Lead Nurturing
Lead Nurturing
A process far beyond what most telemarketing companies offer. We work more like a fully functional inside sales team, as opposed to a traditional telemarketing company that just makes calls.
Our call strategies can be tailored to virtually any industry. We take pride in offering advanced technology, expertise, and a winning sales strategy designed to help you meet your business objectives.
We will project the professional image that your company deserves and provide the productivity that will enable you to reach your company’s goals.
Our call strategies can be tailored to virtually any industry. We take pride in offering advanced technology, expertise, and a winning sales strategy designed to help you meet your business objectives.
We will project the professional image that your company deserves and provide the productivity that will enable you to reach your company’s goals.
Philosophies
The pyramid represents the typical interest level of any given prospect pool. We’ve found these statistics to hold true regardless of market space, product or service. Let’s start at the bottom of the pyramid, roughly 30% of the prospects will have no interest in meeting with you, for whatever reason, and will give us a hard no.
Moving to the top of the pyramid, roughly 10% of the prospects are either in the market for your product or service or are open to looking at an alternative to what they’re doing now. This is great news, however, sometimes these opportunities can be very competitive and you might suffer some margin erosion to win the business.
Now let’s look at what we call the CENTER 60. These companies represent the lion’s share of the prospects in a raw database. These are businesses that either don’t think that they need to make a change or simply haven’t given it any thought. To be effective in this space you need a more professional, sales centric, lead nurturing approach. Most telemarketing companies will burn through a database and are very ineffective within the Center 60. Appointments made in this space aren’t usually made on the first call. They often require multiple calls, voicemail and email strategies and relationship building. This is what you get when you choose the Sales Prospecting Group.
Moving to the top of the pyramid, roughly 10% of the prospects are either in the market for your product or service or are open to looking at an alternative to what they’re doing now. This is great news, however, sometimes these opportunities can be very competitive and you might suffer some margin erosion to win the business.
Now let’s look at what we call the CENTER 60. These companies represent the lion’s share of the prospects in a raw database. These are businesses that either don’t think that they need to make a change or simply haven’t given it any thought. To be effective in this space you need a more professional, sales centric, lead nurturing approach. Most telemarketing companies will burn through a database and are very ineffective within the Center 60. Appointments made in this space aren’t usually made on the first call. They often require multiple calls, voicemail and email strategies and relationship building. This is what you get when you choose the Sales Prospecting Group.
Top Down Approach
We pride ourselves in getting our clients in the door at decision making level or highly influential levels. We do this by starting at the top, mostly at president level and allow them to refer us down should their level not be appropriate for the meeting. In most cases we’re referred down only one level then we leverage our conversation with the president to compel the refer down to meet with you. When it comes to the sales process, it’s a lot easier to go downward through a company hierarchy that it is to go upward. It’s our belief that he who has the relationship at the highest level is better positioned to win the business. Some telemarketing companies, especially the pay for performance ones will count dropping off information to a receptionist as an appointment. Our philosophy is... the only thing worse than not setting enough appointments is setting bad appointments. We won’t waste your time by sending you on wild goose chases.
