1. Traditional Telemarketing vs Smart Long-
Term Marketing
The traditional approach to telemarketing is to call, try to get the appointment or lead and move
on to the next person. There is nothing wrong with that approach as far as it goes. But that is as
far as it goes. What about the prospects on your list you can't reach on the phone that easily
because they are always in a meeting or out of the office or they just don't pick up the phone.
That group of "difficult to reach" prospects usually makes up 70%-80% of your list. Your net
return on that group is going to be 0 if you use a traditional telemarketing approach. And what
about the prospects that you do reach on the phone but they are not ready to talk to you yet? That
group will make up the majority of the people you do speak with. Realistically you are leaving at
least 95% of your list of prospects on the table with a traditional telemarketing approach. That
just doesn't make sense. There has to be a smarter way to approach your marketing.
A Smart Long-Term Telemarketing Plan
The basic principle of a smart long-term marketing plan is a) to identify an appropriate prospect
list that includes all prospect companies who you would like to be doing business with, and b)
communicate with those prospects consistently and effectively until they are doing business with
you. The rule is: whoever builds up the biggest prospect list and communicates with their
prospects most consistently and effectively-wins!
There are 2 reasons why you need to communicate consistently with your prospects. First it takes
multiple contacts or "touches" to break through to your prospects and move them to the point
where they are interested in talking to you. Each contact or touch scores a certain number of
points and the points build up cumulatively until you have scored enough points with your
prospect to bring them to the stage where they want to talk to you. The second reason to market
consistently to your prospects is because of timing. One of the key reasons that your prospects do
business with you is because you just happen to hit them with the right offer at the right time. If
you are communicating consistently with your prospects, your chances of hitting them at the
right time are pretty good.
Powerful E- Telemarketing System
Phase 1: Preliminary Calling Combined with Email
We will call your prospect list with the main objective of setting face to face or phone
appointment leads for you or whatever type of lead you require. We will also obtain as many
email addresses as possible of the key decision making contacts when we are not able to reach
them directly. A series of email templates (customized with your company logo and signature)
will be developed to a) confirm the appointment setting time, b) send information after speaking
directly with the contact, and c) send information when we have received permission from the
receptionist or assistant. We will get plenty of front-end leads from the initial calling campaign

2. plus hundreds of email addresses for future follow up. You get double value from your
campaign!
Phase 2: Monitoring Email Activity and Calling "Hot" Prospects
Professional Prospecting software allows us to see who is opening your emails and how many
times they are opening them. We can then zero in Professional Prospecting follow up calls on
"hot" prospects. They opened your email for a reason. We are monitoring the email opening
activity for the prospects we did speak to as well as the prospects who we could not reach
directly on the phone but we were able to obtain their email address from the receptionist or
assistant. It makes sense to put in extra calls to reach the prospects who have shown that they are
interested in what you have to offer by opening your email, particularly those that have opened
your email more than once.
Phase 3: Follow Up Emails and Targeted Calls to "Hot" Prospects
Communicating with your prospects consistently on a long-term basis is the key to winning the
marketing battle. Remember that every "touch" scores more points. The more times your
prospects see your name and get your message-the more it starts to sink in. And timing is
everything! If you are in front of your prospects consistently, you are much more likely to be in
front of them at the time when their interest level in your product or service is at its highest. We
strongly recommend that you send a weekly or bi-weekly follow up email to your prospect list.
We can continue monitoring who is opening the emails and focus Professional Prospecting
follow up calls on the "hot" prospects.