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Month: July 2017
Sales and Business Tips – How to Structure a Sales Meeting
Client – supplier relationships: It’s a question of trust
Whether you’re working with a telemarketing company, a marketing agency, or any other form of outsourced supplier, one of the main concerns is trust.
You’re letting that company deal with your contacts, whether clients or prospects, which can be slightly uncomfortable, regardless of the size/type of business you may be.
Consequently, any organisation outsourcing their work will ask:
Can we trust our suppliers?
… And will they do a good job? How do we know what’s going on with our campaigns? Any business owner wants to know exactly what’s going on to ensure a successful operation, so it’s completely natural to feel uncertain to pass a core process (such as your outbound sales/telemarketing) to someone else.
And here’s an even bigger question…
What happens if it doesn’t work?
The reality is that there is risk associated with any campaign you run. Whether it’s inbound marketing or outbound telesales, there is no guarantee that each and every lead will convert.
What’s important is to acknowledge any mistakes that may have been made, before finding a solution and moving forward.
To alleviate your fears, we recently wrote a blog (10 Point Checklist: How to Brief a Telemarketing Agency) which covers core discussions that are important to have before taking on an outsourced business development campaign.
It’s imperative for you as a company to feel that you can talk to suppliers, ask questions, and be safe in the knowledge that they are always on hand to talk should you have any concerns.
Trust is a two-way street
There must be trust on both sides. When campaigns are difficult, or the client-supplier relationship is put on a thin line for one reason or another, it can be detrimental.
So, both you and your supplier must cultivate trust on both sides, to ensure a smooth relationship, regardless of any bumps in the road that might occur.
Communication, transparency and honesty
Here are three elements we stick by here at Air, to help ensure that you know your business is in safe hands:
Communication
If you haven’t heard anything from your supplier, or you can’t get hold of them, it can be uncomfortable and frustrating.
We never go more than 48 hours without talking to clients. In our eyes, no update is still an update so you know your campaign is still running smoothly.
Transparency
Ask your supplier questions surrounding reporting, results, what’s being done and what could be done to improve. Ongoing recommendations and monitoring is key for all campaigns.
The Air client portal provides live, real-time results on campaigns so you know exactly what’s going on at all times.
Honesty
… is always the best policy. If something isn’t working, you’ll want your supplier to tell you. And if the supplier isn’t aware of something – be open and honest and tell them exactly what you need.
You need to be confident in the campaign and in your suppliers’ abilities, which is why our values are based around transparency and honesty.
At Air Marketing Group, we work closely with our clients to adapt and tailor each and every campaign to your business.
We’ll work to be flexible and adaptable not only on the campaign setup, but we’ll ensure to monitor and review your campaign every step of the way to focus on getting the best return on investment for you.
What’s more, we’re here to answer any questions you may have, at any point before, during and after your campaign finishes.
Got a question? Call us today on 0333 251 9670 or get in touch here.
Sales and Business Tips – Follow Up Emails
A day in the life of a Business Development Executive
At Air Marketing Group, our Business Development Executives are a busy bunch of people who are crucial to the running of our campaigns.
We caught up with some of them, to find out exactly what it is that they get up to on a daily basis. So, if you’re looking to start a new role with us and you’d like to know more, or you wondered what goes on behind the scenes of campaigns – look no further.
Core Tasks
The following are the core tasks that the BDEs at Team Air carry out:
• Checking emails in the morning
• Staying up to date with clients/customers/products – each BDE ensures that they are in the know with the products and services that are being talked about on the phone
• Building a pipeline – building and monitoring a pipeline for each client is important, to understand what works and what doesn’t for the campaigns we run
• Following up qualified leads – Each lead that is contacted, whether by email or by phone, is qualified and we ensure that they are followed up
• Generating sales – telesales campaigns are a large part of what we do, so of course generating sales is high on the agenda as well as generating leads that are likely to convert in to sales
• Consulting campaign managers – this can be for a variety of reasons; updates on campaigns, new hot prospects, feedback on calls and more. This ensures we are all on the same page as well as encouraging constant improvement to campaigns
• Participating in general meetings (internal and client training/campaign setup meetings)
• Supporting other BDEs – this could be with campaign work or with feedback on calls
• Answering the phone to multiple campaigns simultaneously
• Reporting previous day’s issues to the campaign manager
We also asked one of our Senior Business Development Executives, Beth, what a typical day for her looked like.
‘On a Monday morning we are all in for 8:30. We have a team meeting with Owen where we can catch up on budget and targets for the week for clients and the business. We discuss campaigns, their success or where we need to improve. We often cover training aspects as well. Then it’s onto the phones!
Most of our days are spent speaking over the phone; generating sales, leads or appointments for our clients. Our campaigns are varied covering a range of businesses; each tailored both the industry and the prospect we are speaking with.
The office is a self- autonomous environment where we chose our own lunch breaks so we can work around the best calling times for client campaigns. So, after a sandwich and 45 minutes, it’s back to the phones!
There’s always time set aside when you learn a new campaign and the Campaign Manager will keep you up-to-date with the campaigns you’re on. Account Managers keep you up-to-date with your statistics throughout the week. The day then finishes around 5pm.’
Air Marketing Group
We hope that gives you a good insight in to what our Business Development Executives get up to during their day.
If you have any questions or would like to know more, do give us a call on or get in touch here. You can also find a bit more about each individual who works at #TeamAir on our team page.
