Loading ...
Jack Berlin
Business & Economics
17
0
Try Now
Log In
Pricing
<p>THERE ARE 2 WAYS TO GET IN THE DOOR. The Old Way To Get In The Door. The New Way To Get In The Door. Introducing Market Command.™ The ultimate in market coverage. Hit and Run Because most call center programs are out of touch with market buying cycles, they often fail to secure major purchase and supply contracts. That’s because their approach is typically “Hit-and-Run.” They’ll randomly go through long lists of companies hoping to “hit” someone at the right time. And if the contact isn’t in the right part of a buying cycle, they’ll “run” away and move on, leaving a possible valuable prospect behind. Hit and Miss But even a “hit” can turn into a “miss,” especially if the contact’s lead-time for buying is 60 to 90 days—or 3 to 6 months—and already has a preferred solution or vendor. (What looks like a “hit” may really just be a prospect justifying a decision made well before they were contacted.) I personally have had a high degree of success with the appointments your team set up for me. I would estimate about 60% to 80% of the appointments I have gone on, turn into real potential pipeline for our products. In addition, I have been exposed to accounts I didn’t know existed. B.M. Regional Manager, Industrial software distributor, Cornelius, NC. With Market Command, York Consulting: CONTACTS every company in all your markets. IDENTIFIES every decision maker and influencer. WILL UNDERSTAND a contact’s unique situations and cycles. INTRODUCES your company as a potential long-term partner. York Consulting Inc. | Page 2 Soft Sell not Hard Sell. Companies don’t buy expensive products and services every day. So we take our time developing a trusting relationship with your contacts by staying in touch with them for months and even years in some cases. We don’t believe in pushing for an outcome and risking alienating the contact. When the time is right and their needs mature, then—and only then—will we arrange your first meeting with them. Not before. Of course, if you need to set up meetings sooner, we can certainly accommodate your accelerated schedule. FIRST: We don’t ask for the lead, the appointment, or the online demo. We ask questions. Understanding WHO your contacts are and what they NEED is key. We ask: • What they have (and what they don’t). • How they do what they do. • What’s working for them (and what isn’t). • What their plans and initiatives are. • When they want to implement them. SECOND: Over time, information giving and gathering creates friends. Relationships are a two-way street. Give and take. We send them information, they let us contact them every three or four months with a non-threatening, no-pressure phone call. Little by little, we find out who they are. For example, we learn more details about their initiatives; get news about an employee at another location who may be planning something, etc. The point is, our—and your—network grows. In time, a more trusting relationship develops. THIRD: Trust turns into initiatives. Initiatives turn into meetings. As trust develops, initiatives take shape. When it’s time for the meeting, the prospects will be ready. In fact, we’ve found that in many cases, the prospects will ask for the meeting themselves. They’ll want you to help them arrive at a solution, write specs... you get the idea. No, you won’t have to wait a year before you get your first meeting. Timing is everything. We know when people want to be contacted. Some now. Some later. If you want to cover the market more quickly, we can ask for the meeting sooner, as long as we sense that the timing is good. If it isn’t, we’ll back off and stay in touch periodically. Once you’ve had your introductory meeting, we can still stay in touch from time to time until another meeting is appropriate. It’s up to you. Every contact and conversation is documented. You can see the number of contacts and initiatives grow. And you can track these initiatives from first conversation to maturity. The Market Command™ program is ideal for: • Enterprise software—financial, business intelligence, business process, factory automation, content management, CRM, ERP. • Capital equipment—robotics, CNC, medical diagnostic and imaging, production and packaging machinery, IT and telecommunications systems. • Services—transportation and logistics, IT/telecommunications, machining, fabrication, group health insurance. York is very aware of the product positioning, so they don’t need extensive training. York employs a much better quality of person than one would find at a more basic call center. They are quite comfortable speaking with management levels or higher and handling conversations even if they fall off script. D.L. Sales Manager, Software Company, Toronto, ON. York Consulting Inc. | Page 3 • Current systems and processes. • Budgeting process and criteria. • Contract expiry and review dates. • Satisfaction with current vendors. • Problems, concerns, and initiatives. Here’s how Market Command™ helps you gain insight into your prospect’s: When “Hit and Run” still works. Of course, there are still times when York Consulting’s more traditional lead generation and appointment setting approach—like “hit and run”—works best. Especially if you’re a company with: • Shorter sales cycles. • Lower purchase prices. • Single decision makers. • A new product you want to introduce. • Plans to quickly move into new markets or territories. By updating contacts and recording their changing needs, Market Command makes sure they—and you—stay connected. York Consulting will stay in touch with your smaller customers, and place “revival calls” to contacts who have become inactive. As a result you will: • ACQUIRE more business from existing customers. • REDUCE customer attrition. • RENEW contacts with customers who may otherwise have been lost. • INCREASE short-term revenue as new long-term prospects mature. Market Command lets you get the whole picture: • Which companies are important to you. • Who your contacts are. • What they’re doing now. • What they want to do in the near and distant future. Market Command is unique in every sense of the word. Market Command is backed up by York Consulting’s own proprietary “Super CRM” that’s specifically designed to manage the entire process from the first call onward. What about your EXISTING customers? Look at your customer list. You know who your best customers are. But what about the many smaller customers you may not know who are too small for you to regularly stay in touch with? What’s the risk of losing them to competition? Are they not buying more from you because they don’t know all you have to offer? Look at your accounting system. It will show how many customers haven’t bought anything in the last year or two, or even longer. Do you know why? Did they switch to a competitor because no one from your company was able to stay in touch? Why settle for the old way of getting in the door? Market Command™ The ultimate in market coverage. T 416.410.2222 | E inquiry@yorkc.com | www.yorkc.com York Consulting Inc. | Page 4 I called in and all three were waiting for my call. Well done York! They were very impressed with our Business Development group (that’s York), in that there was no pressure to sell anything – just wanted to have a discussion. We would have never come across this one from our own efforts. J.F. Sales Manager, Automation company, Milwaukee, WI. </p>