Dunlap Marketing Articles RSS Feed

Bank Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

You Might Need Us, You Just Don't Know it Yet (05/21/09)

Amidst the economic uncertainties, local and regional banks have a tremendous opportunity to add new commercial accounts.
Agressively pursue companies that you want to provide banking services to.

Target the "right type" of companies that fit into your banking model - commonly identified by annual revenue, business type and geography
Promote traditional business banking services such as deposits, equipment lending, LOC's, and merchant services

Good companies need a good bank, especially in challenging times. Dunlap Marketing has the experience needed to identify these companies and set appointments for your bankers.

This approach to business development is time tested. It is also a consistent and long-term solution to building a profitable bank. Now is the best time for implementation.

I hope to talk to you soon.

In 2008 we did more than 6,000 hours of banker appointment setting, and we scheduled thousands of meetings for our bank clients. Click HERE to learn the details of what we do, why banks use our services, and Dunlap Marketing's qualifications.

"Out of all the marketing programs that our bank uses, Dunlap Marketing has been the most productive tool we use in identifying new commercial customers." 1/6/09 Austin, TX

We are very professional while representing your bank. Click HERE to read testimonials from our bank customers.

Give us a try, let us to prove that we can make a difference in Dunlap Marketing 's ability to add more business clients. Ask about our low risk / low cost trial program.

For information contact Mike Dunlap

Phone: (281) 496-9870 ext 140 Email: miked@dunlapmarketing.com

Mike Dunlap
President

5-Feb-10 2:00 PM

Bank Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

More Commercial Bank Clients - We Can Help (01/08/09)

There are many questions about the economy and how companies will handle business challenges in 2009. Amidst the economic uncertainties, local and regional banks have a tremendous opportunity to add new business accounts.

How does a bank make the most of this opportunity?

Make it known who Dunlap Marketing is.....a secure bank institution
Make known your offer.....you have great deposit rates and you have money to lend
Know who your business prospects are.....be very specific about the size and type of companies you wish to attract
Reach out to these businesses.....let them know that you want to earn their business

At Dunlap Marketing we know how to put your bankers in front of business owners, and we hope to have a conversation with you to discuss a game plan.

"Out of all the marketing programs that our bank uses, Dunlap Marketing has been the most productive tool we use in identifying new commercial customers." 1/6/09 Austin, TX

We are very professional while representing your bank. Click HERE to read testimonials from our bank customers.

Get more and expect more out of your business bankers in 2009. This ARTICLE talks about the need to prospect for new business and it offers solutions about leveraging your bankers' time. You will see that you can get more and expect more from them.

Give us three months to prove that we can make a difference in Dunlap Marketing 's ability to add more business clients in 2009. Ask about our low risk / low cost trial program.

Best ways to reach us are:

Phone: (281) 833-3000 ext 140 Email: miked@dunlapmarketing.com

All the best in 2009,
Mike Dunlap
President

5-Feb-10 2:00 PM

Bank Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

How To Build More Business Banking Relationships (12/15/08)

There seems to be many questions about the economy and how business and banking will handle the challenges in the New Year. Amidst the economic uncertainties, local and regional banks have a tremendous opportunity to add new business accounts.

How does a bank make the most of this opportunity? Make it known who your bank is......a secure institution and make known your offer.....you have great deposit rates and you have money to lend. Know who your business prospects are.....be very specific about the size and type of companies you wish to attract. Reach out to these businesses.....let them know that you want to earn their business.

At Dunlap Marketing we know how to put your bankers in front of business owners, and we hope to have a conversation with you to discuss a game plan.

Get more and expect more out of your business bankers. This ARTICLE talks about the need to prospect for new business and it offers solutions about leveraging your bankers' time. You will see that you can get more and expect more from them.

Give us three months to prove that we can make a difference in Dunlap Marketing 's ability to add more business clients in 2009. Ask about our 90 day low risk and low cost trial program.

Best ways to reach us are:

Phone: (281) 833-3000 ext 140 Email: miked@dunlapmarketing.com

All the best,
Mike Dunlap
President

(281) 496-9870 ext. 140

5-Feb-10 2:00 PM

General Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

Keep Your Business Strong During Slow Economic Times (12/08/08)

Take advantage of a way to combat the economic challenges that businesses are confronted with today. As 2008 comes to a close, prepare Dunlap Marketing for the New Year. All indications say that 2009 will contain plenty of business challenges. Plan now to strengthen your company by making sure you retain your current customers and possibly sell additional services to them.

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 own customers as a way to grow. A good way to do this is by conducting a retention 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

You need to know the answers to these questions. To learn more click here. You can also call me at (281) 833-3000 ext 140 for more information.

I wish you a wonderful holiday season and a very successful New Year. Please let me know if Dunlap Marketing can be of assistance to you.

Sincerely,
Mike Dunlap

5-Feb-10 2:00 PM

General Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

Your Sales Success Is Critical (01/30/09)

Realizing that you have inquired into Dunlap Marketing's services in the past, I would like to update you on our success. Next month we will celebrate our 13th year in business. Why is this important?

Dunlap Marketing is different. We take the time to build a partnership with our clients because, after all, no one knows Dunlap Marketing better than you do. We also feel that after 13 years in an industry where many come and go, we know a lot about being successful. With the beginning of a new year full of economic challenges, let Dunlap Marketing be part of the reason why Dunlap Marketing has a great 2009.

We "Listen Up" and let you "Listen In" One unique difference between Dunlap Marketing and other call centers is our emphasis on a partnership. We directly involve our clients in the final phase of training. We ask you to remotely monitor our staff during the kickoff of your campaign. After a 20 to 30 minute monitoring session, you talk (via conference call) with our staff to debrief and offer suggestions. We do this for the first few rounds of calls. This unique approach allows Dunlap Marketing to be extremely effective at getting results for you. Our TRIAL PROGRAM is a good way to see how Dunlap Marketing will make a difference for Dunlap Marketing .

Hear what our clients say about us "This is our first venture into seeking out call center services. You and the Dunlap Marketing team have earned us 5 times the amount we are paying you!" Click to read more TESTIMONIALS.

We hope to earn your business. Your sales success is important to us. Please let us know if we can assist.

All the best in the New Year,

Mike Dunlap

(281) 496-9870 ext. 140

5-Feb-10 2:00 PM

General Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

Generate More New Business (08/06/09)

You have contacted Dunalp Marketing in the past, inquiring about our appointment setting or lead generation services. At some point we hope to have the opportunity to support your business development efforts.

Our latest success story came last week when a current client called to say, "we had high expectations when we asked Dunlap Marketing to expand appointment setting services into two new markets, and you have exceeded our expectations with results."

You can grow your business during this economic climate. Let Dunlap Marketing exceed your expectations.

We let you "Listen In" One unique difference with Dunlap Marketing is our emphasis on a partnership. We directly involve our clients in the final phase of training. In doing this we ask you to remotely monitor phone calls during the kickoff of your campaign. After a monitoring session, you debrief the staff and offer suggestions for improvement. We do this for the first few rounds of calls. This approach allows Dunlap Marketing to be extremely effective at generating results for you. Our TRIAL PROGRAM is a good way to see how Dunlap Marketing will make a difference for Dunlap Marketing .

All the best,

Mike Dunlap

(281) 496-9870 ext. 140

5-Feb-10 2:00 PM

General Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

Meet With Businesses That Need Your Services (11/06/09)

Re: $20MM Loan Package - Success Story

Recently I was leaving the office of a bank client when he walked me to a window and pointed to a building 2 blocks away. He said the bank had just closed a $20MM loan package with a major tenant in the building, and the opportunity started with an appointment set by Dunlap Marketing a few months ago.

Interestingly the bank and the company had been neighbors for over 8 years. This is one of the major reasons companies hire Dunlap Marketing. We make the prospecting calls that are essential to growing your business.

If you need to add new business accounts, talk to us. But first, I suggest you hear what our current clients have to say about our service.

We recently hired someone to interview three clients. Read what they had to say about us. Interviews.

Dunlap Marketing is very good at getting your sales people in front of businesses that need your services. Give us a try.

Finish the rest of 2009 and start 2010 strong, and let us prove that we can make a difference in Dunlap Marketing 's ability to add more business customers. Click here to read about our "End of Year" promotion.

For information contact Mike Dunlap

Phone: (877) 386-6275 ext 140 Email: miked@dunlapmarketing.com

Mike Dunlap
President

(877) 386-6275 ext. 140

5-Feb-10 2:00 PM

General Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 20:00:00 GMT

Qualified Appointments (01/28/10)

"Thanks for the opportunity, this is a top tier company in our market and we have been trying to meet with them for a long time - Great Appointment!!!!"

This is a quote we just received from a client and the message is very similar to the one I wrote about in an email last November. As a refresher, while I was meeting with a client he pointed out his office window to a building two blocks away. He said that Dunlap Marketing set an appointment with the company that occupies the building, and that they had never contacted them before. Ultimately our client booked a substantial piece of business with the company.

Both stories illustrate the value of Dunlap Marketing. Once we have the prospect database we are very good at contacting every business on the list, and we do it without bias. Every company gets called, usually multiple times. With professionalism we penetrate the file with the belief that "tactful persistence is the key to success".

We have a proven track record that gives our clients confidence that we will set quality appointments and they are often with companies that have eluded them in the past.

Give us a try and let us prove that we can make a difference in your ability to add more business clients.

Client interviews, Read what our clients had to say about Dunlap Marketing in some recent interviews.

For more information contact Mike Dunlap

(877) 386-6275 ext. 140

miked@dunlapmarketing.com

Mike Dunlap
President

5-Feb-10 2:00 PM

Bank Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 19:00:00 GMT

Qualified Appointments For Your Bankers (01/25/10)

"Thanks for the opportunity, this is a top tier company in our market and we have been trying to meet with them for a long time - Great Appointment!!!!"

This is a quote we just received from a bank client and the message is very similar to the one I wrote about in an email last November. As a refresher, while I was meeting with a client he pointed out his office window to a building two blocks away. He said that Dunlap Marketing set an appointment with the company that occupies the building, and that the bank had never contacted them before. Ultimately our bank client booked a substantial loan with the company.

We have a proven track record that gives our clients confidence that we will set quality appointments and they are often with companies that have eluded them in the past.

Give us a try and let us prove that we can make a difference in your ability to add more business clients. Ask about our low cost / low risk trial program.

Client interviews, including a commercial bank client.

For more information contact Mike Dunlap

(877) 386-6275 ext. 140

miked@dunlapmarketing.com

Mike Dunlap
President

5-Feb-10 1:00 PM

Bank Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 19:00:00 GMT

Meet With Businesses That Need Your Bank (10/30/09)

Re: $20MM Loan Package - Success Story

Interestingly the bank and the company had been neighbors for over 8 years, however no one had been calling on the company.

This is one of the major reasons banks hire Dunlap Marketing. We make the prospecting calls that are essential to growing your bank business.

If you need to add new business accounts (deposits, loans, merchant services, treasury management) to your bank portfolio, talk to us. But first, I suggest you hear what our current clients have to say about our service.

We recently hired someone to interview three clients, including a bank client. Read what they had to say about us. Interviews.

Dunlap Marketing is very good at getting your bankers in front of businesses that need your bank. Give us a try.

Give us a try, let us prove that we can make a difference in Dunlap Marketing 's ability to add more business clients. Ask about our low risk / low cost trial program.

For information contact Mike Dunlap

Phone: (877) 386-6275 ext 140 Email: miked@dunlapmarketing.com

Mike Dunlap
President

(877) 386-6275 ext. 140

5-Feb-10 1:00 PM

Bank Marketing Information

Mike Dunlap — Fri, 05 Feb 2010 19:00:00 GMT

Do You Need More Commercial Clients? (07/30/09)

Local and regional banks have a tremendous opportunity to add new commercial accounts amidst economic uncertainties. Pursue companies that you want to provide banking services to.

Good companies need a good bank, especially in challenging times. Dunlap Marketing has the experience needed to identify these companies and schedule appointments for your bankers.

This approach to business development is time tested. It is also a consistent and long-term solution to building a profitable bank. Now is the best time to approach these good companies.

I hope to talk to you soon.

"We had high expectations when we asked Dunlap Marketing to expand appointment setting services into two new markets for us, and you have exceeded our expectations with your results" 7/21/09 Houston, TX

"Out of all the marketing programs that our bank uses, Dunlap Marketing has been the most productive tool we use in identifying new commercial customers." 1/6/09 Austin, TX

We are very professional while representing your bank. Click HERE to read testimonials from other customers.

Mike Dunlap
President

281-496-9870 ext. 140

5-Feb-10 1:00 PM

Focus On Your Customers Needs

Mike Dunlap — 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) 496-9870 ext 140 or email miked@dunlapmarketing.com

1-Dec-08 5:00 PM

Qualified Telephone System Leads - Preview Before You Purchase

Mike Dunlap — 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 281-496-9870 x140, email miked@dunlapmarketing.com or Contact Us today!

28-Sep-07 3:45 PM

Script Writing to Prospect for Sales Leads & Appointment Setting

Mike Dunlap — 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 Telemarketing script needs to be straight forward and to the point. Words should be used very efficiently.

Example Telemarketing Script for Calling

Step One: 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: 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: Body

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 281-496-9870 x140, email miked@dunlapmarketing.com or Contact Us today!

30-Mar-07 4:00 PM

Business Bankers Need Qualified Appointments

Mike Dunlap — 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 281-496-9870 x140, email miked@dunlapmarketing.com or Contact Us today!

10-Jan-06 1:00 PM

Maximize Your Appointment Setting Campaign

Mike Dunlap — 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 281-496-9870 x140, email miked@dunlapmarketing.com or Contact Dunlap Marketing today!

9-Jan-06 12:00 PM