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Mike Grzegorek

Telemarketing 101 - 150. Mike Grzegorek. Mark Grzegorek. 10 Years at ADP ADP among the best marketing companies in America (8 billion) Numerous President Clubs as both a Sales Rep and Sales Manager. Mark Grzegorek.

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Mike Grzegorek

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  1. Telemarketing 101 - 150 Mike Grzegorek

  2. Mark Grzegorek • 10 Years at ADP • ADP among the best marketing companies in America (8 billion) • Numerous President Clubs as both a Sales Rep and Sales Manager

  3. Mark Grzegorek • Vice President Chicago Health Consultants • Zero to 200 customers in under 18 months • Telemarketing Expert!

  4. Make More Money Telemarketing - Why Do It?

  5. Telemarketing - As A Plan • Make selling easier • Differentiate you from competition • Drive Higher ASP • Improve you & your organization

  6. Telemarketing - Why Do It? First Step in building a new customer relationship: • Converting Suspects to prospects • New sales Better understand your existing customers: Additional Business(AB): • New applications • New printers (additional & replacement) • Additional Sales

  7. Plan of Attack Measuring Results Components: Profiling & Canvassing Role Playing: Techniques & Take Aways Today’s Agenda

  8. Profiling - Gathering data necessary to build credibility prior to calling a decision maker. • Canvassing - Calling the decision maker(s) armed with the information gathered while profiling, to effectively develop a value statement specific to the company’s needs. Definitions

  9. Company Demographics: Components - Profiling - What the customer does - Company size & makeup - Hourly component - Decision Maker(s) (Owner, VP mfg, HR, Operations) - Web Site

  10. Components - Profiling Company Systems & Processes How do they control the workplace: - Access Solution - Visitor Registration Book - Badging Solution - Time & Attendance - Payroll

  11. Examples • Internet : - Web site - - • (getting data) Collecting Information

  12. Managing Your Activity

  13. Now The Fun Begins • You are armed & dangerous • You have the information • Now use it! • Have a plan and a goal

  14. Pick up the phone baby!!! Pick up the phone baby!!! Pick up the phone baby!!! Components - Canvassing • Prospect versus Customer • Setting up the call • Differentiate you from Competitors • Gain Prospects attention • You know about their company • Get an Appointment! Reasons why they want to meet with us

  15. Value Statement • Time & Attendance - Nothing - Kronos - ADP - Other • Badging • Access - Key vs. badge - Key replacement

  16. Role Playing • Sales Rep, Prospect & Facilitator • Credentialing • Rapport Building using profiled data • Value Statement • Get Appointment

  17. Role Playing • Best Widgets • Syr-Tech • Profiling has already been done.

  18. Role Playing Best Widgets has been in business for over 20 years. They are a family owned business. The owner Bill Bangtson is interested in control without spending. He generally thinks a technology change involves multiple thousands of dollars. His expertise is in widgets not technology. Received this data after talking to Shelly in payroll.

  19. Manufacturing 45 High quality widgets Manual T&A, Honkamp Krueger Accounting Keys for entry No Badges www.bestwidgets.com LaGrange, Illinois Role Playing Business Type # of employees What do they produce? Systems? Web Site Located

  20. Role Playing Syr-Tech Perforating has been in business for 25 years. They manufacture perforated metal for a number of customers. They also manufacture steel benches and steel pegboards. They have a manufacturing system used to get information on product cost. When you enter their building, they have a telephone based reception area. The owner is Lenny Heflen and is taking the business over from his father.

  21. Manufacturing 70 employees 2 shifts Metal perforating & benches ADP payroll Off brand manufacturing system ADP time and attendance Keys for entry No Badges www.stech.com Glen Ellyn, Illinois Role Playing Business Type # of employees What do they produce? Systems? Web Site Located

  22. Set goals - Profiling Goals - How Many contacts & Completed Forms - Mailer - Canvassing Goals • Review goals weekly Measuring Results

  23. Measuring Results • Inspection • Inspection • Inspection • AKA Inspect what you expect (or suspect)

  24. IDT Tracking

  25. Define Market - 50 – 500 employees - Local to your office • Make it Fun (contest) • Competition in office Implementing a Plan

  26. Everybody Likes Their Efforts Rewarded • Lunch • Gift Cards • Plaques • Recognition among their peers

  27. Telemarketing 101 - 150 Mark Grzegorek

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