“I have been going after this company since I started so I really appreciate the appointment!”
After eight years of providing appointment-setting services for a long-standing client, we recently received a message from one of their regional sales managers that truly resonated with our team: “I have been going after this company since I started so I really appreciate the appointment.” It was a great reminder of why we do what we do.
For nearly 30 years, we’ve been trusted to help our clients reach key decision-makers and influencers. Our goal is to pave the way for meaningful connections, and this feedback reinforced that we’re accomplishing just that.
Our role goes beyond just building databases and making phone calls. We develop relationships with decision-makers, nurturing them until they’re ready to meet with a salesperson. It’s a process that takes time and tactful persistence.
“I think this is a wrap, looks like we are at capacity.”
We recently had the pleasure of working with a client who came to us through a referral from one of our existing clients (we always love referrals!). Their primary need was a focused, one-time project aimed at promoting an upcoming trade show booth offering. Over the course of six weeks, our team engaged in targeted teleprospecting into a curated list of companies provided by the client.
Thanks to our concentrated efforts, we were successful in helping our client sell out the event! The client was very pleased with the results, and we couldn’t be more proud of the outcome. There’s nothing better than seeing our clients succeed, especially when we get to be a part of their journey.
For more information on Dunlap Marketing’s services, contact Mike Dunlap at miked@dunlapmarketing.com or 281.833.3000 x 14.
While having a review call with the Sales Manager of a Fortune 100 client this week, I was humbled by his overall feedback of how Dunlap Marketing is moving the needle forward for his team.
The main reason for our call was to review recent appointments that Dunlap Marketing had produced for the sales team. After reviewing the sequence of events on a particular prospect, the Sales Manager told me how happy his team was with Dunlap Marketing. I thanked him and then asked why the team felt this way.
He went on to share with me that the teleprospecting services Dunlap Marketing has provided them over the last 8 years has been top notch. He reminded me that we are not perfect, but we are great. My ears were burning, I had to know more, so I asked him to explain. Here’s a summary of what he said:
1st – Your quality control process is gutsy, but you seem to filter out events that are probably not yet ready for the sales team to go after – this keeps from wasting the time of my team
2nd – You stand behind your services and you are always available to brainstorm and discuss challenging situations
3rd – You know how to identify the best type of companies that need our services
4th – Your team understands what we do and is therefore better at properly qualifying opportunities prior to scheduling meetings
5th – We receive close to real time delivery and your team provides a detailed explanation of the reason for the meeting
6th – Prospects almost always accept our calendar invitations and they attend the scheduled meeting
7th (and possibly my favorite) – There have been plenty of times that you have scheduled an appointment with companies that we have been struggling to get into, this leading to a quote from one of his sales team members:
“…….after your team set meetings with both companies, I was able to close them. Both are now platinum accounts. I had been following up with these companies but was unable to get an appointment. I am sharing this because I want Dunlap Marketing to get proper credit.”
Regional Sales Manager, 8-year-client
My take away from the conversation – telephone based cold calling is still effective and complements other methods of advertising. It stands unique because it is a human-to-human conversation and it often penetrates a segment of prospects that do not always participate in other mediums.
Last week both of these emails were sent to me by Dunlap Marketing customers.
“I just wanted to give your team a quick shout out. I just got off a call with the TMRS and they are a perfect fit for our platform, the appointment was set by your team. I know your guys are working hard and I want them to know how much we appreciate the help. Keep up the good work and thanks for everything!” J W Account Executive – Texas
“Great one Mike! Thank you. We looking forward to connecting with this prospect. They are exactly the type of company we want to call on.” M R Global Manager
Both messages were the result of properly planning call campaigns in advance of implementation.
While there are many elements of properly planning a call campaign, there are three worth reflecting on:
1st – Knowing Who To Call
To have a successful call campaign, we have to know who the best companies are that need to be called. This is the only way for there to be a “perfect fit”. With a 15-minute Q&A session between you and us, we can typically determine this answer. If we can’t, we will model companies that you say are great customers, and we will build a profile of like-minded companies. As part of this process, we usually factor in annual revenue ranges, employee count ranges, geography, and industry classifications.
2nd – Knowing What To Say
After we identify who to call, we hone in on what to say. This looks like crafting a call message that efficiently communicates your services. This often is a “to the point” approach, using as few words as possible. It includes knowing who the decision maker is, or identifying who this person is.
A common strategy is writing a message where we ask high-quality probing questions, and when favorable answers are given, we do not try to be the expert with follow-up responses. Rather, we ask to schedule a meeting so the prospects can talk to you, the expert.
3rd – Proper Training
Once we have a list and a call message, we train and prepare our staff to professionally represent you while making prospecting phone calls. These are employees who work inside our West Houston office and who have experience making B2B phone calls. A unique skill we foster within our team is the ability to be tactfully persistent, while calling with a smile.
Summary
The second half of 2023 seems to be taking shape as challenging for business development. With high interest rates, inflation, global conflict, and political parties that have difficulty working tighter, this might become a time when going back to the basics is healthy.
Maintaining or growing our businesses is necessary, going back to the basics and fundamentals of adding new customers might be the best game plan for the balance of this year.
We are happy to brainstorm ways to do this with your sales team. Feel free to let us know if you have an interest in talking.
