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NAME GATHERING OF DECISION MAKERS FOR MARKETING PROGRAMS
This program is for
companies that are offering a product or service
that is applicable for a number of different
divisions/position titles within each company. TII
uses its recruiting name gathering skills and
processes to build a list of multiple Decision
Makers within each company on our client’s list.
Eight years ago, or so, Telemarketing Institute’s
Name Gathering Process was much different. We would
call a company, speak with the
receptionist/secretary, ask for a name of the title
we were seeking on behalf of our client and the
receptionist/secretary would usually courteously
give us the name, full title, spelling, etc.
How things have changed over the years! Companies
NOW carefully guard against giving out names unless
a very good reason is given. This reason needs to be
something other than that a company is prospecting
for potential customers.
With this in mind, Telemarketing Institute, Inc.
(TII) developed a Name Gathering Process, made up of
3 Contacts, that makes it possible to secure the
names of Decision Makers in a variety of titles or
divisions within each company on their list. The
following is a summary of three Contacts that TII
makes to do this list building. |
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CONTACT
1 – NAME GATHERING CALL
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In
our process a Name-Gathering Call is made to the
companies on the list to secure names for the
titles our client is seeking – or vice versa.
The Name-Gathering Call Handling Process
Our phone reps use a variety of “Trojan Horse”
Scenarios to uncover the names that fit the
title/s our client is seeking. Each company on
the list is called multiple times over several
days by different callers using a different
“Trojan Horse” Scenario to acquire the desired
names our client is seeking
Examples of “Trojan Horse” Scenarios
We use a variety of “Trojan Horse” scenarios to
encourage the secretary/receptionist to give the
names of people with a particular title/s. The
following are examples of some of the scenarios
we use to secure the names of people with
various titles from the secretary/receptionist:
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asking to send information about an upcoming
workshop to the (give title – or say, “….to the
person responsible for…….) and secure name and
title in this way
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calling about an upcoming trade show that we
researched on the Internet
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call doing market research re: a new
magazine/other
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CONTACT
2 – NAME RESEARCH CALLS
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If
the numbers of names we secure in the Contact 1
Name Gathering does not produce the results we
want, we:
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make calls after hours to these companies to
access the company’s phone directory and record
the names for the various title/s that are
available and then
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call these names during business hours to
determine titles and to ask for names of people
within the firm with different titles that are
being sought
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CONTACT
3 – NAME / TITLE CONFIRMATION CALL
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A
follow-up call is then made to the
secretary/receptionist to:
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©
1982 Telemarketing Institute, Inc.
1-800-992-1377
312
West Lake Dr.
Lake
Norden, SD 57248
Fax: 1-888-789-3184
Email:
mary@tminstitute.com
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