.
The benefits of such a strategy are
too significant to ignore:
- Floods your sales department
with a pipeline of ready-to-go sales leads.
- Eliminates the frustration and
boredom that usually accompanies in-house cold calling and
prospecting, allowing your highly-paid, highly-trained sales
reps to focus on what they do best: closing deals.
- Allows management to focus on
key accounts, and bigger picture issues, verses the myriad
of tiny details associated with sales prospecting.
- Significantly reduces in the
need for sales administration and support personnel.
Case
History
The following case history
represents a typical IMS project.
Background: The
client is a provider of High-Speed Dedicated
Internet Access. Services include Full T-1's, Bonded T-1's,
DS-3s and Server Co-location. Prospects include large and
medium sized businesses in a specific geographic area. Average
selling price for their base service is
$12,000/yr.
Objectives: Find
and qualify the best sales opportunities from a rented list of
10,000 prospects so that the small in-house sales force can
focus on the best opportunities. Schedule call backs at a
specified date/time, for those prospects that show the most
potential.
Telemarketing
program: After studying product literature, the IMS
program development team met with client sales people and
executives. Typical prospect organizations, ideal contact
types, cold calling tactics, common prospect objections, ideal
prospect profile, competitive facts, and lead data elements
were all discussed. IMS then designed a call guide (script)
and accompanying custom data entry screen.
Our client
acquired a mailing list from a national internet-related
publication. Brochures were mailed in advance by the client.
IMS representatives received 1 day of training on how to use
the call guide for this particular project. For each MIS
organization, representatives first located and then spoke
with the best contact. Often this was either the IS Manager or
Network Manager. Reps were prepared to overcome typical
objections.
IMS reps did not sell. Our mission was to
discover future internet service plans and to inform prospects
of the basic details of the client's service. Interested
prospects were asked if they would be receptive to a follow-up
call. Those that were interested in the product, but not
receptive to the follow-up call, were targeted for follow-up
mailing.
Results:
Using a 1 time attempt calling tactic, successful contacts
were made at 3,200 of the sites on the list. The remainder
either received a voice message or were unreachable. From the
3,200 reached, 786 were determined to be potential prospects
for the client's service. From that group, 228 agreed to a
follow-up phone call from an in-house sales rep. The client
reported that in total, 27 of those calls resulted in a sale,
with the average sale being approximately $14,000. Thus the
total new sales generated were $378,000.
The total cost to the client to
implement this program was $16,000. Because of successful
results, and exceptional ROI, the program was authorized for
continuation.
How To
Get Started
Getting
started is easy. With one phone call, we can begin developing
a custom proposal, designed to precisely meet your objectives.
In less than a few weeks, we could be on the phones, speaking
to your prospects, gathering information and starting the
sales process.
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