Dunlap Marketing

Focus On Your Customers Needs

noemail@dunlapmarketing.com — Mon, 01 Dec 2008 23:00:00 GMT

Keep your business strong during a slow economy. While it is normal to strategize on how you are going to identify new client acquisition, don't forget to also look inside your existing customers as a way to grow. A good way to do this is by conducting a satisfaction survey.

There are 3 key reasons for contacting your customers:

Make sure they are pleased with your services and if they are not, find out why
Let them know you appreciate their business
Determine if there are additional services that you can provide to them

Retain Dunlap Marketing to do a customer satisfaction survey and we will ask your customers how you are doing. You need to know the answers to these questions. A key value in having us do the work is it allows your customer to be completely honest with a 3rd party company conducting the survey. Plus, we employ professional staff and we guarantee we will complete the job in a timely fashion.

We recommend utilizing both email and telephone calls to communicate with your customers, making it convenient for them to respond to the survey. By combining both email and telephone calls, we will reach more of your customers and therefore complete more surveys.

By properly wording the survey Dunlap Marketing will ask satisfaction questions at the beginning and opportunity questions at the end. Don't be surprised if you are able to pay for the survey project by selling additional services into your customer base.

Typical Process

Define goals and objectives of the survey
Create the survey questions
Upload your customer database
Inform your customers that Dunlap Marketing will be contacting them to ask satisfaction questions (usually done via email)
Launch the email based survey and allow time for your customers to respond
Launch the telephone calls into customers that did not respond to the email survey
Deliver lead opportunities as they are identified
Compile customer answers into a summary report
Present summary findings

Items that influence pricing include the total number of questions that you want to ask in the survey, the number of customers you want us to contact and the number of attempts made into each customer trying to get them to answer our questions.

Normally we recommend having the survey period open for at least 3 weeks. This allows your customers every opportunity to respond to our requests. Usually it takes 5 business days to setup the project and about a week to summarize and prepare final reports. Therefore, allow approximately 5 total weeks before you receive the final report.

For more information contact Mike Dunlap at (281) 833-3000 ext 140 or email miked@dunlapmarketing.com

1-Dec-08 5:00 PM

Qualified Telephone System Leads - Preview Before You Purchase

noemail@dunlapmarketing.com — Fri, 28 Sep 2007 20:45:00 GMT

Dunlap Marketing has served the telephone system industry since 1996, producing qualified telephone system lead opportunities. In July of 2007 we launched a new telephone system lead service that has dramatically changed the way phone system dealers receive our leads. In selected areas, Dunlap Marketing now allows dealers the ability to preview each phone system lead prior to making a purchasing decision on a particular lead.

How we produce the leads – All of our leads are produced by making outbound telephone calls, we call it teleprospecting. We do not subscribe to lead services that include new movers, building permit lists, and new business openings. The only way we can identify a qualified telephone system lead is to call into the company and ask decision makers or influencers if they plan to replace or upgrade the current telephone system. This method of prospecting is old fashion (cold calling), but our phone system dealers say that these leads commonly have fewer competitors involved in the selling process.

Key content of each lead – Once a qualified opportunity is identified we ask key questions to the prospect, such as:

* What type of phone system do they currently have

* How many phone stations

* Why is change occurring

* When will the change take place

All of this information along with the decision makers name and company contact information is provided to you once you purchase a lead.

Service offering – Once phone system leads are identified and buy cycle time frames have been shortened, an email will be sent to you that includes a preview of the content of each lead that is available. Preview information includes the current phone system in place, the number of telephone stations, expected buy cycle time frame, summary comments and the pricing for each lead.

Purchase a lead – All you need to do is reply to the email indicating the lead number(s) that you want to purchase. Give us authorization to process the lead charge(s) to your credit card on file, and then we will email the complete lead file to you.

Pricing – Pricing is based on a few key components, primarily the size of the opportunity based on the number of phone stations and the amount of time remaining until the prospect intends to make a buying decision. Each lead will have a base price that you will pay prior to receiving each lead. In some instances there will also be a small percentage of commission that will be paid to Dunlap Marketing when you sell a phone system to the prospect. Note that the commissions are only due if you sell services to the company.

Contact information: Mike Dunlap at 281-833-3000 x140, email miked@dunlapmarketing.com or Contact Us today!

28-Sep-07 3:45 PM

Script Writing to Prospect for Sales Leads

noemail@dunlapmarketing.com — Fri, 30 Mar 2007 21:00:00 GMT

A calling script is incredibly necessary if you plan to make prospecting phone calls, especially if new sales people or other staff are involved in making the calls. The reality is that once you are in a conversation with a prospect, the call may drift away from the script; the script still remains as a source of guidance for the caller.

The focus of this article is based on early stage cold calls, looking for lead opportunities or appointments with businesses who may need your product or service.

A script needs to be straight forward and to the point. Words should be used very efficiently.

Step One ¾ Introduction

Give an introduction to whoever answers the call; introduce yourself and your company name
Ask for the person you need to speak with. If you do not know the name, then ask for the name of the person who is responsible for your product or service.

Step Two ¾ Right person

You now know whom you need to speak with. Ask to be transferred and when you get this person on the phone, briefly (with a smile on your face) introduce yourself.
The reality is the receptionist or assistant will try to screen your call, if this is the case be friendly and ask what is the best way to reach the Decision-Maker. Then, prospect to the person you are speaking with – who knows, you may identify an opportunity by asking.
Expect to be transferred into voice mail, here you need to make a decision on whether to leave a short message or not. If you do leave a voice message with the Decision-Maker, be brief with an explanation of your call and leave a call back number if you want.

Step Three ¾Body

Once you have introduced yourself get to the reason for your call. Be succinct and to the point with your “purpose” and then quickly ask a qualifying question. This needs to be a simple question asking if they anticipate upcoming changes that may require your products or services.
If yes – You have probably succeeded at generating a prospect; you may want to ask a few more questions, to better qualify the opportunity. Then close the call by defining next steps…. maybe setting an appointment, sending some company information or agreeing to make a follow up call at a later date.
If no – Be prepared to ask a follow-up type question, one that changes the direction of the call in an effort to identify an opportunity. If you are unable to generate interest, close the call by asking a time frame for when changes might occur.

Make sure you are documenting all the information that you’re capturing. Enter the information into a good sales tracing software. Use the information at a later date when doing other marketing efforts. Prepare yourself with a list of most common rebuttals and FAQ’s. Have effective responses for the rebuttals and FAQ’s.

The goal of a script is to ask good questions. The best results occur when you are a good listener. Keep the conversation simple and don’t feel like you have to know answers to every question. If someone asks you a question that you don’t have an answer to, tell them that you will get the answer and call them back. Remember good questions asked by the person may indicate that you have uncovered a selling opportunity.

Contact information: Mike Dunlap at 281-833-3000 x140, email miked@dunlapmarketing.com or Contact Us today!

30-Mar-07 4:00 PM

Business Bankers Need Qualified Appointments

noemail@dunlapmarketing.com — Tue, 10 Jan 2006 19:00:00 GMT

In today's commercial banking environment, the bank officer must create his or her client base from business prospects that have a myriad of options.

Bank officers are generally good at communicating with existing and prospective customer lead opportunities, but they might not have the interest, experience or the time to develop and work through a database of prospects that have not been qualified. These commercial banking prospects need to be cold called and qualified before an appointment with the decision maker is set; this requires time and effort to accomplish. This is where Dunlap Marketing's expertise comes in because we work as an extension of your bank and we have the professional calling skills to get your bank officers in the door to meet with businesses that are interested in meeting with your bank officers.

Dunlap Marketing will assist you in identifying who your specific commercial banking prospects are, we will identify who the decision maker is, send a letter of introduction (on your bank letterhead) and then make follow up phone calls. Our goal will be to speak with the decision maker, ask basic questions to identify potential need for bank services and then set time and date appointments for your bank officers to meet with the company. Obviously we will have determined that there is a need for an appointment to be set, or we will not set one. Once the appointment has been set we will document the conversation and e-mail you the necessary information for your bankers to review prior to meeting with the company.

When prospecting, it is common to identify needs for: business loans and lines of credit, equipment financing, cash management, SBA loans, accounts receivables financing, deposits and merchant services. It is also common for us to speak with a business owner who simply wants to establish a better banking relationship.

If you are a smaller local bank, we provide you with the marketing resources that larger competing banks implement in the marketplace. Basically, we provide you with the results of an expensive marketing department without the high cost of maintaining it in-house. We schedule appointments for the bankers to meet with business owners to discuss commercial banking needs.

If you are a larger bank, we give you the leverage power of accomplishing multiple tasks while spending your time meeting with companies who are ready to make changes. Behind the scenes we are doing the necessary cold calling and business development to create those opportunities that become next weeks appointments. As a result you are able to meet quotas set forth by the bank.

In the competitive market of business banking, put your bank in front of prospects that are considering change. Making teleprospecting phone calls is an effective way to let decision makers know your bank is interested in learning about their business banking needs. With businesses having a myriad of options, make it easy for them to select your bank.

Contact information: Mike Dunlap at 281-833-3000 x140, email miked@dunlapmarketing.com or Contact Us today!

10-Jan-06 1:00 PM

Maximize Your Appointment Setting Campaign

noemail@dunlapmarketing.com — Mon, 09 Jan 2006 18:00:00 GMT

A business appointment is typically defined as having a time and date set to meet with a prospect. This can either be face to face or a telephone appointment. The difference is based on a salesperson having a territory in the same city where he/she lives compared to a territory that requires travel. Typically an appointment is the most popular and preferred service that Dunlap Marketing provides to clients. Sales people prefer to start their sales process with an appointment as compared to receiving a qualified lead opportunity.

From a prospects perspective, what is interesting to note, despite the fact that their need for your product or service may be very real, not all prospects are willing to commit to an appointment during a teleprospecting call. They simply are not ready or willing to move that fast. They may have the type of personality that wishes to move slower until they know more about your company, qualifications and abilities to properly service their needs. They could very well be a qualified prospect but they are not willing to schedule a face to face appointment yet.

Why would the prospect not schedule the appointment?

§ They already have a service provider - or at least they think they have one

§ They want you to earn or work for their business

§ They want to get to know you better

§ They are very busy and it is difficult to get on their calendar

§ They are thinking about using your services or product but have not yet fully decided

§ They are qualifying you to make sure you can support their needs

They are not willing to move at the speed we want them to. Keep in mind that we called them and interrupted their day.

In my opinion, these are still qualified prospects and there is great value to them. The challenge though is they need to be developed and cultivated. I call these lead opportunities, and they are a byproduct of looking for appointments. When properly worked, they become tomorrow’s time and date appointments. However, it is common that skilled sales people need to work them because the prospect is qualifying us as much as we are trying to qualify them. These prospects sometimes ask questions that are technical in nature and require industry specific skills to answer. Typically, trained sales people are the best people to answer these types of questions.

There are rewards when sales discipline is applied. The health of your pipeline of prospects grows, which results in more presentations and proposals, which results in more sold business.

Recognize the value of these lead opportunities. If you are paying for an appointment setting campaign, look at leads as being a free added value byproduct of the campaign. Work and develop these leads the same as if they were appointments. The success of the campaign and the success of your selling efforts will greatly increase as well.

Contact information: Mike Dunlap at 281-833-3000 x140, email miked@dunlapmarketing.com or Contact Us today!

9-Jan-06 12:00 PM

Customer Testimonials

Mon, 03 Nov 2008 18:28:35 GMT

Banking Client Testimonials This is our first venture into seeking out call center services. You and the Dunlap Marketing team have earned 5x the miniscule amount we are paying you! You have held our hand the entire way…with all our phone conversations and countless emails---- never got you overwhelmed. YOU HAVE OUR FAITHFUL BUSINESS ALWAYS! – Madison, NJ I want to complement your team on the quality of the Dunlap appointments that I have been receiving. Since the first of the year I have enjoyed several very good opportunities with companies that are very much interested in our bank services – Dallas Mike, please tell your staff that they are doing a great job setting appointments for the bank. In some of my meetings with prospects, they have told me how pleasant the ladies were that initially called them to set up the appointments. To me, being a sales guy at heart, this is a good thing! – Dallas The appointments have been valuable as we have extended almost $2MM in...

Home Page- Customer Testimonials

Mon, 03 Nov 2008 18:28:11 GMT

“This is our first venture into seeking out call center services. You and the Dunlap Marketing team have earned 5x the miniscule amount we are paying you! You have held our hand the entire way…with all our phone conversations and countless emails---- never got you overwhelmed. YOU HAVE OUR FAITHFUL BUSINESS ALWAYS!" – Madison, NJ

More Customer Testimonials

Home Page- Lead Generation

Wed, 24 Sep 2008 18:00:22 GMT

Qualified Sales Lead Generation

Pilot Programs

Wed, 24 Sep 2008 17:28:39 GMT

Telephone call based prospecting, appointment setting and information gathering is a very proven method of generating sales leads or scheduling appointments. This approach falls into a category of “Salesmanship 101” practices, time tested strategies of identifying selling opportunities. However from time to time we are not sure how to project final results of a calling campaign. Additionally every campaign seems to have specific client expectations that influence final results.

When this is the case we suggest implementing a “pilot” program. Dunlap Marketing will bundle all the necessary components to kick off a campaign. All the services will be packaged together and will be presented with a turnkey fixed price. This allows you to know what your maximum financial commitment will be, and you will know the scope of services that is being provided. There is no long-term contract or commitment. Dunlap Marketing will provide summary reporting along the way and at the completion of the program. Based on results you are much more educated, allowing you to make long term decisions.

For more information on how Dunlap Marketing can help you with developing a Pilot Program please call 877-386-6275 x140 or Contact Us today!

Achieving Success

Wed, 24 Sep 2008 17:28:28 GMT

Ultimately our success is based on your success. Dunlap Marketing will work hard to maximize your investment and maximize your success resulting from our services. The following are the primary factors that result in the overall success of our call campaigns:

Dunlap Marketing employs staff members and managers who take pride in their work and who strive to generate credible selling opportunities for our clients
We listen to the specific needs and ask detailed questions of every client prior to formalizing a working relationship, this allows us to clearly understand your expectations and goals
Build a database that targets the specific type and size of companies that are of most importance to each client
Together we develop scripting and call strategy documents that contain the content necessary for Dunlap Marketing’s staff members to achieve success with every call
Apply computer telephony applications to the calling process so we are able to maximize efficiency for every campaign
Properly train and prepare our staff on the details of every campaign, with assistance from each client
Implement the calling phase of the campaign and have management supervision ongoing to make sure strategies are being applied properly
Monitor and coach the staff, especially in the early stages of a new campaign
Report results and call statistics regularly with each client
And ----- if we succeed with this process, we hope that you continue to use our services

Client satisfaction is important to us. Based on this we do not ask for long term contracts or long term financial commitments. Our belief is, if we do outstanding work for you, you will continue to use our services. Because of our philosophy, we do not need long term contracts.

For more information on how Dunlap Marketing can help you Achieve Success with a Marketing Program please call 877-386-6275 x140 or Contact Us today!

Implementation Process

Wed, 24 Sep 2008 17:28:11 GMT

Identify the specific expectations and objectives of a client
Develop a database - target the specific business types, number of employees, annualized revenue ranges and geography of companies that are of most importance to each client
Develop scripting and call strategy documents - containing the necessary content for a staff member to advance through a call and address commonly asked questions
Program the computer telephony applications, import the database and define follow up procedures for each call record
Assign a project manager to the campaign , this person will be responsible for day-to-day activities of the work and will communicate with the client
Train and prepare our staff on the details of every campaign, with assistance from each client (we ask for client involvement during this phase)
Implementation of the calls
Monitor and coach the staff, especially in the early stages of a new campaign
Ongoing communication with clients throughout the life of the campaign

For more information on how Dunlap Marketing can help you with a Marketing Program please call 877-386-6275 x140 or Contact Us today!

Lead Report Example

Wed, 24 Sep 2008 17:18:27 GMT

For more information on Lead Report Examples, contact Mike Dunlap at 281-833-3000 x140, email miked@dunlapmarketing.com or Contact Us today!

Industries Served

Wed, 24 Sep 2008 17:15:01 GMT

For more information on Industries Served, contact Mike Dunlap at 281-833-3000 x140, email miked@dunlapmarketing.com or Contact Us today!

TeleMarketing Services

Wed, 24 Sep 2008 17:14:27 GMT

Dunlap Marketing’s goal is to provide customized teleprospecting solutions which are unique to your business needs. Our staff will meet with you to develop the strategies necessary to accomplish your goals and objectives with professional telemarketing services.

Our Implementation Process takes you through the steps we follow while developing your specific campaign requirements.

For more information on TeleMarketing Services, contact Mike Dunlap at 281-833-3000 x140, email miked@dunlapmarketing.com or Contact Us today!

Telephone System Lead Generation / Telephone Dealers (PAC)

Tue, 23 Sep 2008 21:31:00 GMT

Since March 1996, Dunlap Marketing has been very successful in generating qualified leads for telephone system dealers around the United States. We have developed a proven method of teleprospecting that puts salespeople in front of prospects who are replacing or upgrading their telephone equipment. What To Expect: The development of a healthy pipeline of selling opportunities Businesses who are replacing or upgrading their telephones Leads inside a 5 month buy cycle (up to 19 sets) and 9 months (20 plus sets) Decision maker information, number of phone sets, current brand and reason for change Focus on database selection, prospecting to business size and type consistent with your target market Details of the conversation explaining what was said and why the prospect is considered a lead (including historical data) Every lead is generated from teleprospecting cold calls, not from lists or reports No long term contracts; continue using our services based on...

Effectiveness of phone system leads

noemail@dunlapmarketing.com — Fri, 07 Sep 2007 17:00:00 GMT

Objectives:

Release Date: 7-Sep-07 12:00 PM
Expiration Date: 14-Sep-07 12:00 PM
Please enter the lead number into each survey that you take, this will allow me to track results specific to each lead you have purchased. Please do a unique survey for each lead that you have purchased.

Burnett Staffing - Client Satisfaction Survey

noemail@dunlapmarketing.com — Thu, 12 Jan 2006 23:00:00 GMT

Objectives:

Allow Burnett Staffing to understand how their clients feel about the quality of services being provided and to gather feedback relating to improvement opportunities.

Release Date: 12-Jan-06 5:00 PM
Expiration Date: 22-Jan-06 5:00 PM
Please select the appropriate response for each question asked.

Thank you for taking the time to complete this survey. Burnett values your feedback. The survey should only take about 2 mintues to complete. Once you have finished, you will be able to review your responses.

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Wed, 12 Mar 2008 15:51:13 GMT

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Sample Author

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Sample Author

Dunlap Marketing

Focus On Your Customers Needs

Qualified Telephone System Leads - Preview Before You Purchase

Script Writing to Prospect for Sales Leads

Business Bankers Need Qualified Appointments

Maximize Your Appointment Setting Campaign

Customer Testimonials

**Home Page- Customer Testimonials**

**Home Page- Lead Generation**

Pilot Programs

Achieving Success

Implementation Process

Lead Report Example

Industries Served

TeleMarketing Services

Telephone System Lead Generation / Telephone Dealers (PAC)

Effectiveness of phone system leads

Burnett Staffing - Client Satisfaction Survey

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