“The squeaky wheel gets the grease”. Truer words have never been spoken and understanding how that phrase applies to your business is absolutely mandatory! Your company may be the strongest, most professional, most experienced and most capable player in your market for a particular task, but if you are the only person that knows that information…. well… you get the idea.
Every business needs to advertise to grow and establish a client base. Always remember your client base is where your consistent cash flow and your referrals come from. Whether it’s signs, uniforms, print, radio or Internet advertising, telemarketing or direct sales, you need to do something to fuel your business. Telemarketing is the subject of this thread, so I’ll touch on it here.
The brief overview of a telemarketing effort would be the understanding of who you are, what your immediate goals are and exactly who you should communicate that information to. As an example, if I were to be cold calling from the list suggested in the earlier post:
“Good morning, my name is Thomas Anthony and I’m with Facility Support Services. We are commercial cleaning vendors and I’m interested in competing for the cleaning business with your company. Who would be the person I need to speak with?” I wouldn’t offer any other information, unless asked, until I connect with their decision maker. When I do connect with the decision maker I would repeat the above sentences again to him/her followed by:
Are your cleaning requirements re-evaluated and bid annually or only as necessary? Their answer to that question gives you your action date. Forward them a little information about your company and add their information to your time sensitive prospect file. Their contract isn’t available for bid right now, so taking too much of their time now would be unprofessional. Set an approximate date with them for your follow up call (never more than 60-90 days), thank them for their time and send a follow up thank you letter/e-mail including brief company information. If your company has a strong client base, include it as footer to most of your correspondence.
A time sensitive database of all the prospects in your area is an incredibly valuable tool. Your time is much better spent, and your closing ratio is substantially greater, when you are sharing information about your company’s abilities with a decision maker at the time they're looking for it. Every contact you have should reside in this database and you should check and update it daily. Soon it will be directing you towards new business and new cash flow streams. Try to include every prospect with a short “he said-she said” in the database to refresh your memory as necessary. Always remember the rule of SW:
SW: some will
SW: some won’t
SW: so what!... next! … and pick up the phone again.
Good luck with your prospecting!
- Thomas Anthony
Facility Support Services, FSS Support Site
Years from now they won't remember what you did. They probably won't remember what you said. They may not even remember your name. But I promise you... they will always remember exactly how you made them feel. - unknown
Last edited by FacilitySupport; 08-13-2009 at 03:40 PM.