemarketers are making the initial contact with tax debtors, and then transferring the calls of people that are actually interested to a sales closer or the licensed person on staff. This is a highly efficient sales model that ensures that the closer or licensed person is only talking to interested people and doing actual consultations, making better use of their time. The telemarketers in this case can be minimum wage employees with some sort of bonus/commission structure for sales made, or even just straight hourly.
Transfers to the closer or licensed professional can be handled one of two ways. The first way is to transfer the call LIVE, which is often more effective. The other option is to have the telemarketer set telephone consultation appointments for the closer. The latter method is often preferential for very small firms and solo practitioners. In the case of a solo practitioner operating only in their local area, these appointments can be physical, in-office appointments to discuss the tax problem, and the telemarketer must screen the prospect using a set of questions developed for that purpose, to ensure that the licensed professional can actually help them and their time is being used most efficiently.
The transfer from Opener to Closer needs to be done smoothly and professionally! Once you have the call you should have an intro. For yourself that goes something like this…
“Hi (prospect) , this is (your name), I’m one of [FIRM’s] [senior consultants, attorneys, CPA’s, Enrolled Agents], and the reason (opener) transferred you to me is to take the conversation farther to see if we can be of service for you on the (tax issue) problems. OK? Now, as (opener) explained, [FIRM] specializes in resolving government tax lien problems for companies all across the country. Actually, we have clients in every state in America. Also, as you probably know we get the tax lien info from public record sources. Anyway, (opener’s) notes state that you owe the (IRS / State) approximately ($ amount) in back taxes: does that sound right?”
[Remember, you always want to be asking questions that either get you YES answers, or that ENGAGE the prospect in CONVERSATION.]
After receiving a YES answer, or engaging in conversation about the correct tax debt amount, continue with the script:
“What I need to do now is simply ask you a few questions, and you and I will figure out if we can help out or not, ok?”
From this point, you can ask a series of questions to determine the taxpayer’s real situation and potential eligibility for resolution programs. This consultative selling approach is the ideal way to sell any professional services, including tax collection representation.