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Running an Effective Sales Lead Campaign

“Create slick campaigns to win customers and increase sales”

Who Should Attend:

A practical and interactive one/two day workshop the course is designed for business owners, sales and marketing managers, or senior staff responsible for generating leads and managing telesales.

Overall Aim:

The aim of the workshop is to help business owners, sales and marketing managers or senior staff to learn the key steps involved in running a successful sales campaign.& Participants will learn the necessary skills to help them design results driven, targeted and cost effective lead generation campaigns that will create sales opportunities, win customers, reduce the sales cycle and increase conversion rates. Topics include database marketing, direct mail, telesales, resource planning, writing telephone scripts, setting targets, measuring results & using integrated campaigns.

Objectives:

After completing the workshop, each participant will be able to:

• Develop telesales strategies to generate leads, build the pipeline and increase sales
• Choose the best options when combining telemarketing with other direct marketing activities
• Gain a greater appreciation of customer’s expectations and needs using telemarketing
• Develop a cost effective telesales approach to manage the sales pipeline effectively
• Identify, source and build “hot” prospect lists for generating sales leads
• Identify ways to qualify leads and build valuable information on various customer groups
• Design clever and slick direct mail letters and understand the power of email
• Work out realistic and accurate targets and conversion rates to achieve sales forecast
• Estimate and allocate adequate budgets and resources to run campaigns
• Select the best option for running telesales campaigns – outsource or in-house
• Utilise the power of the telephone to generate leads and develop customer relations
• Create attention grabbing telephone scripts for every occasion and get results
• Ask the right questions in order to qualify sales, manage relations and get customer feedback
• Monitor the leads at each stage of the campaign, through simple and accurate reporting
• Analyse activities to identify opportunities, improve results and get a better ROI in the future

Workshop Content:

• Define key objectives and design telesales strategies to succeed
• Benefits of using an integrated approach to maximise results and budgets
• Get to know the customer - understand what makes them buy and what they want
• vManage a cost effective sales process to create sales and build the sales pipeline
• Source leads – how, where, when and what to look for when sourcing new leads
• Database marketing – gather customer details to qualify leads and define customer groups
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• vUtilise direct mail and email to compliment the telephone for effective communication
• Write “dazzling” sales letters to grab the customer’s attention
• vEffective forecasting – set realistic targets and timescales using accurate resource planning
• vThe power of the telephone to win business and communicate effectively with customers
• Write winning telephone scripts – to build confidence with customers and generate results
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• The numbers game - set realistic conversion rates using resources & timescales available
• Ask the right questions to identify opportunities, manage relations & obtain customer feedback
• Generate leads, qualify appointments, handle enquiries and close sales using the telephone
• Measure progress – create simple but accurate reporting mechanisms
• The importance of asking for feedback, managing referrals and complaints
• Analyse sales activities – define realistic budgets and future opportunities with customers

Training method:

The training takes the form of a one/two day workshop, with group discussions, individual assistance, exercises & feedback based on individual/group needs with a course manual provided. Follow up mentoring can be provided with individuals in the live roll-out of campaigns.