Overview of Client – This is an IT Services company who specializes in technology applications such as Virtualization, Data Center, Managed IT and Professional IT Services. As a 22-year-old Texas company, they target businesses ranging from 25 employees on up to midsize enterprises. This interview was conducted with the President/CEO. At the time of the interview they have used Dunlap Marketing services for four months.  They started with a “pilot project” and renewed it three times.

Interview

What specific services does Dunlap Marketing provide for you?

Appointment setting and lead generation.

Why did you outsource these activities to Dunlap Marketing?

Our company was unable to get our act together internally. Prospecting is a challenge for us and it’s not what we do best. Rather than train or hire staff we were able to hire Dunlap Marketing and get better results for less money.

What results did you expect to receive from Dunlap Marketing?

Ideally, 6-12 appointments a month. Most importantly was to be in front of well qualified prospects

Have you achieved these results?

We are moving towards that. We have gone on several very strong appointments that are very promising.

How do these results impact your company/revenue and profitability?

Too early to tell

What do you feel are the strengths of Dunlap Marketing?

They are disciplined and have quality people making the calls. Our company is very technical and they can handle the conversations. I was pleasantly surprised to have such a positive experience outsourcing our prospecting calls. I must admit, I didn’t know if it would be a good fit, but they are much more productive and disciplined than we were. It has made a difference. We went into this with a three month trial and we had solid appointments the first month.

Why did you select Dunlap Marketing to serve your needs?

They were highly recommended by another company.

How well does the Dunlap Marketing team work with your staff?

That’s one of the best parts. We are fortunate to very productive meetings with the management team and they are very responsive.

Do you believe potential customers were able to distinguish any important differences between Dunlap Marketing personnel and your organization?

No, that’s the amazing thing. Companies think it is us calling; the staff is very professional.

How did Dunlap Marketing assist in each of the following areas during the development and implementation of your campaign?

• Database development: They helped us work out some kinks early on. Later they did a detailed analysis of our prospect data file and they were able to identify a lot of new prospective companies to add to our master list.
• Scripting and call strategy preparation: They are really good at crafting the perfect message to get the best results.
• Staff orientation and training: We had many sessions with the staff that proved key to a successful campaign. We worked with Dunlap Marketing to get things just right.
• Early stage remote monitoring and coaching: We used this in the beginning of our campaign and it helped us tailor our message. We are now at a point where Dunlap Marketing knows exactly what we need.
• Reports and delivery of ongoing results: These are very timely with good detailed information. Gives you an accurate picture of the status of the calls.
• Importance of your project manager: Very important to the overall success of our job. He is very responsive and professional, easy to work with.

Summary:

Overall impression of using Dunlap Marketing for prospecting services?

I have been pleasantly surprised. I didn’t know if this would be a good fit for our company, but they have the discipline and knowledge to make good, quality calls. They are far more productive than we could have been. They are easy to work with and very professional.

Client Overview – This banker has been a customer of Dunlap Marketing for 4 ½ years and has received approximately 400 appointments with Houston businesses.  Target annualized revenues for these businesses ranged from $1M to $10M.

What is the most significant way you bring new business customers into the bank? 

“By far and away a major contributor is with Dunlap Marketing appointments.  Understand that there are numerous ways that I bring in new customers, but one of the most important is Dunlap Marketing because we are able to control the size and type of company that we are most interested in.  The meetings you set up are almost always with companies that have banking needs that best match the services that my bank excels in providing.”

After all the years you have used Dunlap Marketing services, how do you justify the continued cost of our services?

“Good question as I have to regularly justify the expense.  The nice thing is the program is self-funding.  What I mean is that the profit we generate from Dunlap Marketing generated clients easily pays for many months of future appointments.  Fee income from a single $1M deal will pay for a year of Dunlap Marketing services.”

Can you give me an example of how a single new client will pay for a year of our appointments?

“On a funded loan of $1M, the bank fee is about 1 point.  This income will pay for almost 90 additional appointments from Dunlap Marketing.  This does not even factor in the income we will earn on other services that I will provide to the client; for example deposits.”

On average, what type of success do you have with the actual meetings that you attend resulting from Dunlap Marketing appointments?

“Every banker approaches this question differently. Historically, for me, I try to quickly assess whether there is a fit between the company and my bank.  If there isn’t, I’m not going to pursue a loan packet, even if the company is interested in us.  I see no reason to waste their time or my time.  I probably lose 20% of my meetings because of this.  However, if I feel the company has an approvable request, I will go after them aggressively.  These represent about 25% of my Dunlap Marketing meetings.”

Of the 25% that you go after, what type of success do you have with them?

“Almost 100% of them will actually submit a loan package and almost every one will be approved by the bank.  Of all the approved loans, I will actually fund 80% of them.  This goes back to being selective during early stage conversations with the companies I meet with.”

On a day-to-day basis, what do you like most about your relationship with Dunlap Marketing?

“Flexibility……..our bank is able to select specific type and size of businesses to call, we are able to have you shift from one branch to another within a moments notice, and we are able to adjust the flow of appointments on a weekly basis.”

How can business-to-business appointments help your sales team? The following interview was conducted with the CEO of a bank client in spring 2014 – read through the Q&A session to get a good idea of the success this bank has had with Dunlap Marketing’s appointment setting and lead generation services.

Overview of Client:

This client is a commercial business bank located in central Texas. Their customer focus is businesses that do between $2MM to $25MM in annualized revenue. The bank has been a long-term customer of Dunlap Marketing.

Interview

Q: What specific services does Dunlap Marketing provide for you?

A: We are a 100% electronic virtual bank. Dunlap Marketing prospects for business-to-business appointments for our bankers. We cater to the commercial industrial industry and target a very specific market. Dunlap has zeroed in on that niche market.

Q: Why did you outsource these activities to Dunlap Marketing?

A: We don’t have the staff to handle it. We are not after the masses, as we are a boutique bank. When you analyze this on a cost basis versus other marketing expenses, the cost of Dunlap Marketing is less and is well worth the money spent.

Q: What results did you expect to receive from Dunlap Marketing?

A: We expected to get in front of more prospects and to close more business.

Q: Have you achieved these results?

A: Absolutely, the results have been phenomenal! We probably close one in twenty leads in a month. If you extend the time to 30+ days, our close rate is even higher. This speaks well of the quality of business-to-business appointments Dunlap provides. They are much more effective than other marketing and media tools.

Q: How do these results impact your company/revenue and profitability?

A: We have doubled our deposits in two months and we are a two year old bank!

Q: What do you feel are the strengths of Dunlap Marketing?

A: The quality of the prospect records. I have also received compliments about Dunlap Marketing’s staff. I had one client tell me he had never allowed a telemarketer to talk to him before; he thought the Dunlap caller was a member of my staff. He was impressed with how professional the caller was.

Q: Why did you select Dunlap Marketing to serve your needs?

A: They were referred to us by another company.

Q: Do you believe potential customers were able to distinguish any important differences between Dunlap Marketing personnel and your organization?

A: As I mentioned before, not at all. The Dunlap staff is very good at what they do.

Q: What impact has there been with your business productivity/efficiency as a result of using Dunlap Marketing services?

A: There has been a tremendous positive impact on efficiency. I can concentrate on closing business. Dunlap Marketing allows me to deal with people who have already expressed an interest in our unique services.

Q: How did Dunlap Marketing assist in each of the following areas during the development and implementation of your campaign?

• Database development – Over the years, Dunlap has provided data based on our changing needs. We have asked them to expand and contract geography and we have asked to move upward in annual revenue ranges of our target prospects. Whatever our database needs have been, Dunlap Marketing has responded accordingly.
• Scripting and call strategy preparation – Dunlap helped get the wording just right to be the most effective.
• Staff orientation and training – The Dunlap staff knows what they are doing, I haven’t been too involved in this.
• Reports and delivery of ongoing results – I like having the results in front of me, very helpful
• Importance of your project manager – To be honest, I don’t even think about it, it’s become so natural, and that is a good thing.

Summary:

Q: Overall impression of using Dunlap Marketing for prospecting services?

A: Dunlap Marketing has been a good complement to our sales efforts at the bank. We are a good blend and a very effective team.

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For more information on how Dunlap Marketing can assist your team, please reach out to Mike Dunlap at 281.496.9870 x. 140 or miked@dunlapmarketing.com.