Telemarketing Sales ScriptTelemarketing Script HP Call Flow Opening Good morning/Good afternoon. My name is ___________ calling on behalf of (HP partner company name). We just wanted to take a moment and touch base with you regarding your company’s current printing and imaging environment and introduce you to HP’s latest and most innovative multi-function printer (MFP) to date? Would you have a moment? I’ll be brief. Thank you If yes continue. If no, find out who would be the appropriate person. Our records indicate that you have recently purchased an HP LaserJet 4xxx printer (can also be substituted with any prior purchase of any HP network laser printer). So far, what has been your experience with that printer? (Wait for response, most customers should have very positive responses, listen for key words like “reliable” “easy to use” “easy to install” etc.) If positive, proceed to 4345mfp benefits If negative, “Would you be interested in discussing potential replacement products from HP?” The Ultimate Office Machine That is a fairly common response. HP LaserJet’s are well known for their exceptional reliability, ease of use and installation, outstanding network performance, and best in class print quality. HP has a new line of products that incorporate all those legendary HP traits along with other functions that are commonly used in the office: scanning, faxing, and copying, to create the ultimate office machine. The flagship product in this new line up is the 4345mfp. Before we dig into how this product can benefit your organization and make your life easier, let me ask a few questions about your role at (insert company name) What types of purchases do you control? (Printers, faxes, copiers, scanners) Ideally they are responsible for everything. Who has responsibility for what devices can go on the network? How have you been managing your printer purchases to date (replacing on failure, buying new as additional capacity is required, etc.) the predominant use of these devices was printing. A 2004 IDC study found that companies achieved up to a 40% cost savings by consolidating devices. and fax?) HP LaserJet 4345mfp Benefits I Have you heard about or seen any advertisements for the HP LaserJet 4345mfp? If yes. A recent study by Infotrends. configured and maintained. . In terms of output pages. While this benefit is harder to quantify. showed that for mono multi-function products (mfps). both of which have extensive remote management and diagnostic capabilities. 43% of the time these devices were being used for printing. how about you? Faxing came in second at 24%. HP has seen these trends developing for several years. scanning. faxing and copying) into one device is the potential cost savings. extended warranties. and have incorporated those functions into these products. scan. it reduces the number of devices that need to be managed. The 4345mfp is easy to manage remotely via the Embedded Web Server or Web Jet Admin. it is no less important than the actual cost savings because this will save you substantial time. depending on the size of the implementation. copy. HP has also realized that other functions are still present in the office. It has the speed and functionality of devices that cost 2-3 times as much. and also has the HP LaserJet reliability that is so well respected in the industry. etc? Is there a single provider for all devices (Trying to get at ease of maintenance and support with consolidating devices?) What are your initial thoughts on consolidating devices. The average savings was 23%. starting at $2. copy third at 21%. One of the largest benefits of consolidating functionality (printing. CAP V. proceed to II. and scanning fourth at 12%. continue) The HP LaserJet 4345mfp is a 45ppm printer. if no. The other benefits of device consolidation are related to management of the devices and consumables. for example having one device that can perform multiple functions (print. By having one device that can perform multiple functions. and that is why they have leveraged their products that are optimized for printing.Telemarketing Sales Script How is service and support of devices managed? Are the devices on cost per page type contracts. copier and fax machine. scanner.599 (fax is not included at this price). This rings true for my experience because I don’t recall the last time I have made a copy of something. HP LaserJet 4345mfp Benefits II The biggest benefit of the 4345mfp is that is first and foremost a network printer. feel free to visit our web site at <insert Partner URL> or contact me at <insert phone#>. I know this has been a flurry of information in a small time period. scan and fax vs. Also. and with the standard hard drive on the 4345mfp. we would like to forward to you [an HP product guide that can highlight all of HP printing products or similar brochure. so your users will spend less time waiting for output and more time focusing on their respective roles. 14.Telemarketing Sales Script Consolidation also reduces toner and other consumables down to one. but there are also benefits in replacing single function printers with an mfp. Have a wonderful day.6kpbs vs. The 4345mfp fax speed is 33. allowing a much greater return on investment. It is nearly twice as fast. Also for your time today. but based on our discussion I think the 4345mfp would be a valuable addition to your office environment. a 4100mfp? What is the advantage? The 4100mfp is an excellent product for a large number of our customers. Not only are there benefits of the HP LaserJet 4345mfp when looking at consolidating devices. . Second. secure printing is standard. this is a very important benefit. toner cost per page is lower due to a larger standard toner cartridge. if analog faxing is a feature that your mfp will be performing. copy. Compared to the HP LaserJet 4250 with 256MB memory upgrade and hard drive: price difference is $202). there are some significant advantages of the 4345mfp: First it is 45ppm print. It also provides scanning capabilities and copy functionality.] Customer concerns: Why would I buy a 4345mfp vs. (Price comparison is based on a Lexmark T634N 45ppm mono printer/with memory upgrade to 208MB: price difference is $471. While it is a great product. Given the cost of the various toner cartridges these days. the HP LaserJet 4345mfp has a faster fax modem than the 4345mfp. That extra $500 allows you to make an investment today that is capable of expanding as your business needs grow. With the incredibly low starting price of the 4345mfp (starting at $2599) it is only around $500 more than comparably equipped 45ppm printers. 25ppm on the 4100mfp. Please.4kbps on the 4100mfp . Would you be interested in a free 30 day trial of the 4345mfp as well as some additional information on the 4345mfp and the entire HP mfp lineup? Closing Thank you for your time and input today. additional standard digital sending and the ability to add finishing options as their business grows make the additional up front investment an easy decision. The 4345mfp has ½ VGA a graphical touch screen control panel that lays out the various functions of the mfp in a format that is very easy for users to learn and understand. for most customers the benefits of the faster print and copy speed. why does this matter to me”. Conversely. the 4355mfp also has send to network folder and LDAP authentication. Potential customer objective: What happens to all the functionality if the device goes down? This is a common concern for many of our customers. We can discuss digital sending in more detail if you would like. are you in charge of the network? Y/N Are the copier’s in your environment starting to be connected to the network. However. but like most things. with the 4345mfp you have the option to add the ability to staple documents with the 500 sheet stapler/stacker. The 4100mfp does not have any available out put options. While there is a price difference between the 4100mfp and the 4345mfp ($600 for the 4345mfps vs. the better. as we have spoken about before. While both products come with send to email standard. the more digital sending that is included for free. Finally. However. the printing component will still operate. the control panel on the 4345mfp is substantially easier to use than the control panel on the 4100mfp. and HP has designed the different functions to operate independently of each other. the 4101mfp). I only buy printers. The control panel on the 4100mfp consisted of a combination of a 4 line LCD display and toggle buttons to navigate through the features. Fourth. For example. faster fax. if the print engine fails. so the . and for some users the control panel was hard to read. Answer: I understand that your role only includes printers. the 4345mfp is based on HP’s legendary reliability. $950 for the 4345xmfp vs. if not dominant role as technology connects to the network. Y/N We have found that most companies are starting to connect their copiers to the network.Telemarketing Sales Script Third. if the scanner happens to fail. the 4100mfp. scanning and sending fax functions will still work. It was not very intuitive. the 4345mfp has some additional digital sending functionality included standard. Potential customer objection: “I don’t purchase or control the copier contracts. IT decision makers have an increasing. or sort documents with the 3 bin mail box. we can discuss the various service offerings available from HP through their CarePacks. When was the last time your HP LaserJet was not working? If downtime is a large concern.Telemarketing Sales Script chances of the engine failure are small. .