MARKET RESEARCH/SURVEY PROGRAMS WITH FOUR STRATEGY OPTIONS

TII conducts Market Research/Surveys with a selection of two strategic options in which the Market Research/Surveys can be conducted:
1. as a stand alone campaign
2. with lead generation as an add-on

PLEASE NOTE � In the rest of this one page description, Market Research and Survey will be called �Survey�

 

 A. MARKET RESEARCH/SURVEY CONDUCTED ONLY  

This first version of our Market Research/Survey Program is for the purpose of gathering data only

EXAMPLE of a Client�s �Market Research/Survey Only� Program
One of our clients provides parts for specific manufacturing equipment and had TII contact a targeted market of 500 manufacturing plants that used the specific equipment for which our client provides parts. We asked Market Research questions to:

  • determine if the manufacturer did their maintenance internally or outsourced it

    • If maintenance was done internally
      We asked from whom the plant was buying parts now

    • If maintenance was outsourced
      We asked for the name of the firm/s that did their maintenance

  • identify the person responsible for purchasing the parts our client can provide

 

 B. MARKET RESEARCH/SURVEY CONDUCTED + LEAD GENERATION ADDED  

The second version of our Market Research/Survey Program integrates gathering research data with lead generation when the number on the list we are given to call is a direct dial number for the Decision Maker.

Strategic Option of Lead Generation Added
This strategic option of Lead Generation is usually added to a customer satisfaction survey when the customer our rep calls expresses satisfaction on the survey. In this scenario, when the survey is completed:

  • our phone rep thanks the customer for their input and says, �Just one last thing, if I may. (Our rep goes on without pausing unless they are interrupted�)� We have a (new division/new product/new service/accessory to a product the customer has purchased/ other) and we�d appreciate e-mailing information about this for your review. May we do this, please?�

    NO to E-mail
    Our rep thanks the DM again for his/her business and closes courteously
    YES to E-mail/Fax/Phone

    • Our rep thanks the DM for the chance to e-mail/fax/mail information about what is being offered for their consideration.

    • Then our rep verifies/secures the correct e-mail address/fax number/mailing address

    SECURES E-MAIL ADDRESS
    Our rep asks if a Specialist (Our soft sell term for our client�s rep) can call to see what their thoughts about what is being offered for their consideration are and to answer any questions they may have.

    • NO to a call - Our rep thanks the customer again for their business and close courteously

    • YES to Call -Our rep asks if mornings or afternoons are better to receive a call

A LEAD IS GENERATED when�..
�� the Decision Maker agrees to receiving both the information and to having a sales rep from our client company make a follow-up call.

 


� 1982 Telemarketing Institute, Inc.
1-800-992-1377
154 Northwest Lake Dr.
Lake Norden, SD  57248

Fax: 1-605-252-9992
Email: mary@tminstitute.com