We won’t be telling you anything new by saying that business prospecting is vital for every company wishing to sustain its activity and those that don’t prospect constantly are destined to decline, or even disappear.
Beyond having a competent sales team, the problem that arises is the time spent prospecting , because it is a very time-consuming activity .
A business manager can therefore legitimately ask himself the question of whether or not he should outsource this prospecting .
What exactly is commercial outsourcing?
Commercial outsourcing , also called ” outsourcing “, consists of a company entrusting all or part of this commercial function, either previously carried out internally, already entrusted externally or newly created, to a specialized external partner such as CD PUB.
Why outsource your sales force?
Outsourcing your sales force has many advantages:
- ✔️ Sales development : Understand the economic and commercial situation of the market on the ground and identify customer needs (e.g. sales representative, teleoperator)
- ✔️ Economy : Control and reduce your company’s operational costs and thus improve activity ratios
- ✔️ Save time : Focus your thinking and investments on your core business => Tailor-made recruitment and human resources management by the service provider
- ✔️ Ease : No more worrying about practical aspects (vehicles, IT, telephony, sales tools, etc., everything is taken care of by the service provider)
- ✔️ Profitability : Improve performance, improve quality and standardize processes
- ✔️ Flexibility : Choose a suitable hourly contract (seasonality, peaks in activity)
- ✔️ Adaptability : Train a sales representative in your image
- ✔️ Development and satisfaction : Build new customers and retain existing customers
At CD PUB we understand this well, which is why we provide you with several types of sales force:
- an outsourced (permanent) sales force for your prospecting, sales, follow-ups and advice
- a supplementary sales force (commando) to temporarily reinforce your sales team
- a telephone sales force for customer acquisition and retention
(You can take a tour here to learn more).
Case Study: Telemarketing for a Car Dealership
Prenons un cas concret d’une opération de force de vente téléphonique.
Via notre partenaire, nous avons mis en place un Call Center pour un de ses clients (Concessionnaire automobile) dans le cadre de ventes privées se déroulant courant Juin.
Suite à une campagne d’emailing, les téléopérateurs CD PUB ont contacté les clients VIP de la concession pour les inviter à cette vente exceptionnelle de véhicules de stock : gestion des appels entrants/sortants, actualisation de la base de données clients/prospects, recueil d’informations précises et prise de rendez-vous pour les vendeurs…
Let’s take a concrete case of a telephone sales force operation .
Through our partner, we set up a Call Center for one of its clients (Car Dealer) as part of private sales taking place during June.
Following an email campaign, CD PUB call center operators contacted the dealership’s VIP customers to invite them to this exceptional sale of stock vehicles: managing incoming/outgoing calls, updating the customer/prospect database, collecting precise information and making appointments for salespeople, etc.
This is valuable information for dealership salespeople, who know their needs and expectations before even meeting with customers : vehicle model, transmission (automatic/manual), color, and engine (diesel, gasoline, electric, or hybrid). A wealth of information for these salespeople, who can then tailor their sales pitch and maximize their chances of closing the sale !
Goals
- 💡 Timing: 10 days
- 💡 Number of successful calls*: 10,000
- 💡 Number of appointments to be made: 250
- 💡 qualified customer/prospect file provided by our partner
*successful calls: customers who answer the call
Means
- 💪 Sales force: recruitment of 6 teleoperators with the particularity of mastering the Luxembourgish language
- 💪 Training : Telesales software and call script provided by our partner
- 💪 Equipment: We set up a computer package with dual screens
- 💪 Surface: Layout of a 40 m² space for the Call Center
- 💪 Constraint: Maintaining physical distancing [COVID-19] (see photos)
Results
- ⭐ Number of calls made: 14,900
- ⭐ Number of successful calls: 8,950 (60%)
- ⭐ Number of appointments made with sales representatives: 270
- ⭐ 100% of appointments (vs. target) made for sellers and much more!
- ⭐ 100% SATISFACTION : Operation validated by our partner.
