F.A.Q.'s

Problem: We called hundreds of companies about our product and got very few appointments. It’s very time consuming, and doesn’t seem to produce results.

Solution: After gaining an understanding of your product, and your key markets, Blueberry Marketing Solutions Ltd source targeted, accurate lists of data to call from. This list is the key to a successful campaign, and is collected specifically for your company. After calling the list and identifying key decision makers and business needs we are able to provide your sales team with appointments with relevant, interested people within the companies. With your sales team now free to sell, you can improve your rate of closure and avoid wasting time on irrelevant or inappropriate appointments.

Problem: We told people about our product and they said they weren’t interested. Later they bought from our competitors.

Solution: Successful selling involves short, medium and long term targeting. While many appointments and sales opportunities can be closed by calling at exactly the right time, others may take time to warm to your products or services. This could be due to the decision makers involved, the procedures within the target company, or perhaps the changing business needs of the company itself.

The most important thing is to manage these medium and long term processes so that opportunities are not missed. You will want to avoid planting the seed of an idea when speaking to a company, only to have them buy the product from your competitor six months later as you forgot to follow up.

Maintaining contact, obviously, is not about constantly harassing a customer, but is about understanding their needs and processes to know when to make contact, and the approach that should be used. By keeping track of the queue, and following up calls appropriately we can help maintain a steady flow of sales opportunities. By using a clear call logging system and detailed comments all members of our team are able to assess when to contact potential customers make appointments for your sales team.

Problem: We outsourced telemarketing to a company in the past, and didn’t get the results we expected.

Solution: Outsourcing this aspect of your sales process is an excellent way of freeing up your sales team to get on with selling but it is very important that lead generation is approached properly. Many companies will get students or temporary staff with scripts to makes calls on your behalf. This leaves your name associated with either pushy or disinterested cold calling, a big turn off for your target companies and a waste of potential opportunities. Blueberry Marketing Solutions Ltd takes the time to fully understand your products and your company. Using this information we identify your key market and develop an approach that accurately represents your product and secures qualified, relevant leads. Anyone calling on your behalf will have a detailed understanding of your company, and your name will be associated with knowledgeable, professional, targeted calling which shows a genuine interest in using your product to the benefit of the customer. We get results by conveying our knowledge and enthusiasm of your product and presenting in a way that appeals to the needs and concerns of the appropriate decision maker.

Problem: If we hire you to run our campaign you might sell leads to our competitors, reducing the value of the appointments we get.

Solution: The key to a successful campaign is accurate, targeted data. This data is sourced after consultation with your company, specifically for your needs, and as such, belongs to your company. In order to avoid conflict of interest your data is only used to generate leads and appointments for your company. The targeted approach used in calling would mean that it would be irrelevant and inappropriate to use this information for any other company’s campaign. We believe it’s unethical to sell one lead to a number of competing companies, and wouldn’t want to risk our reputation on providing low-quality appointments.

Problem: We spend a lot of money on marketing, but seem to lose customers as fast as we can gain them.

Solution: It is obvious that keeping existing customers is more productive and cost effective than constantly chasing new business. Too often marketing strategies focus solely on attracting new business, leaving your current customers to fend for themselves or take their business elsewhere.

Blueberry Marketing Solutions Ltd can manage the process of keeping contact with existing customers, identifying and addressing their changing needs and concerns, and keeping opportunities alive for you to present new products to customers who already do business with you. As with managing lead generation this is not a process of harassing customers, but of understanding the needs and cycles of their business and contacting them at the right time with the right approach that gives you the best opportunity to sell your product.

We can also work through the results of previous marketing campaigns, taking a fresh look at potential customers who may’ve been lukewarm in the past, but with changing needs or a more targeted approach may be more receptive to your product. Again our clear system of grading and recording calls allows these data to be collated in a clear, usable format. This will generate return from past endeavours as well as putting in place a process that can be used to get results in the future.

Problem: If we end a campaign with you, you’ll have all our data and the results from your calling. We’ll be forced to continue working with you in order to avoid being back at square one with potential customers.

Solution: While calling, our team will record details of the level of interest, the key decision makers, and other relevant information that may help your campaign. We keep track of interested contacts and make the follow up calls necessary to secure appointments. All this information is collated and graded, providing a simple, clear system that enables easy identification of future sales opportunities even if your campaign with Blueberry has ended. These data are specifically collected for your company and can be used for any other future marketing strategies.

We operate as part of your company, calling in your name and sending emails from your domain if appropriate. This means just by calling we are spreading your company’s name and providing overviews of your products, which can generate business further down the line.

Problem: You make great appointments for us, with companies we want to work with, but we can’t close any business.

Solution: Whether you are a new company with a great product and little sales experience, or an established company with staff that need to perform sales duties, training is an essential element of getting results – and revenue – from your team.

Blueberry Marketing Solutions Ltd has extensive experience in sales, in a wide range of industries. Our training is designed to demonstrate and explain successful techniques selling. This process involves identifying and targeting potential customers appropriately. Understanding the pressures and responsibilities faced by your customers allows you to explain your product in terms of how it can address those concerns and help them do their job.

Problem: We ran a seminar, thinking we can present our products to a group of people at one time. It was only half full and no one came back to us afterwards to purchase.

Solution: Seminars are a great way to present your products and services to a number of interested people at one time. The problem is they are not a great return on investment unless they are fully booked. By contacting a list of potential clients we can identify and secure bookings from interested people to ensure your seminar is well attended.

Sending out written invitations to people is a good introduction, and a soft way in to many companies who may not be receptive to ‘cold calling’. If you don’t receive a reply though it could be for a number of reasons, which cannot be determined without calling and contacting the people directly. Perhaps the invitation was never received by the relevant person, or the time doesn’t suit their diary, or the location is inconvenient, or they have a business strategy that means your product may be relevant further down the line, but isn’t appropriate at the moment. By speaking and, more importantly, listening to the key decision makers we can secure more attendees for your seminar and also identify other opportunities for future sales appointments or seminars.

Another important aspect is the follow up from the seminar, if everyone attending is left with only brochures and contact details you will see a much lower return than if those contacts are kept warm, contacted for their ideas and impressions of the seminar and ideally booked for an individual sales appointment.

Problem: We have a list of companies we would like to contact but it’s getting old. We keep sending information to the wrong people or to companies that are no longer appropriate.

Solution: Over time companies change, staff come and go, and businesses change hands. Having accurate, clean data ensures that your marketing campaigns are appropriately targeted and returning the best possible results. We provide database cleaning services to improve the results you get from your marketing campaigns. We call through lists identifying and correcting names of key contacts within the company, company size, address and even the name of the company to ensure data is up to date.

Problem: We think our product is selling well, but have no real idea of what the market is like, or who the competition is.

Solution: Blueberry can conduct the market research you need, either to identify new markets or to consolidate your position in existing markets. Services include:

• Market Share Analysis – quantifying your company’s share of the total potential market available, identifying areas you are succeeding in, and areas where future marketing campaigns can be focussed to enhance your returns and increase market share
• Competitor Analysis – determining the strengths and weaknesses of competitors in your industry. In some cases this may involve conducting initial research to identify who those competitors are. Analysis involves defining the strengths and weaknesses of the competition and defining marketing strategies to exploit these in order to gain market advantage
• Trend Analysis – researching the changing buying patterns of your customers and prospective customers. Understanding the current needs of your market enables your products to be positioned appropriately in order to fulfil those needs. This leads to more targeted and more effective sales
• SWOT Analysis – defines the Strengths, Weaknesses, Opportunities and Threats related to your product or campaign. By identifying these elements and understanding how to work with them, effective marketing campaigns can be developed, and the value of targeting specific markets can be accurately compared.

Problem: We miss out on sales opportunities because we get calls while we’re in meetings, on the road or not at work. If we take all the calls we have no time left for doing business. If we concentrate on our core business we upset existing customers and lose prospective business.

Solution: By outsourcing your inbound customer services and sales enquiry calls to Blueberry your customers’ calls are dealt with in a polite, professional manner leaving you with quality sales leads and satisfied customers.

We answer the phone in your company’s name and provide customers with the same knowledgeable level of support you currently have in place. By outsourcing your inbound calls a larger volume of calls can be handled and more opportunities can be identified. You are freed up to follow the quality sales leads, assured that time away from the phone is not costing you any potential business.