Summer 2016 Internship Program

Posted on by Mike Dunlap

Business guy

This summer, Dunlap Marketing hosted three college interns. They worked on selected, entry-level projects and did exceptionally well. When asked to describe her experience with the internship, Meredith, University of Texas, said, “It has been great – I’ve had the chance to see a side of business and marketing that usually goes on behind the scenes. I’ve gained so much knowledge from it!” Lydia, University of Texas, agreed and added, “I learned how to deliver a message in an effective and understandable way during a phone conversation. Over time, I became very comfortable and really enjoyed getting prospects to cooperate. I had a great time at Dunlap Marketing and really enjoyed all of the people here.”

The interns worked a fulltime schedule and even put in their fair share of overtime. “This job has taught me patience and tactful persistence,” said Grace, Texas A&M University. “It can be tiring trying to get to the decision maker, but having a positive attitude can go a long way. The person on the other end of the phone can tell a difference when you speak in a happy tone and they’re more likely to help or listen to what you’re saying.”

Each of the interns agreed that saving time is the biggest value Dunlap Marketing’s services provide to its customers. “Instead of spending time on setting appointments, sales reps can focus on their expertise and actually sell,” said Grace. Meredith added, “We [Dunlap Marketing] are the middle man between our client and their prospect. Dunlap Marketing reports back with details gathered from prospecting calls and the client can use that information to advance the sales process.”

Meredith summed up her experience by saying, “I have definitely improved and gained confidence in speaking with individuals as well as businesses on the phone. It’s a great skill to have in general, but even more important to me because I’m majoring in business. It’s essential to have these skills.”

Dunlap Marketing kicked off its internship program in the summer of 2015. It was a great success for the interns, Dunlap Marketing, and Dunlap’s clients. “The internship was extremely rewarding as well as eye opening,” said 2015 intern, Matt, University of Texas. “The program has proved to be a win-win for both our customers as well as business men and women in the making. Our client campaigns that staff interns flourish with the added enthusiasm. Additionally, these upcoming business leaders gain valuable, real-life knowledge and skills,” said president, Mike Dunlap. With such a fantastic experience for both the interns and clients, Dunlap Marketing will continue with the program. Please email Kaitlin, kaitlind@dunlapmarketing.com, for more information.

The Game of Numbers

Posted on by Kaitlin Dunlap

Black and white numbers background

How many dates do you go on before you get married? I would be willing to bet that 97 times out of 100, it takes more than just two.

The art of sales is a lot like a dating, courtship, and ultimately marriage. It takes patience, persistence, and respect.

  • Patience – Being ready and willing to wait for the other party to think over things
  • Persistence – Being tactful and comfortable with following up
  • Respect – Time, space, and money are all things that people hold closely; respecting these three things is critical for any relationship to thrive

Many esteemed business leaders believe three percent of sales are made on the second contact, ten percent of sales are made on the fourth contact, and eighty percent of sales are made on the fifth to twelfth contact. Note, these numbers may not be exact, but we believe they accurately reflect typical sales behavior.

In the teleprospecting campaigns that Dunlap Marketing does in a primarily business-to-business environment, it is very common for us to make at least eight call attempts before we start feeling the early indications of list saturation. The fact is, tactful persistence is required if you want to speak with the people who make decisions.

Only ten percent of sales people make more than three contacts. Forty-eight percent of sales people never follow up with a prospect. Again, these numbers are believed by many respected business leaders to reflect common behaviors.

We have learned that just because someone is not easy to connect with, does not mean they are not interested in what we are promoting – all it means is that they are probably busy. The game of numbers works well in our favor – if we call enough records enough times over a couple months, we will accomplish our goals without wearing out our welcome.

So, how many dates do you go on before you get married? Two? Four? Twelve? You tell me!