| Copyright (c) 2008 Grindstone Inc.
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| | is the decision maker? What is the sales
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| The need for a warm and fuzzy guarantee
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| | cycle for a large or medium business
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| for everything you purchase has become
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| | versus a small business? Are we calling
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| common place in many of today's product
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| | in the South or Northeast? What verticals
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| and service markets. This is all fine and
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| | truly need this new product or service?
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| dandy if you are buying a car, blender,
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| | Is there a different value proposition and
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| television or any other physical product.
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| | approach for a CFO compared to a Director
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| When did businesses and consumers start
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| | of IT in the software industry? What will
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| thinking that everything you purchase
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| | their objections be? Is the price point
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| automatically comes with a guarantee? In
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| | reasonable? Did I procure the right
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| the outsourced sales and telemarketing
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| | database? You now see the point.
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| arena, service providers are approached
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| | What we really need is one of those
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| with this mentality far too often. Let us
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| | crystal balls to see exactly what will
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| take a moment and clarify why intangible
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| | happen. Telemarketing companies could
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| services such as marketing (Lead
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| | just pretend to have no shame in telling
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| Generation, Appointment Setting, and
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| | people whatever they wanted to hear to
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| Tele-Sales) simply cannot have a guarantee
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| | bring in new business and close more sales
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| on the "outside of the box".
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| | for more profit. Wait a minute, many do
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| When anyone purchases an automobile for
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| | just that! These are the same companies
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| example, the recipients are typically
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| | that turn and burn their clients for a
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| awarded a power train warranty or some
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| | quick buck with no focus on long term
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| other form of guarantee that the vehicle
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| | partnerships. They are telling people what
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| will do well by the consumer. Why is
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| | they want to hear. Fortunately there are
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| that? The reason is because it has been
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| | some, not many, but some that are very
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| tested, crashed, driven, altered, revised,
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| | professional with integrity focused on
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| scrutinized and evaluated from every
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| | keeping you as a client for the long run.
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| angle. It may have even taken several
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| | These are professionals who know that
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| years to accomplish that task.
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| | honesty is best for client longevity and
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| Telemarketing is similar in many aspects.
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| | trust. When a company can accurately level
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| You have to formulate an idea, embrace
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| | set a prospective client, it can formulate
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| processes, follow proven methodologies,
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| | reasonable expectations. The fact is that
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| add a little vision, test some approaches,
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| | any type of marketing comes with risk. If
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| fine tune the messaging and evaluate the
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| | there were guarantees on results in
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| results to find out what is working and
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| | marketing, then all businesses would be
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| what is not. Do you think the automobile
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| | successful and prosperous. No one knows
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| industry would even put a vehicle on the
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| | the outcome for certain. If a company can
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| car lot and slap a guarantee on it without
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| | guarantee you a sales appointment for ever
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| the aforementioned testing? Of course
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| | hour of the calling effort and does not
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| not! What makes you think your outsourced
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| | deliver, not only will they lose you as a
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| telemarketing partner should have the
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| | client but they will have damaged the
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| ability to know the results before testing
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| | reputation of their company. It is
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| your products and services appropriately?
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| | disheartening to see how many people place
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| Why do so many people think they can
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| | more value on an arbitrary number or
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| predict how the person on the other line
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| | "guaranteed" result over conducting an
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| will react before actually testing it?
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| | actual test to determine and learn "the
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| Even if similar telemarketing has been
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| | things we magically should have already
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| done for companies comparable to yours
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| | known." Every healthy, strong and long
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| there are still so many variables and
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| | lasting business relationship requires
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| unknowns that need to be tested for your
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| | honesty and trust. Do not fall for any
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| specific program. What size businesses are
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| | marketing company that makes Guarantees.
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| most receptive to our sales message? Who
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