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Category: Sales

Morning Buzz Meetings – Demotivating or Motivating?

Posted on by Doug Roots

Motivation can be difficult to achieve in an office environment; hard work can often go unnoticed and the constant pressures of a competitive environment can begin to wear employees down. Research has shown, each day, 10% of employees are absent in call centres due to the lack of appreciation felt in the workplace. This research alone highlights the need, especially in my industry, for touchpoints which allow managers to show their appreciation to their staff, highlight individual achievements and deliver motivational objectives. In this blog post, I will share my experience and tips for achieving the above in one morning meeting.

So, how do you maximise your morning buzz meetings to encourage individuals and create high performing sales teams?

  1. Strategise

43% of highly engaged employees receive feedback at least once a week, however, employee reviews should be happening more often and take less time.

There’s nothing worse than a long-winded ‘motivational’ meeting that is set to demotivate from the offset. It’s therefore important that you plan and prepare; effective buzz meetings should be concise and last no longer than 15 minutes, be armed with your objectives, focus on team wins and pinpoint your collective areas of learning.

  1. Set the tone

Our physical behaviour influences our mental and emotional approach to the day.

Think of ways to get your team moving, have a walking meeting, introduce a quick-fire game or play uplifting music to get the blood pumping. Increased blood flow creates a positive mood, resulting in employees being more equipped to handle objections, take on new challenges and meet personal milestones.

  1. Spotlight success

69% of employees say they would work harder if they felt their efforts were better recognised.

This is the perfect opportunity to feature the activity which you want to encourage. Celebrate your teams wins, even if they don’t lead to a direct sale and avoid focusing on losses. Recognising individual and team achievements has become my common practise, as I know this makes the individuals in my team feel more confident and in turn, pushes them to set bigger targets.

  1. Support and encourage

41% of companies that encourage colleagues to support one another experienced a significant increase in customer satisfaction.

If you want to create a great support network and boost team morale, encourage employees to praise fellow team members, this assures no one’s hard work slips past management and brings the team closer together. If your team is feeling positive it will show in their client conversations, resulting in better relationship building, more sales and higher ROI for the company.

  1. Strengthen from learnings

92% of employees agree that negative feedback, if delivered appropriately, is effective at improving performance.

Remember, the key for creating a great buzz meeting is positivity. Take negative feedback from the day before and turn it into takeaways and learnings for the team to overcome together. If a client isn’t happy with an element of your team’s performance, encourage your team to think of tactics that will better engage them and the people they are selling to.

  1. State the day’s focus

90% of business leaders believe that an engagement strategy could positively impact their business, yet only 25% of them have a strategy in place. It’s therefore no surprise that only 40% of employees are well informed of their company’s goals, strategy, and tactics.

It’s time to hit the reset button and introduce a new action plan for the day. Ask each individual team member, “what do you want to achieve today?” I have found that when the whole team acknowledges personal targets, that individual immediately feels more accountability to meet their goal, success is more likely to be achieved and goals are more likely to align to the company’s bigger picture.

 

At Air Marketing, we have experienced great success from our initiative to focus on our internal company culture. Achieving £18 for every £1 our clients invest, we are performing higher than the industry’s £11 average. I personally believe this success is down to the time we take out of selling to promote appreciation, individual achievements and team objectives. The culture at Air is one that I haven’t experienced anywhere else, our team’s positive and supportive nature is infectious, thanks to our daily buzz meetings we continue to deliver fantastic results for the companies we support.

Opinion Piece by Annie Blundell – Account Director, Air Marketing

It Wasn’t Always a Piece of Cake – The History of Telemarketing

Posted on by Doug Roots

When we think about telemarketing and telesales our minds predominantly envisage a masculine environment where characters from Wolf of Wall Street relish in their ego fuelled boiler rooms. Aggressive cold-calling practices, fraudsters, scam artists and relentless robocalls have made our history stand out. However, the industry started very differently and has overtime grown into one of the most transparent and profitable means of marketing used by sales professionals today.

Once upon a time, there were no high-powered men to see here!

Despite the stereotype that’s been created for us, telemarketing came from humble beginnings and was first achieved by a group of women. The women, who were originally housewives, came together with a shared interest in baking and a desire to make their own money.

At this stage no one was a ‘professional’, but not so dissimilar from today, the ladies trialled different conversation techniques to sell.

Overall, this approach proved a success and the women continued to bake, using telemarketing techniques to make connections and build their fortunes.

Thanks to the worlds love of baking, telemarketing was born, and success tasted sweet to those who began utilising it!

In the 1900’s the first ‘lead list’ promoted more ‘quantity’ over ‘quality’

Today marketeers understand the importance of gathering quality data which is going to produce a return on investment for their clients. In the early 1900’s, when the Multi-Mailing Co. started compiling and selling lists from local phone directories, its first ‘lead list’ consisted of 600,000 numbers which spread across multiple cities. At that time, the newly developed telephone system gave the callers access to richer members of the community. These people were considered ‘quality’ prospects, this was mainly due to their worth, regardless of their need or interest in making an investment.

In 1957 the first telemarketing firm dialled out

The first call centre, DialAmerica, began operating with only two calling stations, one inbound station and one outbound station, resembling something similar to traditional telemarketing.

For them, success came in the booming post-war economy. Today, DialAmerica is one of the largest operating call centres globally, making a 100 million calls a year and on average delivering 100,000 phone hours a week.

The switchboard 60’s

In the 1960’s Private Manual Branch Exchanges (PMBX) were invented. These giant switchboards were operated by receptionists who manually connected calls to the correct extension.

The switchboards were used by companies to bring communications in-house and save money rather than outsourcing to third-parties.

At this time the industry was still heavily populated by women, thought to be due to their warm approach, likable nature and cheaper wage.

The 1960’s also introduced the Bell Telephone, a computer system which could dial numbers using tones instead of a rotary dial. It was this invention which paved the road to Interactive Voice Response (IVR), the automated service that was about to fuel the rage of a nation.

The 1970’s and the year of the robot

During the early 1970’s telemarketing began enjoying mainstream success, however even the most experienced sellers were only dialling an average of 100 numbers a day, in comparison to today’s average of 200 plus.

With the growth of sophisticated technologies, the need for operators to manually transfer calls was eliminated. IVR was deployed and the automated service was taking off, despite its complications, expenses and limited computer vocabulary which started to trigger the public’s distaste for telemarketing.

Telemarketing, as it has come to be known, began in the 80’s

In 1981, total business expenditures for telemarketing exceeded the spend on direct-mail advertising for the first time.

In this decade several trends continued to contribute to the growth of telemarketing. These included:

  • High cost personal sales calls, making telemarketing more attractive in this show off B2B era
  • Advances in telecommunications, computers and database management, decreasing costs and increased efficiency
  • Consumer acceptance of 0800 numbers
  • The growing success of inbound and outbound telemarketing campaigns which encouraged more companies to try the phone as a sales tool

Scam artists in the shape of sales agents

Despite the industries progress, by the late 1990’s it looked like the end was near for outbound telemarketing. Annual fraud costs exploded, prompting the Federal Trade Commission, Federal Communications Commission and Watchdog organisations to strengthen regulations to protect customers.

The DMA telephone name removal list grew from 900,000 to 2.5 million names in less than a year and by 2000, the number had increased to 3.2 million.

In 2003, the National Do Not Call Registry was launched by the Federal Trade Commission and had more than 50 million phone numbers registered before the start date.

A time of transparency and professionalism

An industry once deemed annoying to those it came into contact with has turned itself around, with business managers now agreeing B2B telesales calls are the least annoying form of advertising.

Today, the telemarketing industry is more transparent than ever before. In the EU, new GDPR regulations monitor the way personal data is held, used and shared, whilst the Corporate Telephone Preference Service (CTPS) gives corporate subscribers the right to be added to the Central Opt-Out Register. This means they have the right to choose not to receive unsolicited sales and marketing telephone calls to all their organisation’s telephone numbers, or to selected numbers.

The industry revolves around being personable and a telemarketer’s ability to build strong, honest relationships.  Scripts are used to help remind sellers of USPs but also that there’s no room for sales robots in this industry. Every sales agent must have initiative to get past the gatekeeper, identify pain points and deliver personal conversations that position them as the expert in each individual client’s product / service.

Telemarketing is an extremely lucrative industry which requires a lot of skill if your agency wants to match the industries average return of £11 for every £1 a client invests, at Air we proudly return £18 for every £1 spent.

To find out more about the campaigns Air Marketing run and the companies we help, contact us on 0345 241 3038 or contact@air-marketing.co.uk

Is your sales strategy focused on your business or your customers?

Posted on by Doug Roots

The first rule of customer service is that the customer is always right. Right?

 

With this in mind, shouldn’t all good business strategies place the customer at the heart of the campaign? Whilst this may seem to be true, it appears companies can sometimes find themselves strategising solely on where the business can go, as opposed to what the business can also do for its customers.

 

In 2018, 90% of adults in the UK defined themselves as recent internet users, up from 89% in 2017 (Office of National Statistics). Due to the developments in digital media, a customer has everything at their fingertips to make a decision about you before they have even spoken to you, as this information can now be found on social media posts, peer reviews or elsewhere on the internet.  It seems that it is no longer always essential for customers to go through sales teams to make a decision on whether or not they want to invest in your product or service. It is therefore essential that when your sales team do engage with your pipeline, they are providing an outstanding experience which focuses on the customer, optimising sales and productivity.

 

Increasingly, marketers are implementing sales strategies which place their customers at the centre of their business plans, something which is highly recommended by Air. A study by Cap Gemini found that returning customers bring a 23% increase in profits and revenues. It also showed that returning customers spend an average 67% more than a new customer. For this reason, it is essential to create a strategy which better allows you to retain customers as well as encouraging new sales.

 

It is key to know as much as possible about the behaviours, needs and desires of your business’ customers. When marketers listen to this information they can complement your business strategy by creating customer-focused initiatives which will boost value and profits.

 

At Air we understand the importance of keeping clients happy and from our initial conversations with clients we get the ball rolling. Our first step, once they decide to go ahead and work with Air, is a strategy meeting which ensures their expert knowledge is kept at the forefront of their campaign; this meeting also enables us to present campaign concepts to reach the best solution for their objectives before we begin dialling. From the outset we want our clients to be happy, confident and informed on what we are doing for them. This level of clarity continues throughout the process, as shown by our client portal. Unique in the industry, the portal allows our clients to track their campaigns in live time providing them with the ability to watch the reactions their prospective customers are having to their products.

 

Transparency and engagement are essential concepts within our business strategy, as they allow us to maintain trusting relationships between ourselves and our clients. Cap Gemini found that disengaged customers cause a 13% fall in profits. At Air we foster engagement by encouraging our clients to use our office spaces as a base, or to pop in or call and chat with us as and when they feel the need to.

 

Our client-focused business strategy allows our business to function like a friendship, if we extend a level of familiarity to our clients they will reciprocate by continuing to work with us and in turn referring others to do so too. Receiving recommendations is a key part of our business strategy as future customers are more likely to trust a brand backed by an industry equal or someone they know.

 

We encourage our clients to leave us testimonials in order to reach out to their community. By allowing our current customers to have a voice and input to our brand it shows prospective clients that we value the opinion of those we work with and want to create strong relationships with them.

 

For us it isn’t all about the money, it is about the people. To find out more about how we engage with you, your business and your customers please contact us via phone: 0345 241 3038 or via email: contact@air-marketing.co.uk.

 

 

 

 

 

Are you struggling to execute a rewarding telemarketing campaign?

Posted on by Doug Roots

We know there’s nothing better than building a healthy sales pipeline, and one of the most effective methods of doing that is by making calls and starting conversations with your key target market.

Implementing a successful telemarketing campaign is a process that many businesses struggle to achieve. A telemarketing campaign can often be seen as complex, time-consuming, or outdated. To eliminate this misconception, Air ensures all clients follow a campaign process which will lead your business through an achievable, step by step process, designed to deliver rewarding results for your business. Take a look at our Air process here

 

GDPR – opportunity for telemarketing

Posted on by Doug Roots

This May the General Data Protection Regulation (GDPR) came into effect across the European Union. The new legal requirements have been designed to improve transparency between businesses and their clients, strengthening the control individuals have over their personal data.

It’s safe to say that the new regulations have implemented a major change in the way marketers and sales teams approach their work and how organisations obtain, store, manage and process the personal data of their EU clients.

A couple of decades ago, data in digital marketing referred to simple things like demographics and response rates.

Today, living in an interconnected world, data enables marketers to predict customer behaviour, create targeted campaigns, build brands, and drive development and sales.

However, as GDPR came into place marketers immediately became concerned that they were going to become restricted in their ability to target individual customers based on personal data collection, slowing database growth therefore shaking up the digital landscape.

At Air we see GDPR differently

From our experience here at Air we are looking at GDPR differently, not as an issue but as an opportunity.  Instead asking the question, how can we better engage with those who share a legitimate business interest and make more of those who are looking for our services?

GDPR is pushing us to reassess how we perform market research and understand how we can help those who need our products and services.

As telemarketers we know person to person communication is the most effective method when understanding prospect needs, situation and pain points.

How Air telemarketing and GDPR can help build your database:

  • Building your pipeline by creating bespoke campaigns that really talk to your prospects.
  • Generating sales by using a tailored approach.
  • Increasing revenue by engaging the decision makers.

There are no restrictions in place that limit us contacting prospects who you share a legitimate business interest with. In fact, by avoiding contacting huge irrelevant mailing lists and focusing solely on contacting prospects that have a shared interest means we will be having more conversations of worth on your behalf and you will see better results from your telemarketing because of this.

GDPR is pushing all of us to be more transparent and personable, this can only build stronger relationships that grow your database and increase your revenue.

Apprehensive about telemarketing? It’s ok you’re not the only one

At Air we understand that you may feel apprehensive when investing in a telemarketing strategy, however with the new regulations in place we believe it’s one of the best ways to make the most of your relevant data and really engage with your prospects. As a company that already prides itself on transparency, we provide the following to keep you in the loop:

  • Live time reporting accessible at any time by clients
  • Involvement in strategy building and training by the clients directly
  • Regular feedback from your campaign manager
  • Direct contact with the team making calls
  • Digital call recordings requested as often and many as you would like

If you’d like to find out more information on how Air Marketing Group can help you post GDPR get in touch. GDPR isn’t an issue, it’s an opportunity!

What qualities make the ‘perfect’ telemarketer

Posted on by Doug Roots

Selecting the right telemarketer for your campaign is vital, get this wrong and you’ll see potential leads deteriorate, your business reputation plummet and you’ll miss the full potential of ROI.

At Air Marketing Group, we know that quality telemarketers are worth their weight in gold. They can draw from their experience and personal qualities to ensure your campaign gets results.

However, what qualities make these people so vital to your campaign?

It’s obvious, a telemarketer can’t sell if they’re unable to absorb the fundamentals of your product or service

The ‘perfect’ telemarketer will be adaptable, working across a variety of client accounts and multiple sectors, drawing experience and implementing it to different campaigns. A great telemarketer will be self-managed and fast progressing when becoming familiar with your campaign. They will have the ability to research and retain important campaign information, building a strong rapport between your business and your prospects. Taking the time to fully plan the strategy behind your telemarketing campaign will ensure that your campaign team are working towards the same goal, communicating the same message and focusing on meeting your KPI’s.

It’s time to kill the urban myth ‘a great telemarketer sells due to their ability to talk a lot’

A successful telemarketer listens and, more importantly hears and understands. It’s easy to get lost in that ‘parrot fashion script’ telling a prospect what you think they want to hear. However, the key is to engage in a two-way conversation. The ‘perfect’ telemarketer will listen, hear the prospects needs, situation and pain points, then focus on this information to lead the conversation. They will have the ability to think on their feet and change their delivery of a script to recommend the right solution for the prospect.

Telemarketers are tactful

In the telemarketing game you must be able to make smart decisions, getting tactful in order to get past the gatekeepers. Asking the right questions is something that can be learnt but being respectful and asking permission to ask those personal questions when engaging with prospects is a quality that a great telemarketer will already possess. Being progressive, ambitious and a good communicator across any level of person are key qualities of the ‘perfect’ telemarketer.

Mind over matter

Telemarketers hear a lot of no’s. If they’re right for the position they will have a high level of resilience, understanding rejection isn’t personal, and continuing to possess a courteous nature even when their proposition is turned down. The ‘perfect’ telemarketer has a positive mental attitude that every business strives to harbour.

Benefit from telemarketing

If your business is looking to work with positive, resilient and experienced telemarketing professionals get in touch and find out how we can turn your prospects into clients. Contact us on 0345 241 3038 or send us an email with your project details to contact@air-marketing.co.uk.

Do you think you could be the ‘perfect’ telemarketer? Why not become part of #TeamAir and show us what you are made of? We are always looking for talented telemarketers to deliver for our clients. Share your CV with us at contact@air-marketing.co.uk

‘National Give Something Away Day’ – A great opportunity to start implementing a sales incentive scheme

Posted on by Doug Roots

If you have a sales team, of any kind, it’s important to implement some sort of incentive or bonus scheme to keep them motivated and hungry, as this will keep them delivering for you.  These incentives could be cash based (commissions, bonuses, etc.), or non-cash based (trips, prizes, points, and other awards).

The type of sales incentives that will work best for your business largely relies on your capabilities, goals and demographics of your sales team.

At the Air Marketing Group, we reward our staff with both cash and non-cash incentives. We have learnt that a varied sales incentive scheme has many benefits: improved performance, higher sales rates and the ability to create a work culture many desire which will help your employability.

Find out more about sales incentive benefits

Focus

Retaining your sales teams focus day in and day out can be a challenging task. If you’ve got a specific target you need to hit by a certain deadline, a short-term sales incentive scheme with an enticing reward on the table, can work beautifully when focusing your team. At Air, if our sales team hit their weekly sales target we treat them to a 4:30pm drink or encourage everyone to put the phones down an hour early to attend an organised after work social. Creating a short-term scheme is often just enough to light a fire under people, driving the performance you desire.

Lead Excitement

Most businesses believe that the prospect of earning commission on a sale will be enough to motivate their team, unfortunately most will discover this isn’t the case. At Air, we have a variety of different tactics to keep things exciting and our team motivated. We recommend trying a washing line or a tactical wheel incentive scheme that gives your staff the opportunity to win a prize, do a forfeit or take a gamble. These prizes and forfeits could be anything from doing a dare, making someone a hot drink, or winning £50. Encourage your team to take risks that result in doubling their prize or losing it all together. The two examples above are great incentive schemes that get your team excited about what they’re working for and highlights that taking risks can be rewarding.

Loyalty

If you want to build loyalty amongst your sales team, we encourage you to think about implementing an incentive scheme that includes trophy value or emotional significance. At Air, we like nothing more than celebrating the success of our team, this could be anything from being with our company for a year, or having progressed to a new level within the team. Handing out rewards such as personalised vouchers are small incentives that really show your sales team their appreciated and that your company is focused on building a two-way relationship. We exhibit loyal behaviours when we trust that the person or thing we’re involved in will be good to us. By enriching your sales teams lives, you’ll evoke their desired to show loyalty.

Healthy Competition

Most sales people are competitive. Give them a goal, and they’ll want to out-do their counterparts. To encourage healthy competition, consider setting up a points system with a visible leader board. As a telemarketing company, we have created a visible leader board that showcases who’s winning the most leads. Allowing individuals to see where they stand amongst other colleagues inspired additional effort.

Collaborative Efforts

A well-designed incentive scheme can not only drive friendly competition, but also encourage collaboration. Get your team to work together, set team objectives such as an overall number of leads to be achieved by the end of the month. You can then add a significant team reward for reaching this goal. Think about organising a staff lunch or activity hour, not only does this reward but can be considered a team building activity. It’s important to create a culture of friendly competition, not just cut-throat rivalry.

 

Reduced Turnover

The main reason people seek new employment is due to a feeling of underappreciation. We have spoken about a short-term sales incentive scheme however long-term schemes are a way of giving away bigger prizes that show your staff their efforts are acknowledged. Air are running a 5 star incentive  that is run over a yearly period. Stars are given out over the year to people who have gone above and beyond, pulled through when the chips were down, or hit outstanding targets. If a staff member accumulates 5 stars over the year they are rewarded with a personal weekend getaway for them and a partner or friend. Long-term incentive programs are both great for reducing staff turnover and maintaining loyalty.

Culture

If you know anything about the Air Marketing Group, you’ll be aware of how important a positive work culture is to our business. We would not have achieved our positive, hardworking atmosphere if we didn’t regularly give our sales team incentives and show them just how much we appreciate them.

 

ROI

We know it’s the National #GiveSomethingAwayDay, created to give people the opportunity to give something away without expecting anything back. However, implementing an incentive scheme does allow your business to profit too. The more motivated your sales team, the more drive they have to sell and the better your clients and your own ROI. Having an incentive scheme in place will give you an all-round great company reputation amongst people both internally and externally.

We hope this insight encourages you to give something away to those who matter most in your business.

If you would like to work with a team that has an outstanding drive to sell, get in touch!

Our ever-growing expertise

Posted on by Doug Roots

Having come into telemarketing from the construction industry I had a lot to learn! I knew it was going to be a steep learning curve in order to make the most out of my opportunity and I was willing to take it on.

After thorough training, guidance, opportunities and of course learnings taken from mistakes – I worked closer to becoming an expert in telemarketing. But during this journey I came to understand that I can never truly be an expert because of the variance of campaigns, clients, industries, and requirements that I will work on in my telemarketing career.

But in truth, this continual learning, adapting and challenging myself is what motivates me to push even further in my career.

My knowledge on the science behind telemarketing is now strong and I am proud of this. But outside of this my knowledge now stretches from finance and HR services, to vehicle leasing, data analysis, energy consumption and much more!

The reason for this expansive knowledge? Is that all agents within Air Marketing Group are trained on 5 different campaigns (or more). The result of this? Is that agents are kept engaged and challenged with the opportunity to call on different campaigns – they could be working on telesales, appointment setting, events, market research for any B2B client offering any product or service.

But the benefits are also seen for our clients. Having a wide range of experience means that agents have a deeper understanding of responding to varied objections, they understand key pain points for different industries, and they can begin to build an understanding of approaches that work within different sectors to help clients with their campaigns.

We see ourselves as an extension of our client’s team, a partner. Because of this, we want to learn from our clients (who are the experts in their field) to ensure the best chance of success for their campaigns. With this in mind, we work closely with our clients when developing the strategy, our clients train our in-house agents and we encourage communication between all campaign members and all key client team members. Absorbing this knowledge from our client gives us the ability to truly represent their business in the best possible way.

It’s an ongoing journey, with ever-growing expertise that will never end – but that’s all part of the fun. Our aim to continue delivering outstanding services to our clients and the more equipped we are to do this the more we’ll succeed.

Opinion Piece by Ashley Heyworth, Senior Account Manager, Air Marketing Group

How well do you know your customers?

Posted on by Doug Roots

‘Know your customer’ has become quite a cliché in marketing. There has never been a business that didn’t start out fulfilling unmet needs for a very specific group of people.  

We suspect you probably know your customer  fairly well,  but let’s turn this question on its head and  instead ask: 

 How well do you know your prospects?  

Air Marketing Group know that a lack of qualified prospects moving through your sales process today, can mean trouble for your business tomorrow. We understand that a strong sales pipeline is critical to attain revenue goals 6 – 12 months from now.  

So what steps should you take to build and sustain a healthy sales pipeline? 

Start with enough leads 

Sales is a numbers game and to develop a strong sales pipeline you must accumulate enough leads to drive through your marketing and sales engine. If you have a good understanding of the pipeline process you’ll know only a proportion of your targeted leads will become qualified, and a fraction will convert and be ready to buy at any given time.  

Qualify every lead  

Generating a list of qualifying questions to ask every interested lead will allow you to determine if there’s a real business opportunity or not.  

Ask: Has your prospect got a realistic need you can fill? 

  • What are their major challenges in this area? 
  • Have they tried to solve these issues? If so, how? 
  • How soon do they want to find a solution?  

Ask: Is the prospect an appropriate lead for the value and price point of your offering? 

  • What solutions would they consider? 
  • What is the budget to address this solution?  

Be careful of time wasters. If it appears there’s little budget for your solution, put this lead into your low-quality category and concentrate on higher priority prospects.  

Use lead quality for targeted marketing  

It’s important to use resulting lead quality data to develop more tailored campaigns. At Air Marketing all our campaigns use bespoke lead generation strategies and are tailored to meet individual business requirements. This strategy allows us to provide clients with quality sales leads that meet specified criteria.  

Nurture qualified prospects  

Not every qualified prospect will be ready to buy today. Once qualified leads have been identified you can leverage the use of content based email marketing, and follow up calls, to continue to nurture leads and identify interested prospects.  

Create a next step for every interested lead. Base this on need, interest and timing: 

  • Schedule a demo or follow up call to share additional insights. 
  • Send a follow up email that needs a response within  a requested time. 
  • Send an industry-related article every month to stay in  touch and keep educating them.  

Remaining in front of interested, qualified prospects will mean you are at the front of their mind  to assist when the time of their need arises.  

CRM systems 

A customer relationship management system (CRM) will improve your sales efficiencies, and allow you to track and report on sales opportunities, leads and prospects.  

Remember a healthy sales pipeline will have the following attributes: 

  • Many opportunities at every stage of the funnel. 
  • New opportunities coming into the top of the funnel regularly. 
  • New sales being converted  at the bottom of the sales funnel regularly . 

Here at Air Marketing Group, we pride ourselves on our ability to get under the skin of your business, speaking with your prospects and where possible and relevant warm the lead into a position where they can be converted into an opportunity. In addition to this, we  provide a transparent reporting service, and the delivery of each call recording to ensure our clients that  any leads we’ve secured will convert.  

If knowing your prospect is still an area you would like help with get in touch today to find out how we can help on 03452413038 or get in touch.

Where does your telemarketing campaign fit into the bigger picture?

Posted on by Doug Roots

We are often contacted by companies who reach out to us because they have (rightly) heard that direct telemarketing delivers very tangible ROI or they see us advertising that our average client receives £18 for every £1 invested.

But often telemarketing is viewed in isolation, companies engage with the pilot campaign to test the water and see how it delivers without taking into account the opportunity that lies in the bigger picture.

We know that telemarketing is an extremely effective channel for many companies, but we also know that combining telemarketing activity with other forms of marketing or looking at the campaign as a longer-term investment such as a 6 month or year long tactic to support other business objectives, can deliver even better results.

The set up of a telemarketing campaign can bring up a lot of questions such as:

  • Have you researched your product/service? Do you know how well it will be received by the market? Do you know your competitors? Will it deliver what we say it will?
  • How are we supporting this telemarketing campaign? Do we have a branded email that can be sent afterwards? Do you have a website that echoes the message we are giving? Have you created anything such as a brochure or flyers we can share with prospects?
  • Have you considered your own sales pitch? Is your sales pitch and our telemarketing pitch aligned? Are we both on brand? Will your sales pitch see conversions?
  • Is your data right for use? Do you need to purchase new data? What else can that data be used for?

As a Business Development Partner, it is not our ethos to deliver merely a ‘project’ within constraints that are agreed. Instead, we want to help you look at the bigger picture, understand what the strategy for your telemarketing or marketing in general is, consider all the angles that could be taken to best engage with your target market and really help you generate the right leads for your business.

The visibility and involvement that is available when working with Air, allows you to ensure that telemarketing is firmly set in the bigger picture. Feedback on data allows you to update your CRM systems and instigate actions if needed. Being able to come in and train the team allows you to shape what the tone of voice for your business, the sales techniques and known objections. And being able to monitor calls in live time means you are always on top of what is happening, planning for appointments, understanding objections and client feedback etc.

So, if you’re looking for a partner to work alongside you, guide you and deliver for you, speak to the team here at Air for more information on how we can help improve your business development. Call us on 0345 241 3038 or email us at contact@air-marketing.co.uk.

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