Quick Blitz Utilizing Telemarketing

Posted on by Kaitlin Dunlap

Telemarketing, Prospecting, and a Smart Business Trip

When was the last time you had a spur of the moment thought that required immediate implementation, otherwise the thought was useless? In today’s business climate, this scenario happens more and more frequently. Dunlap Marketing has the ability to execute large, quick blitz projects with immediacy.

Quick Blitz Case Study

Late Monday, Dunlap received a very specific appointment setting request from a Regional Sales Manager of one of our largest customers.

I’ll be in the Seattle market this week. If you guys have anything for me in this area, or anything you’re working on there, please let me know. It will be great to fill my free time making sales calls if you can set some up for me.

 

On Tuesday morning, Mike, owner of Dunlap Marketing, replied, confirming action. With the size of this customer’s database, Dunlap Marketing quickly turned on this targeted blitz project. The beauty of blitz call campaigns is being able to touch a large quantity of prospect opportunities in a short period of time.

We can zero in on the Seattle and Bellevue areas for a couple days in hopes of setting appointments for you this week.  Realistically, calls today and tomorrow will probably yield events for Thursday or Friday. Does this work for you? – Mike

The Quick Blitz Process

The setup and programming moved swiftly. On Tuesday morning, after action was confirmed by the client, Dunlap set filters inside our CRM that allowed our staff to only make calls in the specific markets around Seattle. Next, a call script / message was developed and a few key staff members were trained. Within a few hours, calls were going live.

Not only were calls being made, but appointments were being set.

By the end of Tuesday, Dunlap had scheduled appointments for the Regional Sales Manager and sent them off to him. The efficiency of our internal telephony systems and staff members trained on blitz projects were vital in the success of this request.

We just secured a 9:00 AM PT phone appointment for you to talk to a Seattle prospect about scheduling a face-to-face appointment while you’re there. Details to follow. – Kaitlin 

 

With the additional appointments scheduled, the Regional Sales Manager maximized his time in Seattle and spoke with more target prospects. On Friday afternoon, we received the following email from the Regional Sales Manager:

Thanks for the great leads this week. I spoke to the appointment prospect and there is a good opportunity with them. Please tell your team thank you for their quick response for me this week.

 

One of the many benefits of telemarketing as an appointment setting and/or lead generation tool is the ability to quickly direct your efforts to a very specific market. In instances like this, timing is everything!

Are Surveys Your Solution?

Posted on by Kaitlin Dunlap

Unexpectedly, you just lost a great customer or a great employee. What if you knew why they left or if there was something you could have done to keep them from leaving? Would they have stayed?

This type of information can be priceless. If feedback like this can be of use to you and your company, we have your solution.

For over 20 years, Dunlap Marketing has been assisting companies in developing comprehensive solutions for conducting independent, third party surveys. There are three types of surveys we specialize in: customer satisfaction, employee satisfaction, and research. Phone and email are the primary methods we utilize to conduct surveys. Through years of experience, we have found that an interactive phone conversation allows for openness and honesty without fear or hesitation. As a result, this is one reason a third party, one-on-one conversation is so valuable.

Customer Satisfaction Surveys

It takes a lot of time and money to replace a customer, especially a good one. Being proactive in addressing your customers’ needs is vital to maintaining and continuing a long-term relationship. Let Dunlap Marketing help you by calling your customers and asking satisfaction questions. Using an independent provider to ask these questions allows your customers the opportunity to answer honestly. This honesty yields the most valuable survey results. Interestingly, a common byproduct of customer satisfaction calls is to identify additional business opportunities.

“Dunlap Marketing’s level of service, precision, and competence has been outstanding. We were very impressed with the process and the high number of clients who completed the survey, which indicates Dunlap’s professionalism when making the calls. They gave us the flexibility and customization we needed to quickly collect valuable client feedback that will help us continue to improve our growing business.”

 

Employee Satisfaction Surveys

Similarly to customers, replacing an employee also requires a lot of time, effort, and money. Employees are likely to tell a co-worker they’re happy, even if they are not. By using a third party to conduct employee satisfaction surveys, you can ensure your employees are satisfied in their job and work environment. We can help you retain valuable employees.

“We could not be more pleased with the outcome of the employee study and the work that Dunlap Marketing did. Thank you so much. You did absolutely everything we asked and completed the work on schedule! The information you provided about our employees allowed us to implement necessary change, which results in happier staff.”

Research Surveys

Know ahead of time what your customers will want from you. Before spending resources on a project, learn the thoughts and feedback from the end users, allowing optimization to occur before significant dollars are spent.

“Mike and his team at Dunlap Marketing not only get the job done in a timely manner, they are also easy to work with and dedicated to complete satisfaction.  They shine when it comes to logistics.  It is refreshing to work with a firm that seems to consistently under promise and over deliver.”

 “I have worked with Dunlap Marketing for over 10 years.  We consider Mike and the Dunlap team part of our team.  They are always a pleasure to work with, and they deliver quality results on time—the perfect partner for your survey and telemarketing needs. The information they capture during phone surveys is invaluable as we develop services to meet the needs of our client members.”

 

Dunlap Marketing is equipped to not only execute your survey, but also to assist with design and set up. We can help you develop a comprehensive solution for conducting satisfaction or research surveys, including:

  • Developing the questions and answer forms
  • Automation of data capture
  • Methods to capture data include telephone calls, e-mail, land mail and/or web based solutions
  • Report generation
  • Presentation of findings
  • Survey frequency

If surveys will help your company become more productive and profitable, contact us today.

Mike Dunlap, miked@dunlapmarketing.com, 281.496.9870 ext. 140

Kaitlin Dunlap Cuevas, kaitlind@dunlapmarketing.com, 281.496.9870 ext. 180

The Truth About Our Appointment Setting Program for Business Bankers

Posted on by Kaitlin Dunlap

bankers_hours

Dunlap Marketing has been setting appointments for business banks for almost 20 years. The truth is, the work that we do is quite simple when you break it down, but what makes us successful is the very thing that sets us apart – time. We take the time to make the cold calls that business bankers either don’t have time for, or don’t prefer doing. Let us do the appointment setting for your bankers.

We are founded on a few basic fundamentals:

  1. Prospect records – The prospect records that are called into can make or break the success rate of a calling campaign. We are very skilled at building databases that contain the types of companies our business bank clients are looking for.
  2. Script – Messaging is an important component of teleprospecting. How do you get past a gatekeeper? How do you prioritize what you need to say in a limited about of time to the decision maker? We are experts at doing both.
  3. Tactful persistence – Calling a prospect once or twice usually is not enough, often it takes time and persistence. Our call strategy and technology work together to maximize appointment setting opportunities for your bankers.
  4. Open communication – Our work is useless if we don’t pass it along to you! We deliver daily reports with time and date appointments that are set for your bankers. Also, if you keep us in the loop with what’s working well for you, it allows us to be even more valuable with future calls.

We have many years of experience successfully executing our process with business banks. In a recent discussion with a current bank client who has brought in $3MM in new deposits since partnering with Dunlap Marketing 4 months ago, he summed up the work we do for banks as:

“Your company opens the door, the bank has to push thru and follow up with service and products. I am very pleased with the appointments. I would recommend your service to other banks.”

If you feel your bank can benefit from more appointments, please feel free to contact us. A 15-minute conversation should be sufficient in determining if Dunlap Marketing is a good fit for you.

Mike Dunlap                                                 Kaitlin Dunlap

281.496.9870 ext. 140                                 281.496.9870 ext. 180

miked@dunlapmarketing.com                     kaitlind@dunlapmarketing.com

Telemarketing Services Bring $1.2M in Quick-Push Sales Effort

Posted on by Kaitlin Dunlap

sales

A long-time customer, who has used Dunlap Marketing’s telemarketing and appointment setting services for 9 years, called with a time sensitive project to promote a special 1-day sale. The project had been labeled as “high priority”. In an effort to compliment a direct mail and email push that the customer had already implemented, Dunlap Marketing called over 9,600 prospects inside of a 3-day period. Their job was to call the prospects and gain agreement to attend an upcoming special sales event.

The database represented up to 3-year-old records of individuals who had expressed interest in services, but had not yet purchased. In many instances, active communications did not exist between the client and prospects.

From all the prospects called, the client reported an immediate $1.2 million in new business sales that were signed on the day of the event. During the telemarketing calls, 287 individuals agreed to attend. Of these attending, 62 purchased and took advantage of great pricing. Because of the success of the telemarketing calls, Dunlap Marketing was asked to implement a follow up appointment setting campaign, calling prospects that initially committed but were unable to attend the sales event. Forty-six face-to-face appointments were set and an additional $354,000 in new business resulted from these appointments.

The customer described his experience with Dunlap Marketing as, “Very successful! I am very impressed with how quickly Dunlap Marketing designed a message and launched a call campaign that created outstanding results and revenue. It is amazing at how they responded to such a large prospect list. We will implement this same strategy again next year.”

Can a telemarketing campaign bring your business more than $1 million in immediate sales? Maybe yes or maybe no. However, if done correctly with a targeted call list, Dunlap Marketing can implement a “quick-push” telemarketing and appointment setting campaign similar to this. Organization, experience, efficiency, and well-trained staff members are all key ingredients to success.