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.  

Flexibility With Prospects
By: Tracy Rumsey (staff)

 Does this scenario sound familiar: Reaching out to a sales prospect multiple times and finally setting that appointment that you have been working on for months and get a call that says "I had something come up today and I am not able to meet with you at our set time", "Can you meet with me 2 hours later or maybe tomorrow?"

Chances are when you get this type of call; you have already booked your day and won't have an available time slot to accommodate the last minute request.

What can you do to prevent this from happening?

Here are some tips on offering flexible scheduling:

1. Follow-up. Take the time to follow-up with your sales appointments 2 days before the scheduled time. This will not help with last minute cancellations but can remind clients of the original appointment date set. Consistent follow-up will boost sales success rates.
2. Electronic correspondence. With modern technology at our finger tips, a great tool to use in correspondence with prospects is email and fax. Drop notes to your contacts reminding them of your conversation as well as the appointment set for next Tuesday at 10:00. This allows the prospect to recall what you spoke about as well as remember you. A lot of times we reach prospective clients that are in the middle of something and might dismiss the entire conversation after the call ends.
3. Prospects. If you are setting appointments with prospects and they are canceling before the scheduled appointment time, chances are you are reaching out to the wrong contacts. Re-evaluate your calling list. Know your market to guarantee you are reaching out to those that have a true need for your offerings. It is equally important to know your product or service as well as knowing who to contact.
4. Beating a dead horse. A prospect that hasn't responded to 6 contact attempts over a two-week period needs to be eliminated from your calling list. Even though they appeared to be the perfect prospect in the beginning, you are wasting energy on a dead lead.  Use your time wisely with other potential customers.

Try to be as accommodating as you can when setting appointments. We all have that unforeseen emergency or events that come about when we are a not able to give advance notice. Flexibility with scheduling is good for both the sales person and the prospective customer.

Warming Up Cold Prospects
By: Sandra Allison (staff)

Have you ever been so close to closing a sale when all of sudden your calls are not answered and not returned?  You have talked to the prospect several times.  All of the calls you have made to the prospect have been positive and all of a sudden your hot lead has become very unavailable.

You have no idea what happened.  It is our sales nature to want to continue to pursue what was once a hot lead in an aggressive sales approach.  We want to get back with the prospect immediately to close the sale.

It is important now to realize that we are not as close to closing the sale as we thought.  We must decide how to approach the prospect.  We don't want to appear too aggressive because we may lose the prospect.

Aggressiveness at this point could make us appear too desperate and only interested in getting the sale.  The best approach is to proceed with caution.  We don't want the now not-so-hot lead to turn into a "Not Interested" status. 

We must determine what went wrong.  The most common reason is that your prospect is not ready to move forward.  The most dreaded reason your calls may not be returned is your prospect has decided to go with another company.  There are many other reasons in between.

The goal now is to find out what went wrong.  You should try to talk to the prospect on the phone.  At this point, a less aggressive approach should be used.  You might apologize for not being able to reach them over the past few days. 

You will want to emphasize to the prospect that you want to make sure you have provided all of the information necessary for them to make a decision. Also let them know since you haven't heard from them you would appreciate their feedback.

If you pursue constructive feedback from your prospect, you open the door so the prospect can communicate with you without feeling pressured to buy.  You will show your prospect you value their opinion.

You will be able to find out what went wrong and hopefully supply answers that could close the sale or you will know to move on because your prospect has identified why they are not moving forward with your company. 

It's easy to jump to conclusions when you don't hear back from a prospect.  I can only tell you this.  I can't count the times when I am on the phone with someone and lose phone connection. 

My first assumption is they are not interested and didn't want to talk to me.  When I call them back I am always surprised because I usually find out they didn't hang up the phone on me after all.  It was just a bad phone connection. 

Please don't jump to conclusions.  Always try your best to find out what happened.  We can compare our prospect leads to reading a book.  You won't know the entire story if you don't read the book from start to ending.  

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.

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Rich Enterprises, Inc.