Why are we
different than a “telemarketing firm”:
By industry code, we are a “telemarketing firm”. But telemarketing
is very script oriented. We realize that every client is different, and
therefore it is extremely important to reflect the individuality of our
clients. Unlike telemarketers we use the style of communication that is
comfortable for the market and region we are calling. We listen! If we
are talking with a suspect that wants to converse, we carry on a more
personable conversation. If we reach a suspect that is all business, we
don’t waste time with small talk. A typical telemarketer gets paid on a
“per lead” basis, therefore constant pressure exists to get an
appointment. In some cases appointments are created where no real
opportunity exists. If we feel that an opportunity may not be in the
best interest of your company, our prospectors will hold back and ask
more questions to disqualify this suspect. We always want to find out if
there is a good reason to get you and a prospect together.
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Why outsource your
new business marketing as opposed to having it done in house:
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| 1. Why not hire my own dedicated staff to do this?
Hiring an in-house person to handle your phone
marketing program may seem like an attractive option at first glance,
but it creates several problems. Higher Cost: The costs of hiring,
managing, providing health benefits, etc. often make this a more costly
option than outsourcing. Missed Opportunities: If your caller gets sick,
goes on vacation, or unexpectedly quits, it can leave your pipeline of
leads unattended and you can miss good opportunities. Less Flexibility:
Only an outsourced company can quickly adapt to a change in scale of
your calling such as a need to make twice as many calls as the 1/1
renewal dates approach. Simply hiring and then laying off another caller
in-house to pick up this slack creates a compensation and management
nightmare.
2. Isn’t this
what I pay my producers to do? As a
sales manager or agency owner, you expect your producers to be able to
close the deal with potential clients. You probably brought them on
because of their skill in this area. We believe that a producer’s time
is best spent one of two ways: servicing current clients or closing the
deal with new clients. The time spent doing the grueling legwork of cold
calling often creates lower morale and can simply not be an effective
use of an agent’s time. We free you and your people to spend more time
maintaining your current book of business while at the same time getting
in front of people who really want to meet with your company.
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Will you be
calling for any other clients in my defined territory:
No. Once we have a client who has defined a
geography and industry codes within that geography, they have
exclusivity as long as they remain a client of The Prospector’s Group.
Where is your
call center located: Our call center
and all of our staff and callers are located in Pittsburgh, PA in one
centralized location.
How many
appointments can you guarantee me per month:
The Prospector’s Group does not guarantee any
number of appointments to any of its clients. While an appointment with
a qualified prospect is the ultimate goal of the tele-prospecting
campaign, it is actually the end result of a process that involves
extensive information gathering and database building. Beware of
companies that guarantee you a set number of appointments every month!
Even giving you an estimate isn’t that useful because it varies
depending on the type and size of industry we are calling. Based on your
commission goals for the year and closing ratios, we can help determine
goals that will yield you an enhanced bottom line and a yearly return on
your investment.
If you have
additional questions, please give us a call at 1-800-884-7040 or email
us at info@prospectors.com and we will be happy to assist. |