Start The New Year Smart – Sell More Business

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HOW TO IMPLEMENT A SIMPLE PLAN TO SELL MORE BUSINESS – APPOINTMENT SETTING AND LEAD GENERATION

How do you eat an elephant? What a silly question! Adult elephants range from 6,000 – 12,000 pounds – eating all of that would be a very large and daunting task (no pun intended). But, hypothetically speaking, if you were to eat an elephant, how would you accomplish that?

One bite at a time, of course.

By the way, how does eating an elephant have anything to do with telemarketing?

Generating 70+ new leads in 2016 might seem like an unrealistic goal, similar to eating an elephant. However, if you break it down into “one bite” increments, you will see how generating 70+ new leads is, in fact, a very obtainable goal.

To start, keep in mind that the mentality behind “one bite at a time” is to keep the task at hand, in this case, generating 70+ qualified leads in 12 months, simple and manageable. With this mind frame, you will be able to see the simplistic impact this method can have on your lead generation and appointment setting efforts. Here is how you do it:

January 2016:
200 Start with 200 target prospect records (Don’t know how to build a prospect database? We can help with that – “Identifying Your Database for a Telemarketing Campaign”)
3 Make 3 call attempts into each record on average
8 Calling hours required each week to make 3 calls into 200 records (32 hours per month) – this is equivalent to 1.6 calling hours each business day, or 20% of your day
6 Lead opportunities identified in January (generally speaking)
February 2016:
100 Add 100 fresh, new prospect records (300 cumulative prospect records for the year)
+ 100 Existing/prioritized prospect records that justify continued calling (assuming that 50% of January’s 200 do not warrant additional calls this month)
= 200 Total February prospect records
3 Call attempts into each record on average
8 Calling hours required each week (1.6 hours per day)
6 Lead opportunities identified in February
12 Cumulative lead opportunities identified YTD
March 2016:
100 Add 100 fresh, new prospect records (400 cumulative prospect records)
+ 100 Existing/prioritized prospect records that justify continued calling (assuming that 50% of February’s 200 do not warrant additional calls this month)
= 200 Total March prospect records
3 Call attempts into each record on average
8 Calling hours required each week (1.6 hours per day)
6 Lead opportunities identified in March
18 Cumulative lead opportunities identified YTD

Do you get the gist? …We thought so. If you continue this discipline for April, May, June, July, August, September, October, and November, your December will look like this:

December 2016:
100 Add 100 fresh, new prospect records added (1,300 cumulative prospect records)
+ 100 Existing/prioritized prospect records that justify continued calling (assuming that 50% of November’s 200 do not warrant additional calls this month)
= 200 Total December prospect records
3 Call attempts into each record on average
8 Calling hours required each week (1.6 hours per day)
6 Lead opportunities identified in December
72 Cumulative lead opportunities identified YTD

There you have it, the results of a disciplined approach to 2016 – 72 leads in 12 months and now you are a sales pro! Obviously, some of these will not ultimately work out, but certainty, a good amount of them will convert into proposals, then become new customers for you. Additionally, you will have developed a great database (pipeline) of future opportunities.

Lead generation and appointment setting isn’t as bad as you might have thought. By the way, how did that elephant taste?

Kaitlin Dunlap – kaitlind@dunlapmarketing.com – 281.496.9870 x180

Cancer Didn’t Stop This Ironman

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Inspired by “Movember” (November is the month that is associated with raising awareness and funds for men’s health, specifically prostate cancer.) and with the season of giving upon us, we wanted to share a story about Mike Dunlap, president of Dunlap Marketing. The below article, written by freelance writer, Annette Baird, was published in the Houston Chronicle in June 2012. Mike gave his time and energy to raise awareness about prostate cancer. How can you use your talents and skills for the good of others this holiday season?

It’s been about two decades since he saw his first Ironman competition on TV, but west Houston resident Mike Dunlap said the impact of the competitors and their stories stayed with him.

Recently, Dunlap, 51, completed his first Ironman and has his own story, persevering in circumstances that might have stopped the less determined.

Since signing up last June to compete in The Woodlands Ironman, Dunlap went through surgery for a dislocated shoulder, a diagnosis of prostate cancer and subsequent surgery and a bout of kidney stones.

None of these obstacles weakened Dunlap’s resolve, and on May 19 he completed the grueling race, which involved a 2.4-mile swim, 112-mile bike ride and 26.2 mile run, in 13 hours, 52 minutes and 10 seconds, finishing 76th out of 133 in his age group.

However, it wasn’t his personal accomplishment that Dunlap wanted to bring attention to. Rather, he wanted to raise awareness about prostate cancer and the need for regular check-ups, especially if it runs in the family as did his.

“There’s a ton more information about breast cancer, which is terrific, as compared to prostate cancer, ” he said. “But it’s compounded by the fact that guys don’t want to talk about such a thing.”

Dunlap’s physician Dr. Brian Miles, a urology oncologist, recommended that men age 50 and over should be tested annually for prostate cancer, while men with a family history of the disease or who are African Americans should start at as early as age 40.

“Thirty-two thousand men will die this year from prostate cancer, ” Miles said. “Learn from someone like Mike that this is a real disease that can have an impact.”

Dunlap had set his sights on competing in an Ironman before he turned 40, but life and a passion for tournament waterskiing got in the way. The proximity of The Woodlands competition, however, was too convenient to pass up.

In shape from waterskiing and the Rummel Creek Men’s Boot Camp he helps run, Dunlap threw himself into a rigorous training regimen. But just weeks into training, he dislocated a shoulder and had to have surgery. Undaunted, Dunlap was soon back to cycling and running, holding off on swimming until his rehabilitation was over.

In the meantime, a routine check-up handed Dunlap a not-unexpected diagnosis of early stage prostate cancer. Dunlap’s father had prostate cancer, and two of his four brothers had been diagnosed with the disease just months before.

“I knew I was going to get prostate cancer, ” Dunlap said. “I was prepared to get it, but I was a little angry about the timing.”

Dunlap’s father eventually died of leukemia, while his brothers, ages 47 and 57, are doing well, he said.

Persuaded by his wife Meegan and three daughters to have the surgery sooner rather than later, Dunlap had his prostate removed in January and was lucky enough not to need further treatment.

His training schedule pushed back further, Dunlap admitted to feeling sorry for himself at times, but drew strength and inspiration from family friend 16-year-old Courtney Pette, who had recently overcome lymphoma.

“I thought about how Courtney handled herself against a much scarier challenge, ” Dunlap said.

Dunlap’s friend and fellow boot-camp trainer Lance Mosby never thought the cancer was going to stop Dunlap, despite the looming competition.

“Even after surgery, when it’s very sensitive to ride a bike, he was still going to ride a bike, ” Mosby said.

Ride, run and swim, he did.

Update:

Since Mike’s Ironman in May 2012, he has not slowed down much at all. He has participated in many running events ranging from 5Ks to a 200-mile relay race. His passion for helping others keeps him running on. In June 2014, he did a 50-mile trail race to raise money for Snowdrop Foundation, a non-profit that raises funds for pediatric cancer research.

When Mike isn’t on a training ride or crossing a finish line, he is busy being a husband, father, and business owner. In 1996 he started Dunlap Marketing, a Houston-based telemarketing firm that focuses on lead generation, appointment setting, and survey services.

The Truth About Our Appointment Setting Program for Business Bankers

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Dunlap Marketing has been setting appointments for business banks for almost 20 years. The truth is, the work that we do is quite simple when you break it down, but what makes us successful is the very thing that sets us apart – time. We take the time to make the cold calls that business bankers either don’t have time for, or don’t prefer doing. Let us do the appointment setting for your bankers.

We are founded on a few basic fundamentals:

  1. Prospect records – The prospect records that are called into can make or break the success rate of a calling campaign. We are very skilled at building databases that contain the types of companies our business bank clients are looking for.
  2. Script – Messaging is an important component of teleprospecting. How do you get past a gatekeeper? How do you prioritize what you need to say in a limited about of time to the decision maker? We are experts at doing both.
  3. Tactful persistence – Calling a prospect once or twice usually is not enough, often it takes time and persistence. Our call strategy and technology work together to maximize appointment setting opportunities for your bankers.
  4. Open communication – Our work is useless if we don’t pass it along to you! We deliver daily reports with time and date appointments that are set for your bankers. Also, if you keep us in the loop with what’s working well for you, it allows us to be even more valuable with future calls.

We have many years of experience successfully executing our process with business banks. In a recent discussion with a current bank client who has brought in $3MM in new deposits since partnering with Dunlap Marketing 4 months ago, he summed up the work we do for banks as:

“Your company opens the door, the bank has to push thru and follow up with service and products. I am very pleased with the appointments. I would recommend your service to other banks.”

If you feel your bank can benefit from more appointments, please feel free to contact us. A 15-minute conversation should be sufficient in determining if Dunlap Marketing is a good fit for you.

Mike Dunlap                                                 Kaitlin Dunlap

281.496.9870 ext. 140                                 281.496.9870 ext. 180

miked@dunlapmarketing.com                     kaitlind@dunlapmarketing.com

Thought of the Day – Telemarketing, Appointment Setting and Lead Generation

Is there a best time of day to call a prospect when you are doing your own lead generation or appointment setting?

I have this question asked quite often. In the big picture, there probably is a best time to call a prospect; the problem is we usually don’t know what the best time is for each prospect that needs to be called. Because of this, the worst thing to happen is not to call the prospects at all. Commonly, if you wait for the best time, the time may never come. Or, by putting off making a call until the “best time”, you get distracted by something else and the call never gets made.

Rather than trying to time your calls perfectly, just make them, especially when you are trying to develop a new list of prospects where there is no existing relationship. The game of numbers almost always plays to your advantage if you are making your calls. What is guaranteed is you will never connect with a prospect unless you make a call.

As you develop your list of new prospects, call them, and capturing important information, you also learn what certain people’s behaviors are. As you learn, you might be able to time your future calls better.

In my opinion, it’s acceptable to call at 8:00AM Monday morning, and it’s acceptable to call at 5:00PM on a Friday afternoon. Not everyone starts Monday late or leaves early on Friday afternoons. A great time to catch me is a Friday afternoon, late into the day. I find that our office gets quiet and I become very productive.

Pick up the phone and make the prospecting phone calls that need to be made……….NOW. (comments written by Mike Dunlap, miked@dunlapmarketing.com , 281.496.9870 x140)