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.

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

Quick Blitz Utilizing Telemarketing

Telemarketing, Prospecting, and a Smart Business Trip

When was the last time you had a spur of the moment thought that required immediate implementation, otherwise the thought was useless? In today’s business climate, this scenario happens more and more frequently. Dunlap Marketing has the ability to execute large, quick blitz projects with immediacy.

Quick Blitz Case Study

Late Monday, Dunlap received a very specific appointment setting request from a Regional Sales Manager of one of our largest customers.

I’ll be in the Seattle market this week. If you guys have anything for me in this area, or anything you’re working on there, please let me know. It will be great to fill my free time making sales calls if you can set some up for me.

 

On Tuesday morning, Mike, owner of Dunlap Marketing, replied, confirming action. With the size of this customer’s database, Dunlap Marketing quickly turned on this targeted blitz project. The beauty of blitz call campaigns is being able to touch a large quantity of prospect opportunities in a short period of time.

We can zero in on the Seattle and Bellevue areas for a couple days in hopes of setting appointments for you this week.  Realistically, calls today and tomorrow will probably yield events for Thursday or Friday. Does this work for you? – Mike

The Quick Blitz Process

The setup and programming moved swiftly. On Tuesday morning, after action was confirmed by the client, Dunlap set filters inside our CRM that allowed our staff to only make calls in the specific markets around Seattle. Next, a call script / message was developed and a few key staff members were trained. Within a few hours, calls were going live.

Not only were calls being made, but appointments were being set.

By the end of Tuesday, Dunlap had scheduled appointments for the Regional Sales Manager and sent them off to him. The efficiency of our internal telephony systems and staff members trained on blitz projects were vital in the success of this request.

We just secured a 9:00 AM PT phone appointment for you to talk to a Seattle prospect about scheduling a face-to-face appointment while you’re there. Details to follow. – Kaitlin 

 

With the additional appointments scheduled, the Regional Sales Manager maximized his time in Seattle and spoke with more target prospects. On Friday afternoon, we received the following email from the Regional Sales Manager:

Thanks for the great leads this week. I spoke to the appointment prospect and there is a good opportunity with them. Please tell your team thank you for their quick response for me this week.

 

One of the many benefits of telemarketing as an appointment setting and/or lead generation tool is the ability to quickly direct your efforts to a very specific market. In instances like this, timing is everything!

Measuring and Analyzing

ARTICLE #6 IN A 6 ARTICLE SERIES

Congratulations! You’re at the point in your telemarketing campaign where it’s time for measuring and analyzing the results. It’s taken a lot of work to get here – you have identified your database, written your script, role played with the script, started calls, and followed up as necessary with your prospects.

Now, it’s time to take a step back and revisit the goals of your campaign. What were you trying to accomplish? Most likely, you were trying to uncover actionable events that can help you grow your business.

At the end of a calling campaign, it’s helpful to analyze your progress throughout the campaign.

Note: You don’t have to wait until the end of a campaign to analyze – it’s helpful to look at results and productivity at other points as well. For example, a few checkpoints are:

  1. After the first few hours
  2. The halfway point
  3. As you’re nearing the end
  4. Once you’ve completed the campaign

Keep in mind, if something needs to be adjusted, it’s better to know sooner versus later. This is why we suggest multiple checkpoints throughout the duration of a campaign.

 

To begin measuring and analyzing, first, compare your results with your goals. Did you achieve, exceed, or fall short of what you were hoping to accomplish? Why? What will you tweak for the next time?

If you have technology, you can pull reports that show exact numbers – the hours called, calls connected, the number of actionable events, etc. Analyzing and understanding these data points will help you with the success of future campaigns. However, while it’s important to look at these numbers, do not undervalue the callers’ thoughts and opinions. Reports show you numbers, while the callers can tell you more about how the calls were received and what they heard from the prospects.

The most effective analysis will include the data and feedback – this will paint the clearest picture of the campaign as a whole and give insight into the meaning behind the numbers.

In summary, most prospects make buying decisions when their timing is right and they have a need or pain with their current solution. The best way to capitalize on good timing is to establish the discipline to be calling on a consistent basis. Remember, a day you do not prospect will create a day in the future when you won’t have something to sell.

For questions and more information on telemarketing campaigns, contact Dunlap Marketing.

Mike Dunlap – miked@dunlapmarketing.com

Kaitlin Dunlap Cuevas – kaitlind@dunlapmarketing.com