Executive Telemarketing Process

1. What type of results do you guarantee? The answer is we can’t guarantee results. Beware of a service provider that says they guarantee “X” amount of closed sales. This is simply not possible.  Remember, the function of telemarketing is to identify and qualify opportunities from a cold list. Since our involvement ends in the identification/qualification stage, there is simply no way we can guarantee your firm will win new clients. However, we will do everything possible to provide guidance and counsel to ensure you are in the best possible position to convert these opportunities into new business.
2. What are the typical results?The answer depends on several factors. How well known is the firm in the marketplace? How much experience does the firm have with the service/industry being targeted? How consistent is the firms internal professional in making the appropriate follow ups? Assuming the answers these issues are all the most optimal, then typical results range between 4%-6%. This means that of 100 companies targeted 4 to 6 prospects will express some level of interest in your service and want to meet or take additional action.
3. What variables impact the results? . If a firm has a well researched list, supporting collateral materials, focused follow up process and consistent sales focus then they are likely to have success. Firms that don’t have current lists (or an old list), lack supporting collateral materials, inconsistent  follow up on opportunities or are inconsistent with their sales approach are less likely to have success.
4. Do you schedule appointments? As a general rule we do not schedule appointments for professionals at your firm. The reason for this is since professional services are relationship sales we feel it is important to connect your professionals with a prospects as soon as is appropriate in the process. Moreover, we believe it provides the opportunity for that individual to further qualify the opportunity. The last thing we want is for a partner to go on an unqualified meeting which results in a loss of billable time.
5. How do you represent yourself to the prospect? When speaking with prospects or leaving voice mails we always represent ourselves as an employee of your firm. The reason for this is simplification and focus. If we had to explain what Flashpoint is and why we are calling for your firm it would make things needlessly complex and draw attention away from the reason for the call.
6. Does Flashpoint use scripts?No. We do not use scripts for our calling effort. The reason for this is that no one wants to to be talked at in monotone voice. The purpose of these calls is to engage C level executives in a conversation about their current accounting situation. To read from a script would insult the prospect and not create an environment where an open discuss could be facilitated. In this regard, we do asking for talking points about the firm and where needed specific information about the service. However, this is not used as a script rather just a general guide for our professionals.
7. What happens if the prospect asks a technical question? Although everyone of our staff is experienced and understands the accounting industry, we are not experts and never represent ourselves as such. As a result, when prospects have technical questions we defer to the client.
8. What happens if the prospects asks about pricing? None of our professionals ever discusses pricing with a prospect. This is not an area we should be speaking about. When these requests come in they are directed to a member of your firm

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