70% More Effective Marketing?

What if your marketing could be 70% More Effective?

Call it whatever you want: Multi-channel, Cross-Platform  Omni-Marketing: your marketing strategy needs to rely on both digital and traditional platforms online and offline to reach customers across multiple channels in various ways for the way they want to be contacted. Traditional forms of marketing such as print, trade magazines, direct mail, PR, radio, television commercials, and billboards if used together with digital marketing like email, social media, websites, blogs, YouTube, Pinterest starts to create a major spike in name recognition. Not surprisingly, cross-channel integration where online and some traditional forms like direct mail are linked together with the use of tracking software or bar code technology a telephone campaign and follow-up becomes 70% more effective.

I have 6 Tips for a Better Strategy

First you need to know your target audience. Who are they? What niche is it? Where are they? What channels work best for your business model? What are the channels your target nitch uses more than others? For example, an ad campaign for bath bombs might do well with a television advertisement or direct mail coupon. Events and musical concerts will get more ROI with social, emails and YouTube.

Second focus on the customer experience. Your marketing strategy should present information clearly and directly. Multi-channel digital campaigns should cater to not just convenience but also for after-sale 2^nd sale service, dependability, and responsibility—all qualities customers place value on. Consistency across all platforms is the key to talking about this success.

Third measure your results. After or even during any multi-channel campaign, review data to see which channels are working and how they are performing and which could use more improvement. And ask yourself why and are there other channels we should have or could have used? This will help allocate resources, time, and money more efficiently for the next wave or next attack.

Forth timing is everything. Constantly update your touch points. A successful strategy is well-timed and relevant. You might want to update your web page and send out emails the day before a big event. A drip campaign strategy allows you to space out information to generate interest and thus customers. Cross-channel integration brings your marketing strategies both online and off line together in a seamless flow. Incorporate a Twitter feed, use hash tags, incorporate bar codes in your direct mail, link your Facebook business page with your emails, generate printable coupons from your website or social business pages for in-store use. The more ways you can connect your customers to your brand, the better.

Fifth learn to change your strategies and platforms as needed. Don’t get too comfortable. What works one week may not work next week, so keep up to date on the latest marketing trends. And remember to track everything you can to know what works, where it is working and how it is working.

Sixth follow-up follow-up follow-up. Everything needs to be followed up on. You need to reach out and call someone. Yes the telephone. If you don’t make the reach out and make “that call” just save your money. The prospect is not going to call you 99.9% of the time. You have got to have a follow-up. Make that call or have me make it for you and your odds of a sale go up at least 10 to 20%

So now you only have to ask yourself:

Do I have the time?

Do I have the knowledge?
Do I have the connections?

Do I have the recourses?

If not we are here for you.

Howard Larson

Larson & Associates

Target Marketing & Telesales Professionals for new account acquisition

Making good businesses great and great businesses even better

847-991-1294

howard@larsonassociates.ws

http://www.larsonassociates.ws

http://larsonassociates.blogspot.com

http://www.facebook.com/LarsonAndAssociatesFans

http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

Creating A Multi-Channel Marketing Attack

In a time where content and information is expected to be available 24/7, prospects and customers want to interact with businesses in ways that works for them and their lifestyle, not yours. The fact is: using one, single channel is not enough.

Why is multi-channel marketing an effective strategy?

There are 5 reasons why I see companies using this approach:

• Build a brand experience – Prospects are on multiple channels – and to gain name familiarity you need to leverage each channel to connect with them or at least have them interact with your brand. By using a multi-channel attack you are allowing prospects to choose where, when, and how they want to engage with you.
• Drive consistent in your message that keeps prospects informed – With multiple channels, you can ensure that your prospects are making informed decisions each time they interact with your brand through a consistent message across a variety of touch points.
• Keep your prospects in control – “No one likes being sold but everyone likes to buy?” The choice to interact with your brand where it’s most convenient to the prospect puts them in the driver seat and begin the buying journey. It takes 7 to 9 contacts with a prospect before they buy and they see or hear only 1 out of 3 so that is 27 messages to get you to sales heaven. Multi-channel marketing makes it convenient for your prospects to learn about your company and gives them the right information on their favorite channels at their time.
• Personalize your efforts for each prospect – What works best for one person may not work with the next. If you go single channel, your message will only impact a small part of your potential market. By using multiple channels of attack you reach people at different digital touch points.
• Fine tune your marketing strategy by measuring each touch point –You need to have an understanding of how to leverage channels in the context of each prospect or customer. This ideal process requires you to be able to target the right people at the right time – delivering the right message and most value with an integrated, multi-channel approach. Then you to measure what works and what doesn’t work to refine this strategy.
  
  

So you may be wondering what you can do right now to implement this type of strategy? According to a 2015 study by Econsultancy and Adobe, only 14% of marketers said they were running coordinated marketing campaigns across multichannel.

To help address this challenge, I’ve highlighted three simple ways I’ve seen Radius customers engage their prospects across multiple channels.

3 examples of multi-channel marketing

It’s important to note here that these are just a few simple examples used by other leading businesses to leverage multi-channel marketing. While this is by no means a definitive list of campaign ideas, the goal here is to inspire you to rethink marketing strategy with multi-channel driving the change:

1) Combine digital with email into telemarketing

Our customers have seen an increase in appointments when they launch a social campaign in combination to an email before anyone starts making calls. Here’s an example – You’re a window cleaner and its winter the weather is bad, snow & sleet are blowing all over the place making windows dirtier than normal, no one really wants to go out and clean them, so try running a campaign to a Facebook custom audience promoting your company. Then, start an email campaign, have your reps follow up on that same list with phone calls. This not only gives your business multiple hits to your target, but the digital ads, the email and the phone help warm up the prospects for your sales team. Prospects tend to be more receptive to speak with companies that they are already familiar with. 7 times familiar.

2) Leverage Direct Mail with email campaign and a telemarketing call

There are multiple creative ways to integrate these 3 channels. One example is to monitor how prospects are hitting your digital ads by hits and then customize email campaigns based on level of engagement on different posts. Target the email to the areas that have the greatest interest to your target. Chances are, what is the greatest interest to the majority of your nitch is of interest to all your nitch. If someone is engaging with multiple ads on multiple platforms an email that offers a clear call to action that is opened and then followed up on will drive sales higher faster.

3) Bring all together

The strategy I have the most success with is when customers let me take and use all their channels that are available together in one seamless integrated single message effort. In fact multi-channel strategies generated up to 24% higher conversion rates. This should include leveraging social to build awareness, email and direct mail to drive sales, and then the all important follow up phone call to bring prospects deep into the sales process and the actual sale itself.

Wrapping up

It’s no longer enough for marketers to be using one, single marketing channel – you need to match the buyer’s journey, with the way they like to be approached and target prospects across multiple channels. The more broadly you get your message out, the easier it will be for prospects to know who you are, what you do, and why they can benefit from your product or service.

Experiment with your available channels, use historical data to guide your testing and try to find the optimal mix of channels that gets you in front of the right prospects at the right time in the right way, and don’t forget the telemarketing follow up call or you will waist 95% or your effort.

Larson Notes & Satire: 

It is hard work getting new clients. So I have to ask you why are you sitting back and only using 1 or 2 tools you could be working with when you have a complete tool box right at your fingertips (or keyboard)? People what to, need to, will make you talk to them like they want to weather you like it or not so you had better just start liking it.

Getting good sales results is a hard, process. If your sales are stalled out we have ways that can make it happen for you that are cost effective and will give you results!

Howard Larson

Larson & Associates

Target Marketing & Telesales Professionals for new account acquisition

Making good businesses great and great businesses even better

847-991-1294

howard@larsonassociates.ws

http://www.larsonassociates.ws

http://larsonassociates.blogspot.com

http://www.facebook.com/LarsonAndAssociatesFans

http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Larson the Perfect Partner

I’m a Swede, well half Swede with the other half Norwegian, either way I’m happy with my back ground and the work ethic I was raised in.

So what are the top 15 reasons to form a partnership with Me?

1)     Punctuality – a meeting that was supposed to start at 1 o’clock will start precisely at 1 o'clock. If it s half hour meeting it will end at 1:30, not 1:35. It’s called prick kl.1. This meeting has been booked months ago. This is because we Swedes are great…

2)     Planners – we have already looking ahead to week 45 in 2020. You need to know where you are going if you’re going to get there. It’s called framförhållning.This means we are always...

3)     Prepared – we know how to predict, when to proceed and what to produce. We know what good things might happen, what bad things might happen so we are able to move towards the good and away from the bad and keep out of stormy seas and I hate stormy seas! Put simply, we are good…

4)     Performers– the proof is Sweden’s first place in just about everything. Swedes are also modest but we can talk about that another time.  We also have a passion for…
5)     Projects – these are lead by someone who is hopefully aware of what’s going on, understands what is going on and has a handle on the desired outcome. It’s called projektledning. Swedes are expected to be...               
6)     Participative – giving their opinions when asked for. There are no bad ideas just that some are better than others at bringing a faster outcome. It’s called the förankringsprocess. Everyone should feel part of the…

7)     Process - there are so many that someone has to learn how to manage them. Yet that does not mean anyone is left on the outside looking in. It’s called  processhantering. A process consists of many meetings. One type of meeting is the…

8)     Pre-meeting – it's a meeting before the meeting. Yes let’s get some issues out on the table so people have the possibility to pose questions before the real meeting on “Thursday”. This is because Swedes are…

9)     Precautious – decision making is a lengthy, risky process. It is not that risk is bad but we want to make the pathway that brings us to the end goal the fastest with the least amount of risk and animosity, we are still a team. It’s called the beslutsprocess. Being ultra-careful we might not say 'yes' or 'no' but they may say. . .

10)  Perhaps – which, for Swedes, is possibly a 'maybe'. But unlike an American  maybe which usually means no, a Swedish Perhaps means we will keep an open mind on the subject and not shut any doors just in case this is the right door. But if we  do say 'yes' then a promise is a promise. We will get on, do it and get it done in the shortest amount of time possible. By global comparison, we are very…

11)  Productive – The projection is probably a larger part of our companies GNP. Ya sure we might be talking small and needing some mico thought to everything but such progress is a result of many skills we possess. One skill is being particularly…

12)  Pragmatic - patiently putting solutions into practice, avoiding too much…

13)  Pressure – which can be both good and bad. It’s called lagom mycket. Too much panic and pressure causes Swedes to walk into the wall. So we prefer to be…

14)  Positive – as in having a positive attitude, positive energy, and a positive mind. It’s called arbetsglädje. And one of the most positive things of all in Swedish business life is the world famous…

15)  Parental leave and vacations – which is the Swedish way of combining being a family, a parent and a professional together. Yes there is life outside of work.
Larson Notes & Satire: So you’re not blonde, you don’t have blue eyes. Yust say “ya sure” and get on with it!

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 10 hours a week. Maybe you could add teleprospecting into your marketing mix call today and find out.

Getting Past Gatekeepers on the Phone

Now in calling we normally use what I call the Payton to the right, Payton to the left, Payton up the middle technique. We hit the line with honesty and directness and it works 9 times out of 10. But if you’re having problems getting through or it is one of those need to have accounts sometimes you need to call out of the box.

1. Call and ask for the Sales Department.

Sales always answers. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help out another salesperson. When asking for assistance, be sure to offer to help them in finding potential leads and contacts. Scratch their backs to get your back scratched.

2. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. These people know more and might have more insight then you or I give them credit. Many times the gatekeeper will realize they can’t answer the questions and wind up connecting with the person and/or department who can.

3. Call back before 8 AM or after 5 PM. Most gatekeepers work traditional hours, so calling either before 8 or after 5 may allow somebody else to answer the phone, "How can help you?" Might be considered unprofitable for having a service to these kinds of calling but if it is you? Go for it.

4. Call during holiday weeks. I’m always surprised at how people behave differently knowing there’s a holiday coming. Calling during a holiday week may very well result in speaking with the gatekeeper when they are in a completely different mood. Side note is the gatekeeper might be on vacation.

5. Call one or two digits off from the phone number you’ve been calling. Dangerious to do but When the person answers, be upfront and say who you’re looking to speak to.

6. Call and ask for Accounts Receivable. Who won’t you through to accounts receivable. Every company is eager to collect money if they can, and by asking for that department, you’ll get connected. When you do get connected, be upfront and state who you’re looking to speak to.

7. Call at different times of the day or over lunch. Everyone takes breaks, and many times the person who relieves the gatekeeper for lunch and/or breaks does not take the same approach as they gatekeeper would.  That person filling in may very well put you through.

8. Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them.

9. Call a different division or location, if the company has one. Using the other location is a way to learn who you should speak to when the location you’re trying to reach is stonewalling you.

10. Don’t allow one rejection by a gatekeeper to stop you from calling again.


Larson Notes & Satire:  I might or might not suggest you using some of these tactics but they can and do work. I might choose to not use some of the shadier ones. Persistence is your best way and can and will pay off in the long run. Don’t take it seriously or personally. Calling is a game of cat and mouse.

If you allow a rejection by a gatekeeper to negatively impact you, there is little chance you will ever be successful.

The beautiful thing about be being blocked by a gatekeeper is the same thing is most likely happening to your competitor. Big difference is your competitor is probably blowing off the opportunity, leaving the door wide open for you once you get past the gatekeeper.

Many times huge sales have been made after getting past the gatekeeper.


For the answer to your sales and lead generation problems call Larson & Associates at 847-991-1294 or email me at howard@larsonassociates.ws .  One call is all it takes.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make teleprospection for small business affordable by offering programs down to only 10 hours a week. Maybe you should add teleprospecting into your marketing mix call today and find out.

What is in store for 2015

Marketers received a healthy portion of companies' budgets in 2014, and that might be increasing in 2015. According to the "Presentation for CMO Survey 2015: Eye on the Buyer” report by research firm Gartner, companies spent, on average, 10.2% of their annual revenue on marketing activities in 2014. And now half of the companies that were surveyed plan to increase their spending in 2015, which translates out to a budget increase of 10.4%.

But there is devil is in the details.  Bigger companies are getting bigger budgets. As an example, companies with revenues of $5 billion or more anticipate using 11% of their money to marketing, while companies with revenues between $500 million and $1 billion ONLY plan to allocate 9.2%. 46% of respondents plan on spending less than 9% of their revenue on marketing and 30% intend to allocate more than 13%, and 24% plan to use some percentage in between. Now I know most of you if not all are not this size or even close but it does not hurt to pay attention to where the Big Boys are playing and what they are playing with.

So where is all this extra money going? One work: DIGITAL! According to the report, 51% of these companies plan to increase their digital marketing budget in 2015. The average boost will be 17%. That increase will give digital a significant hunk of the overall marketing budget. More so when we considering that companies used about 25% of their marketing budgets on digital in 2014.

For some marketers budget allocation is a tough one to crack because not all companies have separate digital marketing budgets. Sixty-eight percent of companies do, according to the report. But marketers waffle on what a digital marketing budget encompasses. Thirty-two percent of respondents consider digital a single line item of the overall marketing budget, while 36% itemize each digital activity. In addition, 23% have incorporated digital marketing into each function of the marketing budget and 8% have done none of the above.

Larson Notes & Satire:  I hate to say it (no I don’t) but if you don’t keep your spending on the traditional ways of marketing you’re going to be really lost. Digital is not a stand alone marketing channel. Well maybe to some but to most of you out there, you need the support of email, web site, content, direct mail, trade show and of course TELEMARKETING. And now with our new service offering of INBOUND call answering and ACT social media software we at putting more of what you need  together for you.

For the answer to your sales and lead generation problems call Larson & Associates at 847-991-1294 or email me at howard@larsonassociates.ws .  One call is all it takes.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Lead Generation Just Doing What’s Right Social Version

I hope to encourage you to get serious about going out and finding new sales leads. Socially, we can talk about traditional ways another time.

There really is no magic formula. Well there is a formula and I am in the middle of writing a book but NOTHING is 100% in the area of lead generation so get use to it.

1. It is a game of small bites. You need to lots of things right. You need to find, nurture and coddle every lead until they tell you to go away of become a client.

2. You will get very tired of your message before anyone else does. You will I can almost guarantee that you will get very tired of your message you are putting out before most of your target market even know you are saying anything. There is a desire to change your message but don’t! Stay on course and send the same message out over and over and over again and again.

3. Your prospect can’t buy from you if they don’t know you exist or who you are. No one cares how fast you are, how cheap you are, how good you are. If the prospect has never heard of you they won’t really care. Keep your attention on this plain and simple truth, Make becoming know your first objective.

4. Pretend you’re a search algorithm. Yes pretend you’re Google. It really makes no difference what your business does or what it makes. The question is what do people type in to find you. What are the words or word strings. Be the search.

5. You need to be as social engaged as you possibly can. It is really not an option anymore. LinkedIn, Facebook, twitter. Those are the big 3 for starters then there is a plethora or others such as MerchantCircle , Storeboard, tsu.co, Solaborate, Scoop.it, APSense and Referral Key just to name a few.

6. You don’t need to go in big leaps. Some sites are easy, some take time. Take the time to work the sites to make them work for you. Go slow, go steady and you will get there.


Larson Notes & Satire:  This is the online side of lead gen but don’t forget to think about off line lead generation. Things like teleprospecting, direct mail (might want to throw in email marketing in here) trade shows, and the like. It’s not all online and you can get a good bang for your buck using traditional marketing channels. Or if you don’t or can’t find the time call Larson & Associates at 847-991-1294 or email me at howard@larsonassociates.ws .  One call and we work to hand over those leads to you to finish the job.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Cold Calling Builds Long Term Relationships

Even with the push of Social Media and Online Marketing, cold calling is and still remains the best way to go out and make contact with potential clients. It is the only proactive way to start a two way conversation with a prospect. Using every other way you need to sit back and hope the prospect actually picks up the phone, emails or sends back a business reply card. Do you have that kind of time? Now these are all great ways to marketing but if you add in a cold call follow-up in your marketing play your results will be 10% to 22% better.

In case you need more of an incentive to using the phone or picking it up and calling us here at Larson & Associates to do it for you, here are 5 successful ways to mix in cold calling into your sales and marketing attack.

1st. Clearly define your criteria. Get your program put together and aimed towards where you want to go. No brainer but how many times does it not happen. Sit down in a meeting with all your sales and marketing people and determine the base criteria for what is a qualified lead.

2nd Set an agenda to guide you through the steps to start a real conversation. A call without a direction is the path to a failed call. I am not saying use a script but know where you want to go to in the call.

3rd Be relevant to the person you are calling. Ask yourself these two questions. 1) What is the reason for the call? And 2) Is it relevant to THIS prospect? Don’t waste their time. Don’t waste your time.

4th Create a voice mail strategy. I believe in voice mail so much that if I take a project and the client says to NOT leave a voice mail, I might just not take the project. It is almost doomed to failure. A voice mail is a way to send out a mini advertisement right into the prospects ear. With a relative message you will warm up the prospect for your next try at speaking to them. And yes sometimes they call back and if they do 1 of 2 things are happening. Then need what you got or they are calling you to tell you to go away and don’t call back. Either way you win. In the first one you are one step further down the sales process. The other you can take them off your prospect list and you don’t have to waste your time on them anymore.

5th Integration of multimedia and multichannel marketing. Keep in mind the 3 legged stool. 3 channels work best. Cold calling can and will benefit from the use of multimedia, content marketing, social media marketing, direct mail and/or email marketing. You may go the Whitepaper and webinar route as well. It is about exposure and follow-up. You don’t follow up, don’t bother doing it.


Larson Notes & Satire:  Cold calling follow up is just the natural progression of the sales process.  Every product or service has a cycle and a natural progression.  A good well placed cold call only shortens the sales cycle because you get in and out quickly.  The key is to get in and get out without making the prospect angry. The fact that most of you reading this are B2B and the telephone is a natural way to do business it only makes sense to use it. Or if you don’t or can’t find the time or nerve to call prospects call Larson & Associates at 847-991-1294. One call and we back the rest of those scary cold calls and hand over those leads to you to finish the job.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing 9: ATTITUDE AND SELF-MOTIVATION

39. Don’t like rejection? This is a tough skin business this cold calling, but you still don’t like it? Well none of us do. But I need to ask you what is rejection? It’s not an experience. It’s not an end all definition of your life. Rejection is whatever you definite it to be. So, the key is to ensure that you accomplish something on each call, so you can hold your head up high with a sense of accomplishment. First, remember, a decision of any type is better than someone who will waste your time with wimpy or misleading statements that cause you to believe there’s a chance of going to the next level  when, in fact, there’s not.

40. If that doesn’t happen have a Plan B. Something like to end each call when you don’t accomplish your primary objection (and to never experience rejection) is to plant a seed for the future. Give them something to look for, based upon what you uncovered during the call … something that might just cause them to call you back. For example, “Joe, it looks like we don’t have a good fit here, today, but I suggest that if you ever find yourself needing leads quick, and don’t have the staff to handle it, give us a call. We specialize in those types of projects, and would love to talk to you.” How many times have I been surprised by those written-off prospects who later called to order. This is a way to proactively make it happen more often.

41. Imagine every day is the end-of-the-period day. I’ve noticed that people tend to pick up the pace and behave like bat out of hell when they reach the last couple days of a quota period, and need to be doing whatever is necessary to squeeze out those last few sales or leads. When you coast, you’re going downhill. Get focused on a goal, on your goal and pursue it with single-minded determination.

42. As a sales lead professional you are using the phone as your main method of communication; you perform a function that very few people in the world could do well, or would even want to try. Ya you are special. And that is persuading someone to take action and make a decision, based almost solely on the words and ideas that come from your mouth. It’s quite an awesome feat when you think about it. And do think about it. It takes a talented individual to be able to do that well. You are that person. Feel proud of what you do, and always strive to get better!

Larson Notes & Satire:  If you choose to use us all you need to do is make a pre-payment for the first two weeks of your program to reserve your dedicated agent and set up a start date. The hard work of getting new clients will not stop there. Getting good sales results is a hard, process. But you can now have an experienced agent in place and an experienced company watching out for your best interests and to help you on your way to new client heaven. After all, 75% of B2B sales involve some form of human interaction and intervention, be a phone call or a meeting, telemarketing for lead generation is only the first 30% of that.

If you feel this is the kind of phone selling you want, go on and pick up the phone and heir us. One call to 847-991-1294. We make the calls so you don’t have to.

Our Next Blog: Will be a series on Omnibus Marketing.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing 8: WRAPPING UP AND SETTING THE NEXT ACTION

So far so good. If you have kept up with the process I think you can see where we are going. We are not Alice going down the Rabbits Hole nor are we Peter Pan on a trip to Never Land. We are more like The Blues Brothers on a Mission from God. As we move down the chain or qualification and knowledge gather on both sides we are getting

36. When sending information, samples, demos, etc., know precisely how they’ll evaluate the material and when you can call back on their receiving. You should know how will they know if they like it? What kind of criteria will they be using? This way, you’ll both be clear as to what would need to happen in order for them to buy. And yes buying is what it is all about.

37. When sending out your material, prepare them as to what they should look for. If not, they’ll only be getting a package of materials and say, “Oh, goody here’s a package of materials,” and then toss it on the mountain of other stuff in their office or the circular file. But, if you tell them to look for the catalog with the post it note so they can find the page with the product they are interested in, and you have taken the time to highlight the three or four models that are most appropriate for them, there would be a greater likelihood they’d look at it.

38. The success of your follow-up call is directly relational to what you accomplished, and how you ended the previous one. Again this is a process not a onetime deal. Never say, “I’ll send you out some stuff, and we’ll go from there.” Send what? From where? Why should I care? Summarize your agreed-upon actions, including what just happened, what they’re interested in, and what will be happening next. Then set up the agenda for the next call. This makes it so much easier to prepare for the follow-up call, and helps you avoid starting calls with some dumb useless question, “I sent you the material, did you get it?”, or “What did you think?” For example, “Ok Tom, I’ll send the proposal detailing 2 different pricing plans in the Lead Generation Program we just went over. Look it over and compare what our offer is to to what you’re getting now, and if we are at a profit break you’ll agree to a Pilot Program on our next call, is that right?”

Larson Notes & Satire:  Send me your stuff. Ya it’s a part of telemarketing. I know some of my clients think this is death warmed over and in some cases it is. It is an easy way to get us off the phone. But if done right and sent out right it really does take us to the next step which is, of course to do business together. But keep this in mind, 9 out of 10 sales people don’t send their stuff and/or they don’t bother to follow up. Ya that’s right they are laying out I the parking lot deader than a door nail. So do it. Send it, follow up on it and take action and take charge.

If you feel this is the kind of phone selling you want, go on and pick up the phone and heir us. One call to 847-991-1294. We make the calls so you don’t have to.

Our Next Blog: ATTITUDE AND SELF-MOTIVATION

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing 7: ADDRESSING OBJECTIONS

Objections are a part of the sales process and are really a good thing. They mean that the prospect is actually thinking about what you are saying.

32. By doing everything else correctly up to this point in the call you can find yourself in a position of having real objections not decoys or fakes. So when they do occur, don’t go out and go into attack mode. Take a deep breath, think about what has been said and go back and revisit the questioning stage of the call. The voiced objection can sometimes be a symptom of the real problem but think and look the entire process over. Start by saying, “Let’s talk about that.”

33. If you have an indecisive prospect, get their mind off the buying decision, and on to the pleasure or the pain. For example, “Joe, let’s look at this. What would happen if you did nothing about the situation? Remember, we detailed the fact you’re not getting enough sales opportunities for your people. What will that amount to over just the next three to six months?” Then shut up. First one who talks loses!

34. Then there is price. Fact is most price objections start right in the mind of the salesperson themselves. Many sales reps aren’t 100% sold on the value of their product. A sales rep who is working is losing sales and might start to think it is always over price; therefore they’re apt to offer price concessions even when the prospect doesn’t ask for them, or they present the price with a shaky tone of voice. By asking the right questions you your ability to talk about what your product/service can do is on the table. Price is the value or perceived value to your product or service, not just money.

35. Avoid Common Objections Mistakes: Don’t talk down to your prospect. Don't go using slick, prepared, objection rebuttals that only tell people they’re wrong and intensifies their resistance. All that says is that you are giving up before attempting to understand the reason behind the problem.

Larson Notes & Satire:  Remember objections are good. They are part to the sales process. Face them head on and with an open mind address them in the best manor possible. Objections do not mean no sale they mean I have considerations about “this” that we need to address. If we do maybe we can do business. So, ask, answer and let’s do some business.

If you feel this is the kind of phone selling you want, go on and pick up the phone and heir us. One call to 847-991-1294. We make the calls so you don’t have to.

Our Next Blog: WRAPPING UP AND SETTING THE NEXT ACTION STEP
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing 6: GETTING COMMITMENT

28. This is not the major event or even the big part in a telemarketing sales call. It’s just the natural, logical, progression of a professional sales process. But you still got to ask. Commitment must be gained on every contact in order to move the process forward. You don’t ask, you don’t get. If there is to be a follow-up contact, if information is to be sent or faxed, there must be commitment on behalf of the prospect regarding that material.

29. Ask large. Think big. Buyers will often move down from a large recommendation, but they rarely move up from a small one. If you ask for the biggest widget the largest dodger you have, ya they might say no but then you can go down. If you present the smallest you can there is only one place you can to. Nowhere. By asking for the biggest you will increase your average order size. That’s a fact not a myth. Never suggest more than is in the best interest of the customer, but not making a large enough suggestion when appropriate is actually hurting the customer.

30. When in doubt, ask. Do you have a foot-dragger in your follow-up file that is perched squarely on the fence? I have some of those too so don’t be ashamed. Ask for a decision! Get some movement. Get them sold or get them out of your list. A “no” today is better than one six months and 15 additional calls from now. Move them forward, or move them out.

31. If you’re going to schedule a follow up call, get a commitment of some type. Why would you ever bother to call back? If they won’t commit to doing anything– a review your literature with you, a survey of their existing inventory, etc.-they likely have no interest. Don’t waste your or their time. It might just be time to say: NEXT!

Larson Notes & Satire:  Without a commitment to taking the next step in the sales process you have nothing. It is easy to say no over the phone and sometimes asking for an email or send your “kit” over is just that saying no without having to say no. For whatever reason people don’t or many people don’t know how to say know so help them, you are doing them a real favor to get them off the fence. Really really!

If you feel this is the kind of phone selling you want, go on and pick up the phone and heir us. One call to 847-991-1294. We make the calls so you don’t have to.

Our Next Blog: ADDRESSING RESISTANCE (Objections)

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing 5: SALES RECOMMENDATIONS

SALES RECOMMENDATIONS

25. You should only talk about your product/service after knowing specifically how it will solve the problem or meet their need. Remember it’s about them, not you. If you cannot solve their problem or make things better for them, don’t sell them. Be real and be truthful. Only then you can tailor your remarks specifically and personally for the prospect.

26. Get and stay off script. You need to get feedback during your discussion of benefits and you can’t do that reading a script. “Do you feel that would work for you?”. “How do you feel that would solve your problem?” Some telemarketing companies or tele-trainers might tell you that gives the prospect an opportunity to tell you “no.” Exactly! And that’s a good thing. If there’s a problem, and they don’t see enough value in what you’ve presented, now is the time to find out. The sooner the better!

27. Avoid the question, “Anything else?” when attempting to upsell. I mean how dumb is that question? If there is anything else, your the “pro” so you make the suggestions as to what if anything else they might need. Just like when a store clerk asks is their anything else you need, the answer is usually, “No.” So be the telesales person and instead, give them a suggestion, a suggestion that makes positive sense, and help them answer it. For example, after they agree to buy an item, or a service, say, “Many of our customers who get _____ from us, also find that ____ is also very beneficial for them to get even greater use.

Larson Notes & Satire:  We are out there not just trying to make a living with the best product or service we can provide a client but we are trying to make their life better. I truly believe that. I will never force a bad or wrong product on a client or prospect to make a sale.

If you feel this is the kind of phone selling you want, go on an pick up the phone and heir us. One call to 847-991-1294. We make the calls so you don’t have to.

Our Next Blog: GETTING COMMITMENT (Closing)

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing 4: EFFECTIVE QUESTIONING

13. Become a doctor. Sit down and study the patient and gather all pertinent information before you give your prescription. How could you make an effective presentation to the prospects needs in any other way?

14. Don’t use a “benefit list” to present from. Like who the heck cares? Instead, use it to create the questions you to determine if those “benefits” are of any value to your prospects and customers. Some “benefits” could actually be liabilities.

15. Avoid asking go-nowhere questions. You know things like, “Is everything going OK?”, “What are your needs?”, “Are you having any problems now?”, “How’s service?”, and, “What are you looking for in a vendor?” I mean come on how lame are these and where do they take you? All it really does is force the person to think too much. Instead, get them emotionally involved in seeing and feeling the pain of not buying or joy of fixing the problem that can be solved with your product/service. For example, “What do you do when you need parts shipped overnight, but are unable to get them?”

16. Ask one question at a time. That’s how many they’ll answer at a time and the answer you are given might give you insight to the next one you should be asking.

17. After asking, be quiet. Yes, shut up. The first one who opens their mouth looses. Resist the urge to jump in and talk if they don’t answer immediately. Don’t be intimidated by silence use it as your ally. They’re likely thinking about what they’re going to say. Let them sweat it out!

18. After they’ve finished, count to two (silently, of course). This gives you the necessary time to process what they have said and ensures they’re done talking. They might not be and you get an added bonus that they might continue with even better information than what they have said.

19. Be confident. One reason sales reps ramble with questions is that they’re not prepared or confident. Prepare your questions. Think it though and visualize the process like a professional athletic does before they compete.

20. Always know where you are going with answers, regardless of the answer. Stay in control.

21. Follow up their answers with solid related questions. Too often sales reps work from a rigid list of questions, and lose the opportunity to pick up on prospect statements which are just the tip of the iceberg of their real feelings. Get off script! For example, if a prospect said, “I believe the main reason production isn’t higher is a lack of motivation. The best move is to follow up with, “I see. What specific signs of poor motivation have you been seeing?”, or, simply, “Tell me more.” Or if your Canadian “A?”

22. Quantify the problem if possible. “How often does that happen here?” “How much do you think that is costing you?” “How much time does that take?”

23. Resist the tendency to present. Some sales reps get so excited when they hear the slightest hint of an opportunity that they turn on the spigot of benefits. You don’t need to be using the “Always Be Selling” mentality. Hold off, get a few more questions in, and cement your solution. Create an even better description of the benefits you bring that are tailored exactly to what they’re interested in, you will make the sale.

24. Shut up and listen. Learn more about their decision-making process. There could be many behind-the-scenes influences on the decision. Ask about the actual users of your products/services, anyone else who could influence it, who has to sign off on the decision or OK who appropriates the money, and who are the people who would rather not see it happen.

Larson Notes & Satire:  A closed mouth gathers no foot. I have seem more sales reps talk themselves out of a sale than talk themselves into one. Ask and be quiet. As Hank Trisler once said: “First one who talks, looses.”

Our Next Blog: SALES RECOMMENDATIONS

If all this sounds over the top too difficult call me at 847-991-1294. We make the calls so you don’t have to.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing: INTEREST-CREATING OPENING STATEMENTS

8. The objective of your telemarketing opening is to establish some kind of curiosity and interest in 15 to 20 seconds so that the prospect will be willing give you more time. Basically you need to tune into their personal radio station WII-FM “What’s in it for me? Find their pain or the pleasure and you can keep going.

9. Now don’t ever get dumb and use all those stupid, resistance inducing phrases on your telesales call, like, “If I could show you a way to _____, you would, wouldn’t you?” The only thing you’re looking for is permission to continue the conversation.

10. Again don’t be dumb. When cold call prospecting, don’t start with things like, “I was just calling people in your area…” Like that really makes a person feel important. People want to feel like you’re the only one you’re calling (even if they know it’s not) and not just one of a bunch of people pulled off a list of names.

11. Use continuation words when opening cold prospecting calls: “depending on,” “might,” “maybe,” “perhaps,” and “possibly.” Of the great Canadian work that comes at the end of every phase “Ay”. These are non-threatening words that might bring you something of value, if you ask the right question first. For example, “Depending on what you’re now doing in lead generation, I might have something that could reduce your overall costs and bring in more sales. I’d like to ask you a few questions to see if this is something you’d like more information on.”

12. Have something of value to say on every call. Particularly if you make calls to current clients. Avoid saying “I’m just checking in with you to see if you needed anything,” and, “Just calling to touch base.” These are lame. If after your call they are not able to say they are better off after your call than they were before it, you shouldn’t have made the call. Call with news they’ll have an interest in. Call about ideas you’ve heard from other customers they might be able to take advantage of. One of my printing salesmen called to say he “just came back from a trade show and saw something interesting, and thought I could benefit from it. They know that in actually every time you call you’re looking for an order. So give back something of equal value.

Larson Notes & Satire:  If I can say anything here it is don’t be a time waister. Each call needs to have value. Telemarketing is not the phone call it is the message of increased value to them. Remember WII-FM, What’s In It For Me

Our Next Blog: INTEREST-CREATING OPENING STATEMENTS


Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing: BEFORE REACHING THE DECISION MAKER

4. When you call in remember to treat the screener, gate keeper, receptionist as you would the customer. This person determines whether or not you’ll even have a chance to speak with the person you want to talk to.

5. As you talk you need to be gathering as much information as you can from whomever you are able, talking to anyone and everyone as you make your way through the phone web prior to speaking with your target prospect. The prospect does not want to be bored out of their minds when they have to answer your basic qualifying questions.

6. Before you pick up the phone if you did not do this in the last section, think of a good reason for needing to speak with the decision maker, and be prepared to sell this to the gate keeper. All they are going to care about is:
“Does this person have anything of interest or of value for my boss or are they just a waste of time?”

7. If leaving a message on voice mail, or with the gate keeper, be certain it offers a hint of the benefit or result you can bring to the table that sparks curiosity, but doesn’t get into the specifics about your product of service which could cause them to prejudge your offering

Larson Notes & Satire:  Every part of the process needs to be thought out like a choreography plans out a dance. Each movement, each step needs to be thought out. Telemarketing is not just picking up the phone it is a true art form when done right.

Our Next Blog: INTEREST-CREATING OPENING STATEMENTS


Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing: PRE-CALL PLANNING

Telemarketing, telesales, teleprospecting, inside sales, cold calling whatever you want to call it the professional use of the phone in sales is a process, not a goofy technique or gimmick. I started pounding the phones back in the 80’s and quite successfully I might say. So well that in 1999 I made my entire company become a telemarketing company for small businesses that needed lead generation help.

So not over the next few days I am going to take you through every part of teleprospecting, telemarketing and cold call, in order, giving tips that that have worked for me so you can help yourself right now. If you choose to go down the telemarketing path of sales.

PRE-CALL PLANNING

1. What is the primary objective for this and every telemarketing call made. “What do I want them to DO as a result of this call, and what do I want to do?” Appointment, invitation to an event? Order or sale? And then, this being telemarketing have a plan B for success which I always say is “to become a person they remember as a nice guy.” I will call again so I want them to remember good things about the experience on the phone with me.

2. Prepare questions for your telesales call using your call objective(s). Ask yourself, “How can I explain to them why it is their best interest to take this action as a result of asking questions, as opposed to talking them to death?” Remember, people believe more of their ideas than yours and they will either purchase for the pleasure of gain or fear of pain

3. As for Plan B (see above) you need a secondary objective for each telephone sales call you make. You need something you’ll accomplish, at a very minimum, every time. Make it easy like picking something you’ll have a very good chance to succeed, like, “Getting them to say yes to accepting my literature and becoming their ‘Backup Vendor’ This way, you can enjoy success on every call you place, and if you do any kind of cold call volume it is so important to have a good feeling.

Larson Notes & Satire:  Telemarketing or telepropecting is not just picking up the phone and making calls. Like any sales call you need to plan it and know where you want to go and achieve.

Our Next Blog: BEFORE REACHING THE DECISION MAKER

Howard Larson

Larson & Associates

Target Marketing & Telesales Professionals for new account acquisition

Making good businesses great and great businesses even better

847-991-1294

howard@larsonassociates.ws

http://www.larsonassociates.ws

http://larsonassociates.blogspot.com

http://www.facebook.com/LarsonAndAssociatesFans

http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Telemarketing: The Good Bad and the Ugly

Yes I admit it I’m a telemarketer. But I hope I’m one of the good guys,  I don’t sell windows, siding, doors and lawn services. My company does not think bothering people at dinner is a good thing. We might bother you at lunch, but then why are you eating lunch at your desk anyway. Get out enjoy the sunshine. Besides for years sales people using the phone to establish connections and make appointments has been a legitimate way to do business.

But there is the dark side so as a “Telemarketer” my industry has to deal with the pros and cons. We have proven quite effective for years, and marketing managers have reported feeling more valued through telemarketing compared to other less personal options of direct mail, mobile marketing and oh yes email marketing. Did you know the Spam museum up in Austin. Minnesota  is free of charge, but I regress. Now some say in this wonderful digital era with all this twits, the 3 F’s of Friends Family and Followers and shares and likes and all that stuff it, Telemarketing, seems passé, out of date and all too time intensive.

Yet I have found more often than not from business leaders, that the pros of telemarketing outweigh the cons.

If you’re like most businesses you have a handful of smaller accounts with one large account that is over 33% of your business. Life is good if nothing changes but if you lose your big account you have a major problem on your hands and it is very likely that one key account loss will put you out of business. So you want to grow, but how? Social Media Marketing push, online ads, pay for clicks, email marketing, direct mail all with not so good results. You know exactly what kind of companies would benefit from your service, and he wants to target local business only. For this kind of situation, your best lead generation option is telemarketing. You might want to use an email or direct mail in combination with telemarketing but I’ll save that for another blog post.

It is a fact that telemarketing is the only marketing action that goes out and grabs the prospect. All others you are hoping and praying that they, the prospect, will pick up the phone and call. Ya right in your dreams.

Reality is, and if anyone telling you different they are lying through their teeth, on the average, it will take 75 to 90 calls to get an opportunity of some kind and unless you’re a real mud slinger, a good B2B Telemarketer is only going to be able to give you 10 to 15 calls an hour. You or your trained sales staff have that kind of time?

So you have 2 options. 

The first: hire your own dedicated on staff telemarketer.
You can try to train them, get a list, create a script, give them a phone, a desk, (coffee, plenty of coffee) have payroll, and all the taxes that go with that and then hope and pray that once they get trained and working good they don’t up and leave, get burnt out, get hired away or any other number of telemarketer agent problems. Think about what this is going to cost you.

If you are not ready to hear: "What is my script?”  “How do I handle the call?” “What data should I use?” “Do I send follow up emails?" “Do we have a PDF ready to roll?” “Do we have a mailer stuffed and ready to just address?” Wow. This is the technical side of running a telemarketing lead generation operation for one agent or a hundred.

Second option: You can hire a telemarketing services company like mine Larson and Associates 847-991-1294 www.larsonassociates.ws .
As a telemarketing service we take care of prospecting potential clients, making cold calls, setting appointments and everything else in between.

If you use Larson & Associates, we do the hiring of a dedicated telemarketer for you. One person who is the ONLY person who will be calling for you (as well as one back up person, just in case. Things do happen) Then we get everything ready from the script, the lists or lists (which you might provide or have us down load one from 1 of the 3 list companies we use) to an email or direct mail program to a email follow-up to pre-set mailers ready to go.  What you can’t or don’t want to do and have ready and in place we do so when you go live with your program it is as successful as possible.

Larson Notes & Satire:  If you choose to use us all you need to do is make a pre-payment for the first two weeks of your program to reserve your dedicated agent and set up a start date.

The hard work of getting new clients will not stop there. Getting good sales results is a hard, process. But you can now have an experienced agent in place and an experienced company watching out for your best interests and to help you on your way to new client heaven. After all, 75% of B2B sales involve some form of human interaction and intervention, be a phone call or a meeting, telemarketing for lead generation is only the first 30% of that.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-1294
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 10 hours a week. Maybe you should add telesales into your marketing mix call today and find out.