Applying Salesmanship 101 Principles

Updated – December 2019

Since this article was originally posted in March 2017, much remains the same with our five-year client. The program has continued to grow in the United States – Dunlap Marketing also has the pleasure of supporting the Canadian team now. The process is unchanged, but has been further refined and additional database files have been built and added to the program.

Defining your target marketing, tactfully and respectfully reaching out to them, then making appropriate follow-up steps are the epitome of salesmanship 101 principles. Nothing fancy, just effective.

Original Article – March 2017

An international oil and gas company, and two-year Dunlap Marketing client, has proven when it comes to selling, salesmanship 101 principals still remain. Dunlap Marketing provides an integral function of making prospecting telephone calls into businesses around the US that have large and medium fleets of vehicles. The objective is to schedule phone or face-to-face appointments with interested prospects and our client’s regional sales managers.

“You guys are on fire in my area! Two proposals went out this week from your leads.” – Mid-states region

Process:

  • Before calling began, Dunlap researched and built a national database consisting of our client’s target prospects, based on industry-type and fleet size
  • Once the database was built, Dunlap called to identify the person responsible for decisions relating to fuel card programs
  • Through tactful persistence, Dunlap makes ongoing telephone calls to communicate with this person – the goal being to learn how their company’s current fuel card program works and identifying potential interest in meeting with our client’s regional sales managers
  • Upon request of the prospect, the Dunlap team will email additional information about the program to prospects who want to learn more before scheduling an appointment
  • Throughout the course of calling, Dunlap adds additional database records to the master list. New records can come from either our client’s CRM or through additional research
  • The ultimate goal continues to be scheduling appointments, with a major focus on new business development

“Thanks for the leads Mike. I sang your company’s praises last week at our national sales meeting. I think your staff does a great job.” – Southeast region

Additional Value-Adds:

  • Maintaining CRM application to properly track/manage appointments we set
  • Blitz programs isolating certain events or markets that include a targeted initiative around selling more fleet fuel card programs
  • Internal, weekly product training for continuous education of the Dunlap staff

“Our sales manager was able to speak with all of the calls scheduled! AND one of them is likely to close a deal with us! Nice job! – Marketing Manager

The success of this campaign is based on applying basic salesmanship 101 tactics. Proper planning, messaging, cold calling, strategic follow up calls, and use of email correspondence are the building blocks of selling.

For questions or inquiries, contact us online. Or, reach out to Mike Dunlap at miked@dunlapmarketing.com, 281.496.9870 x 140 or Kaitlin Dunlap Cuevas at kaitlind@dunlapmarketing.com, 281.496.9870 x 180.

Telemarketing Tips, From The Pros – Part 4

Have you checked out Telemarketing Tips, From the Pros – Part 1, Part 2, and Part 3 yet? If not, go catch up before continuing with this article!

The team members at Dunlap Marketing are telemarketing gurus. Did you know that on average, our staff has 12 years of experience making business calls? Generating leads and scheduling appointments inside various business sectors is how we spend our time – and we don’t want to brag, but we’re pretty darn good at it.

We have reached the finale of the Telemarketing Tips, From the Pros series. To wrap up, our team will share tips on closing out a cold call conversation, along with some miscellaneous BONUS TIPS!

Closing Out a Cold Call

Regardless of the outcome of your call, these are tips you can utilize during your cold calling journey. Keep in mind that your prospect was not waiting at their desk for you to call – this mentality should stay at the front of your mind all the way to “goodbye”.

  • If you’ve agreed upon the next steps with the prospect, such as scheduling an appointment, be sure to verify the date, time, and address (if applicable).
  • Always be professional and polite. A call should end as pleasantly as it started – thank the prospect for their time, even if you didn’t schedule an appointment.

BONUS TIPS

  • Keep a positive attitude and don’t allow yourself to get discouraged by “no” – each “no” is one call closer to your next “yes”!
  • Set daily goals for yourself. If you don’t reach your goal, remember that everyone has bad days sometimes.
  • Only schedule quality appointments – two quality appointments are better than five mediocre appointments.
  • Be alert and speak with confidence. Be prepared to quickly get to the point of your call and to answer potential questions.

Telemarketing Tips, From The Pros – Part 3

Have you checked out Telemarketing Tips, From the Pros – Part 1 and Part 2 yet? If not, go catch up before continuing with this article!

With 23 years of business under our belt, the Dunlap Marketing team has a great deal of telemarketing experience. Part 1 of this series reviewed tips on call preparation; Part 2 reviewed tips to utilize during your calls. Moving on to Part 3, we will discuss tips related to the million-dollar question: How to reach the decision maker.

Reaching the Decision Maker

One of the biggest struggles during cold calling is getting past the gatekeeper. At Dunlap Marketing, this is a challenge we encounter daily. Check out the following tips from the Dunlap pros about getting through the gatekeeper and to the decision-maker.

  • Be friendly with receptionists and try to get as much information out of them as possible. It will make it easier to get through to the decision maker the next time you call.
  • If you encounter a difficult gatekeeper, try calling early in the morning or in the evening. There’s a chance the gatekeeper won’t be there and you can get straight to the decision maker.
  • Do your best to build trust with the gatekeeper. If they ask you to call back at a certain time, be timely with your call back. If they request an email, send the email promptly, then follow up with a call in a few days.
  • If you ask for the decision maker and they’re not available, that doesn’t have to mean the call is finished. You should always ask, “Who else is there that can handle this matter?”

Part 4 will wrap up our Telemarketing Tips, From The Pros series. Stay tuned for the grand finale, going live in November.

Telemarketing Tips, From The Pros – Part 2

Have you checked out Telemarketing Tips, From the Pros – Part 1 yet? If not, go catch up before continuing with this article!

It’s common for us to hear “does your team have any tips?”. As a matter of fact, we do! In Part 1 of our series, we reviewed tips on call preparation. As a continuation, Part 2 carries on the discussion and hits on tips you can use during your call sessions.

During your Calls

Congratulations, your call campaign has launched! Now you have a prospect on the phone – what do you do now?!? The Dunlap team is here to help you make the most of your phone conversations with prospects!

  • In the same vein as re-reading your script before you start a calling session (as mentioned in Part 1), keep your script in front of you while making your calls so if needed, it’s easy to reference.
  • Avoid overloading the prospect with too much information early on in your call – quickly get to the point and let them know the reason you are calling.
  • When asking for an appointment, be upfront. Try by suggesting a date and time as a starting point.
  • Be a good listener – remember we have two ears and one mouth; sometimes it’s appropriate to speak half as much as you listen!
  • While on the phone, speak to the person on the other end as if they were seated right next to you. This will help you come across as more approachable.
  • If a prospect asks you a question you don’t know the answer to, that’s okay! Use it as a way to get your foot in the door by saying, “That’s a great question and I actually don’t have the answer right now. Can I schedule a time to have John come to meet you next Tuesday so he can answer it for you? He’s the expert!”
  • If the decision-maker says they already have a solution set in place, say, “That’s okay! Most people already have something set in place. We’re just calling to let you know what we have to offer so you can compare it to what you have now, or maybe even add us to your current solution.”

Stay tuned for part three of our “Telemarketing Tips, From the Pros” series, where we’ll discuss tips you can use while trying to reach the decision-maker.