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Archive for August, 2011

Cold Calling to Win – Tips from Our Pros

Wednesday, August 31st, 2011

You can find pros everywhere – in sports, at the gym, in the arts, and even in your office.  Sales and marketing pros are those who have achieved success in the industry by creating sales opportunities and ultimately closing their deals.  One way they do this is by mastering the art of the “cold call.”  Such calls are at the core of the universe for those of us in sales and marketing.  Like it or not, we are daily faced with making them.  Instead of feeling fear (which is often transmitted to the prospect on the other end of the phone), we should dive in with the confidence these calls deserve.  Many of the opportunity developers in our office are athletes, sports fans, and weekend warriors.  These are some of their suggestions to convert cold calls into “wins” every time:

 

Mental Preparation – The Warm-up

  • Make “failure is NOT an option” your mantra.
  • Keep the end in mind as your goal.  The call is only a step in the right direction towards a nice commission check, a huge bonus, or a fancy dinner with your spouse.
  • Be prepared to get a YES!  All successful sales cold callers have a positive expectancy of their efforts.

Practice, Drill & Rehearse – Get Your Game On

  • Role-play the conversations and common objections with your boss and/or co-workers prior to the campaign.  That way you are ready when you get your prospect on the phone.
  • Have your introduction (value statement) prepared and rehearsed in advance so you can avoid those “ah’s,” “um’s,” stops and pauses.

 

Game Time – Put Your Game Face On

  • Dial with confidence. If you are timid or unsure this will likely be communicated to the caller through your voice.
  • Introduce yourself to the prospect politely and confidently.  Request his or her permission for 30 to 50 seconds of their time.  You don’t have much time to make a 1st impression.
  • Speak clearly and distinctly.  Try to match your tone to that of the prospect on the other line.
  • Remember to LISTEN. We have heard some pros on the phone that interrupt a prospect while he or she is speaking. It is said you can’t learn much while you are talking.  2 ears, 1 mouth.

 

Embrace the “No” – The Cool-Down

  • Don’t let the “No’s” get you down.  Keep in mind that “No’s” are necessary, too.  If everyone said “yes”, there wouldn’t be much use for “salesmen/saleswomen.”  Also, the commissions would hardly be motivating.
  • Every “No” leads you that much closer to a “Yes” in the funneling process.  When you hear a “no” rejoice and say NEXT!  A “YES” is coming.

 

We hope these tips will be helpful for you as well.  OnTarget Partners’ team of seasoned sales pros and veterans successfully run outsourced marketing campaigns for our clients on a daily basis.  Give us a call if you would like to find out more.

-Jennifer

Jennifer Hanford is Social Media Coordinator for OnTarget Partners.

 

Data Cleansing and CRM Implementation

Wednesday, August 24th, 2011
What is the best way to cleanse legacy data, and move over into a new CRM? Yes, it is a question that marketing professionals have struggled with for decades. In examining your current sales data, it is critically important to take a holistic view of all of your data. What records are still valid? What is the current corporate structure? Have any mergers, acquisitions, or divestitures occurred? What about name changes? Are the target contacts still at the company, and how has their role likely to have changed and to what? Data cleansing must precede your CRM implementation.

Unfortunately, there are no short-cuts to this process. What is needed is a systematic, repeatable, accurate, and verified process to assure the highest accuracy possible. With so many other responsibilities, and tasks, it is highly unlikely that a company should attempt, or will succeed, in handling this function without outside help. You need a company with experience to assist – allowing your marketing team to think strategically, and freeing-up your sales teams to focus on filling their sales pipeline, and closing the deals “closest to the cash.”

Book It | For Bus Dev Pros and Others

Tuesday, August 23rd, 2011

Books, books, books — love them or not, they are a part of your life! From your first days in school until your last day on earth. Even if you don’t read, someone you know does. Just go to your local library or bookstore and see for yourself that there is no shortage of:
1. Books or
2. People who read books
Borders Group filed for bankruptcy earlier this year and recently announced plans to close and/or sell its stores and/or liquidate. I have to wonder if one of the reasons for their demise was their lack of innovation. Barnes & Noble came out with the Nook; Amazon.com came out with the Kindle; Borders came up with nothing of the sort – unless you count the Kobo (which is debatable). There are rumors out there that books as we know them today will become a thing of the past. I agree that this is probably true since the world seems to be going paperless at an astronomical rate.
It is becoming increasingly difficult to stay ahead of the game. Something that may have seemed like a crazy idea a few years ago could be the next best thing. A person can no longer think of ideas as impossibilities…anything is possible. If nothing else, you can find a good book to read…or download.
We have a group of researchers here at OnTarget Partners who stay on top of the latest events in the business world that could impact not only the overall marketing environment — but also the marketing environment of your company and customers. Would you like to find out more? You can check us out at http://www.ontargetpartners.com/customresearch.html.

-Jennifer Hanford is a Social Media Coordinator for OnTarget Partners.

Custom Research – The Foundation of Your Market Penetration Strategy

Tuesday, August 16th, 2011

Have you ever “googled” yourself?  Your company?  Chances are that the research team at OnTarget Partners has!  It’s truly amazing what you can dig up on the Internet these days….you can find out all sorts of stuff about people and places that you never have thought of finding out, until you find it.  Research is truly the foundation…and the heart of…market penetration strategy.  Knowing who you should be reaching out to certainly has importance, but having some knowledge beyond that name is simply invaluable.

The research team at OnTarget takes pride in not only finding the data that our clients specifically request, but we often go above and beyond by using our own unique system.  It goes back to finding out the stuff that you would never have thought about finding out, until you find it.  Sure, there are plenty of firms out there that sell (outdated) lists of names with phone numbers and email addresses.

But, how many of those lists can tell you that the CEO of “XYZ Company” went to college with the Board of Directors of “ABC Incorporated”?

Can those other lists tell you that the CFO of such & such Fortune 500 company has identical twins attending college on a merit-based scholarship?

I don’t think so!

That’s one of the things that sets our research apart.

Our research contains not only what our clients need, but we can also go an extra step (or 10) to find out additional information.  On top of it all, our researchers really enjoy what we do and have fun digging through the layers of the internet to learn more.  We seem to learn something new everyday….sometimes more than we bargained for!

Our clients use the marketing intelligence we offer to help them get ahead in their marketplaces, increase their revenues, and improve upon their due diligence.  We can provide you with the custom research and contact data — wouldn’t your organization benefit from the additional knowledge we can offer by having a robust list to use within your market penetration strategy?   That’s what we’re here for – we can find it for you!

-Jennifer Hanford is a Social Media Coordinator for OnTarget Partners.

YouTube and Marketing | Promoting Your Brand Online

Monday, August 8th, 2011

We live in a “video world”.

We turn on the news at night, and we see insightful, provocative images produced by amateurs with handheld video recorders.  When you think about it, it really is amazing.

Marketing in this video world requires new skills.

We, as business development professionals, must learn to communicate our message in that video format, and to do so successfully, create the content that teaches, motivates, and connects with our target audience.

Here is one of our recent videos, produced in-house, that discusses Custom Research.  For those of you who have never been in front of the camera for one of these, I can tell you it is a bit intimidating and fun!  I hope you enjoy the show.

-Ed Trachier

Ed can be reached at 214-618-4960, or via email at trachier@ontargetpartners.com

 

Above and Beyond – Custom Research for the Business-to-Business Marketplace

Wednesday, August 3rd, 2011

How would you react if you held a job in sales or marketing, sat down at your desk to start a busy day of making calls, but soon discovered your database was completely outdated and incorrect?  It might cross your mind to just go back home and try again tomorrow.  Or you might start trying to find some pertinent leads on your own.  Unfortunately, the latter alternative (and the former as well) would certainly impact the number of calls you are able to make, as well as the number of opportunities you could potentially set up in one day.  Surely there is a better choice?

 

I oversee the research department at OnTarget Partners.  One of our research department’s main goals is to produce high quality deliverables in the form of lists of contact data.  These lists are diligently prepared and thoroughly verified specifically for our clients’ needs.  The lists the clients receive from us then allow them to have the confidence to jump right into their own lead generation strategies; we’re also delivering extra time and efficiency to them in the process.  There is always a definite need for those things.

 

So, you may be wondering, “how does OnTarget Partners accomplish this”?  Although our methods are not patented or unique, they are still part of our proprietary protocol…giving away our secrets would be like a fast food restaurant giving away its special recipe.  It’s one of the ways we like to go above and beyond for our clients.  In the meantime, here are a few helpful hints if you would like to start your own lists:

 

1)    Set up your database:  It should include the companies and potential titles that you would be interested in talking with about your solution(s).

2)    Review and revise:  Check to make sure you know something about the companies on your list, such as their industries.

3)    Make your list manageable:  Of course you would like to talk to everyone in the world about your solution(s), but it is unlikely that can be accomplished in a lifetime.

4)    Find your leads:  Match up your titles with real people.

5)    Repeat as often as necessary:  Keep your ideas open and flexible.

 

So now you are ready to embark on your marketing campaign.  Or perhaps you are thinking about companies that can provide you with a list of names.  OnTarget Partners offers free consultations: http://www.ontargetpartners.com/customprospecting.html

 

We have been successful in assisting multiple clients in various industries with their lead generation goals.  It would be a pleasure to find out how we can help you and your business go above and beyond as well.

-Jennifer Hanford is a Social Media Coordinator for OnTarget Partners.

 

The Art of Marketing and Tattoos

Wednesday, August 3rd, 2011

Art is subjective but everyone likes to look at something. Impression pieces, still life’s, statues, glass art and so many other genres of design exist because humans crave beauty. If you buy a painting that you simply must have today, and despise it in 5 years you can sell it, donate it or dispose of it in any way you choose fairly simply. What about art you can’t get rid of?  What about a tattoo?

Roughly 14% of all the people in North America have at least one tattoo. That is a staggering amount of permanence. Yes, you can have a tattoo “removed” but instead of a colored in picture being there you will have a scar in the shape of that picture- so essentially a colorless tattoo. No longer are tattoos reserved for prisoners, gang members and bikers. Women and businessmen make up 70% of the tattooed population in North America.

Tattoos originated as tribal art. Badges of honor to set apart warriors and people of significance. Tattoos took on a bad rep when the communists unfortunately began using them to mark concentration camp detainees. After that it became edgy and sort of counterculture to be tattooed. Prisoners get them in prison from make shift and dangerous “needles” composed of pen parts which jam pen ink under the skin to denote various affiliations and religious beliefs. Gang members all don the same allegiance or logo to whatever gang they pledge loyalty to. A teardrop tattoo signifies a kill for the wearer. All pejorative connotations.

The negativity of tattoos starter to change in the 90’s when they started to become a little more mainstream. Perhaps the idea of emblazoning a logo, name or image for life was the ultimate show of loyalty and  could done in a positive light. Rebellion in inked images on a bicep was the new black. Now, in 2011, tattoos are so mainstream they are on what appears to be even the most conservative professionals, clergy and military. A tattoo on a forearm does not strike fear in all who see it, instead it has become quite accepted.

A tattoo is administered by shoving pigment in a nontoxic base medium under the skin by use of a group of needles attached to an apparatus called an “iron”  or “machine” by the professionals. The “inks” float towards the top of the skin a few days after the initial embedding which is the time where the tattoo “settles” and finally leaves behind a flat and colorful scar in the shape of whatever your heart desires and virtually any color you can conjure up. There are even inks that will glow under black light, and ones invisible until a black light illuminates them.

The “real estate” with which a tattoo is placed is limited. We cannot grow extra skin so if you decide to ink your back with a scene from the Titanic, that is about 10% of your body that cannot be re-inked. Of course there are cover ups. However a cover up is limited to the original shape and color of the tattoo- nothing covers black and a cover-up is a re-scarring of the original scar so it is difficult to make it as “nice” as the first one.

Tattoos do hurt. It’s an injury to the skin. Oddly to almost every person I know who has one the pain is not bad enough to prevent the second and subsequent additional tattoos. I have heard more than one person say they actually crave the pain of a tattoo.

So how do you decide what it is you want on your body forever? There are dozens of pictures in a tattoo parlor on the walls called “flash”. These are the most common images people get tattooed. Letters, hearts, pin ups, flags etc. If you want something custom you can draw it yourself or ask the artist to do so for a fee.

A tattoo artist will tattoo your face if you really want it there but a good artist will do whatever they can to talk you out of that. In the UK if you have a facial tattoo you are considered unemployable. Eyelids, tongues, fingers, palms, soles, lips and basically anywhere you can think of is tattooed on someone somewhere. I recently saw a picture of a man who had hi eyeball tattooed. That is either certifiable lunacy or real commitment to a design choice.

Most tattoos are meaningful to the owner. Some are the result of a night of too much alcohol and false brevity. It isn’t cheap to get one either. The average price for a tattoo in the USA is $75/hour. If you seek a famous artist the prices can spike to $1000 an hour. When you see someone with “sleeved” arms or an entire back piece know that they either are good friends with a tattoo artist, an artist him/herself or spent a small fortune on the art.

Of course some tattoos go bad. So many people have tattoos of their spouses who later cheat or leave them, names they end up despising and images that later take on a different meaning to them. Sometimes the artist messes up beyond repair. There is the case of the Notre Dame football player who wanted “Fighting Irish” across his back and his less than observant artist tattooed “Fighting Irish” instead. In a case like that there is little to do but suffer the pain of laser removal, which will leave a whitish outline of the original mistake. A portrait of a loved one can be a constant reminder of a mistake if the picture is not done right.

If you ever decide to permanently scar yourself make very sure the picture is something you can live with; the person doing the job is sober and professional and especially clean. It is with great caution you should allow a non-medical professional place several thousand tiny needle sticks into your flesh. If you already have one take good care of it! Keep it from getting too much sun, injury or burn. Like any art it can get weathered, fade and morph into a blob of color or black inked mess. Too much detail or incorrect ink depth can cause issues down the road as well. The average tattoo is pristine for about 10 years. Many people find they need to recolor the area after that. Re-scarring the design is painful. It can perk up a faded tattoo but the amount of times that can be done is quite limited. Maybe getting your first tattoo at 18 is not the best idea?

The most common brand tattoo is that of the Harley Davidson logo. It helps that bikers for years were the most significant demographic of the tattoo world, but Harley remains the most tattooed logo to date. Superman’s “S”, the Batman symbol, and the American flag follow in logo popularity.

OnTarget can help the business world get to know your company logo. Stop by www.OnTargetPartners.com and check out our business solutions to see what we can do for your company.

-Debra Bertolino Waring is a Social Media Coordinator for OnTarget Partners.

Outsourced B2B Marketing and Sales Companies

Monday, August 1st, 2011
Ed Trachier

Ed Trachier, CEO

As an insider, I have a unique perspective of outsourced b2b marketing and sales companies.  Competitors of OnTarget Partners generally fall into four categories:

1. Full service boutiques

2. Pay for performance appointment setting firms

3. Onshore/offshore telesales organizations

4. Market and marketing research companies

Generally, the clients we work with have a good grasp of the markets they operate in, and have a robust marketing department with qualified and capable people.  Offshoring is usually not an option, as the typical target contact we develop is in the c-suite or at the VP level.  Also, our clients are not looking for “meetings” or “appointments”, but, rather, true and qualified sales opportunities with the right prospects at the right time.

OnTarget is a full service boutique.  We pride ourselves on offering extreme customer service and excellent results that will consistently produce marketing spend ROI.  When choosing a partner in the outsourced b2b marketing and sales space, OnTarget and our clients believe full service is the only way to go.

Ed can be reached at 214-618-4960, or via email at trachier@ontargetpartners.com