grow retain - kmb telemarketing...retain 1476 face to face appointments generated in 2018* * kmb...

28,016 decision maker conversations in 2018* * KMB had across all campaigns

Our key objective is to CONNECT you to your future clients.

With billions spent on advertising campaigns to showcase your brand why wouldn’t you ensure

that you are connecting with them on a one to one basis? Traditional advertising is not the same as

engaging with your prospects but using B2B Telemarketing gives them a voice and shows that your

brand cares about their business needs, even if they are not quite ready to make that purchase, their

opinion/connection is still important to you!

CONNECT

B2B Telemarketing is not as unpopular as you might think . . .

On a survey of 200 managers, they said calls at home were the most annoying marketing (35%), but calls at work were one of the least annoying with just 4%. Why the difference? Most managers accept its part of their job to talk with new suppliers. Indeed, some have a KPI on the number of new suppliers they meet – it’s a valid way for them to ensure the company is getting the best deal.

On a survey of 200 managers, they said calls at work were one of the least annoying with just 4%.

* Statistics from ‘Telemarketing kills kittens’ book, buy it now on amazon, Copyright 2018 Graham Smith.

0

5

10

15

20

25

30

35

3% 1%6%

20%

8%

35%

4%

10%

16%

Dire

ct m

ail

Doo

r dro

p le

a�et

s

Emai

l

Pop-

up w

indo

ws

Radi

o ad

vert

s

Tele

sale

s at

hom

e

Tele

sale

s at

wor

k

Text

mes

sage

s

TV a

dver

ts

Most annoying form of marketing

Source: Smith & Harwood, 2012 n = 200


7496 Opportunities generated in 2018** Across all campaigns

WINIn 2018 we had 28,016 decision maker conversations. Our 40 strong team generated 7496

Opportunities. This enabled 1476 Face to Face appointments. On an average campaign our

dedicated agents make 135 dials, we speak to 10 - 15 decision makers a day.

We’ve opened the door to all these prospect now it’s over to you . . .

Research suggests that 20% of leads are followed up by in-house sales teams, and 70% of them are later disqualified as bad leads due to lack of budget or timescale. Yet 80% of these bad leads go on to buy within the following 24 months – perhaps from your competitors – this is often referred to as the ‘Sales Gap’.

Let us CONNECT with these business’s and nurture the leads for you. Most decision makers don’t buy immediately . . . but they do buy.

The results show that 11% purchased within three months of enquiring, 17% bought within four to six months and 25% purchased within seven to twelve months . . . we can nurture for you!

* Statistics from ‘Telemarketing kills kittens’ book, buy it now on amazon, Copyright 2018 Graham Smith.


30%of leads stillactive after6-12 mnths

Up to

80%of leads notfollowed-up

Lead

Recycling

70%of ‘followed-up’

leads aredumped

Lead Nurtur

e

80%of ‘bad’ leadsbuy within 24

months

Suspect Prospect Lead Opportunity SaleSa

les

Gap

89%New Purchase

with HI

GROW

70% of B2B sales involve human interaction.*

* Statistics from ‘Telemarketing kills kittens’ book, buy it now on

amazon, Copyright 2018 Graham Smith.

Human Interaction (HI) is not as expensive as some other marketing tools, such as sending an email

blast. To ensure maximum ROI you have to use it wisely.

Our experienced outsource strategy manager and account managers work with you to not only

provide essential feedback to help you GROW your product range and brand awareness but also

help nurture and grow a strong sales pipeline. We could show you how we have helped businesses

grow but our client case studies do that for us, visit our website to kmb.org.uk

Human Interactions Statistics (HI)

£68kAverage Order

Value with H.I

£1kAverage Order

Value without H.I

Repeat Purchase

with HI

58%


http://www.kmb.org.uk

RETAIN

1476 face to face appointments generated in 2018** KMB created across all campaigns

It is well known that it costs far more to win a new customer than to retain one.Retention isn’t just about your clients – it’s about your front line people as well!

One study found that happy employees are up to 20% more productive than unhappy employees.

When it comes to salespeople, happiness has an even greater impact, raising sales by 37%. But the

benefits don’t end there.

Happy employees are also good news for organisations: The stock prices of Fortune’s ‘100 Best

Companies to Work for’ rose 14% per year from 1998 to 2005, while companies not on the list only

reported a 6% increase.*

*Forbes

For more information on how to keep your frontline staff HAPPY call our team now on 01527 518373


Who are vulnerable consumers and how can you recognise their needs?At some point, most companies will have telephone conversations with people who find it difficult to make an informed decision about the choices offered to them. These choices can include anything from changing a utility supplier to making a charitable donation.

Your business may need to communicate with:• Consumers who have a diagnosed condition like dementia; or perhaps an undiagnosed or temporary mental health condition such as severe anxiety.• Consumers with learning difficulties or literacy issues. • Consumers those who have problems understanding the language.

These are YOUR customers!Some organisations have little understanding of how to identify the signs of a vulnerability - or how best to handle such situations with care and respect. Staff may not always be equipped to deal with the situation and there is often no policy for addressing any problems that may arise. This means that despite their best intentions, organisations may not give consistent quality service.


The Vulnerable Masterclass will not only help your staff to achieve their goals but it will also equip them with the practical ways in which to deal with vulnerable consumers.

Contact Jacqui Crawley, Managing Director to discuss the Masterclasses in more detail on 01527 518373

https://dma.org.uk/article/who-are-vulnerable-consumers-and-how-can-you-learn-to-recognise-their-needs

https://dma.org.uk/article/who-are-vulnerable-consumers-and-how-can-you-learn-to-recognise-their-needs

KMB CultureWe have 40+ telemarketers all working hard for you! We have a great dynamic, having worked together for years

. . . well actually KMB has been in business for nearly 30 years and our average staff retention is 8 years, which is

unheard of in the telemarketing industry. Some of the team have been with us for over 20 years.

The OwnersKMB Ltd has 2 shareholders Jacqui Crawley Managing Director and Lisa Chambers Operations Director.

Jacqui has been with the business for 10 years and Lisa for 19 years. Jacqui, is Co-Chair of the Direct Marketing

Association Vulnerable Taskforce based in London. KMB has been a member of the Direct Marketing Association

for over 12 years and is committed to operating Best Practice and Compliance. Any data provided by you or

purchased on your behalf, remains the sole property of your business. Rigorous data protection and non-disclosure

policies are in place to protect your data. Jacqui was also instrumental in the writing of the DMA’s ‘White Paper:

Guidelines for call centres dealing with vulnerable consumers’. Lisa is a qualified PTLLS trainer and a member of

the DMA Contact Centre Council.

In association with . . .


We understand that outsourcing any aspect of your business is a major decision. KMB

do everything to ensure that the handover is professional, structured and that the client is

kept informed at all stages of the process. We have a reliable, knowledgeable, ‘safe pair

of hands’ approach and our key objective is to CONNECT businesses, give our clients

the opportunities to WIN new business, ensure our clients GROW through a robust

sales and marketing strategy and help our clients RETAIN these new relationships.

http://dma.org.uk/

https://kmb.org.uk/trust/

http://uk-ccf.co.uk/%23sf-%7B%7D

http://www.contactcentrepanel.com/

grow retain - kmb telemarketing...retain 1476 face to face appointments generated in 2018* * kmb...

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