Rich Enterprises, Inc. provides our small to mid sized clients with qualified leads and new sales appointments through our cold calling and telemarketing services. Our goal is to help our clients expand their business by locating new prospects and customers.

This newsletter is designed to keep our clients informed of new developments within our industry, new legal requirements, company and staff updates, and new marketing techniques that may enhance their sales. Should you have any questions, please do not hesitate to contact us any time.

Condensing Scripting for Busy Prospects
By: Sandra Allison(staff)

What to do when your prospects appear to be interested, but do not have the time to visit with you about your product or service?

Procrastination

Procrastination in telemarketing by a prospective client is a big disappointment when you think you have sparked an interest.  You get a smile on your face and you just know you are getting an appointment or a sale. All of the sudden they say, "Can you call me back tomorrow or next week, I am right in the middle of something? I just don't have time to visit with you right now".  As a B2B telemarketer, you can feel your enthusiasm diminish quickly in a situation like this. You feel the call ending and your hopes of getting the appointment or sale for today is gone. 

Pros to Procrastination

The good thing about a situation like this is you can use this scenario to determine the interest level of your prospective client.  Be sure to keep your enthusiasm level going. Ask yourself have you sparked enough interest to be able to call back and get the appointment or sale?  Is your contact really interested in your product or service or are they saying "no" to you by using the procrastination approach.  Remember the decision maker has already told you he doesn't have time to visit with you. You must establish and determine the interest level quickly.

Sense of Urgency

The sense of urgency is the supreme motivator for anyone wanting to get something done. You can consider urgency as a tool that you can use it to promote something, get an appointment and ultimately get the sale. Whatever the case, urgency is a secret weapon of all successful people. If we feel a deep sense of urgency, our emotions are high, which causes some forceful action. It is only through this action that we make progress.  It is definitely a two way street.  The cold caller or telemarketer has to develop an urgent action that requires a positive response.   The prospective client must respond with a positive action as the result.   Be sure to get some type of positive action from the prospective client.

EXAMPLE:

Prospective Client: 

I am interested in learning more I just don't have time to talk further today.

Telemarketer:

Mr. Smith since you are interested and it sounds like you know the importance of checking products and services out that can help your company (state specific industry), I want you to have all of the necessary information you need regarding this (product/service) and how others in your industry are benefiting. May I send you information and follow up to answer your specific questions?  What is your email? What day and time is good to check back with you? Tell the prospective client you want to notate your calendar. Give them two choices.  Ask them, Will Tuesday of this week at 2:00 p.m. be okay or would Wednesday at 10:00 a.m. be better?

More importantly, choose a follow up date as soon as possible after the initial call.  By using this approach you are creating a sense of urgency.  You will also know if you have properly established interest level.

Cons to Procrastination

If you have not initially developed an interest with your prospective client,  procrastination can be a bad thing.  If you have not established enough interest, the decision maker may choose to use procrastination as a soft "no" and you will find you have lost the appointment or sale before you get a chance to complete your presentation. Immediate emotional reaction is the jet fuel driving sales and performance. If a person can believe that there is always tomorrow then procrastination gets an ugly grip on the situation.   Never settle for tomorrow;  do what you can today.   It is always important to establish and determine interest levels.

Developing Sense of Urgency

Developing the sense of urgency in the customer is not as simple as many would like it to be. You must put yourself in their place.  Once you are in their shoes you have to decide the key motivators to give them the sense of urgency to influence them to set the appointment or buy your product.  To do this,  you must establish a sense of urgency.  You will find without developing a sense of urgency and establishing an emotional connection,  your results will be minimal.

The need for urgency in life is the single greatest force behind all success.

Direct Mail: Measuring Success

 By: Brenda Wenzel (staff)

This article is Part 3 of a 3 part series.

How to Measure Your Direct Mail Successes

In our past two articles, we've discussed direct mail campaigns. We talked about why direct mail is still an effective tool to communicate with your audience, and techniques to make your direct mail campaigns effective. In this issue, we take direct mail campaigns one step further and discuss how to measure the success of your direct mail campaign.

You can objectively measure your direct mail campaign's success. You don't have to hire an outside firm to do this. The easiest way to evaluate your direct mail campaign, also the "quick and dirty" way, is to calculate your costs. You can calculate your costs per piece mailed, the cost per each lead obtained, or the cost for each new account opened.

I believe a more meaningful and accurate measurement is calculating the return on investment (ROI) from your campaign. Calculating a ROI uses your actual costs and compares those to your income projections from customers. For the most accurate ROI calculation, estimate the amount of sales generated by a customer over an expected time, to calculate a "lifetime value" per customer.

There are no exact rules or guidelines that I am aware of which apply to direct mail campaign ROI calculations. That's because the values used in your "lifetime value" calculations will vary. Your values will depend on your product, industry, target market and other factors unique to your business.

I believe the ultimate test of your direct mail campaign's success is deciding if your prospective customers will spend enough money to justify your campaign's expense. Will your campaign produce a positive outcome? If you can answer yes, and justify your campaign's expense, then you've created a successful campaign.

About Rich Enterprises

Rich Enterprises, Inc. was founded in 1999 on the premise that businesses must not only maintain, but must always seek new revenues and opportunities in order to succeed.

We certainly look forward to answering your questions and meeting your outsourcing needs. We are proud to be an active member of our local Chamber of Commerce and professional business associations.

Rich Enterprises, Inc. has been honored by the Kansas Department of Commerce as the 2007 Women Owned Business of Year - Service Industry Firm. In August of 2004, Rich Enterprises, Inc. was certified as a Women Owned Business Enterprise with the State of Kansas Department of Commerce.

Our primary website for cold calling services can be viewed at www.richworldwide.com. In 2004, Rich Enterprises, Inc. also established www.richcrm.com to handle customer service calls or warm calls.

Our sales team is anxious to provide information about products, pricing, and answer your questions. Rich Enterprises, Inc. is responsible for a wide range of sales outsourcing services and looks forward to creating a sales solution and program that best suits your needs.

Please feel free to contact us via any of the following methods:

Contact Information

email: customersupport@richworldwide.com

website: http://richworldwide.com  

phone: (620) 443-5247

Melissa Rich
Rich Enterprises, Inc.

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