B2B (Business to Business) Telemarketing Services
√ Click Prospect Generation Services Referral Program to find out how you can earn referral fees of 50% referring our B2B telemarketing, sales letters and postcard marketing services/products.
B2B Telemarketing Consulting Services - $26.00 per hour for consulting services.
Please complete the following mini form after you invest in B2B telemarketing consulting services or if you have any questions for us to answer before you invest. If you have any questions, then please put in the "comments" box your questions and the best time to contact you.
Weekly B2B Telemarketing Consulting Services - $1,040.00 weekly retainer
We have experience generating prospects for the following services & products:
Because of experience generating prospects for the above product & services, we are uniquely qualified to provide B2B consultative services covering any of the above products or services.
We create customized B2B Telemarketing scripts for your telemarketing project.
B2B Telemarketing Script Development - $1,050.00 to $1,750.00 per script
For a preliminary B2B telemarketing recommendation, please call us at (614) 759-8500.
Or, you can e-mail us: businessconsulting@kennardbrown.com
The FACTS about Telemarketing & Prospect Generation
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The key to success for most businesses is to consistently utilize Telemarketing & Direct Mail.
According to the Direct Marketing Association 2005 Response Rate Report, Telephone Marketing had an average response rate of 8.25%. Direct Response TV is number one with a response rate of 16.08% and Telephone Marketing is number two. Yet, Direct Response TV is expensive so most small businesses choose Telemarketing & Direct Mail Marketing for an
effective |
The Realistic
Remote Sales Cycle based on my REAL WORLD almost two decades of telemarketing &
telesales
cold calling experience
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Suspects |
Prospects |
3 to 12 months or more to close 33% of Prospects |
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Target Market |
Interested in more information |
5 to 12 conversations to close 80% of sales |
Suspects
Suspects are people that may have an interest in your service or product. Most companies utilize telemarketers to call a suspect list to turn suspects into prospects. The inside sales cycle (the time it takes to generate an inside sale) is longer because the telemarketer is trying to turn suspects into prospects. In most cases, the suspect that turns into a prospect is not ready to buy when you first call him/her.
It takes 5 to 12 conversations to close 80% of sales in reference to inside or outside sales. This fact must be taken into serious consideration when you develop any marketing strategy. Additionally, on average, 10% of the number of dials are conversations with decision makers.
If you sell expensive services or products via telephone only, the inside sales cycle can be much more than 12 months.
Prospects
Prospects are people who have an interest in your service or product. You can generate a prospect by calling them first (they are originally a suspect) and they express interest in your service or product (they become a prospect). Additionally, people become prospects by contacting you first via direct mail, direct response TV or an ad placed in a magazine, newspaper or yellow pages. When a prospect indicates that they are interested in your service or product by initially contacting your company, they usually are in an immediate buying mode. When you focus on a prospect that contacted you first and is interested in your service or product, the inside sales cycle is reduced.
Prospects can be classified into different categories based on the company's marketing strategy. Ultimately, the goal of generating a prospect is to turn it into a qualified lead. A qualified lead is a prospect that fits the company's criteria for a qualified lead.
Telemarketing & Telesales
Telemarketing is generating prospects from a suspect list. It is another way to market your services or products. Telesales is generating sales strictly via telephone only. It is effectively executed by a realistic inside sales cycle and marketing strategy.
Inbound & Outbound Telemarketing
There are companies that successfully combine telemarketing with a prospect generation system by placing ads via different medium (TV, Postcards, Pay-Per-Click . . . etc) that are designed for a suspect to call the company for more information. When a telemarketer/telesales representative receives the phone call from the suspect, then that suspect has become a prospect. This type of telemarketing is called inbound telemarketing. The postcard is a cost effective direct mail tool that is used to generate quality inbound telemarketing calls.
Inbound telemarketing is much more effective than outbound telemarketing because the prospect is calling your company and is interested in the services or products that you advertised on your postcard. The advertisement, NOT a highly resistant outbound telemarketing promotion message, was used to transform the suspect into a prospect.
Outbound telemarketing is truly COLD CALLING because the business has not indicated that they are interested in your service or product BEFORE you contact them. This type of telemarketing is very difficult.
Business B2B Telemarketing
Yet, based on my REAL WORLD experience, B2B COLD CALL telemarketing can be very effective if you are realistic about the inside sales cycle. There is very little resistance to B2B telemarketing so there is less B2B telemarketer turnover. The KEYS to B2B telemarketing is knowing how to get past the secretary and knowing the name of the person to contact BEFORE you call.
Again, the average cold calling sales cycle can be 3 to 12 months or more. Additionally, if you sell services or products that generate a very high profit per sale, then the amount of cold calls that you have to generate to produce prospects is lower. Yet, the inside sales cycle tends to be longer for services and products that cost thousands of dollars.
Promotional Product Advertising Programs
How can promotional product creative ideas generate a positive ROI?
Call (641) 715-3800 | Access code: 56060 | Option
4 | to find out
how promotional products can generate a positive ROI
We can design a program using dimensional mail premiums to generate quality prospects.
Please complete our online form to receive your FREE Promotional Advertising Program customized for your business goals.
Sales Letters
We design sales letters for your direct mail campaigns.
We have experience generating prospects for the following services & products:
Because of experience generating prospects for the above product & services, we are uniquely qualified to design sales letters for them.
Sales Letters - $1,400.00 to $5,950.00 per letterFor a preliminary sales letter recommendation, please call us at (614) 759-8500.
Or, you can e-mail us: businessconsulting@kennardbrown.com
Postcard Marketing
We can help you generate Local and/or National Prospects for your sales force by creating customized postcards to mail to suspects.
According to the Direct Marketing Association 2005 Response Rate Report, the following industries are the major users of postcards:
Postcard creative services is $1,050.00 to $1,750.00 per postcard design project
Postcard Mailing Services
For a preliminary postcard marketing recommendation, please call us at (614) 759-8500.
Or, you can e-mail us: businessconsulting@kennardbrown.com
Prospect Generation Services Referral Fee Program
When you refer a business or organization to us and they become a client, we will pay you 50% of the sales price. To start earning referral fees, please complete the online agreement below.
Please call us at (614) 759-8500 or e-mail us at businessconsulting@kennardbrown.com if you have any questions about our referral program.
Kennard L. Brown Co.
asi/241136
P.O. Box 506
Brice, OH 43109
Office: (614) 759-8500
eFax: (614) 340-7255
E-mail: businessconsulting@kennardbrown.com
©2010 Kennard L. Brown Co.