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Frequently Asked Questions
How Patterson-Robbins telemarketers can help increase the overall effectiveness of my sales and marketing dollars?
- How can telemarketing improve responses to a direct mail campaign?
Actually there are several ways that Patterson-Robbins can improve the rate of return for a direct mail campaign. Direct mail is a critical marketing tool and an expensive investment. By using Patterson-Robbins to develop a customized database for your campaign, you can ensure that your company’s direct mail piece will reach its target and not be wasted mailing to the wrong person or in the trash.
Adding telemarketing to a direct mail campaign has been proven to even double direct mail marketing responses. Patterson-Robbins telemarketers will work with your company to coordinate their calling efforts with your mailing to increase it’s overall effectiveness.
- My company is very close to their customer base, why do we need to consider performing customer/market surveys?
While staying close to your customer is always a trait of an excellent company, our clients use our services to validate many of their perceptions unfiltered by internal biases about how they are doing in the market place. By surveying customers anonymously, our clients have received information unbiased about how they are perceived in the marketplace and how their competitors are doing in the marketplace. Our clients have used this tool to validate marketing campaigns, frequency of sales calls, competitive activities, web site requirements to name a few.
- Why do we need a company such as yours to perform demand generation, why can’t I use some of my office staff when they aren’t busy?
Demand generation requires a focused effort. Our personnel are experts at moving around within a corporate structure and using a variety of tools. Our personnel are business people who know corporations and how to work in that environment. Our focus is to work as an extension of your existing sales staff. We know how to engage prospects, gather critical information and get “mission” critical information to your sales staff so they can react quickly.
- My company has an extensive sales staff, isn’t demand generation part of my sales person’s job?
The cost of a sales call has risen dramatically over the years. You want your sales force focused on being in front of customers. Sitting at a desk dialing for cold calls isn’t the best use of those sales dollars. By using Patterson-Robbins telemarketers, you ensure that your sales force’s efforts are spent in front of customers who are qualified to buy your product and services.
- My company has used telemarketing services in the past to generate leads for my sales persons and we haven’t been impressed with the quality of the leads, how are your services different?
The difference is the people we hire – our personnel have professional/business background. Our personnel represent your company in a polished manner; they understand organizational structures so they can work at all levels within an organization – executive levels to entry levels. Our people use talking points, not scripts. We work with your staff to learn your organization so that we act as an extension of your organization in a knowledgeable, professional manner and in a seamless manner.
- When we return from a trade show, typically we divide up the prospects between our sales force and tell them to contact them, why do we need a company like yours?
After you have invested time and monies on attending a trade show, it is important that those prospects who came by your booth receive immediate attention. Our clients utilize our services to make sure those prospects receive follow up in a timely fashion, whether it is a sales contact or a request for additional information. We’ve also been used to collect information about interest in upcoming events, products, etc.