TeleSales

There are many types of telemarketing activities from Appointment setting, Lead Generation to Tele-Sales. Each type of activity has its own unique challenges however with out a doubt the most challenging type of telemarketing is asking a prospect to part with money over the phone. This is called Tele-Sales.

Case Study
Our client had a outdoor light transformer that needed to be sold over the phone into hardware stores nation wide. The process was to contact each key decision maker within each hardware store and then offer to email supplied promotional information followed up with a call to close the sale. The average sale price was just under $400.

Major issues
There were four major issues.

There was limited time frame to contact these hardware stores and reach the key decision makers,
There was an existing similar product already on the shelves,
It is difficult to gain shelf space within hardware stores particularly when there was an existing product already occupying that space, and
The contact list supplied was out of date with incorrect key decision maker details.

Solution
Initially calls were made with the goal of speaking with the key decision makers as per the supplied list and then offer to send supplied promotional information. It was shortly discovered that the supplied key decision maker details we out of date and we were wasting time chasing up and speaking to the wrong person.

A two stage process was implemented in order to effectively complete this campaign.

Stage 1 - Conduct a phone blitz to call up each hardware retailer with the sole objective to gain correct key decision maker details as well as best times to call.

Stage 2 - With correct information at hand we could now call the correct decision makers with greater efficiency without wasting time chasing the wrong person.

Result
By implementing a two stage process we achieved the deadline of contacting each hardware retailer and reaching the correct key decision maker.

The overall result was for every 10 calls we made we achieved 9.2 sales. A 92% success rate!

NOTE: This is an example of our capabilities only, not a guarantee of our performance of any kind. We recommend all new customers test out the effectiveness of our services by running a trial/ pilot campaign to benchmark potential outcomes for your organisation.