2. Entry Group Lead Generation & Qualification Services Presented by: Presented by: Charles J. Schultz Charles J. Schultz

3. Why Use Telemarketing n It’s Personal - u Lowers your channels rejection rate n More Effective - u Two way communication u Customized to clients needs u Data collection & validation process is enhanced n Increases velocity in sales process u Maximizes sales personnel’s effective selling time u Shorts the Sales Cycle

4. Lead Qualification n High quality information…...verified! u Buying influences and product specifiers clearly identified. u Project information, timing, and specifications are discussed and reported.

5. Market Data-Collection/Quality  Direct Mail, Ads - No feedback on non-responders - Pre-qualification limited - List and readership quality limited - Hard to customize

6. Lead Generation via Telemarketing n Benefits u Cost Effective - F Captures Lost Marketing/Selling Data F Timely - Information is current F Flexible - Changes are instantaneous F Targeted- Focus on your Target Markets F Promotes Customer Service and Satisfaction F Lowest Cost Per Qualified Lead

7. Verifiable Results

9. Ad - Mail Coverage versus Targeted Market Segments (Example Power Supply Co.) Market Attractiveness Low Medium High Strong Medium Weak Broad Based AD Direct Mail Programs DC-DC AC-DC Telecom Others MarketPositionMarketPosition EmbeddedEmbedded Industrial

10. Sales Process - How Does Telemarketing Fit Robert Miller and Stephen Heimen in their book “Conceptual Selling” define the sales process as three essential steps: u Collecting Information u Giving/Sharing Information u Getting/Gaining Commitment Telemarketing streamlines the information gathering process and allows the direct sales staff to approach the sales call with confidence knowing that the preliminary data has been reviewed and confirmed.

11. Traditional Sales Pipeline Gross Data Bank Filtered Qualification Process $$ Sales Process Advertising, Trade Shows, Direct Mail, Web-sites Refined Data Bank Pre-Qualified Telemarketing Leads

12. The Process F Identify Goals & Objectives F Review Available Data Sources F Prepare Custom Proposal F Customize Strategy F Evaluate Strategy & Revise After Pilot Calling F Finalize Scripts F Set Communication Protocols F Create Data Reporting Formats

13. Program Cost F Typical Program - F Initial Startup Cost F Typical Data and Program Set-up -$3000 to $5000 F Training - Inclusive F Script and Strategy Development - Inclusive F 40 Hour Pilot - $2,500 F Begin Program - 40-120 Hours/Month/$55hr. F (Minimum hours per month 40, unless under contract)