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MBA Group Partnership
1
MBA GROUP - ESTADIA Telemarketing Partnership
Goals
Goals for the Project
- Face to Face, quality meetings with qualifying prospects
- Build Market Knowledge
- Build Pipeline
- Increase awareness of MBA Group in the market
- Build a partnership with a trusted telemarketing provider
- Create an integrated marketing strategy
- GDPR opt-ins for email marketing
Target Market
Target Market
- Healthcare
- Local Government
Question:
Data provenance and
Past data usage
Product
MailSmart
Integration
Cost
Time
Desktop to Post
Staff Efficiency
Printing - Paper, Ink, Envelopes
Staff Cost Reductions
Capital Equipment Cost Reductions
Maintenance Cost Reductions
Estadia
Estadia Market Experience
PROJECT
Project Budget
Project Budget
£39.50 + VAT Per Hour
---------------------
£1000 + VAT buys 25 hours of calling time
250 - 375 calls
Average of 3 calls per prospect
83 - 125 prospects worked
---------------------
Return on Investment Exercise
Project Length
Longer is better - Short term does NOT work
Success Graph
Telemarketing Process
- Gatekeeper call
- Decision Maker Email
- Decision Maker Call
- Follow Up Agreed (as appropriate)
- Relationship Development
Telemarketing Process
Conversations create opportunities, not sales statements!
Ensuring Quality
Qualifying Criteria - BANT Method
- Budget
- Authority
- Need
- Timeline
Call Recording
Training
Email Confirmations
Project Creation and Management
Script Development
Training
On Site / Skype
Call Recordings
Continuous Development
Script Adaptation
CRM
Joint access
Specified to your qualification criteria
Key status settings
Pipeline management
Central database of prospects and knowledge
Set tasks for all users - Follow ups and Appointments
Mobile App
- Tasks
- Progress
- Appointments
- History
Telephone System
Diary Management
Email Material
Email Confirmations
Agenda to Prospect
Support Structure
Allocated telemarketer with a trained back-up
Operations Manager overseeing and reporting
Continuous training and review
Communication
Weekly phone communication
CRM
Reporting
Live Statistics Sheet
Weekly Digest Reports for the week and cumulatively
Reporting
Why Estadia?
- Market experience
- Family business - Partnership and success matters!
- Close control
- Ongoing training provision
- Existing relationship - proven history
- Lower costs due to lower overheads
- Case studies
Service Level Agreement
Project Investment and Payment Terms
Summary and Close
Next Steps
Estadia Contact
Richard Palmer
richardpalmer@estadia.co.uk
T: 01271 446453
M: 07831 172022
Estadia Ltd, Suite 2, Artavia House, 9 Queen Street, Barnstaple, Devon, EX32 8HG