Speeding Up The Sales Cycle with Telemarketing

Telemarketing and telemarketers are a rare breed. Telemarketing is not only a perfect marketing way for businesses selling products/services to their target market at a pretty low price but for B2B markets it can speed up the sales cycle for the more expensive sales representative regardless of its simplicity or complexity . Telemarketers are usually helpful at the initial stages of a sales cycle. After that, the sales representatives should take over to close the deal.

It Speeds up the Sales Cycle

Early in the sales cycle, it takes thousands upon thousands of calls made to a list of thousands and thousands of customers and prospects. Some end as leads and some don’t. Telemarketing and teleprospecting are perfect for making the kind of high volumes of cold calls necessary at this stage of the sales cycle. At the back end of the sales cycle, customers require more detailed information on the service/product. This is the time for sales representatives with a higher level of product skill and understanding to convert prospects into customers. It is just as unpractical to expect a telemarketer to close a sale as it is to expect a sales representative to make 1000s of cold calls.

Role Of Telemarketing Services

Telemarketing services assist in generating leads by handling the bulk of phone calls. This cuts down the sales cycle for the sales rep. A business can start telemarketing job in-house or can contract out to another company like Larson & Associates for a better Return on investment (ROI).

Creating a telemarketing team and having them called to thousands customers won’t get results unless of course they are trained well to increase the value of the sales cycle. Automated calls are usually end hang-ups. Therefore, in order to yield results it’s important to train telemarketers with business processes and on customer dealing to avoid such issues.

Benefits of Telemarketing To Businesses

Fixing Data:

Databases that are publically available have a lot of inaccurate or inadequate data. Telemarketing services can come in and correct the information so your sales representatives won’t have to. Its time better spent else ware. Come to think about it most in-house lists are messed up as well, sometimes even more so because no one is in charge of cares about keeping it up to date.

Accumulation of Proprietary Data:

Telemarketing services can also assist in adding proprietary data to the prospect’s records within the database. This includes company’s decision makers name, equipment replacement, etc. which is all helpful in the timing sales calls.

Aid in Building Brand Identity:

Telemarketing services also aid in brand building even when the calling doesn’t yield leads. Calling to the same prospect or customer again and again establishes a feeling of stability and visibility.

Timing Is Everything:

After collecting relevant information, telemarketing can set-up the sales representative’s call. When a customer tells the telemarketer that the equipment needs replacement at a particular time, or they have a project coming up to bid on, the sales representative can call at just the right time to focus on the sale.

Your business shouldn’t spend valuable time and resources in the early stages of the sales process. Use your skilled sales representatives to concentrate on the later phases of the sales cycle.

Larson Notes & Satire:  Use the right people at the right time.

For the telemarketing, teleprospecting and lead generation call Larson & Associates at 847-991-1294 or email me at howard@larsonassociates.ws .  One call is all it takes to start getting sales leads in your funnel.

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.

Telemarketing Tradeshow Tips

What makes a successful marketing attack for a trade show?

There are 3 components to effective trade show marketing, pre-show, at-show and post-show. Without the post-show follow-up, the marketing strategy is not complete and often the sale is not made. So Follow-up might just be the most crucial part of the trade show marketing equation. True trade show success is not measured by the number of catalogs handed out or the number of business cards collected, it's the sales generated from the leads gathered at the show that make your participation in the show successful or not.

Pre-show: Send a pre-tradeshow mailer to all perspective clients know who, what and where of the show. You should be able to get the preregistered list from the show manager and either mail or email them. Then have someone make a phone call to personally invite them to your booth and set up a person appointment and demo. Decide if you will handle the leads in house or outsource to a telemarketing firm.  

At-show: Decide what you consider to be a qualified lead and have your staff accept business cards from future clients that meet all of your criteria. You need to be quick in the qualification process and not linger with people who are not potential clients. Get in and get out. It is not beneficial to accept 10,000 business cards and have only 45 of them turn into leads. You only have so much time and money for follow up. Have a info packet ready to go for immediately mailing out for hot prospects and list them as a priority lead on your calling list.  

Post show: Take the most qualified buyers that attended the tradeshow and add them to a telemarketing call list. Clean up your calling list. A clean list is crucial to a cost-effective telemarketing program. All prospects should be contacted within 1-2 weeks of the tradeshow. Companies need to move promptly and efficiently while the prospect's memory is fresh. Call the high potential prospects 1^st but then go back and fall the rest. There could be some sleepers in your list that did not seem like it on the show floor.

Follow-up is the key for a successful telemarketing program. The time, effort and work involved from start to finish with a tradeshow is a total waste if the final stage is not done. Handling of requests for additional information will show potential clients you value their time and provide quality customer service.  

Finally Close those sales. When it is all over, evaluate your success. Did you meet your goals? Were you able to reach the right prospects? What can I do next time to change my return? Brainstorm for next year while everything is fresh in your mind.

If you need help in the marketing coordination of your next tradeshow, contact us for more information 847-991-1294 or howard@larsonassociastes.ws

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 teleprospecting 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.

The USPS® Rate Decrease Effective April 10, 2016

What will Your Business Save?

The U.S. Postal Service (USPS) is set to reduce First-Class Mail prices on Sunday, April 10, 2016. Yes, you read that right: the rate change is a reduction for the first time in nearly a century! Regardless of the type of mail or sort levels, you will realize average savings of over 4%.

Why now? The reduction comes with the expiration of legislation that imposed an exigent surcharge for mailing products and services for two years. The goal was to help the USPS manage financial challenges mainly due to the recession and declining First-Class mail volumes. The 4.3% exigent surcharge is set to be reversed after the USPS collects additional funds totaling $4.6 billion. They are expected to hit this threshold by April 10, 2016.

How the Rate Reductions Stack Up

FIRST-CLASS MAIL

·        Stamp price decreases to 47 cents

·        ~4.2% decrease for all First-Class

STANDARD MAIL

·        ~4.2% decrease for all Standard Mail

PACKAGE SERVICES

·        ~4.2% decrease for all Package Services

·        Retain $0.001 IMb barcode discount for BPM Flats

FULL SERVICE

·        Full services IMb incentives remain in place

SPECIAL SERVICES

·        ~4.2% decrease for Special Services

Note: The cost of sending Certified Mail with Return Receipt will now be $6.47 (compared to $6.74) for a one ounce letter. Consider checking 2-3 day rates with your private carriers to see if they are less money. Or, switch to Electronic Return Receipt which saves $1.35 each.

Making SEO Work

If getting your web site found organically is important taking a quick look at the basic principles of SEO is always good. .   If you have read me at all you know my adversion to PFC (pay for click). So just how important it is to create your site according to the specifications of the search engines, after I say VERY. . .  

MOBILE RESPONSIVENESS

A survey conducted way back in 2013 showed that at least 87 percent of Internet users accessed the Web through a mobile device, and that was in 13. You know it has to be even more now with better data packages out there, Heck even I do some mobile web searches now and you know if I do, almost anyone who can, is. I would say mobile should be a priority of yours to ensure that your site allows users on any devices to have access. Not doing so, (soon) will cost you in your website rankings on Google but you did not hear ME say that.

DOMAIN NAME EXTENSION

With the increased impact of local SEO, emerging brands may want to consider adding a local extension like .chicago to show how local you are. It is not going to be as good as getting your Google plus account set up ( https://plus.google.com/+LarsonAssociatesPalatine ) and any SEO bump is still up for debate, but it does show your immediate area you’re serious about working local and that should be worth a few brownie points.

DESCRIPTIVE PAGE NAME

The name of a site should be as descriptive as possible. While exact match domains tend to be cheap or spammy sounding (such as bestratemotel.com), the name should have a connection to the brand or the product’s name. The previously mentioned local domain name extensions can help brands achieve this goal when their ".com" is taken.

SITE SPEED

Website visitors expect a site to load quickly and so do the search engines. You might want to consider using Google Page Speed to check for loading issues, as well as current Web design trends that can strip down a site to its most basic elements. Sometime times less is more in terms or getting higher and seen more

PAGE ACCESS

How many clicks does it take to reach the page a person wants to go to on your website? If someone has perform multi-clicks to get to the page they are looking for, there is a good chance they will leave and never come back. Put page links where users can see them and hit them.

SITE CONTENT

This is not quite the function of the website designer, but the content that is being posted can have a huge effect on its SEO ranking. You need compelling content that also utilizes key works you want people to be using to find you in an organic search.

SITE PHOTOGRAPHY

Photography does matter and I am not talking just about the look of the shot. Take for example a site for a photographer. If the photographs used on the site are too large and are slowing the site’s speed down or even stalling it out you had better make some changes, like fast.

Larson Notes & Satire:  If you don’t know where your web site is sitting you might want to get an Alexa Traffic Ranking. I have been tracking my site for years and find it more of a game to tweak it up and make little changes to see what happens. Words, meta tags (yes you heard me) links, content it all counts and all works together.

So for the answer to your SEO problems call Larson & Associates at 847-991-1294 or email me at howard@larsonassociates.ws .  One call is all it takes to start getting up higher on the rankings

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.

Larson’s Business Expansion Checklist

How to expand your business? You have more ways than you might realize. Here is a quick checklist for you to plan out your expansion. Think of your existing markets, your customers, your produces and services and your distribution channels and try to generate new alternatives for your business in these approaches.

A. Teleprospecting.

B. Hire a new salesperson

C. Sell more of your existing products and services to existing customers

D. Develop new products for existing customers.

E. Open up new markets for existing products and services.

F. Penetrate new markets with new products and services.

G. Create new uses for existing products.

H, Segment existing markets by customer types

I. Change your markets perception of your products and services.

J. Change your approach to your existing market.

K. Develop new channels and outlets for existing products and services.

L. Reposition existing products and services.

M. Fragmenting existing products, services clients and markets

N. Creating add-ons to existing products and services.

O. Developing “downstream” sales and aftermarkets.

P. Introducing products as add-ons to products and services.

Q. Bringing new technology to existing products and services.

R. Create entrepreneurs to sell existing products and services.

S. Selling technology as well as products and services.

T. Sell “piggyback” products and services with other products and services.

U. Enter into alliances with other companies whose products, services, markets, clients, distribution channels and outlets complements yours.

V. Buy into markets, products, services, know-how and clients.

W. Offering a wider variety of products and brands

X. Target new pricing niches within your markets as well as specific pieces of your competitors businesses.

Y. Go to group meetings you have never been to before.

Z. Become an industry expert in your unique area or business.

Larson Notes & Satire:  Start here and then do some more brainstorming. There is more than one way to skin a cat.

If you need really help sign up for our “Pick My Brain Consulting”

http://www.larsonassociates.ws/Pick_My_Brain

When you need to talk to someone about growing your business do you know who to turn to about those hard problems? Larson & Associates gives you a way to tap into a vast resource of knowledge build upon years of experience, some good, and some bad so you can navigate the vast ocean of business life.

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.

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.

Larson’s ABC’s

A. Avoid negative people, places, things and habits.
B. Believe in yourself.
C. Consider all things from every angle and opinion.
D. Don’t ever ever ever give up.
E. Enjoy life now! Yesterday is gone. Tomorrow is yet to come. Now is all you have.
F. Family and Friends are the hidden treasure of life.
G. Give more to others than they give to you or more than you planned to.
H. Hold on to your dreams and don’t let anyone take them away.
I. Ignore those people who try to discourage you. Listen to wise council and not the black holes of life.
J. Just do it.
K. Keep on trying. It will only get easier. No matter how many times you get knocked down just get up one more time.
L. Love yourself so that you may love others.
M. Make it happen.
N. Never lie, cheat or steal.
O. Open your eyes and see things for what they are and the possibilities of what they could become.
P. Perfect practice makes perfect.
Q. Quitters never win and winners never quit.
R. Read, study and learn about everything you can.
S. Stop procrastinating.
T. Team work. Man is social not solitary
U. Utilize everything you can to ethically win.
V. VISUALIZE it
W. Win-win in all negotiations.
X. eXcellerate your efforts for the long haul and eXceed your eXpections not just for today but for every day.
Y. You are unique of all of the creations of God. Nothing can ever replace you so take good care of yourself.
Z. Zero in on your goals. All of them, work, family, health, education and spiritual.


Larson Notes & Satire:  It’s your life and no one can live it 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 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.