| |
B2B Telesales to large Enterprises |
|
| |
|
|
|
|
| |
List Building is Critical |
|
Consider Account Profiling |
|
| |
|
|
|
|
| |
Always try and obtain some initial contact information, such as any director name and job title ; this is essential to get past reception. Keep the following hints in mind:
Use this information to contact the relevant PA.
Ask for re-direct assistance to identify your target Decision makers
Never ask for too much information on one call
Obtain the PA’s name and use this when calling back
If a no name policy exists, try calling a branch office |
|
This is designed to build a Decision Maker roadmap of the organisation you are targeting:
Consider for complex sales with long sales cycles
Identify Key Decision Makers and Decision Influencers
Identify each PA by name and obtain direct contact numbers |
|
| |
|
|
|
|
| |
Consider Recruiting Ambassadors |
|
Consider the Contact Method |
|
| |
|
|
|
|
| |
This is a technique where you identify a suitable influencer and use them to assist in achieving your goal:
Ideally suited to event invitations
Target relevant PA’s and cost centre managers with sign-off authority
Offer FREE places to the Ambassador in recognition for their assistance
Send the Ambassador flyers and posters for posting on company notice boards
If you are repeating the campaign, offer a small reward in thanks to ambassadors who assisted last time (This will be invaluable for the next campaign). |
|
Keep the following points in mind: Multi-media will be needed if you are to gain attention for your offer
The most common would be mail-call-email
Never use email communication unless you have first made telephone contact
An initial Direct mail communication is highly recommended Consider using fax communication, it has novelty value and will probably stand out from the other Direct mail pieces received
Carefully synchronise your follow-up telephone calling programme with the mailing (Leave a lag of about 2/3 days, but no more) |
|
| |
|
|
|
|
| |
Integrated e-Marketing: |
|
Overcoming Objections: |
|
| |
|
|
|
|
| |
Consider the following:
- Never send email without opt-in permission
- Even better is an actual request for an information pack by email following a Decision Maker or PA conversation
- Always use a web link in any email communication
- Attach a pdf brochure, many will get through
- Always give a contact number for ease of response
- Use a header in the email referring to your last communication |
|
Inertia is often the biggest barrier to overcome. Remember once you have signed-up a new customer inertia will act in your favour. Some pointers to address this would include:
- Anticipate objections and have credible answers ready
- Demonstrate confidence by offering a money back guarantee
- Simplify administration and signing-on procedures by taking commitments by telephone if possible
- Offer a trial if appropriate
- Consider offering cancellation on request where appropriate
|
|
| |
|
|
|
|
| |
|
|
|
|
