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.
 

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Lake Norden, SD  57248

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Email: mary@tminstitute.com