Case Study. Face to Face Cold Calling.
Updated: Nov 1, 2020
Professional Services strategy plan
Face to Face Cold Calling. 3 phase plan
This example - An Employment Agency (Strategy applicable to most industries)
Challenge To continually increase the amount of Job Vacancies from local employers.
Action 3 phase, Sales and Marketing Plan, designed and implemented.
Doubled revenue in 12 months
Awarded 3rd best branch nationwide (initial ranking of 113 of 120).
3 Phase Plan then used as Blueprint for all Sales Training
Action – 3 phase, Sales and Marketing Plan
Phase 1. In a Digital Age, hardcopies achieve ‘cut through’ Hand deliver Branded Sales Folder to all local businesses, containing; (1) Letter, listing all Services, (large type in Plain English) (2) Brochure. (3) Call To Action form (available on website) Record the name of the recipient and your Contact Always be friendly, courteous and smile
Phase 2. Follow-up phone call to your Contact. 2 days later Do not leave a message, it’s your responsibility to call back, each time you call back you are advertising your company name.
When you visit – do not talk about your services. Listen and ask questions about their Business. When they need staff, say, “I can have 3 ready to be interviewed by you, at my office in 5 days time”. (see First Call Resolution article)
Unable to Visit – speak to your Contact and Call Back every 3 months.
When Job Vacancy received, thank them and request site visit (to understand their workplace culture). Most will not want you to visit, but your offer, reinforces your grit and professionalism.
Phase 3. (Final phase) Constant Follow Up (1) Advising about government monies for staff training (2) Create and deliver a local business directory. Highlighting their Niche (3) Deliver an Industry specific article (4) Offer a free Interview Room
The above ‘System’ involves building relationships, not Selling.
NOTE – the above system will only work if you constantly realign your internal work practices to serve your clients (Employers and Job-seekers). Failing to do this produces ‘Policy and Procedure Creep’ – alienating your clients and strangling your revenue growth.
Contact James for further details