From: marketing_system-owner@xmission.com To: marketing_system-digest@xmission.com Subject: marketing_system Digest V2 #1 Reply-To: marketing_system@xmission.com Errors-To: marketing_system-owner@xmission.com Precedence: marketing_system Digest Friday, 26 July 1996 Volume 02 : Number 001 In this issue: test test Hi everyone! Re: Hi everyone! Re: Hi everyone! Re: Hi everyone! Re: Hi everyone! Telemarketing Re: Hi everyone! Re: Hi everyone! Re: Hi everyone! Re: Hi everyone! Re: Hi everyone! Re: Hi everyone! 21st Century Seminars Re: Hi everyone! Re: 21st Century Seminars Some secrets for promoting seminars Seminar Attendance Business Activity Re: Business Activity Re: Business Activity Re: Business Activity See the end of the digest for information on subscribing to the marketing_system or marketing_system-digest mailing lists and on how to retrieve back issues. ---------------------------------------------------------------------- From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Mon, 17 Jun 1996 08:21:51 -0600 Subject: test test ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Mon, 17 Jun 1996 15:50:09 -0600 Subject: test test ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Mon, 17 Jun 1996 17:29:18 -0600 Subject: Hi everyone! Everyone, About a month ago, I sent you each an email asking if you would be interested in joining an email discussion group excusively for licensees of the 21st Century Marketing System. It has taken me longer than expected, but the list is now operational and if you received this message you are now subscribed. Let's start talking. My first question: I've been wondering how each of your ratios compare to Doug and Richards. I'm just starting out, but it seems my telemarketer isn't coming close to the 1 appointment per hour target that Doug and Richard specify. What is your experience? Jeff Salisbury ------------------------------ From: DLMTELUS@aol.com Date: Mon, 17 Jun 1996 22:38:58 -0400 Subject: Re: Hi everyone! Jeff: Sorry I am not using telemarketers, I am still working my warm market and referrals. Maybe you should call Doug and tape his presentation? ------------------------------ From: davecox@marsweb.com (Dave Cox) Date: Tue, 18 Jun 1996 10:05:29 -0600 Subject: Re: Hi everyone! Jeff, I don't have an answer for that one because we don't use telemarketing to set up appointments. My experience, though, is that the ratios are a little on the liberal side. However, the message is well received by businesses and the concepts can do wonders for many small businesses. Just keep plugging away and your customer base will grow. Dave Cox ------------------------------ From: "Ben Siemens" Date: Tue, 18 Jun 1996 10:49:01 -6 Subject: Re: Hi everyone! Hey Jeff: Pete and I are not using tele-marketers, but I think we should. We have stayed with, as the other person said, warm calls. This is an error. The only telemarketing I tried did not add up to much. I am of the opinion that Richards technique is better than mine, which may account for his ratios. Ben. ------------------------------ From: "Ben Siemens" Date: Tue, 18 Jun 1996 11:16:58 -6 Subject: Re: Hi everyone! Jeff: You may now send EMail to Peter Sheridan at: P.Sheridan@Sasktel.sk.ca Ben ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Tue, 18 Jun 1996 11:23:58 -0600 Subject: Telemarketing On Jun 18, 10:49am, Ben Siemens wrote: > Subject: Re: Hi everyone! > Hey Jeff: > > Pete and I are not using tele-marketers, but I think we should. We > have stayed with, as the other person said, warm calls. This is an > error. The only telemarketing I tried did not add up to much. I am > of the opinion that Richards technique is better than mine, which may > account for his ratios. > > Ben. >-- End of excerpt from Ben Siemens Last week I found a book (I don't have it with me and the exact title escapes me now) on how to improve cold calling. The title was somewhat misleading, because the essence of the book was how to make cold calls on the phone with the objective of setting up appointments. I read it in a few hours and there seemed to be some nice ideas (especially for me with no sales experience). I'll keep you all posted. Jeff ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Tue, 18 Jun 1996 11:25:36 -0600 Subject: Re: Hi everyone! On Jun 17, 10:38pm, DLMTELUS@aol.com wrote: > Subject: Re: Hi everyone! > Jeff: Sorry I am not using telemarketers, I am still working my warm market > and referrals. Maybe you should call Doug and tape his presentation? >-- End of excerpt from DLMTELUS@aol.com Did you start your practice with warm calls and referrals? If so, how? Jeff Salisbury ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Tue, 18 Jun 1996 11:26:11 -0600 Subject: Re: Hi everyone! On Jun 18, 10:05am, Dave Cox wrote: > Subject: Re: Hi everyone! > Jeff, > I don't have an answer for that one because we don't use telemarketing > to set up appointments. My experience, though, is that the ratios are a > little on the liberal side. However, the message is well received by > businesses and the concepts can do wonders for many small businesses. > Just keep plugging away and your customer base will grow. > Dave Cox >-- End of excerpt from Dave Cox Dave, What is your primary method of getting clients? Jeff ------------------------------ From: davecox@marsweb.com (Dave Cox) Date: Tue, 18 Jun 1996 12:52:34 -0600 Subject: Re: Hi everyone! Jeff, Most of our clients come from our seminars. We used to put on a seminar every month, but have scaled that back due to our existing workload. Others come through referrals from other clients (yes, they call us before we even think of them!). One of our clients is a local Internet Service Provider, which is the reason we are able to participate in this discussion group. We traded part of our fee for an account with them. We have received calls (no clients yet, though) from our home page, too. If you are interested in checking that out, it's at http://www.marsweb.com/inhouse Dave Cox In-House Marketing Group ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Tue, 18 Jun 1996 13:48:13 -0600 Subject: Re: Hi everyone! On Jun 18, 12:52pm, Dave Cox wrote: > Subject: Re: Hi everyone! > Jeff, > Most of our clients come from our seminars. We used to put on a seminar > every month, but have scaled that back due to our existing workload. > Others come through referrals from other clients (yes, they call us > before we even think of them!). One of our clients is a local Internet > Service Provider, which is the reason we are able to participate in this > discussion group. We traded part of our fee for an account with them. We > have received calls (no clients yet, though) from our home page, too. If > you are interested in checking that out, it's at > http://www.marsweb.com/inhouse > Dave Cox > In-House Marketing Group >-- End of excerpt from Dave Cox Dave, If I remember correctly, you told me on the phone (when I called you several months ago) that you took Doug and Richards seminar and put a lot of work into upgrading and refining it. Would you comment on the nature of your additions / modifications? Jeff ------------------------------ From: "Ben Siemens" Date: Tue, 18 Jun 1996 17:51:50 -6 Subject: Re: Hi everyone! Well, Jeff, I started with a pretty big plus on business acquaintences, and took it from there. Ben/ ------------------------------ From: Jeff Matchett Date: Wed, 10 Jul 1996 23:09:25 -0400 Subject: Re: Hi everyone! Dear Jeff: I've finally found the time to sit down and read my mail. Unfortunately, I've been somewhat preoccupied through April, May and June with both my business and a theatre commitment, the latter of which was completed this weekend. However, I can now assure you of my participation in this forum on a regular basis and I commend you for your efforts to date. In answer to your question regarding telemarketing, I can contribute the following. I hired a telemarketer at CDN$12.00 per hour plus a CDN$100.00 bonus for every deal signed. He works Tuesday, Wednesday and Thursday mornings from 9:00 a.m. until 1:00 p.m. He averages 2 appointments for every 4 hours worked. He continues to produce at that level. Since I am not satisfied with the results, I am continuing to experiment with the telemarketing program. The usual anomolies become apparent. The more you work with the telemarketer to increase the number of appointments, it seems the greater is the danger that the quality of the appointments is lessened and hence more unproductive work for me. Although I have been successful with the program to date, my closing ratio on appoinments over the last two months has been dreadful which I attribute mostly to the quality of the appointment. Therefore, I believe that the answer for me as regards telemarketing is to continue to press for 1 appointment for every 4 hours worked. However, I plan to call and substantially pre-qualify the appointment before meeting with the prospect. I will keep you posted on developments. Regards Brian Rhodes Rhodes Marketing and Sales Training Inc. ------------------------------ From: Jeff Matchett Date: Wed, 10 Jul 1996 23:36:50 -0400 Subject: 21st Century Seminars Dave: I don't believe we've met so I would like to take this opportunity to introduce myself. I'm Brian Rhodes of Rhodes Marketing and Sales Training Inc. from Toronto, Ontario, Canada. I've been a 21st Century Licensee for the past six months. I read your comminication with Jeff as relates seminars. To date, Ive done nothing but telemarketing to generate clients. However, I have had considerable background in the setting up and the giving of seminars in real estate and investment. I would certainly appreciate any comments you can make on your experiences as regards seminars for this program and I would certainly be willing to recipricate. Brian Rhodes Rhodes Marketing and Sales Training Inc. ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Mon, 22 Jul 1996 11:39:51 -0600 Subject: Re: Hi everyone! On Jul 10, 11:09pm, Jeff Matchett wrote: > Subject: Re: Hi everyone! > Dear Jeff: > > I've finally found the time to sit down and read my mail. > Unfortunately, I've been somewhat preoccupied through April, May and > June with both my business and a theatre commitment, the latter of which > was completed this weekend. However, I can now assure you of my > participation in this forum on a regular basis and I commend you for > your efforts to date. > > In answer to your question regarding telemarketing, I can contribute > the following. I hired a telemarketer at CDN$12.00 per hour plus a > CDN$100.00 bonus for every deal signed. He works Tuesday, Wednesday and > Thursday mornings from 9:00 a.m. until 1:00 p.m. He averages 2 > appointments for every 4 hours worked. He continues to produce at that > level. Since I am not satisfied with the results, I am continuing to > experiment with the telemarketing program. The usual anomolies become > apparent. The more you work with the telemarketer to increase the number > of appointments, it seems the greater is the danger that the quality of > the appointments is lessened and hence more unproductive work for me. > Although I have been successful with the program to date, my closing > ratio on appoinments over the last two months has been dreadful which I > attribute mostly to the quality of the appointment. Ditto, it seems like almost 25-30% of my appointments tell me that they are almost running at full capacity and can't take on any more work. I would have thought that your $100 bonus for a successful appointment would help your Telemarketer focus a little better. Apparently not so... > Therefore, I believe > that the answer for me as regards telemarketing is to continue to press > for 1 appointment for every 4 hours worked. However, I plan to call and > substantially pre-qualify the appointment before meeting with the > prospect. > I will keep you posted on developments. > > Regards > > Brian Rhodes > Rhodes Marketing and Sales Training Inc. >-- End of excerpt from Jeff Matchett When I called you in March, you had been going gang-busters since the first of the year. Have you managed to keep up the pace? Or have you found a seasonal slowing with the coming of summer? Best Regards, Jeff Salisbury ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Mon, 22 Jul 1996 11:41:17 -0600 Subject: Re: 21st Century Seminars On Jul 10, 11:36pm, Jeff Matchett wrote: > Subject: 21st Century Seminars > Dave: > > I don't believe we've met so I would like to take this opportunity to > introduce myself. I'm Brian Rhodes of Rhodes Marketing and Sales > Training Inc. from Toronto, Ontario, Canada. I've been a 21st Century > Licensee for the past six months. > > I read your comminication with Jeff as relates seminars. To date, Ive > done nothing but telemarketing to generate clients. However, I have had > considerable background in the setting up and the giving of seminars in > real estate and investment. I would certainly appreciate any comments > you can make on your experiences as regards seminars for this program > and I would certainly be willing to recipricate. > > Brian Rhodes > Rhodes Marketing and Sales Training Inc. >-- End of excerpt from Jeff Matchett Brian and Dave, In your experience, what has been the best method for you to generate attendance to seminars? Regards, Jeff Salisbury ------------------------------ From: davecox@marsweb.com (Dave Cox) Date: Mon, 22 Jul 1996 13:17:22 -0600 Subject: Some secrets for promoting seminars Some of the most well-attended seminars we have conducted were co-sponsored by vendors like a print shop, a radio station and a television station. By setting up these alliances, we were able to leverage off other business' relationships (just like you would advise your clients to do). The print shop did an endorsed mailing; they printed it and we paid for the postage. The media did their own brand of advertising (we wrote and produced the spots), and their sales people invited their clients to attend at a discounted rate. Also, remember to ask everyone for referrals. "Who do you know that might get a kick out of attending one of my seminars?" Call the referrals a day or two after the seminar and tell them who told you about them and when you have another scheduled. Ask them to send you the registration fee so you'll be sure to have a seat for them. We have seen a seasonal decline in people attending the seminars, both during the summer and in the early winter. After Christmas is the best time, as people begin planning for the next year. Good luck with your seminars! Dave Cox In-House Marketing Group ------------------------------ From: Jeff Matchett Date: Tue, 23 Jul 1996 00:19:28 -0400 Subject: Seminar Attendance Jeff You asked how we would generate attendance at business seminars in the past. The best results came from a small 3 line display ad run in the business classified section of the local Toronto newspaper. We always advertised a "free seminar" on investment or some aspect of business. We would reserve no more than 20 participants. I gave the seminars. Three colleagues worked the crowd. The participants were confirmed the night prior. We ran as many as three seminars per week. Our objective was to I.D. with each participant and schedule an appointment to discuss our program further one on one. My objective by the end of this year is to establish a similar program with this opportunity. Regards Brian ------------------------------ From: Jeff Matchett Date: Tue, 23 Jul 1996 00:44:48 -0400 Subject: Business Activity Jeff > When I called you in March, you had been going gang-busters since the first of > the year. Have you managed to keep up the pace? Or have you found a seasonal > slowing with the coming of summer? In answer to your question above we have seen a definite slow down since June. However, all but two of the customers I signed up prior are still going O.K. Interestingly, both the length of time to complete a project and the interval between projects has lengthened. I believe this as well is a result of the summer months (holidays etc.). I have lost two customers. One was just not interested in collecting data on his customers (felt it was too intrusive). The second has suspended the program indefinitely to iron out his financial status. Now that you are involved, tell me about your success. How are you generating clients? Have you signed any up? Also, I understand that Doug Cluff is no longer with 21st Century. Would you care to comment? Regards Brian ------------------------------ From: jeff@scrooge.idec.sdl.usu.edu (Jeff Salisbury) Date: Thu, 25 Jul 1996 10:19:00 -0600 Subject: Re: Business Activity On Jul 23, 12:44am, Jeff Matchett wrote: > Subject: Business Activity > Jeff > > Now that you are involved, tell me about your success. How are you generating > clients? Have you signed any up? I have yet to sign up any clients. Unfortunately, I am only working as a consultant one day per week. I hired a tele-marketer a couple of month ago, but she quit a couple of weeks. It seemed like about half of the appointments she got for me were qualified and if I were a decent salesman, I would have closed half of those. Being an engineer I have come to appreciate the skill of selling. I've decided that before I hire another telemarketer, I'm going to take a few weeks and dive into some sales books to better prepare myself. > Also, I understand that Doug Cluff is no longer with 21st Century. Would > you care to comment? I became aware of Doug's departure about 3-4 weeks ago when I spoke with Richard. According to Richard, Doug was approached with an extremely lucrative opportunity to be the manager of a sales force. Thats about all I know about what Doug has moved on to. Richard sounded sorry to lose Doug, but my impression was that the separation was amicable. > > Regards > > Brian >-- End of excerpt from Jeff Matchett ------------------------------ From: pamiller@netcom.ca (Peter Armour Miller) Date: Fri, 26 Jul 1996 12:41:49 -0400 (EDT) Subject: Re: Business Activity Hi Jeff I have had difficulty with the diskette as it reads unknown format when I tried to convert it to a wordperfect file. Can I send another diskette as I would like to have the proposal file. Also, can you find out when my Markham business list will be available? Peter Miller Markham, Ontario, Canada P.S. Interms of the e-mail group, I am just starting through the home study program, so will be able to contribute once I have completed it and have tried some of the approaches. ------------------------------ From: DLMTELUS@aol.com Date: Fri, 26 Jul 1996 23:30:21 -0400 Subject: Re: Business Activity Dave Meholovitch Salem, Ore. I am working with television stations in the states to set up seminars with their client base, also could have a co-sponsor like a bank or chamber. If anyone knows a radio or television station in Vancouver BC. I would appreciate an intro. Business is alittle slow in the summer time, of course I guess I am a little slower in 100 dgree heat. ------------------------------ End of marketing_system Digest V2 #1 ************************************ To subscribe to marketing_system Digest, send the command: subscribe marketing_system-digest in the body of a message to "majordomo@xmission.com". 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