Dunlap Develops the Future of Business

Written by Audrey Tuttle

The future of the business world ultimately lies within the hands of our current generation of college students, and Dunlap Marketing is doing its part in guiding these individuals to a successful future. Our summer internship program has created an opportunity for these ambitious individuals to work first hand with the leadership team and staff at Dunlap Marketing. The five-year program is moving into its second month of operation this summer, and these five college students could not be happier to continue getting their feet wet within the field.

Our interns have built upon their prior knowledge of business and have gained the skills that are critical to have in your tool box before taking the big step of earning a job after college. They have gained experience in cold calling, lead generation, telemarketing, marketing through social media, data research, B2B operations, and much more. Additionally, through the weekly breakout sessions with Mike Dunlap and Kaitlin Dunlap Cuevas, the interns have gained expertise on the ins and outs of being successful in the work force.

Of course, these statements can only be backed with a fun Q&A with the interns…

What work you have been doing at Dunlap Marketing?

“Making phone calls to capture data, working with other employees on campaigns, acquiring new clients for businesses.” Grant Haney, Texas A&M University, Finance

 “I have had the opportunity to build upon my communication skills through cold-calling and acquiring important information for databases. My other work responsibility has allowed me to expand my creativity as it involves creating and scheduling all social media posts for the company and writing company articles.” Audrey Tuttle, Texas Tech University, Marketing

What skills have you developed while working at Dunlap?

“Through my internship at Dunlap Marketing, I have enhanced my communication skills through phone calls and learned how to be persistent when making sales calls. I have developed a better sense of self-motivation and worked on adapting to whatever campaign I am assigned to.” Grace Mosby, The University of Texas at Austin, Business Major

“Some skills I have developed while working at Dunlap are spreadsheet organization and navigation, phone call communication skills, and more effective time management.” Addi Barrett, Belmont University, Commercial Music/Songwriting

            What exciting things our interns have to say about their internship experience! Don’t worry, we have more responses where that came from! Check out next week’s article for a part two of the intern’s Q&A. You won’t want to miss it.

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.

The Benefit of Utilizing Multiple Lead Generation Approaches

Let’s say your friend invites you to join on a mountain climbing trip. Your first thought is, “this sounds awesome!” Your second thought might be, “what in the world do I bring to climb a mountain?!”

dunlap-marketing-lead-generation

Mountain Climbing Resources

Here at Dunlap Marketing, we’re not mountain climbing experts. However, we do know there are multiple resources that should be utilized to reach the peak! A rope, harness, helmet, boots, navigation, first aid, and nutrition are a few items that come to mind.

If you chose to bring just one of these along, chances are you wouldn’t make it far up the mountain. Imagine attempting to climb a mountain with just a rope! The various resources work together, helping you accomplish your goal – reaching the top of the mountain.

Lead Generation Resources

In this aspect, lead generation is quite similar to mountain climbing. Utilizing multiple resources will help maximize your results. Telemarketing, social media marketing, search engine optimization, email marketing, direct mail, and content marketing are all examples of lead generation techniques.

When used together, various modes of lead generation complement each other. Utilizing multiple approaches helps to broaden your reach, touching different segments of your target market. Additionally, when they overlap, your message is reinforced.

Set yourself up for success in lead generation, just like you would for mountain climbing – how could utilizing multiple lead generation approaches increase your sales numbers?

Need help getting started? Check out our FREE eBook, or contact us today. 

Kaitlin Dunlap Cuevas – 281.496.9870 x 180 – kaitlind@dunlapmarketing.com

How To Implement A Simple Plan To Sell More Business In The New Year – Utilizing Telemarketing

Originally posted on December 30, 2015 as Start The New Year Smart – Sell More Business

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 (no pun intended) and daunting task. 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 creating a plan to sell more business?

bitesizeelephant

How To Implement A Simple Plan To Sell More Business In The New Year

Generating 70+ new leads in a year 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 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 set, you will be able to see the impact this method can have on your lead generation, appointment setting efforts, and ultimately, the ability to sell more business.

Here is how you do it:

January:
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:
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:
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:
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

In conclulsion

There you have it, the results of a disciplined approach to the new year– 72 leads in 12 months and now you are a sales pro! As with any lead generation project, some of these will not work out, but the game of numbers tells us a good amount 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 Cuevas – kaitlind@dunlapmarketing.com – 281.496.9870 x180