If you have a need to open doors, and have the word spread to the right people, on your company’s behalf, The Connector can do that for you.
We work well with companies who have been generating sales successfully for themselves but who don’t have enough or a dedicated sales resource to continue to grow. Alternatively, they may have placed their faith in hiring a sales professional, and it hasn’t worked out. Often the business owner has been the sales person and is happy to visit or connect with qualified prospects, but doesn’t have the time, skill or inclination to find those prospects.
We provide a low risk, consistent and proven approach to generating leads on your behalf, which you then convert into sales. We can continue to do this until such time as the revenue justifies you hiring your own sales professional.
What do We offer?
We offer a modular approach and and will work with you on what your priorities and budget determine is best.
Creating a call campaign, where we contact your prospects on your behalf, and invite them to take up an agreed offer (eg event invitation, free assessment, demonstration) Refer also Lead Generation, Marketing Campaigns and Testimonials.
A call to an audience who for some reason are already aware of your brand/offering.
Word of Mouth
We can coach you on how best to work with your greatest advocates; your happy existing customers. This includes setting up referral programs, providing a sales campaign and marketing collateral for your customers to refer you. We teach you to establish a process of making a request for them to recommend you into their network Refer also to Testimonials.
We can coach you or your staff on how to maximise your chance of converting your qualified leads into sales. We can also, train on cold calling, which is essentially based on addressing belief systems, managing expectations and providing essential resources. After your sales processes are well established, and you are ready to recruit a Business Development Manager, we can guide you though the process, and support and coach your staff member, once appointed.
In order to understand where measurable enhancements can be made, we carry out a review of your current sales approach. We often find a willing ‘guinea pig’, someone in your target audience, but unknown to you, and happy to participate. We then go with you to meet this prospect, and observe how you sell. We would also look at your collateral and encourage our new prospect to give us frank feedback about how your brand and offering comes across, both via your collateral, and your visit. We also review your sales tracking system (eg call cycle/CRM) . We then present this valuable feedback to you.
One of the major pitfalls of selling, is not understanding who your market are. Additionally, if we are conducting a targeted call campaign on your behalf, we need a large number of qualified leads to ‘work through’ in order to make the best use of our time, and complete as many meaningful conversations as possible each hour.
We are able to take your existing lists, and leads from other sources (eg purchased databases, our contacts, LinkedIn, trade bodies) and compile a list of prospects on your behalf.
Just as important as qualifying a lead, is qualifying out a lead. We will understand your key criteria for an idea client, and apply it rigorously to the list.
Managing the information and process around sales is key. Whether you currently use a simple spreadsheet, Microsoft Outlook or a fully fledged automated CRM, we can review how you are capturing and leveraging data. The most simple changes to your process can result in increased sales. Our main objective is to minimise rework, set up processes, ensure accessibility to key information and ensure that your call cycles are closely managed.
There are a large number of both formal and informal networking groups available across New Zealand. These range in format from yearly subscriptions to tightly managed breakfast meetings, to casual after 5 industry catch ups. Of course there is also your and your staffs’ (and supplier and clients’) networks, which if approached respectfully, can be a powerful source of leads. Networking can also be very time consuming and expensive. We can work with you to evaluate the best networking events for you to join, and refine your approach both in this professional capacity and informally