Question

Topic: Strategy

Steps To Contact Leads

Posted by Anonymous on 12/13/2010 at 3:12 PM ET 250 Points
My company is a filing storage solutions provider to businesses, and we recently purchased leads of companies who will be moving their office. These leads in our opinion are great end users of our service. We can provide them will high density storage, information management services, file moves and convertions for when they move to their new facility. Our 1st contact will be a phone call to detrmine a need and set an appointment with a sales rep. We are having trouble coming up with other steps on how we can contact them. We are thinking after the 1st call is made and an appointment set, we can send a follow-up mail piece about our service they are interested in, but what should be on the piece? What can we do that is creative to get them interested? What about those that dont set an appointment, do we send them the piece? The list provider said we should make 10 contacts with the leads. Any suggestions on other techniques we might be able to use would be very helpful.
Thank you
To continue reading this question and the solution, sign up ... it's free!
SUBSCRIBE
Or, SIGN IN

RESPONSES

  • Posted by telemoxie on 12/13/2010 at 3:55 PM Accepted
    I have done some projects with these sorts of leads.

    a company has sold the lead to you... and I am willing to bet that they have sold the same information to a dozen other companies as well.

    Those companies may not be direct competitors. They might sell office furniture or telephone equipment or moving services...

    Put yourself in the other person's shoes for a moment. Imagine that half a dozen companies purchased that lead, at each one of them contacted the named contact 10 times. How long would it take before this person got tired of the telephone calls?

    If this were my project, I would research each argued company and try to identify some other contact at the company (e.g. using jigsaw.com)
  • Posted on 12/13/2010 at 7:12 PM Accepted
    Telemoxie is right: The last thing you want to do is anger the prospect by becoming part of the "pest army."

    My suggestion would be a "high-touch" approach. Instead of a mass marketing mentality, adopt a one-to-one approach, and actually research each prospect. Make an appointment, if you can, to gather information, and don't try to sell them anything. Ask a few high-gain questions and then listen to them. Take notes. Probe when appropriate.

    If you do this well, they will tell you what you need to say and do to get the job. Better to follow-up with 100 prospects and close 50% than blast your message to 1,000 prospects and close 1%.
  • Posted on 12/14/2010 at 4:08 AM Accepted
    Telemarketing would be great, the more you try the more chances you will hit to the target. i would strongly suggest to do telemarketing first, once they are interested, email them 3 days after, than call them again in the next 3 - 6 days. remember, "follow up" is the key.
  • Posted on 12/16/2010 at 1:17 AM Accepted
    I agree with telemoxia and mgoodman.

    With so many marketing calls, customer may get frustrated and the chances of looking at your services and considering it for next level will come down drastically. Customer may not even consider to look at the message, no matter how good or cathy your message is.

    Yes, try be in the position of the customer, try to have a personal touch with each and every contact, understand them and then pitch your services.

    On the message part - you can think of some thing like, zero % downtime or move anywhere, your business will not move............. feel free to move etc could be among your marketing lines.

    Wish you all the best for your campaign

    Nishant Manchanda
  • Posted on 12/20/2010 at 12:35 PM Author
    Thank you all for your help. We will try to take a more personal approach and try to set our company up as consultants and partners rather than selling a service.
BACK TO TOP

Post a Comment

Related Discussions

Community Info

Top 25 Experts
(Strategy)