Mike Grzegorek Telemarketing 101 - 150

Mike Grzegorek

TelemarketingTelemarketing 101 - 101 - 150150

Mark GrzegorekMark Grzegorek

10 Years at ADP

ADP among the best marketing companies in America (8 billion)

Numerous President Clubs as both a Sales Rep and Sales Manager

Mark GrzegorekMark Grzegorek

Vice President Chicago Health Consultants

Zero to 200 customers in under 18 months

Telemarketing Expert!

Make Make

More More

MoneyMoney

Telemarketing - Telemarketing - Why Do It?Why Do It?

Make selling easier

Differentiate you from competition

Drive Higher ASP

Improve you & your organization

Telemarketing - Telemarketing - As A PlanAs A Plan

First Step in building a new customer relationship:

Converting Suspects to prospects

New sales

Telemarketing - Telemarketing - Why Do It?Why Do It?

Better understand your existing customers:

Additional Business (AB): New applications New printers

(additional & replacement) Additional Sales

Components:

Profiling & Canvassing

Role Playing:

Techniques & Take Aways

Measuring Results

Plan of Attack

Today’s AgendaToday’s Agenda

DefinitionsDefinitions

• Profiling - Gathering data necessary to build credibility prior to calling a decision maker.

• Canvassing - Calling the decision maker(s) armed with the information gathered while profiling, to effectively develop a value statement specific to the company’s needs.

Components - Components - ProfilingProfiling

Company Demographics:

- What the customer does

- Company size & makeup

- Hourly component

- Decision Maker(s) (Owner, VP mfg, HR, Operations)

- Web Site

Components - Components - ProfilingProfiling

Company Systems & Processes

How do they control the workplace:

- Access Solution

- Visitor Registration Book

- Badging Solution

- Time & Attendance

- Payroll

Collecting Collecting InformationInformation

Examples

Internet :

- Web site

-

-

(getting data)

ManagingManaging Your Activity Your Activity

You are armed & dangerous

You have the information

Now use it!

Have a plan and a goal

Now The Now The Fun Fun BeginsBegins

Prospect versus Customer Setting up the call Differentiate you from Competitors Gain Prospects attention You know about their company Get an Appointment!

Reasons why they want to meet with us

Components - Components - CanvassingCanvassingPick up the phone baby!!!Pick up the phone baby!!!Pick up the phone baby!!!

Time & Attendance- Nothing- Kronos- ADP- Other

Badging

Access - Key vs. badge - Key replacement

Value StatementValue Statement

Sales Rep, Prospect & Facilitator

Credentialing

Rapport Building using profiled data

Value Statement

Get Appointment

Role Role PlayingPlaying

Best Widgets

Syr-Tech

Profiling has already been done.

Role Role PlayingPlaying

Best Widgets has been in business for over 20 years. They are a

family owned business. The owner Bill Bangtson is interested in

control without spending. He generally thinks a technology change

involves multiple thousands of dollars. His expertise is in widgets not

technology. Received this data after talking to Shelly in payroll.

Role Role PlayingPlaying

Business Type # of employees What do they produce? Systems?

Web Site Located

Role Role PlayingPlaying

Manufacturing45High quality widgetsManual T&A, Honkamp Krueger AccountingKeys for entryNo Badges www.bestwidgets.comLaGrange, Illinois

Syr-Tech Perforating has been in business for 25 years. They

manufacture perforated metal for a number of customers. They also

manufacture steel benches and steel pegboards. They have a

manufacturing system used to get information on product cost. When you

enter their building, they have a telephone based reception area. The

owner is Lenny Heflen and is taking the business over from his father.

Role Role PlayingPlaying

Role Role PlayingPlayingBusiness Type # of employees What do they produce? Systems?

Web Site Located

Manufacturing70 employees 2 shiftsMetal perforating & benchesADP payrollOff brand manufacturing systemADP time and attendanceKeys for entryNo Badges www.stech.comGlen Ellyn, Illinois

MeasuringMeasuring Results Results

Set goals

- Profiling Goals

- How Many contacts & Completed Forms

- Mailer

- Canvassing Goals

Review goals weekly

Inspection

Inspection

Inspection

AKA Inspect what

you expect (or suspect)

MeasuringMeasuring Results Results

IDTIDT Tracking Tracking

Define Market- 50 – 500 employees- Local to your office

Make it Fun (contest)

Competition in office

Implementing a Implementing a PlanPlan

Everybody Likes Their Efforts Everybody Likes Their Efforts RewardedRewarded

Lunch

Gift Cards

Plaques

Recognition among their peers

Mark Grzegorek

TelemarketingTelemarketing 101 - 101 - 150150