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What about names for calling?
Do you have a list of qualified
names to call? If not, you could waste a lot of money
on 'cold calling' people that are not interested. A
qualified list of names will save you time and money.
What is a qualified name? This
is a person that may have an interest in the product
or service you're offering. You can obtain a good list
of potential buyers from a reputable list broker. You
can request specific demographic and psychographic (lifestyle)
qualifications to match your existing customers. For
example, you may know that your existing customers have
a certain household income, and fall within certain
age categories. They may be homeowners with identifiable
hobbies. The more information you have about your customers
and potential customers, the more successful your campaign
will be.
Do you have enough names to
make calling productive? Generally, teleservice companies
have a minimum-calling hourly amount. ABT has a 50-hour
calling minimum, which equates to approximately 1,000
names. A minimum is required due to the amount of time
and effort required to prepare a program for our calling
floor. This amount of time gives us an opportunity to
make adjustments or improvements to the campaign, and
allows us to call through the names 2-3 times and reach
a 60%-70% penetration level.
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