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Strategic Product Levitation
Business Lead Generation
Email Marketing Consultancy
Customer Testimonials
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Business Link Phone Day
Prospecting on the phone is not everyone's favourite activity, but Business Link, together with email marketing specialists LiaisOnline, recently found a way to make it a fun experience.
Business Links remit is to provide services to SMEs, and part of the task is letting people know exactly what services are on offer. This is done in a number of ways, but a major part of the task generally falls to the Business Link consultants, who need to make new contacts for both Business Links publications, training courses, and consultancy work.
Phone prospecting is one way of doing this but can often be seen as a chore, so Steve Cunnell, the South Berkshire Area Manager decided to liven things up a bit. Together with Jon Davey, of Liaiseonline, he created a day where a number of consultants, plus other members of the Business Link team, came together to make phone calls in order to get people to sign up to the Workforce Essentials magazine.
On the day the team were split into groups of two and given a set list to call. Each team had a target of calls to make, targets to hit, etc. They also tried to use those phone calls to make appointments to talk about the Business Link services. An additional objective for Steve was to introduce the team to the benefits of email marketing as a way of communicating with prospects.
A method of live scoring was put in place so that the teams had a minute-by-minute account of progress. The were also prizes for hitting targets; top prize of a meal for two and a "pampering day"; second prize was some M&S vouchers. On the hour the latest scores were displayed, a picture taken of the winning pairs and added to the web form for all to see as they "smiled and dialed".
Steve Cunnell was very enthusiastic about the project, he said, " We had the idea of creating something simple but at the same time motivating. Today was a definite success as we had 254 people sign up for the Workforce Essentials magazine and a fair number of those agreed to an appointment with one of the consultants to discuss future possibilities. We also had the benefit to the business of linking people who don't normally get the chance to work together and this certainly had cultural benefits."
The Email aspect was also warmly received, as the Business Link team felt that this was a more effective way of following up the calls as the potential customer got an immediate email confirmation, and that confirmation could be tailored in different ways for the different conversations that had taken place. Jon Davey commented, "I'd been looking for a way to work with the Business Link team to increase their understanding of what we offer. It's only through direct business application that the power of professional email marketing can be truly appreciated."
Steve was equally enthusiastic about this point, and he added. " The fact that we brought everyone together created a good team cohesion that we can take forward into the future. There was a definite buzz around the place and everybody learnt something at the same time."
Please contact us to discuss your opportunity further.
Jon Davey - Director
LiaiseOnline Limited
01753 852904
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