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Organised Persistence
Low-cost, small-scale, intelligent telemarketing and lead generation
The 'organised persistence' service is a proven method of generating new leads and opportunities. If you are a B2B organisation looking to acquire new contacts, and get more new business then it is right for you. It is a complete program to generate leads, make appointments and increase customer awareness. It works, and pays for itself. It is not about high-volume, high-pressure cold calling, more what I like to call 'intelligent telemarketing'. We have our own teams waiting to help you, or can train your staff.Key benefits- Identify high-quality new business opportunities systematically
- Generate leads from new prospects and existing customers
- Build sustainable and manageable growth
- Low-cost, from just a few hours per week we can create a regular flow of leads and appointments
- Suitable for all types and sizes of B2B organisations – from a one-person business to a multi-national
The organised persistence approach delivers you a qualified and 100% accurate quality contact base and a regular flow of opportunities. As well as a results-delivery service we can also offer coaching and training via our open and in-company training courses.
How does it work?
We systematically and carefully work through the target prospect base on a two monthly cycle. Our experience shows that many of the best leads will come from the second or third contact. The one key variable in telemarketing is timing. So, we target a limited number of ‘most likely’ prospects and contact them methodically with charm, intelligence and persuasion. Professionally written emails and letters 'warm' the call and maintain contact.
Even if a call does not produce an opportunity (most of the time!), we collect useful information and schedule a repeat call for the future. If we have targeted the prospect base correctly, it is a question of when more than if they have a need for your products or services. In order to monitor progress, we contact you with information on new leads, interest and appointments and also send you a weekly report and updated database listing.
Getting started
The first stage is to establish the level of new business your are looking for, create a target profile and write (and test) some example ‘prompt’ sheets letters or emails. This sets the level of activity and time we need to generate the leads and results you are seeking. Next we train your OP consultant/s on your business, and start working.
We recommend a minimum of five hours a week for a three month period for best results.
Pipeline management
I recommend the use of an online lead tracking or pipeline management system. After many years of trying different software programs in a number of organisations, there is only one that I would recommend – Pipeline Deals. Quite simply, it works better than any other program in helping maximise your sales productivity.
Plus, at only $15 per user per month it is one of the cheapest.
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