proposal template
TRANSCRIPT
«Company»Lead Generation Proposal
Many Salem: New AccountsKathy Lodha: Operations ManagerShawn Chatarjee: Business DevelopmentHelen Tep: Process Manager
Progen Business ServicesLead Generation TeamSales Department
Submitted to: «First»«Last»: «Title»«Company»
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Contents
Executive Summary 3
Statement of Project Requirement 4
Objectives 5
Technical ApproachFormulating a Script 6Generating Rebuttals 7Call Sessions 8
Campaign Run Evaluation 9
Project AssessmentQuotation for Services 10Quality Controls 11
References 12
Conclusion 13
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Executive Summary
«Company» is an accounting firm located in «Business_Address_City» , «Business_Address_State» offering traditional accounting services to small and medium sized businesses in the local area. «Company» is currently seeking to facilitate a calling campaign to generate new clients through direct telemarketing. The object of the campaign is to generate interest in the traditional accounting approach incorporated by «Company» and his staff in offering low cost, hands on accounting services to prospective businesses in the immediate area.
The goal of the direct market Lead generation campaign is to achieve the following:
Cold call a prospect list of businesses in the immediate area Introduce the «Company» Firm Provide information as to the value proposition offered by «Company» Generate Qualified appointments for a personal meeting
Based on internal marketing efforts at «Company» there has been success marketing clients directly through the telemarketing approach. In utilizing a professional telemarketing firm to facilitate such a campaign «Company» is looking to utilize industry best practices and technology available to acheive better more efficient results.
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Statement of Project Requirement
Representatives
The project will require a minimum of 1 dedicated representative 4 hours daily to facilitate the calling campaign. The average calls per rep daily would be around 100-150 calls using power dialing technology to facilitate a larger call acquisition rate. These numbers will fluctuate higher or lower depending on talk times and conversion rates.
The representative would meet the following guidelines:
1. Have extensive experience in phone based sales with a minimum of 1 years experience in cold calling for financial based services.
2. Neutral English accent with clear speaking voice
3. Rebuttal and cross training
4. Excellent computer and comprehension skills.
Training
In order to facilitate a high conversion rate all representatives will be rigorously trained as to the selling points of the «Company»programs and services. The training will also encompass the current promotions, innovations or possibly a special discount for the telemarketing effort.
Training shall also cover:
1. Services
2. Rates
3. Value proposition
4. About «Company»
Technology
In order to facilitate the expedited processing of calls representatives will use Power dialers to speed up call acquisition. Dialers will clean prospect lists of any busy signals, voicemails, or disconnected telephone numbers. It will therefore feed only prospects physically on the phone to the representatives. All calls will be processed through our advanced Cisco VOIP PBX system. This will allow quick, concise and crystal clear communications to prospects. Each representative will use noise cancellation headsets with top of the line Cisco VOIP telephony. Each call will be recorded and available for review upon request to assure quality control.
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Objectives
New Accounts
The main objective of this campaign is to use a cold prospect list provided to generate appointments for «Company»to meet with prospects and open a window of opportunity to acquire new accounts. Representatives will incorporate a 30-60 second captivating pitch to generate interest and create an environment for open discussion to create a potential for the creation of a qualified appointment.
Conversion
The conversions of leads to appointments will mainly depend on the list quality provided, and with business calls the availability of respondents and capability to bypass gatekeepers. Based on the assessment of similar campaigns we have determined a minimum conversion rate based on conservative estimates of 5%. Our conservative estimates are based on statistical analysis of previous campaigns and are based on a current list of prospects that fit the service profile. After 2 weeks of campaign performance this conversion estimate can rise.
Branding
The calls generated will brand the «Company» services and strengthen it to many prospects. For those looking for additional information an email should be provided. It is in our experience that an email providing well structured information marketing the target along with a telephone follow up greatly increases conversions and appointment potential. The email and direct contact information captured can be used for monthly newsletter campaigns as well as direct marketing efforts in the future leading to conversions not calculated in our initial numbers.
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Technical Approach
Formulating a scriptScript formulation will be imperative to a successful campaign. We can formulate the script completely, although it is recommended for client interaction and approval. In our experience long sales pitches of more then 3 minutes usually lose a captive prospect and take to much time to administer causing interaction time to fall short. The scripting needs to be specific and we encourage our representatives to go off script in the pitch phase to promote an interactive dialogue leading to a qualified appointment.
Script requirement
Short precise introduction
Formulated sales script with fine points
Large pool of rebuttals
A emphasis of the traditional «Company» approach
Use of any market affiliations
Market segment targeting with multiple market specific scripting
Website referral during pitch phase for direct visual and vocal presentation when available
Email and follow up when required to increase conversions and awareness
Qualifiers
Sales questions and qualifier responses will be documented per lead for market analysis and insight per segment. Sales qualifiers will be submitted with every lead or declining prospect in reports to assess prospect list target efficiency and captivation.
Appointment Closure Analysis
As a structured handoff to «Company» will be imperative for go new account closure and sales cycle continuity an analysis of appointment metrics and closing percentages will be accounted to synergize both the marketing effort and client acquisition. Script analysis will be conducted on an as required basis to assure higher client appointment closure and steady marketing progression.
Generating Rebuttals
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With the help of your sales department and training sessions our staff will generate a rebuttal list and answers to assist customer acquisition. The rebuttal list will cover every aspect of the sales cycle from call acceptance to sales pitch interaction. The rebuttal list will be updated throughout the campaign to formulate an intuitive sales representation of «Company» to prospects leaving no stone unturned or question not prepared for.
Rebuttals Process:
Sales representative rebuttal list acquired
Representative rebuttal list created
Formal answers determined and approved
Updates to rebuttals send as added to «Company» sales contact for analysis
Knowledgebase
To insure accurate sales interaction a Knowledgebase will be created incorporating industry specific terminology to assist representatives with the information they require in a quick and easy reference. The reference will be updated as required through our interactive web portal. As new promotions or added information is required by your end it may be added to this portal so representatives can be aware of any current changes and or developments.
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Mock Call Session
In order to incorporate the right type of representative and preparation criteria, a mock call session is created with «First» «Last» before campaign launch. The mock call session provides great insight within a simulated call environment to allow for deeper pitch and rebuttal analysis. The session helps not only the client attain key points with regards to performance metrics but also allows the representative selected the opportunity for direct client interaction and instruction. The session is usually attended by the sales manager and new accounts executive in a conference call environment within an informal and collaborative approach of all parties to help facilitate the objective.
Soft Call Session
Once the mock call session is approved by «First» «Last» the next stage is the process of generating some sample calls to prospects to test the representative, script, rebuttals, and prospect list in a live environment. This is usually done within a time frame required to generate enough call recordings for client analysis. Once the soft calls are completed the recordings are then analyzed by the sales manager and «First» «Last» to access performance and analyze all factors associated with the campaign. Once the soft call session is approved by «First» «Last» the campaign goes into the live phase.
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Campaign Run Evaluation
As with any marketing campaign the initial first 2 Week launch period will be under strict evaluation. Each and every aspect of the campaign will be micro analyzed for the purpose of generating a conversion baseline. Further, all variables in creating the campaign will be rated for improvement by our internal management as well as your staff.
Evaluation criteria:
Representative performance
Call effectiveness
Sales pitch effectiveness
Appointment Generation Effectiveness
Appointment conversions
Rebuttal Responses
Reporting structures
List quality
Target setting
Once all evaluation parameters have been defined targets will be set for each area identified for improvement. These target areas will be reported daily there after till goals are reached for each level of improvement. The reports will be provided in any format required.
Project Assessment
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Quotation of Services
Representatives
Taking into consideration the requirements provided within the preliminary survey and interview with «First» «Last». We have determined that there will be a requirement for a minimum of 1 representative to facilitate the goal of the lead generation campaign.
The Lead Generation representatives will work a 5 day shift Monday through Friday for 4 Hours daily.
Table 1: Monthly Service Rate (22 working days monthly 80 Hours Per Lead rep)
Service Type Service # QuantityUnit Price Total
Generation Representatives Unlimited Calls 9823470 1 $600.00 $600.00Predictive Dialer Service Unlimited Calls 3840 1 $49.00 $49.00
TOTAL $649.00
Set up Fee
The training timeframe for this project will take 7 Business days. The set up fee assessed to bring this project online would be $199.
Provided Services
-Call Request
-Appointment Setting
-Sales
-Emailing
-Call follow up
-Prospect List Generation
Quality Controls
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To provide our clients with the best quality service we have specific quality controls set up for each project we contract at no additional charge to our clients.
Project manager
Once an account begins our implementation stage a project manager is assigned for direct communication with clients. The project manager sits in on training and conducts evaluations to make sure client’s goals are met.
Process manager
Every one of our accounts is assigned to a process manager that is trained on the project and conducts periodic checks, listens to calls, monitors performance and interacts directly with representatives to assure proper supervision.
Back up Representatives
With each representative provided we offer a back up trained to operate in the same skill level and knowledge. This is done to assure there is no down time.
Client controls
All client inputs are very important and imperative for successful implementation of any of our projects. We therefore provide detailed reporting for our client’s daily from our operations department on the process daily accomplishments. As all our calls are recorded clients can request calls for any communication made at any time to access representative performance. Our staff encourages client interaction and feedback so we can better meet goals set.
References
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Xross Motors
5912 Foster Ave
Brooklyn, NY 11234
718-702-5377
Kay Steele, President
Cross town Companies
29-27 41st Ave.
Long Island City, NY 11101
718-931-8100
Leon Lipo, Vice President
US Mitigation
140-30 Coombs Street
Springfield Gardens, NY 11413
718-301-6425
Patricia Whyte, President
Conclusion
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Progen Business Services, Inc. was founded with the goal of working and assisting small businesses. While state-of-the-art technology and global communications have provided ample benefits to large firms in virtually all industries, many small businesses have been left behind, as they cannot afford or have limited access to the same products and services. Our focus as a solutions provider is a dedication to helping small businesses acquire cutting-edge business hardware, business process outsourcing services, and direct product sourcing with a scalable and affordable pricing structure. Our partnerships with today’s leading hardware manufactures along with our offices in the United States, Canada and India have placed us in a strategic position to facilitate our mission and achieve better efficiency and increased savings to our many satisfied clients.
We thank you for the opportunity to introduce ourselves to you and learn about your business. We look forward to helping you achieve your goals!
Thank you
Progen Business Service
Lead Generation Team
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