Better Phone Results

Getting more hits or sales off a telemarketing campaign can be difficult and daunting to say the least.


It is somewhat a science in setting up a good campaign and then it becomes an art form. An art form you ask? Oh yes, only 7 percent the communication process is based on what's said. 38 percent is based on style of speech and 55 percent on body language.


Basically you have 2 different ways to get a better ROI. First is to decrease the cost per order (CPO) and the second is to increase the amount of product of service ordered.


To decrease CPO you can either lower the cost per lead or increase the conversion rates. Both of which can happen through practice.


Most phone leads come from off line sources. List managers, SIC numbers, direct mail all play a pivotal role in your leads list. You can slide into web, and social media to get a different kind of lead but it still comes down to picking up the phone and making the call.


Then there is your call team. There are 3 basic kinds of phone agents. There are assassins who burn off all the leads off the list that they don’t get. The prospect then hangs up saying nasty things about you and your mother. Next there are the order takers. These people can be great if all your company needs to do is present an idea or product they can’t live without, also good for inbound telemarketing campaigns. And last there is the Sales based call agent who can take the time to ask questions and find out what their needs and trigger points are. Put this together with a good script and solid need based questions and you have a winner.


If you are out to sell more by increasing your revenue per order, you need more of the Sales based agents who can ask hard (or good) questions to cross sell your company. Or do you need to do a transfer program where the lead is passed off to a sales expert who can answer all the hard questions and leave the telemarketer as a lead in person who does not need to know EVERYTHING about you, your company and your product or service. If you’re selling technically orientated services or products you can use the transfer to have a telemarketing agent, who is not as trained to make the initial call and them pass off the call to the sales agent with their knowledge and experience.


Then look passed the initial sale to the repeat sale. You want that customer to have a good feeling on what happened so that the keep coming back for more, and yes, more is good


Larson Notes & Satire: We thrive on the transfer method of telemarketing. If we know 30% to 50% about you, your company and your product or service we usually have enough information to set up a call back with a more knowledgeable person on your staff. This is one of the best ways I know of to get a faster higher ROI out of your experienced sales staff. Use them for the hard stuff and use us for the easy things like making cold calls, with no call reluctance. Maybe that is why we get our clients into companies like Disney, Microsoft. We don’t care. We just pick up the phone and make the call.


Next!


“We don’t sell lists, we find customers.”


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Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws/
http://larsonassociates.blogspot.com/
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/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.

Are Likes A Positive ROI On Facebook?

While ROI can be hard to calculate on and in Social Media, one of the top ways people and companies are doing it is by the 3 Fs, friends, fans and followers. With over 500 million people going in and out of Facebook alone it is a sizable place where you need to be in your Social Media Marketing attack, no matter if your B2B or B2C.


You are betting that your biggest fans are going to become your biggest marketer proponents in social media. That being said the more “LIKES” you get the more your sphere of influence becomes. In addition “Likes” are valuable because they help you get to know who your best customers are as well as who your best influencers are and (here is the biggie) what they want to see out of your postings for your company. The more they “like” the more you and your company get sent out into the Wild World of the Social Media world.


If you start to offer specialty coupons or discounts you can see how your promotions work out in real time. You can figure out transactional data like order history, time of day, kinds or promotions that work in Social Media. The possibilities are endless. If you keep up the attack posting information, promotions, special “fan” deals you should not only see monetary increases to your bottom line but see a better longer ROI in a shorter amount of time.


Larson Notes & Satire: Ok so it might not be all rosy in the land of Social Media Marketing, at least as much as you want it to be. Sad truth is that 3% to 10% of your fan base is going to opt out and or make your posts “hidden” at a minimum. So make sure you are relevant and inspiring each and every day!


Real ROI is about sales. It is about your Friends, Fans and Followers taking action of some kind on your behalf. You don’t want to be spinning your wheels; you need to dig in and cash in. you need action, you NEED sales!


In and of themselves Fans and their Likes do not make for a strong ROI, but it is a start. Without them you have already lost the battle. The more of the 3F’s the merrier. If you haven’t started call us, and we can make it happen for you. If you have already dipped your toe into the Social Media Marketing world, and need a push, again call us and we can help take you to the next level.


“We don’t sell lists, we find customers.”


Remember our 3 new programs for 2011
1st is our Virtual Sales Manager Program.
2nd our Sales Function Outsourcing Program
3rd our Virtual Business Consulting Program


Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws/
http://larsonassociates.blogspot.com/
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/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.

Social Media ROI

I have been spending way too much time pondering and thinking, reading and studying about Social Media and ROI. But then I am spending time, more time than it is worth (maybe) on this marketing channel. So where is the pay back? Where is MY ROI?


Is it the 3 F’s (fans, friends, followers)? Is it the number of calls or emails of interesting in your product of service? Is it the number of actual sales? In all my studying and real time experience, it is or has become all of the above. Yes the more exposure the more hits the more hits the more prospect inquiries the more inquiries the more sales. Makes sense doesn’t it? To my simple mind it does.


Now it seems that most marketers want to put a hard number on what this site is doing this for me or how that site gave me this hit, and while that is important and should be kept track of I tend to look at it as how many hits am I getting in my overall Social Media Marketing efforts. I am in over or on 100 sites some I work some I do nothing with unless I get an inquiry. I try to set them up on automatic postings and getting an email saying I got a reply as much as possible. Is it working? Sometimes.


That being said a report I read somewhere said that over 70% of respondents expect that they will be able to tie in Social Media Marketing into some form of ROI. To date another report said that as of now only 40% of respondents can put a ROI number on their efforts now.


For me I still say the best strategy is to put your ROI in terms of what it is doing to your sales funnel. Yes I still believe in the sales funnel. Silly me huh?


Last May Facebook introduced their version of an ads dashboard which shows not just the number of people who clicked on a “sponsored” ad but how it compares with its potential reach. Pretty neat. It also lets marketers look at the clicks as compared with the number of connections or those actually taking action on the click. So maybe there is progress being made. Or not.


Larson Notes & Satire: Yes friends throw that Social Media Mud! The more mud you throw the more is going to find a wall to stick on! As I said above I am on some 100 or more sites and growing (found a new one yesterday) and with each new week I am getting more inquiries about my serves directly from my Social Media Marketing efforts. Not as many as I should get or deserve to get but it has seen a marked improvement. That does not mean I am abandoning telemarketing and direct mail. No not at all, I am ADDING to my already well oiled machine of multichannel marketing attack methods. If you can handle it the more channels the merrier. Just remember if you’re going to add do it well or don’t do it. If you can’t do it with at least a 90% proficiency level drop it our outsource it to someone like me. If not you are only wasting your time!



“We don’t sell lists, we find customers.”


Remember our 3 new programs for 2011
1st is our Virtual Sales Manager Program.
2nd our Sales Function Outsourcing Program
3rd our Virtual Business Consulting Program
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws/
http://larsonassociates.blogspot.com/
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/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.