Just like any other employee, sales representatives are prone to drifting into the unproductive holiday zone. Some would call taking the foot off the pedal being festive and enjoying the holiday season. Many believe it is a rite of passage and earned in a year of hard work.
The question is can you afford to have employees mentally and emotionally check out for the holidays. My humble opinion is NO!! I too am thankful for the extra day off and family time but all sales are built on a pipeline. Maintaining a pipeline means consistent effort and not taking days off.
For Managers and Owners it is important that you show gratitude to your salesman and staff while reinforcing the need to stay on course and grow into the first quarter of 2010. The economy, unemployment and stagnant GDP growth means now more than ever we cannot take the foot off the gas.
No matter what your business does for marketing during the holidays, much of your competition will pack it in for the end of the year. Golden opportunities are out there to take advantage of a competitive battlefield with less players. Grab extra opportunity where you can and sail full steam ahead into 2010. Some companies will be kicking themselves for not heeding this advice.
Sunday, November 22, 2009
Saturday, November 21, 2009
Wholesale Data Provider Extraordinaire-Lead Research Group
Lead Research Group is a wholesale data provider. When comparing prices versus our competitors it is clear that we are fairly priced and very often beat the competition. Is that alone enough to change data providers? No, but I have not given you the whole picture. What separates us from the competition may be the human element that we bring to the table. As a performanced based marketing firm Lead Research Group cannot afford to give little thought to the filtering done for our customers. For that reason our discussions with end users of data are thoughtful and insightful with the focus on helping the telermarketer waste less time getting to a good prospect. It reduces cost and frustrates the sales staff less. A double victory!!!
Every customer has an ideal prospect and data can be molded around the characteristics of that person. That may mean filtering by age, gender, marital status, presence of kids in the home, homeowner, consumer, ethnicity, net worth, income, interests, mortgage holder, gun enthusiast, magazine subscriber, business opportunity seekers, homeowner new phone connects, businesses by number of employees and revenue, years in business and many, many more.
What is most notable about our data capability is our time spent with a master data compiler in thought and discussion about filtering. That helps you! We care! We want you to succeed! And yes, we want the re-order!!! Any time you can work with a marketing company that has the kind of dialogue that Lead Research Group has with its customers, do it, because that adds value and sales to your company that is measureable in sales growth and a reduction in cost per closed deal.
Every customer has an ideal prospect and data can be molded around the characteristics of that person. That may mean filtering by age, gender, marital status, presence of kids in the home, homeowner, consumer, ethnicity, net worth, income, interests, mortgage holder, gun enthusiast, magazine subscriber, business opportunity seekers, homeowner new phone connects, businesses by number of employees and revenue, years in business and many, many more.
What is most notable about our data capability is our time spent with a master data compiler in thought and discussion about filtering. That helps you! We care! We want you to succeed! And yes, we want the re-order!!! Any time you can work with a marketing company that has the kind of dialogue that Lead Research Group has with its customers, do it, because that adds value and sales to your company that is measureable in sales growth and a reduction in cost per closed deal.
Holiday Marketing-To Market or Not To Market
A lot of companies and people start thinking about other things during the holidays. Family, parties, events, kids and time off school and all the busy work that goes into being prepared for the holiday season. For many, the shopping, the food preparation, the detail coordination and the time consumption is overwhelming. This presents two ways to look at marketing as it relates to the notion to pull back marketing or push forward marketing during the holidays for debt settlement, loan modification and tax resolution companies
Since many companies automatically pull back marketing for the holidays, many of you will find more opportunity and less competition because you marketed anyways and your competition did not. Those that pull back lose sight of the fact that their industries and sales staffs are built around the sales pipeline. The volume of marketing you do now affects the pipeline 2-4 weeks down the road. In this economy, I am not starting the first quarter of next year having let December get away from me. No way!!!
So, let's say the response is typically liter during the holidays. The response you get during the holidays should be better and convert at higher percentages because someone that calls despite the hoopla of the holidays is a motivated buyer with genuine interest.
So, this marketer says: " Do not let your competition take your pipeline for December and January with a pull back of marketing"! Strategically place marketing based on dates and timing yes, pull back for the holidays no. Your holiday sales performance and first quarter of 2010 will depend on marketing!
Since many companies automatically pull back marketing for the holidays, many of you will find more opportunity and less competition because you marketed anyways and your competition did not. Those that pull back lose sight of the fact that their industries and sales staffs are built around the sales pipeline. The volume of marketing you do now affects the pipeline 2-4 weeks down the road. In this economy, I am not starting the first quarter of next year having let December get away from me. No way!!!
So, let's say the response is typically liter during the holidays. The response you get during the holidays should be better and convert at higher percentages because someone that calls despite the hoopla of the holidays is a motivated buyer with genuine interest.
So, this marketer says: " Do not let your competition take your pipeline for December and January with a pull back of marketing"! Strategically place marketing based on dates and timing yes, pull back for the holidays no. Your holiday sales performance and first quarter of 2010 will depend on marketing!
Sales Call Approach Webinar
I was spending time looking at marketing campaign performance statistics and call recordings and decided that we needed to offer companies sales scripting and sales call approach support. Let's face it. Sales Reps can and often are lazy and complacent. What is the verification of this you ask? Well, we do a ton of recorded call review to gauge lead quality and end user scripting for debt settlement and loan modification firms on Inbound TV and Mail Campaigns. From my time spent in recorded calls and lead quality verification, it was obvious that despite the efforts of marketing managers, upper management, ownership and sales managers there was a need for a marketing company to step up and assist them with their efforts.
Our webinar is ongoing. It happens every Tuesday and Thursday at 10am by registering at www.explodeyourphones.com. It should be helpful to anyone in the debt settlement, tax resolution and loan modification industries who want to enhance current sales numbers and get every member of the sales team on the same page. Honestly, coming from a 13 page scripted background in the mortgage industry, I can tell you that how reps approach calls in these industries needs work. But this is nothing new. Sales Reps sticking to a script and representing the company and the product perfectly takes ongoing review, training and work at it. I want to be clear about this. Our goal is to help the companies we work with and create awareness of the representation their company is given to the potential client. Where there are opportunities to shore up loose ends or create a different approach, we would like to help.
Bring as many people as you like. Make it a part of new rep training! Make it a part of refresher trainings or ongoing trainings! That would be great! All are welcome. We are looking for win-win partnerships. When we support your growth your support us with customer loyalty.
Our webinar is ongoing. It happens every Tuesday and Thursday at 10am by registering at www.explodeyourphones.com. It should be helpful to anyone in the debt settlement, tax resolution and loan modification industries who want to enhance current sales numbers and get every member of the sales team on the same page. Honestly, coming from a 13 page scripted background in the mortgage industry, I can tell you that how reps approach calls in these industries needs work. But this is nothing new. Sales Reps sticking to a script and representing the company and the product perfectly takes ongoing review, training and work at it. I want to be clear about this. Our goal is to help the companies we work with and create awareness of the representation their company is given to the potential client. Where there are opportunities to shore up loose ends or create a different approach, we would like to help.
Bring as many people as you like. Make it a part of new rep training! Make it a part of refresher trainings or ongoing trainings! That would be great! All are welcome. We are looking for win-win partnerships. When we support your growth your support us with customer loyalty.
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