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Telemarketing Services

Published on 17 April 2019

Arthur Miller’s Play, ‘Death of the Salesman’ shed light on the plight of the traveling salesman. In a time when phone calls were a complicated and costly process, the job of the traveling salesman was uncertain. Though one fictional tragic salesman did meet his unfortunate end, so-doing brought life to a different version of the salesman in modern-day reality. May we now introduce, without further delay - Telemarketing services.  What are these - telemarketing services? To be summarized in a sentence - An opportunity for your business to grow and expand your customer outreach without doing all the groundwork yourself.

 

What Are Telemarketing Services

You already have a great product or service. Now you need customers who will benefit from that product or service you are offering. Are you prepared to call those 500 potential customers? How are you supposed to handle those calls, schedule your meetings, and deliver on services requested? The crystal ball predicts a steady stream of 24-hour days ahead. Yet are you aware that there are telemarketers who are willing to find you that inch in, you’ll certainly benefit from?

 

Telemarketing services perform the duties of the archaic traveling salesman, in the modern day. Simply put, telemarketing services strategically market products or services by calling and or video conferencing. This is achieved through the use of phones or the internet. Thus the consultant is able to contact prospective customers via the phone or other means of communication such as emails. Services provided through telemarketing include:

 

  • Appointment Setting

  • Lead Generation

  • Email Marketing

  • Event Marketing

  • Verification of Data Services

  • Digital Marketing

 

Outbound Telemarketing Services

Outbound telemarketing is a dynamic sales approach used by your company’s telemarketers to maintain and grow your customer base. As an employee of your institution, they have access to customer database which can help them assess customer information, purchases, and patterns. That way they are able to target groups of customers to solicit their purchase of your service or product.

 

If, however, your business may not have such a team of telemarketers to perform such a task. Outbound telemarketing services are available to cater to this task for you. Once your customer database is available, the information can be analyzed to identify a range of information. This list may include information pertaining to:

 

  • The problems customers experienced which may have caused them to discontinue their use of your business. A thorough inquiry may very well provide useful and timely solutions and suggestions.

 

  • What items customers usually purchase to identify which products may need to be replenished more often; which accessories could be also marketed, etc

 

  • Addressing client needs which if left unattended may lead to loss of customers and potential customers. Maintaining customer satisfaction levels is the key focus of outbound telemarketing services.

 

Inbound Telemarketing Services

Inbound Telemarketing Services are geared at answering the customer calls. I’m certain that you’ve seen those toll free numbers at the end of a TV commercial. That’s the sort of traffic we’re referring to here. Can you imagine the exact commercial is played on the television screen of countless individuals at the same moment?

 

What if, being modest here, a thousand people decide to call at that exact minute??? Inbound telemarketing services cater to the needs of these potential or returning customers. In so doing, these customers can have someone available immediately to facilitate their purchase of or inquiry into the product or service your business is offering.

 

B2B Telemarketing Services

B2B??? This creative acronym simply means Business to Business. B2B Telemarketing Services occurs when you allow the experts of a telemarketing business to provide you with the guidance and assistance needed to scale your business. Working as a team, your business has a greater opportunity for growth and development.

 

Perhaps you just don’t have the manpower available to handle all the calls which may come about once your product has been shipped off. With the assistance of the right telemarketing services provider, your business can extend its reach immensely.

 

Telemarketing Services For Small Businesses

Small businesses which have dreams of growth and scaling their brand would surely benefit from telemarketing services. Here are a few ways in which telemarketing services can help you scale your small business. Scale my business? Yes. By merely outsourcing to the right telemarketing service you can help your business, in a few of the following ways:

 

  • Quality Control Alert

Outsourcing to telemarketing services gives your business the opportunity to focus on making sure the product or service available is up to date with customer satisfaction. Unsatisfied customers are usually not returning customers.

 

  • Increased Customer Satisfaction

A greater level of satisfied customers would be sure to result when there is someone there to answer their call. With 24/7 telemarketing services available, time zones should not be a factor when a customer needs an issue resolved. That extra service would surely be an encouragement to be a return customer.

 

  • Lead Generation

Greater leads would be available which you would not have to search for yourself. Provide an outline of what type of customers you wish to target and information about the product or service your business provides. That simple.




  • Insightful Feedback

Remember, feedback provides an opportunity to improve. Useful feedback can serve as a means through which necessary corrections can be made. Additionally, the quality of the calls made on your behalf is also monitored to ensure that your customers receive the best possible service, on your behalf.



Which of the telemarketing services mentioned would suit the needs of your growing business? We are eager to know which one or combination would work best to suit your business needs.

 

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Call Center Services

Published on 15 April 2019

Tired of your team dropping the ball by simply not picking up the phone. Or missing those once in a lifetime opportunities when all you had to do was pick up the phone and dial the number. You’re one person. And although you must have systems in place to prevent those missed opportunities from happening - bottom line is they still do. Be honest with yourself, with all the additional services which your business provides, how much time is actually dedicated to answering the phone? The correct answer is - not enough. This isn’t to say that, it doesn’t get answered eventually. But put yourself in that caller’s shoes for a minute. When you dial for customer support, a friendly voice offering assistance tends to bring an immense sigh of relief. All your anger or frustration dissipates. What exactly are call center services and how can they improve your business?

What are Call Center Services?

A call center is a special facility which serves as the go-between for customers, as well as prospective customers, and service providers. Call centers can offer a wide range of services from handling inbound and outbound calls to marketing and lead generation. Usually, when call center services are offered, they are packaged to suit the marketer’s needs. That’s awesome! It’s a wonderful thing to select a plan that’s just right for your agency. What are the most common call center services offered? What do you need to consider when decided to pick the call center services which best suits your business needs?

 

Call Center Solutions

The question of the hour -  How does contracting a call center benefit your business?. In a phrase - offer vital solutions. Wouldn’t you benefit significantly from having the publishing and media access for your business? How about help to design, print and distribute (electronically) newsletters, emails or programs informing customers of:

  • Events

  • One-shot products

  • Paid/Free Subscriptions (print, electronic and online)

  • Controlled Circulation Publications (including audited titles)

  • Advertising Opportunities

Let’s take things a step even further with these call center solutions. How about hiring a call center service which provides useful outbound services.

Examples of  outbound call center services:

  • Lead generation

  • Demand Generation

  • Appointment Setting

  • Event Building (Live Events, Seminars, Conferences, Webinars)

  • Subscription Renewals & Upselling

  • Web Lead Follow-Up

  • Market Research

  • Customer Success Outreach

Outbound Call Center Services

Outbound call center services are geared at doing the research and calling for your business. Such centers are especially helpful when you wish to grow your business or tread unfamiliar terrain business wise. They provide you with the means or opportunities to:

 

  • Improve your customer satisfaction rating. Once the data from surveys are tallied, you have a clearer idea of the steps you should take to keep your present and future customers satisfied with your business.

 

  • Assist your marketing department to move forward with confidence. The data collected from surveys can provide useful intel of what your customers really want. This will help guide your marketing team to project the best way forward.

 

  • Boost your sales. Once the data is collected, you can quickly and effectively identify which products and services are doing the best and why. When the guesswork is replaced by the concrete research data, taking your business to the next level is a breeze.

 

  • Collect revenue for your business. You don’t have time to chase your debtors and grow your business all at the same time. An outbound call center is a perfect solution for those pesky calls to your customers reminding them that they have a payment due.



Inbound Call Center Solutions

Things can get a bit busy in the office. This happens when your business has grown significantly. You create a plan to keep things organized by separating into departments. Inbound call centers offer ideal solutions. They help to keep the channels of communication running smoothly. Faster response rating to resolve issues and avoid escalations. Inbound call centers may operate manually or automated over an Interactive Voice Response system. Customers can call and listen to options to pick the department they should address their concerns to. Or an employee can operate a switchboard and connect customers directly to the department which can address their queries or concerns.



Customer Service Call Centers

When you decide that your customers are way greater than you have the manpower to manage - it’s time. It’s time to consider outsourcing to customer service call centers. Outsourcing call center services can offer you further flexibility for:

 

  • Focus

Focusing on continually improving the quality of the product your business offers. If your product quality decreases, so will your customer base. With customer calls correctly handled by outsourcing to customer service call centers, your employees can focus on the tasks which grow your business.

 

  • Round the Clock Customer Support

With customers connected online the reach of your business is boundless on the internet. As such customers come from different time zones. It would be a bit insensitive to expect a customer to wait until 3 in the morning to talk to an agent for your business or vice versa. Therefore a customer service call center makes that 24-hour service possible.

 

  • A Rise in Customer Satisfaction  

Outsourcing call center services promote an increase in overall customer satisfaction. Once your scripts are in place and you select the right customer service call center for your business needs - customers are satisfied. After all, you would not trust the reputation of your business into anyone’s hands. You would be mindful to select experts



Call Center Service Provider

The call center service provider you choose to use should be dedicated to your cause. If they don’t support you in the manner you require, what’s the point? Before you settle for any call center service provider, you must first have an idea of what it is you wish to use the call center services for. Here are a few things you may wish to consider when selecting a call center service provider:

 

  • A Script

Before you decided to consider outsourcing call center services, We’re sure you thought of what you would have said to your customer. Therefore it would be a wise move to already have a script which can be built up or improved than none at all.

 

  • Research

While surfing online, avoid selecting the first option available, after clicking search. Remember this call center service provider has to represent your institution and keep your customer related issues addressed. They must also be reputable, as they may have to be given access to various files from your business.

 

  • Assess Revenu

Remember that you are also selecting the most cost-effective yet efficient call center service. Ensure the staff is well equipped and experienced to deliver a quality experience to your customers. The service, in light of the cost, should contribute toward boosting the progress of your business goals. If there aren’t improvements in customer relations, then your business will fail.

 

Which call center service would benefit your business BEST at this time? Let us know in your comments below.

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Have you come to a dead end with lead generation?

 

We’ve all been there.

 

Prospects aren’t interested in your product or service or even taking your calls. It’s hard enough to be on the phones every day making phone calls – and harder having every person turn you down.

 

Well, there’s good news: Generating leads doesn’t have to be that difficult. With the right team and strategy at your disposal, you could easily be following up on leads and engaging with interested prospects.

 

We’ll walk you through different ways that you can generate leads for your team. When we’re done you’ll know exactly how to convert qualified generated leads in your pipeline. Ready? Let’s dive in.

 

6 Ways to Generate New Leads for Your Sales Team

 

Before you start diving into generating leads, you need to understand how the process works. Just like you would outline a blog post before writing, you want to establish the three or four main takeaways of your lead generation campaign, and make sure you have a team to help you. Then, you can start talking about how you are going to generate your leads.

 

Now, let’s talk about the 6 different ways that you can generate new leads for your team!

 

1. Social Media

 

Social media is a great way to generate new leads. Twitter, Facebook and Instagram are just a couple platforms that businesses use for lead generation.

Twitter and Instagram allow for direct messages, which makes it easy to reach out to people in specific industries.

To use Facebook for lead generation, you may have to invest in advertising. The good news is that there are experts who do Facebook advertising for a living.

Social media platforms are an amazing way to generate leads but you have to be willing to reach out to people and be social – hence social media. 

 

2. Optimizing Content

 

When you use content that is relevant and appealing you will capture the correct audience. No matter what industry you are in, you are the expert!

Highlight what you do best and share inside knowledge to show the information you’re sharing is reliable.

 

3. LinkedIn

 

Yes, LinkedIn is a social media platform. It’s just so important for lead generation that we gave it its own number.

Publishing posts and articles on LinkedIn is a great way to get noticed by other companies. LinkedIn also makes it easy to establish yourself as an industry leader.

Add people on LinkedIn who you want to be in your network. Be sure to add a note so that when they see your invite, they will know why you want to be connected with them.

If you’re looking to take LinkedIn lead generation extremely seriously be sure to:

- Participate in discussions

- Publish posts and articles

- Comment on other posts

- Stay active

- Use it as a social network – be social!

 

4. Email Marketing

 

Do you have an email list?

If not, you may want to start working towards developing one.

And no, buying email lists is not the answer to your problem.

Get people who are interested in your business to sign up for your email list. How? By distributing amazing content that people can’t say no to and want to be notified when you’ve published something new.

Email marketing is never going to go out of style.

 

5. Public Relations

 

Joining a podcast, live video, radio show, or video chat in your industry is a great way to generate new leads. This will help people get to know you on a different platform, and not just as your usual business self.

It also helps you become more relatable which will encourage people to reach out and talk to about what you do.

 

6. The telephone

 

Start a campaign with a telemarketing company and develop a lead generation campaign.

Are you trying to set appointments for your sales team or up-sell / cross-sell services?

A telemarketing campaign is a great way to increase sales and profits, the number of qualified leads, and the number of appointments.

There actually are a lot more benefits than those, check them out here.

 

We’ve covered 6 different ways that you can develop leads.

If you want more information on this subject feel free to call us at 888.229.7046.

We’re the people who make and take the calls. Lead generation is just one of our many specialties.

 

Written by: Amy Schiller

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20 Quotes to Motivate Your Sales Team

Published on 12 March 2018

 

 

There’s a satisfying feeling that you get every time you close a sale – especially if it is one that you have been working on closing it for a long time.

 

Like that one time you closed a sale that you were nurturing for years and it made all the hard work worth it. The phone calls and emails that you were sending back and forth for years finally pushed your prospect to invest in you and your company.

 

The precise reason closing a sale feels so amazing is because of the hard word that was put into it – suddenly sleepless nights and long evenings in the office make sense.

 

Use these 20 quotes for the days when you feel like giving up. Share them with your team or hang them around the office for motivation.

 

1) "Don't be afraid to give up the good to go for the great." -John D. Rockefeller

 

2) "Don't let what you cannot do interfere with what you can do." -John R. Wooden

 

3) "The successful warrior is the average man, with laser-like focus." -Bruce Lee

 

4) "Be miserable. Or motivate yourself. Whatever has to be done, it's always your choice." -Wayne Dyer

 

5) "I am not a product of my circumstances. I am a product of my decisions." -Stephen Covey

 

6) "Great things are done by a series of small things done together." -Vincent van Gogh

 

7) "Accept failure as part of the process." -Unknown

 

8) "The secret of getting ahead is getting started." -Mark Twain

 

9) "Don't watch the clock; do what it does. Keep going." -Sam Levenson

 

10) "Become the person who would attract the results you seek.” -Jim Cathcart

 

11) "Setting goals is the first step in turning the invisible into the visible." -Tony Robbins

 

12) “Motivation will almost always beat mere talent.” – Norman Ralph Augustine

 

13) “Always do your best. What you plant now, you will harvest later.” – Og Mandino

 

14) “Our greatest weakness lies in giving up. The most certain way to succeed is to try just one more time.” – Thomas Edison

 

15) “The harder the conflict, the more glorious the triumph.” – Thomas Paine

 

16) “It’s not about having the right opportunities. It’s about handling the opportunities right.” – Mark Hunter

 

17) “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” – Vince Lombardi

 

18) “There are no shortcuts to any place worth going.” – Beverly Sills

 

19) “Life’s battles don’t always go to the strongest or fastest; sooner or later those who win are those who think they can.” – Richard Bach

 

20) “Obstacles can't stop you. Problems can't stop you. Most of all, other people can't stop you. Only you can stop you.” – Jeffrey Gitomer

 

Written by: Amy Schiller

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Please raise your hand if you’ve ever lost a customer due to a lousy customer retention strategy.

 

When you get on the phone with your customer, you’re hit with complaints and backlash. The conversation ends with, “Please discontinue my membership, this magazine is no longer providing value to me.”

 

Except it might sound a lot nastier than that.

 

Sometimes, your employees are too busy doing other work that this isn’t top priority.

 

Well, there’s good news: retaining customers doesn’t have to be daunting. With the right strategy and tools at your disposal, you could easily be putting a new customer retention strategy in place by the end of the month.

 

It’s time to get serious about customer retention. Let’s discuss the 5 steps you can take in order to retain more customers.

 

5 Steps to Improve Customer Retention

 

1) Make sure that your audience is listening

Before you even think about developing a new customer retention strategy or improving your old one, you should be sure that you are currently engaging with your audience.

This could be on social media, through email marketing or on the phone.

Just like you would make sure you have a list of phone numbers before calling them, you want to be sure that you have an audience that is listening and engaged.

Then, you can feel free to continue reaching out to current customers. Make sure that you are talking to a relevant audience. If you don’t have the phone numbers and email addresses of current customers, this is something that you NEED to get as soon as possible.

 

2) Distribute content that they care about

After you’ve established that you have an audience that is listening, figure out if the content you’re using is relevant to them.

In the first step, you should’ve asked yourself, “Do I have an audience that is listening?”

Now, for this step you need to ask yourself if your audience cares.

Is the content that you are sending out creating a demand for your customers?

This way, you won’t have to figure this out with each additional piece of content that you are planning on sending out. Always make your content relevant.

 

3) Make it nothing short of an experience

Now that you are engaging with customers and using relevant content, you need to be sure that you are delivering an experience.

Two great examples of companies that deliver experiences are Telsa and Disney.

Both companies are much more than cars and amusement parks. They’re about delivering an unforgettable experience that the customer keeps coming back for.

 

4) ABC – Always Be Communicating

When it comes to customer retention, communication is extremely important.

If you don’t talk to your customers for years, what will they think? Either that you’re no longer in business or that you just don’t care.

Pick up the phone and call your customers. Ask them about how you can improve their experience, tell them about a new promotion or product, or develop a strategy that will keep you at the top of their mind.

Think of this step as a way to nurture your relationships with your consumers so that the next time they think about purchasing, they know who to call.

 

5) Deliver exceptional customer service

If you are listening to your audience, distributing content they care about, putting together an experience, and communicating with your customers then you’re almost there.

The very last step of this process is to deliver exceptional customer service. To be quite honest, without this last step, nothing else matters.

Your customers and clients are your most important asset to your company. So, put a smile on your face and treat them like it.

 

Now, you’re ready to improve your customer retention strategy and start nurturing those relationships with your consumers. And you know what the best part is? Next time, putting together a new customer retention strategy won’t feel quite as daunting. 

 

Written by: Amy Schiller

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5 TED Talks to Inspire Your Sales Team

Published on 12 February 2018

Often, as salespeople, we learn from sales blogs written by companies who sell a marketing or sales service. It’s true to say that this information can get kind of stale, as most people curate content and use the same information from other companies except they distribute the content in different ways.

As sales people, we know that it’s important to stay inspired and reading or watching the same content all the time makes it difficult.

There is one type of content that can help us get out of this repeated content funk: TED Talks. Featuring people that present content on topics that they have developed themselves. Instead of repeated information being spued at us, they inspire us with new content in an easy-to-understand and inspiring way.

 

So, to help you break out of your typical sales advice mold and learn something new to make you better at selling, we’ve compiled 5 amazing TED talks that inspire us. 

 

How to Magically Connect with Anyone

In this TED Talk, Brian Miller, explains the importance seeing the world from the point of view of another person. Not only does this help us connect with others, but it helps in sales too.  

 

This is a great TED Talk to watch if you’re just beginning in sales of need a reminder about the importance of listening to your customers. Being able to put yourself in the shoes of the buyer is very helpful. Watch this video to understand why. 

 

 

 

 

First Why and Then Trust

“Trust is human. It’s about human interaction. It’s about real conversations. What we need is more handshake conversations. What we need is more handshake discussion. More handshake debates. More handshake friends. More handshake leadership.”

 

Nothing replaces human contact. That’s one of the many things that Simon Sinek touches on in his TED Talk. Watch this 17-minute video to get more insight into the importance of human to human interaction in the business world. 

 

 

 

 

How to Skip the Small Talk and Connect with Anyone

Sometimes, we forget that the CMO, CSO, CEO, or any other C suite executive is a person. We put our business needs first and lose that human to human connection.

 

This TED Talk by Kalina Silverman does a great job at reminding us just that. Let’s skip the small talk and hop right into the big talk. Remember that everybody is only human. 

 

 

 

 

The Skill of Self Confidence

This TED Talk is a great one to watch when you just can’t seem to land a sale. Dr. Ivan Joseph talks about the importance of self confidence and persistence.

 

Stop the negative self-talk. Have self-affirmations. When doubt and fear come into your mind, replace it. 

 

 

 

 

The Science of Sales

As co-founder and CEO of ConnectYard, Donald Doane speaks from his experiences of beginning a startup. This talk explores a common challenge for many young companies, which is learning how to create a repeatable and scalable sales process that will take their company from concept through profitability.

 

 

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1. Help your customers win

 

Upselling should not just be a sales tactic. It’s about helping your customers win so that you can win too.

Upselling helps your brand develop a stronger relationship with customers.

Offer a bundle of 3 products for $100’s cheaper than the cost of them separately. Your customer wins because they are saving money. You win because you’re making extra money by upselling something that the person probably wasn’t originally planning on buying.

 

2. Make it relevant to the original purchase

 

Would you like some fries with that? The simple and easy upsell that boosts the sale of fries at McDonald’s.

Why?

It’s relevant to the original purchase. It’s hard to say no to something that sounds like it would go perfectly with your meal.

Find the “fries” for your customer and use it to your advantage.  Offer them something that goes so perfectly with their current product or service that it’s hard to turn it down.

 

3. Does it solve a problem?

 

If you buy a new software but have no idea how to use it, it would make sense if the salesperson tried to upsell you on training they offer.

The problem was that you were buying software that you didn’t know how to work. The salesperson quickly offered you a solution that made you feel more confident in your purchase.

Instead of the upsell turning you off and driving you away from the sale, it made it easier for you to make a decision.

Solve a problem for your customer to make the upsell easier for you and them.

 

4. Focus on what the customer needs

 

Sure, upselling a product or service to somebody might mean commission for you. It also means that the customer already trusts you because of the original purchase.

The goal here is not to lose the trust of your current customer.

You can do this by making sure that the upsell is something that would actually be useful to them. This way, they will continue to trust you and buy from you.

 

5. Wait it out

 

Wait for your consumer to purchase the original item in order to upsell.

Only in certain instances does it make sense to try to upsell someone on a purchase before they actually make one.

Have you ever thought about buying a new phone case, screen protector, and car charger before you actually purchased a new phone?

No, the salesperson usually hits you with a package deal 5 minutes before walking over to the register to finalize the deal. They establish a need for these products so that you feel comfortable spending the extra money on the items.

Never would a salesperson remind you of the phone case, screen protector, and car charger right when you walk in the door.

Wait for the initial sale and then use your skills on the upsell.

 

 

Written by: Amy Schiller

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Meet our QCSS Family

Published on 29 January 2018

 

Great energy, positive vibes, and the best inbound calling customer service that you'll ever get 

 

 

 

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1. Add value

First, put yourself into your customers shoes. Consider what’s important and how your product or service will benefit them. If you’re having trouble with this part, that’s ok. There are many solutions to this. One is to get feedback from your target market through surveys. This could be online, or it could be on the phone.

During the first phase, think: start helping, stop selling.

Once you have figured out how you can add value to your customers, pick up the phone and call them. Let them know about special deals and discounts.

Another way to add value to your customers or clients is to offer a whitepaper or any type of free resource. This will give your target market insight into the industry and provide them with information that they didn’t already know. It will make it more difficult for them to leave for a competitor.

 

2. Build a better customer experience

If you’re looking for more positive online reviews, word-of-mouth referrals, and higher retention rates then it’s time to develop a memorable customer experience.

This will allow you to develop a relationship with your customers, potentially recover lost customers, engage existing customers, improve customer satisfaction, and add a competitive advantage to your company.

Improving the customer experience is something that is easy to do and provides your company a lot of benefits. 

 

3. Design a customer outreach strategy and stick to it

The purpose of customer outreach is to introduce something awesome to your customers. This can be the white paper or it can be a new amazing service. It should be something that will get your customers excited and again, add value.

QCSS worked with a client in the healthcare industry who was losing their own customers and market share due to aggressive acquisition tactics of a competitor. That’s when QCSS helped design and implement a customer outreach strategy that allowed the client to provide more customized, high touch relationships with their clients.

In the end, QCSS reduced customer churn for the company.

 

QCSS Case Study

 

Client:

The client produces compliance publications for billing and coding departments within hospitals, private practices, and home health facilities.

 

Problem:

This company was losing their own customers and market share due to the aggressive acquisition tactics of a competitor owned by a multi-billion-dollar healthcare company.

 

Solution:

QCSS helped design and implement a customer outreach strategy that allowed the client to provide more customized, high touch relationships with their clients.

 

Outcome:

 

QCSS reduced customer churn.

 

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How to Knockout the Silent Sales Floor

Published on 15 January 2018

 

There’s a huge myth out there right now that a lot of people are believing… The myth is that social and digital outreach alone will bring qualified leads into your sales pipeline. It’s part of the reason that people believe picking up the phone and calling someone is no longer necessary..

 

This is far from the truth and Tony J. Hughes (THE sales guru) wrote an entire book about this very hot topic.

 

His new book is called COMBO prospecting and in a recent interview with John Smibert he explains the importance of digital and social as well as the phone to build a quality sales pipeline for your business.

 

If you don’t have time to read or watch the interview, here are a couple of takeaways.

 

You need the right combinations of activity, done the right way and at the right time if you want to succeed.

The 3 key combinations are:

The right value narrative

The right mindset

The right combinations

 

You need the combination of digital and social as well as the phone.

If you want to build a quality sales pipeline you must… jab, jab, jab with email & social… and then knock them out with the phone.

 

A silent sales floor is dangerous

Scared to make cold calls? It’s easy to make calls warm and you can do that with social. You need human-to-human interaction. The chances of you landing a sale just from chatting with someone over LinkedIn is very rare. Pick up the phone and call.

 

Everybody should be selling

The CEO, CFO and all the salespeople.

No salesperson can get enough qualified leads into the pipeline from marketing. Inside sales or sales development reps are never going to provide enough leads either. There’s always going to be some gap and salespeople have to be good at creating their own personal pipeline.

 

The boxing metaphor

In boxing, you’re constantly jabbing away with your left hand. You should also be jabbing away in social. By this Tony means, using LinkedIn, Twitter, text messages and email as your jabs. Then, the right hook is a phone call. The thing that will knock the person out (not literally, don’t worry).

 

“Social Phone” is the key to success

Every prospect you’re working with has a mobile phone or a cell phone, and that phone is also their personal digital assistant. That is where they can look at social and they can take a phone call. Social and phone is the only way to go and be successful.

 

Bringing it all together

The key message from Tony was that using social and phone together will completely change your pipeline. Also, make sure your sales floors aren’t silent, you have to be talking to the customers and outbound with the phone.

 

 

There’s a lot of work to do, COMBO type work.

 

If you want to know more, just look for COMBO prospecting in bookstores or buy it on Amazon.

 

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