INCREASE SUCCESS OF YOUR EVENTS

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Invitations-Registrations-Data Base Maintenance

• Extends public relations through personal contact from your company to your existing/prospective customers  
• Increases the attendance numbers to your special events
• Provides you with data for better staff and refreshments planning  
• Refines your prospect database; updates your contact list by correcting phone and mailing information
• Allows the sales team to focus on the qualified prospects
• Motivates sales team with qualified leads and appointments
• Can be designed to gather additional market intelligence such as fleet size, timing of future purchases and sometimes provides information about your competition.
• Record dissatisfaction from former or existing customers – creates opportunity for remedy  

CUSTOMIZED PROGRAM DESIGN

• Calling projects are structured in a variety of ways: Invitation only, invitation – registration head count, gather specific data, collect corrected phone and address data – and according to criteria provided by client company. 
• Event calling script and strategy are developed by client company and Consultant.

CONFIDENTIALITY AND SECURITY  

• Guaranteed protection of your proprietary data, accessed only by team leader and project associate.
• Non disclosure and strict confidentiality of data handling language included in consultant’s contract or inserted as provided by client 

QUALIFIED ASSOCIATES  

• Our professional business development specialists are highly qualified through experience in a wide range of business environments – including an average of 10 years of professional sales/customer service and project management career history  
• Our high level of professionalism allows us to be very comfortable contacting at the top level of your target market companies, equally at ease with consumers and we represent you well. Our strategy is to seem to be “a part of” your organization. 
• Your assigned specialists are made familiar with your unique goals and preferred approach, representing you at the highest professional level and partnering with your internal sales team.
• Team characteristics include: excellent communications skills, ability to relate to all types of people, confident, strong work ethic, excellent organization skills, reliable, persistent, attentive to detail, efficient, resilient, self motivated and optimistic.  Team leadership is provided by Clarette C. Martin,  management, sales and marketing consultant of 25 years  - (see profile below)  

PROJECT PARAMETERS & OBJECTIVES

• Project planning – based on the size of your list, a number of hours is scheduled for your event calling. Using the invitation or event details and the strategy we discuss, a script and customized data base layout with results codes is created and the project is put on our calendar.
• We use the ACT contact management system, and the final report is generated from ACT into an excel format. 
• The results are reported a few days prior to your event for use in your final planning and for any additional in-house contact or confirmation of attendance, making reminder calls to those requesting, response to specific comments or requests gathered during the calling. .
• Email or fax fulfillment is handled by client unless otherwise agreed and separately contracted. No snail mail services are provided.
• Program objectives include issuing an invitation, recording registrations, providing correct details and a method for the prospective guest to call and confirm their attendance if not certain at the time the call is made, recording comments, correcting addresses and phone numbers when necessary and performing public relations/customer relations on behalf of the client company.   
• Advantages include:
• The attendance improves dramatically as a result of the combination of mailed invitation and phone invitation/registration.  If you want to avoid the costs of mailing, our calls alone achieve results
• Your event planning is improved
• Your customers feel even more special and appreciated
• Results are affected by quality of data base, complexity and scope of  intelligence gathered, timing affected by holidays, lead time for properly planning the project and the client company’s market ranking status/competition factors.  
• Database/list is provided by client company and client company is responsible for the quality of the data. Quality and quantity of results from calling program are directly related to data base quality.
• An existing database is further qualified during the calling program, which can include specific survey components.  However, an official survey project has a different structure and a separate contract.
• Client provides script, fulfillment and collateral marketing material. There are no set up fees; however, any program preparation required is counted as part of total hours
• The subsequent projects during a calendar year are ideally targeted ahead and put in the que for consultant planning purposes.
• The number of calls made per hour is directly affected by the type of script utilized; i.e. - qualification questions, correcting addresses/phone numbers and/or the addition of survey type questions will require that each call take more time, which increases the result quality.

PROGRAM FEES & TERMS

• Calling fees are based on list size and program level. There are two programs levels:  Basic and Enhanced. Potential clients making Inquiries receive current planning grid with pricing   
• All set up and calls are covered within the program fee. 
• Setup, script development or other program preparation is included in total hours, unless otherwise agreed
• The planning schedule and number of hours required are determined by the size of the list and the scope of the calling intent. Typically, for invitation and registration, some address corrections, a list of 1000 names will require a 70 hour minimum – in order to get through the list completely and double back for call back requests, second attempts to reach a portion of the list. If survey type questions or gathering of business intelligence are included - such as getting information on their fleet, or asking about their vehicle plans for the future – additional time would be required in order to service the list properly.
• Prepayment is required for all calling programs.  
• NOTE:  For proper planning and implementation – the consultant needs the basic project components 3-4 weeks prior to the event date, depending on the size of the list. The project components are: List, offer - invitation details, what - if any - information to be gathered beyond  registration of attendees, payment.  

PROGRAM SCHEDULING

• Consultant puts the project on the calendar in advance of the project implementation/launch once essentials are received.  
• Project is implemented to allow sufficient time for issuing final report a few days prior to the event for best client company use of results.

REASONS TO OUTSOURCE VOLUME CALLING (from trade source publications)

Telemarketing & Call Center Solutions:

"Companies that fully outsourced their telesales activity received the highest return on their investment over companies that had an in-house call center."

TeleProfessional:

"Outsourcing is currently growing at a calculated annual growth rate of 20.4%. By 2002, outsourcing will comprise 23% of all call center activities."

Sales & Marketing Report:

"Don't waste top salespeople on prospecting: the additional cost of dedicated prospectors is offset by two factors:
1) You will do a lot more prospecting and generate a lot more leads; and
2) Your top people will close sales at a much higher percentage, and not waste a lot of time cold calling and running down marginal leads."

Today's sales organizations are struggling to maintain an edge over their competition. Prospecting, selling, and account management can no longer be effectively handled by one person. These three very distinct disciplines require very different skill sets.

Inside Selling: Selling More at a Lower Cost
From: Gartner Group

The high cost of direct sales and heightened competition are forcing enterprises to examine channel effectiveness. The fully loaded costs of an inside salesperson are 35 percent of those of a direct (i.e. field) salesperson (industry outsourcing averages $80/hr versus $250 per standard selling hour), yet the inside salesperson has the capability to hit 70 percent of a direct field sales person's quota.

Therefore, inside sales will become an ever more strategic part of the sales effort. Inside sales will be central for traditional business-to-business and business-to-consumer selling models. A large and growing percentage of salespeople worldwide, who no longer see a customer at all, engage in complex selling.

The Top 10 Reasons to Use an Outsourcer and why Clarette C. Martin Sales Consulting Is A Great Option

1. Focus on Core Strengths

We focus on lead generation - finding the right person and delivering your message. This allows you and your sales team to focus on your core strengths - closing the sale so you can generate business for your company.

2. "Data" is Transformed into Valuable Business Intelligence

We have the expertise and technology to convert raw data into useful intelligence information. 

3. Call Quality is Rigorously Monitored

We recognize that the quality and effectiveness of the call is paramount to success and our callers are coached on a regular basis.

4. Effective Integrated Marketing Programs

We provide related services to complement your lead generation campaign, including email fulfillment, seminar registration and follow-up, to name a few. We have the resources and technology in place to respond to a client's requirements.

5. Greater Ability to Handle Peaks

We have the flexibility to adjust quickly and easily to both planned and unplanned spikes and rapid growth.

6. Responsiveness

We have dedicated project team associates for each client to ensure the highest level of performance and responsiveness.

7. Fast Starting – Expedited Time to Market

Our team will hit the ground running. We can set up and execute a program faster and with fewer problems because of our experience, professionalism and commitment to quality.

8. Enhanced Reporting and Unbiased Feedback

We will provide you with comprehensive and informative reports to give you better strategic insight. We capture data for use in enhancing your business strategies and internal data systems. Our feedback is detailed, accurate and unbiased.

9. Quality Results Approach

Our team is well compensated and receives special incentives, rather than paid a low base rate and then paid bonuses based on the number of leads generated. By setting high standards of excellence in client program management, we provide the proper environment for delivering quality results rather than a large volume of marginal leads.

10.  Cost Effectiveness

Our program costs to you are a flat rate - there are no employment related costs (benefits, parking, supervision) and you have no additional office overhead relative to the program.  The results we deliver are equivalent to those of a small in-house department but priced at a fraction of the cost. 

In summary - your new business pipeline is filled faster, your internal sales team is motivated to close more business and it's  affordable.  Why would you NOT want to take advantage of this opportunity!?