Archive for August, 2011

Health and Safety Organisation

This company’s aim is to help organisations develop and grow by maintaining the minimum standards expected of businesses today.

Wings has been very proactive in marketing their various training courses.  Work has included appointment-making to organise all health and safety aspects with emphasis on risk assessments, writing health and safety policies, audits and COSHH Assessments.

Wings has also identified needs and sold places directly over the phone for public courses, including NEBOSH, Managing Safely and Safety for Senior Executives.

Training provider specialising in management training

Wings has been instrumental in cold calling SME’s (50-250 employees), targeting the decision-maker on management training with a view to scheduling an appointment for this company to visit to offer their services.

Appointments are qualified by determining whether we are talking to the decision-maker and whether the organisation has a need for this type of training and what the timescale is.

If the prospect has no requirement for this sort of training at the moment Wings always check whether there is likely to be a need in the future (i.e. is it tied to budgets/appraisals/training needs analysis, etc) and schedule a call back where appropriate.  Wings also check whether they have any other training needs that we might be able to help them with.

Building  a rapport with the decision-maker is vital and we are excellent at nurturing the prospect and keeping in touch, so that when the time is right  they will remember us.

Booking Senior Delegates on Customer Service Event

Wings has worked for many years with a leading international authority on Customer Service.  The company run regular 2 day open seminars in the UK, as well as in-house programmes.

As part of this company’s marketing strategy, the company holds complimentary executive events on a regular basis.

Following dispatch of the invitations to these events, Wings runs telemarketing campaigns of follow up calls, to book delegates.  This involves targeting the addressee, checking they have received the invitation and running through the benefits to them of attending the executive event.  On some occasions invites need to be resent (via email) or a different person within the organisation needs to be addressed.  Wings are very tenacious in following these calls through.

Using bespoke telemarketing software, reports are run throughout the campaign, to enable the client to analyse results for future events.  This is particularly helpful in establishing their most productive source of prospects.  Records are then updated and returned to the client at the end of the campaign.

Wings has been very successful in promoting these events, increasing attendance and also sourcing future leads in the process.

Local company providing gas safety inspection

The brief given to Wings was to phone residential lettings office, introducing a service plan for their landlords and property managers, following a mail shot campaign.

Wings targeted the addressee, making sure they had received the invitation briefly running through the benefits of the service plan.  A large number of well qualified leads were then passed back to the client and they were then able to make appointments to secure business.

Small Businesses Association

Wings has worked with a number of agents for this association, cold calling and setting up appointments with small business owners. Wings maintained close contact with the agents and made sure all the appointments were well qualified and that the diaries of the agents were run efficiently making each appointment cost effective.

Wings was instrumental in assisting the association in our area in increasing their number of members.

Voicemail – friend or foe?

We all know the feeling – voicemail AGAIN.  Did you know that 80% of phone calls go to voicemail?  There you are trying to reach that hot prospect and time and again you get the automated answer.

How about looking at it differently – it is an amazing opportunity!  You have the prospect’s undivided attention for 45 seconds – what a wonderful chance to tell them what you have to offer and the benefits it will bring them.  Keep your message clear and concise and let them know you will call back/if you would like them to contact you.  Having an outline script to hand will help so that you don’t waffle and let you focus on being upbeat and enthusiastic to encourage their response.

Perhaps leave them a voicemail saying you have sent them an email.  There is every chance they will look at it in their inbox if you have drawn their attention to it.

Remember though – speak slowly when you leave your name and number to give them time to write it down – perhaps say it twice and let them know when you called.

Voicemail can add the human touch, it’s personal.

Can you hear me?

Did you know that using a headset can increase your productivity by 43%?  It will also stop that aching neck and awkward posture as you try to write and listen at the same time.

Have a look at Plantronics – as they say – “hold the conversation – not the phone”!