Blog

Customer Testimonial - Stone Real Estate

Easy Leads - Wednesday, February 22, 2017

"We recently completed our first campaign with Easy Leads. We contracted them to conduct a database filtering, survey and lead generation campaign. We found them to be very professional and the team did a fantastic job adjusting to our changing requirements throughout the campaigns."

Marketing Department, Stone Real Estate

Customer Testimonial - Spicy Broccoli Media

Easy Leads - Tuesday, February 21, 2017

"Easy Leads organised a client re-engagement campaign for us and it was hugely successful. We received 11 appointments from a list of 200. My business partner was sceptical using a third party to contact our database but they were professional, understanding, and made it into a conversational rather than a sales pitch. We plan to use them again in the future based on this success."

Sarah Taylor, Director, Spicy Broccoli Media

Customer Testimonial - LJ Hooker Glenorchy

Easy Leads - Tuesday, February 21, 2017

"We recently completed our first campaign with Easy Leads on database cleansing and lead generation in real estate. The set up was very professional and the team did a fantastic job that surpassed our expectations. Should we choose to do a similar campaign in the future, we are absolutely going to book it with Easy Leads as the return of investment has been excellent."

Marketing Department, LJ Hooker Glenorchy

Customer Testimonial - The Wayside Chapel

Easy Leads - Wednesday, December 14, 2016

"Easy Leads were fantastic to work with. They got some outstanding results for The Wayside Chapel for our Christmas Appeal, far more than I could have hoped for. Their enthusiasm made it extremely easy to work with them, and I appreciated their proactivity on many parts of the process. Their daily reports appeared in my inbox every morning like clockwork. I recommend their services extremely highly."

Gary Hughes, Direct Marketing Manager, The Wayside Chapel

Customer Testimonial - Sustainable Directions

Casadee Wilson - Monday, October 10, 2016

"Easy Leads recently ran a direct phone campaign for us to set up leads in the child care sector for our online sustainability program. I was very impressed by the ease of set up and the communication from the Easy Leads staff. The campaign provided us with many valuable leads that resulted in a rapid growth in sales over a very short time. The campaign management system was very helpful and made the follow up process very easy. I would certainly recommend Easy Leads to help you generate sales leads for your business."

Tony Innes, Director, Sustainable Directions

Customer Testimonial - Skeda

Casadee Wilson - Tuesday, October 04, 2016

"We have recently completed our first campaign with Easy Leads, running a lead generation and appointment setting campaign for our IT professional services company in Sydney. We knew that IT can often prove a challenging industry to promote in and book for, however Easy Leads did a fantastic job in booking high quality appointments for us. They also provided us with great information through an easy to use client portal. We absolutely loved the agent assigned us and we are already discussing booking in our second campaign with them."

Karina Santolin, Director, SKEDA Pty Ltd

Customer Testimonial - Artemis Energy Solutions

Casadee Wilson - Tuesday, August 16, 2016

"We have been using Easy Leads for around 1 year now and have been provided lots of very good quality leads. Our first major contract was signed after only 3 months working with them, and it was the largest sale that we have ever secured.

I would happily recommend their services to anyone that was thinking of outsourcing their sales. It is a cost effective and hassle free approach to growing your business."

Will Hall, General Manager, Artemis Energy Solutions Pty Ltd

Customer Testimonial - Cerebral Palsy Alliance - Steptember Campaign

Casadee Wilson - Monday, August 15, 2016

"We have used Easy Leads a few times over the past 2 years now, and they have always done an amazing job for us.The results of the appointments that the Easy Leads Team have made us mean that we are now running flat out – which is fantastic! 

We look forward to many more successful campaigns with Easy Leads. For lead generation needs - we wouldn’t go anywhere else!"

Lisa Strudwick, Business Development Manager, Steptember Campaign

Getting Past the Gatekeeper

Casadee Wilson - Tuesday, August 09, 2016

So what exactly is a gatekeeper?

The term Gatekeeper refers to any person that you need to speak to before getting to a Decision Maker (DM). They can be receptionists, PA’s, EA’s or even husbands or wives to the DM!

Over the years I have heard some truly shocking suggestions about how to speak to them and how to trick them in order to get to who you need to reach. If you ask me, anyone who manages to use rudeness or trickery to get to a DM is in for a rude awaking themselves. After all, we are calling these people out of the blue, asking for them to trust we are who we say and that we do what we do, so who are they going to trust more – the receptionist they have worked with every day for who knows how many years telling them we lied or were rude to them, or the stranger on the phone? Would you even take that call?

In order to show you what a good gatekeeper method looks like, I want to show you a few of the WORSE examples I’ve heard.

Here is what to NEVER do to a gatekeeper:

  • Tell them it’s a personal call and/or an emergency

This is not only one of the most common ones I’ve heard but surely the most stupid. What on earth are you going to say to the poor panicked DM when they take this call? There is NO way you could bounce back from that without ruining your brand and becoming untrustworthy.

  • Intimidate the gatekeeper

Pretend, in your voice and tone, that you’re someone more senior than you actually are – be forceful and make them feel bad about not putting you through.

Well this is a great way to make a first impression. Remember most people buy on emotion, and again, you never know the relationship between the gatekeeper and the DM.

The Gatekeeper is too often thought of as merely an obstacle, and MUCH too often taken for granted. So how do you get them to put you through? After all, it’s their job to keep your call out, and it’s your job to get your call in.


Preparation

In any part of a sales conversation, we need to come across as the expert in order to make the prospect feel comfortable with the decision they are making. The same logic applies with getting through the Gatekeeper.

Preparation is key

So readers, do you have a script to get through the gatekeeper?

I am a firm believer that although conversations cannot be scripted, responses can be prepared. So have a think on the questions you are mostly likely to be asked by a gatekeeper and how best to answer them.

Things to keep in mind with this is that the more you tell a gatekeeper, the more they feel justified to say no, even if it’s not their decision to make –  so keep it simple.

We find we come across the below 5 questions from nearly every gatekeeper, no matter the campaign.

  1. Who is calling?
  2. Where are you calling from?
  3. What is it in regards to?
  4. Have you spoken with them before?
  5. Are they expecting your call?

These five questions, almost as if scripted, will come up as part of the standard procedure in their attempt to block your call. If the gatekeeper’s can ask the same questions, why should we have to alter our responses?

Now before I start giving you examples of how best to answer those, lets first go through ways we can help avoid being questioned too hard by the gatekeeper in the first place.

Remember its ok to imply, but NEVER lie!

So instead of asking for permission such as “May I speak to” or “would you be able to” where we give our power away to the gatekeeper (who’s mind then goes into work mode and triggers the questioning) we want to keep it friendly and simple.

Try changing it to “Hi there, is Tim in today?” This does a few things.

The first is that it gives a sense of familiarity – it implies (without lying) that we know Tim because we are only using his first name, and the light and friendly manner further suggests and implies familiarity. The second thing it does is subliminaly changes the thought pattern of the gatekeeper from Can I/Should I put this call though to answering ‘are they working today’ – taking them away from a negative towards a positive. Now this alone will be enough for some gatekeepers who will simply say yes and put you through, but for most its only the starting point.

Another one to try is (again keeping it friendly and light) “Oh hi (gatekeepers name), I don’t supposed Tim’s around? I have the worst timing when I call him - can you check if he’s in today?“ Now this one gives more of a sense of familiarity, and as such really needs the confidence in your voice to pull it off. When my best agents use this they rarely get questioned. It also adds 2 extra elements - rapport by connecting with gatekeeper through the very simple statement of having bad timing with your calls – after all, who hasn’t experienced how frustrating that is right? And secondly it asks them for help, taking their thought pattern down a how can I help them road, not how can I avoid them road. And, the best thing is that as it is such a broad statement, even if later the gatekeeper finds out it’s a cold call, is still makes sense for you to have said.

Ok so now you know what to ask first, lets move on to what comes next.

Remember with preparation, comes confidence and with confidence comes results. Having a set of stock standard responses ready for these questions will help you achive both.

GATEKEEPER: “Good Morning, FMG - Carly speaking”

YOU: “Hi Carly,  I don’t supposed Tim’s around? I have the worst timing when I call him - can you check if he’s in today?

GATEKEEPER: “(usually has a small laugh at that) no worries, can I ask who is calling?”

YOU: No worries Carly, Just tell him its Greer from Easy Lead

Now if said well, this statement this is usually where a lot of calls get connected because again we are implying, NOT lying that we are familiar with the Decision Maker. The result is that the gatekeeper feels a bit silly questioning you further and simply puts you through.

Now not all gatekeepers are this easy to get past, for a lot it will keep going into something like this:

GATEKEEPER: Is he expecting your call?

YOU: Actually to be honest with you Carly he wouldn’t be expecting my call just now, I was just hoping I might be able to catch him as I had a free moment myself. Is he around today?

OR it could go something like this

GATEKEEPER: And whats this in regards too?

YOU: Well Carly my boss wanted to me give Tim a call to arrange a meeting. I was just hoping I might be able to catch him now for a quick chat as I had a free moment myself. Is he around today?

OR

YOU: Its actually in regards to a business proposal. Is Tim in today?

You’ll notice a similar pattern here. You give a short anser that they can relate to, then regain control of the conversation by wrapping up with a question of your own. Always try and redirect the focus of the conversation to where you want it to be - Getting through to the Decision Maker.

The Power of the Gatekeeper

Very rarely will you find that the gatekeeper is the end decision maker for your product or service, therefore making any attempt to provide them with further information does little to increase your chances of getting through. On the contrary is does quite the opposite as it give them more information to object to.The gatekeeper only has the power to say no.

The more information that you provide, or the more you try to sell to the gatekeeper, the higher the chance that they will use that information to make the assumption that the decision maker will not be interested in your product  or service. Always remember that the gatekeepers job is to screen calls that they believe will not be of interest to their colleagues.

With all this in consideration, we cannot be deceitful or come across as rude as this will not do us any good either. The trick is to be friendly, polite, and confident.

Who can YOU help - and WHY?

Casadee Wilson - Monday, June 20, 2016

For any type of outbound lead generation it’s important to always start at the start – and that’s who you’re targeting your calls towards.

If you or your teams are spending valuable time contacting people who CAN’T use you, DON’T need you, or who WON’T see your worth – well, that’s a lot of time and energy wasted.

So how do you identify the best target market?

Well there is a LOT to consider, but not to worry – based on our years of experience & hundreds of successful campaigns, Easy Leads have put together what we feel are the best building blocks to follow to get you on the right track.

The first thing EVERYONE needs to know is who they can help, and why. So I want you, right now to ask yourself -

What frustration, challenge or problem does your service or product solve?

Example 1:

Let’s say you’re in the solar industry, selling solar panels to businesses. The people who purchase your products will be those suffering pain from high electricity costs.

They will be the individuals in the company who have the personal challenge of keeping the companies spending down as part of their job role.

The problem that your company can solve is budget and cash flow frustrations, and the person experiencing this frustration is going to be a Director of a small company or a CFO of a medium one.

Example 2:

Let’s say you’re in the Printing industry, selling banners, posters and marketing material. The people who purchase your products would be those suffering pain from low revenue from under exposure or lack of brand awareness, challenges with company growth etc.

They will be the individuals in the company who have the personal challenge of keeping the companies brand awareness top of mind for their prospects, clients and staff.  

The problem that your company can solve is hitting growth and sales targets, and the person experiencing this frustration is going to be a Director of a small company or a Marketing/Sales manager of a medium one.

“Who, What, Why, When, Where, How”

Each of these sections needs to work seamlessly with one another. They need to be thought of more as a whole than as separate considerations because each choice will have a direct effect on the others, so they need to be perfectly aligned with each other.

I’m going to start by giving you a basic idea of what each one encompasses and then tell how you can use them to make well informed, collective decisions around your needs.

WHO (For B2B)

“Who” encompasses multiple areas:

  • Industry of company, Size of company, Level of Decision Maker within the company/Individual Position of Decision Maker within the company, Area/location of the company you are calling, Area/location of the companies head office you are calling.

Industry of company: There are 17 major industry codes (ANZSIC codes) that a company can fall under, and from those 17 there is a breakdown of approximately 480 more specific codes, which actually again break down to a total list of 2,737 choices.

An example of this would be “Retail Trade” as a major code, then “Clothing Retailing” as a specific code, then “Baby Wear” as a further breakdown specification.

Size of company: This can be in either the amount of full time employed staff, or in revenue/turnover per year.

Example: From 10 to 300 employees, 50+ employees, 2 to 5 Million turnover per year, under 500k turnover per year.

Level of Decision Maker within the company: This refers to the person who will have the final say in purchasing your services or products. Is it the CEO, CFO, a Director, an operations manager, HR department, accounts department, IT department, etc.

Individual Position of Decision Maker within the company: Let’s say the answer to the above is the HR, or accounts – who in that team will be saying yes? Will it be the HR Director or the Learning and Development manager within the HR dept?

Area/location of the company you are calling: This is normally postcode based but depends on where staff are located. For example you don’t want to spend 2 hours driving to every appointment, or flying out to bookings when there are some to be made closer to your company’s home base. For those who don’t need a face to face meeting consider location as a cost - if you have to mail an item or shipping is required then where is cheaper for you to send it and the prospect to buy it?

Area/location of the companies head office you are calling: Don’t forget that often chains, franchises and larger global and international companies often have head offices that make most of the major business decisions. These head office are often based overseas too, so do your research.

Things to consider with “WHO”:

Some Industries are MORE targeted then others

Some sizes of companies are MORE targeted then others (SME’s)

Some Areas are MORE targeted then others – see WHERE

Some levels of Decision Makers have the same challenge for example right now IT departments are the one most hammered with cold calls

So for example calling IT managers in SME’s in the Sydney CDB would be a bad idea, even with an AMAZING product if you can’t speak to many Decision Makers due to the fact that they no longer will take cold calls, there is little chance of running a successful campaign.

WHAT (For B2C)

“Who” encompasses only the below areas:

  • Homeowner/renter, age, single income, combined income, equity, employment status, Area/location, pool/no pool, education level, car ownership, credit card type, bank with, wine drinker, dog owner

WHAT (For B2B/B2C)

“What” is comprised of the below:

  • Service offering – What do you have to offer the specific people and companies that you will be contacting. Why, when a need and/or want is discovered should they choose you – not a competitor? A service offering can include a deal (to get you in the door – NOT to get a sale) examples can be a free audit for their current set up, identifying gaps or unneeded cost that you could assist with/improve, a free consultation or training session to assist with one section of their businesses or frustration they might be experiencing etc. Use a service offering as a chance to demonstrate your value and knowledge in your field.

WHY  (For B2B/B2C)

“Why” is comprised of the below:

Why them? Finding the biggest opportunities via the smallest amount of effort

  • If you are B2C targeting 1 appointment means 1 opportunity, but if you could target businesses, 1 appointment could mean hundreds or more opportunities with that same amount of effort being initially made to get in the door.

An example of this would be:

A bookkeeper/accountant that wants to be targeting tradies, where 1 booking would only mean 1 opportunity. Instead they could target associations of tradies – who have large member lists – making themselves a preferred or recommend provider to members, and turning a single appointment with the right person into much more than a single opportunity.

Another example of this could be:

A local yoga studio – targeting consumers for classes.

If instead they could contact local business and offer to run a FREE class or workshop just for their staff – again that turns a single opportunity into many.

WHEN (For B2B AND B2C)

“When” is comprised of the below:

When is the best time to contact the people you are targeting?

  • Days, times, time of year etc.

Things to keep in mind are things like

  • Budgets – when are the funds given and allocated to services.
  • Time – are the Decision Makers more likely to work early or late? Try different times to establish the best ones.
  • Is there a pickup in interest in your services at holiday times (can what you do be utilised as a Christmas gift for example) at EOFY, in the new year etc.
  • Public holidays – Now it is actually Illegal to call a mobile or landline with a cold call on a public holiday – so make sure you check the state you are calling into before making any calls! Businesses are exempt from this but keep in mind most will be closed. The day before or after however – people are in good spirits and usually happier to talk.

WHERE (For B2B and B2C)

“Where” is comprised of the below:

Some Areas are MORE targeted then others –

  • Not just by your competitors but for any type of cold calling. For example Sydney is the most targeted for ANY type of cold call Australia wide with Melbourne at a close second.
  • CDB and metro areas of each state are more called than their surrounding areas, but the more rural areas are rarely touched.
  • Where are the companies that you need to reach located? How far are you willing to travel to meet with them before the expenditure outweigh the benefits? 

HOW (For B2B and B2C)

“How” is comprised of the below:

  • When can you consistently dedicate the time for calls?
  • When can you consistently dedicate the time for appointments?
  • When can you consistently dedicate the time for following up meetings?
  • When can you consistently dedicate the time for nurturing your prospects?

Outbound calls need consistency to build and keep momentum, develop a pipeline and nurture the colder records. We recommend no less than 4 hours (of consistent calling – not an hour here and there) per day Monday to Friday each week without any interruptions.

How will you manage your time and diary to allow for bookings, follow ups and new clients? Be prepared to be busy and have a plan on how to manage growth.