Rich Enterprises, Inc. Bi-Weekly Newsletter
Learn more Building Your Sales Pipeline, Motivating Your Sales Team

Rich Enterprises, Inc. provides our small to mid sized clients with qualified leads and new sales appointments through our cold calling and telemarketing services. Our goal is to help our clients expand their business by locating new prospects and customers.

This newsletter is designed to keep our clients informed of new developments within our industry, new legal requirements, company and staff updates, and new marketing techniques that may enhance their sales. Should you have any questions, please do not hesitate to contact us any time.

5 Quick Tips for Locating the Decision Maker
By: KC Govens (staff)

In this article I will share with you some of my techniques or should I say tricks that I use to get to the decision maker.

The first technique I use is when I speak to the Secretary or Gatekeeper is that I usually say I am looking for the person who handles _______ and I say that I wanted to speak to _____(the name listed on my database) and usually the Secretary or Gate keeper will either say yes that is him.....or they will say no the correct person you need to talk to is is________.

Without even realizing it they just provided me with the Decision maker's name and I make a note of the new name.  Thank the Secretary for her help and make small talk, so that she remembers you just in case you just have you to speak to her again.

The second technique is what I call Riding The Wave. This applies when you ask for a specific Department and you have no contact name. The Secretary will say she does not know who takes care of that, but she says she will send me to another
department and maybe they can help me.
 
 That person also does not know who to send you to,and they send you to another dept and then this person often times will be able to send you to the right person or at least give you the correct contact person's name. As this is happening, make sure you take good notes and remember to write down
everybody's name you speak to, because those notes will come in handy later on as you build your pipeline of leads.

The third way is to leave a detailed message on the Decision maker's voice mail or with their Secretary and if your message gets their interest, the decision maker will reach out to you...make sure you leave your contact information in your message.

The fourth way is to read your notes and tell the Gatekeeper word for word what you talked about with the decision maker in a earlier conversation. Then mention to her that you were told to follow up and call them back now.

The fifth way is to simply look on your lead and if there is a alternative number or a direct line to the decision maker call them directly; bypassing the gatekeeper altogether.

Bonus: If the Secretary or Gatekeeper puts you off and sends you to the decision maker's voice mail. Simply listen to who's name follows the voice message and notate that in your database, and when you call back you will have the full name of the correct person who makes all of the final decisions for the company.

Keeping Organized in Sales

 By: Sandra Allison (staff)

The most valuable thing a telemarketer has to offer is their time and how to make the most of it. Whether a telemarketer is setting  B2B appointments or generating sales leads to pave the way for a sale (or closing the sale themselves) the same rules apply.

Managing time wisely increases prospect productivity and increases sales results.  There is no magic formula to managing time well.  It can be summed up in one word only "PLANNING".

Sure you can have a successful day without planning ahead.  However, if you want to succeed each day, persistence and consistency is the key to success.  Only through planning your day can long-term success be achieved.

Your B2B calls (whether they are in person or on the phone) should be planned prior to each day.  Because of the cost of gasoline and time involved,  a B2B sales person making sales calls to businesses in person will realize the importance of daily planning.  It is no different for the telemarketer.

We must all plan our business days. 

Planning the Business Day

• Make sure you have your sales tools handy (email scripts, brochures, etc.)
• Pre-call planning (follow-up calls, appointment confirmations, data base preparation, time zone selections, mail outs and email outs)
• Get yourself ready for the B2B calls by focusing on the presentation, know all of the objection solutions and always be conscientious of your energy level

Success by Planning:

• Close all sales
• Line up your prospects
• Prioritize the opportunities
• Gather the prospects information (emails, telephone numbers, etc)
• Make sure you set a goal for the number of contacts each day for success
• Make daily notes of what is not working and develop solutions to succeed

There is a proven time management that works for every type of sales in every type of industry.  Always keep a priority checklist of a proven method that works for your specific industry.

You must plan to succeed. 

All successful people plan their lives.

About Rich Enterprises

Rich Enterprises, Inc. was founded in 1999 on the premise that businesses must not only maintain, but must always seek new revenues and opportunities in order to succeed.

We certainly look forward to answering your questions and meeting your outsourcing needs. We are proud to be an active member of our local Chamber of Commerce and professional business associations.

Rich Enterprises, Inc. has been honored by the Kansas Department of Commerce as the 2007 Women Owned Business of Year - Service Industry Firm. In August of 2004, Rich Enterprises, Inc. was certified as a Women Owned Business Enterprise with the State of Kansas Department of Commerce.

Our primary website for cold calling services can be viewed at www.richworldwide.com. In 2004, Rich Enterprises, Inc. also established www.richcrm.com to handle customer service calls or warm calls.

Our sales team is anxious to provide information about products, pricing, and answer your questions. Rich Enterprises, Inc. is responsible for a wide range of sales outsourcing services and looks forward to creating a sales solution and program that best suits your needs.

Please feel free to contact us via any of the following methods:

Contact Information

email: customersupport@richworldwide.com

website: http://richworldwide.com  

phone: (620) 443-5247

Melissa Rich
Rich Enterprises, Inc.

©2010 All content is copy right protected

www.richworldwide.com

Rich Enterprises, Inc.