Prospect JumpStart
Prospect JumpStart is an intensive, integrated demand generation program composed of proven methodologies and materials.
Message
- What do you want to sell, and what are the key messages that will resonate with the target audience?
- Meet with marketing and/or sales team to identify the opportunity and the most appropriate message
- Opportunity to test two different offers or product/service positioning
Target
- Build a qualified list with information about the prospect and their job function
- Verify accuracy of existing database contacts or build contact list based upon targeted prospects
Engage
- Send a “door opener” to the prospect
- Create a highly targeted direct mail piece that gains attention and initiates contact with the prospect
Soft sell
- A skilled team of telemarketers elicit information on prospect’s stage in the buying cycle
- During this process targets will be ranked upon readiness to buy
- If two offers are used, determine which has most effectiveness
- Objections to product/service will be noted
Follow-up
- Send a follow-up to gain mindshare
- Use information gained to send a personalized letter
Transfer
- Turn over all information to sales
- Provide information needed to nurture prospect or close sale
Add-ons
Feedback
Following the implementation of the JumpStart program, we will talk with the sales team about the responses and their follow-up interactions. A second round of calls will be made to obtain the specific information requested by the reps and more narrowly focus on the appropriate sales messages.
Nurture
Appropriate for complex sales that involve long buying cycles, this year-long program provides ongoing contact with the prospect to move them towards the sale. After completing the initial JumpStart program, prospects will receive a variety of “touches” throughout the year, consisting of a follow-up call, email and direct mail. Emphasis is on providing valuable information that makes the touches valuable to the recipient. Touches take place every six weeks.
