June 2018 - Air Marketing

Where does your telemarketing campaign fit into the bigger picture?

Posted on 26 June 2018 by Doug Roots

We are often contacted by companies who reach out to us because they have (rightly) heard that direct telemarketing delivers very tangible ROI or they see us advertising that our average client receives £18 for every £1 invested.

But often telemarketing is viewed in isolation, companies engage with the pilot campaign to test the water and see how it delivers without taking into account the opportunity that lies in the bigger picture.

We know that telemarketing is an extremely effective channel for many companies, but we also know that combining telemarketing activity with other forms of marketing or looking at the campaign as a longer-term investment such as a 6 month or year long tactic to support other business objectives, can deliver even better results.

The set up of a telemarketing campaign can bring up a lot of questions such as:

Have you researched your product/service? Do you know how well it will be received by the market? Do you know your competitors? Will it deliver what we say it will?
How are we supporting this telemarketing campaign? Do we have a branded email that can be sent afterwards? Do you have a website that echoes the message we are giving? Have you created anything such as a brochure or flyers we can share with prospects?
Have you considered your own sales pitch? Is your sales pitch and our telemarketing pitch aligned? Are we both on brand? Will your sales pitch see conversions?
Is your data right for use? Do you need to purchase new data? What else can that data be used for?

As a Business Development Partner, it is not our ethos to deliver merely a ‘project’ within constraints that are agreed. Instead, we want to help you look at the bigger picture, understand what the strategy for your telemarketing or marketing in general is, consider all the angles that could be taken to best engage with your target market and really help you generate the right leads for your business.

The visibility and involvement that is available when working with Air, allows you to ensure that telemarketing is firmly set in the bigger picture. Feedback on data allows you to update your CRM systems and instigate actions if needed. Being able to come in and train the team allows you to shape what the tone of voice for your business, the sales techniques and known objections. And being able to monitor calls in live time means you are always on top of what is happening, planning for appointments, understanding objections and client feedback etc.

So, if you’re looking for a partner to work alongside you, guide you and deliver for you, speak to the team here at Air for more information on how we can help improve your business development. Call us on 0345 241 3038 or email us at contact@air-marketing.co.uk.

Roots to Market have launched!

Posted on 20 June 20187 July 2023 by dukadmin

We are delighted to launch Roots to Market, a new sister company to Air Marketing Group.

Air has seen exponential growth in the 2 years since their launch in 2016 and their ever-growing client base were often looking for other marketing services that could be provided to them within the group. Sensing a fantastic opportunity to help their clients with the full marketing and sales demand creation process, Roots to Market was born.

Verity Wootton, joined the Air team in January to head up the launch of this new company. Verity is a qualified member of the Chartered Institute of Marketing (CIM) and has worked in both agency and in-house marketing teams for recognisable brands. Verity strives on developing commercially savvy marketing strategies and campaigns and seeing the impact that they make on a business.

Roots to Market is a full service marketing partner, giving their clients access to a whole range of marketing services under one roof. Whether clients are looking for assistance and guidance from scratch or require help executing activity against a strategy – Roots to Market can help clients achieve their aims.

The Roots to Market team are focused on delivering scientifically devised marketing carried out creatively. As an outsourced marketing partner, they are able to offer client’s scalable flexibility, the ability to test new ideas, dive into data and really understand what works for customers, and much more.

“We are delighted to see Roots to Market officially launch. A number of our Air clients have already started working with Verity and her team and have been delighted that we are now able to offer these services all within one group. I am extremely excited about being able to offer full marketing and sales demand creation to our clients.” Owen Richards, MD of Air Marketing Group.

To find out more about Roots to Market take a look at our website or get in touch to find out how we could help you on 01392 796702.

Welcoming Roots to Market to the Air Marketing Group

Posted on 20 June 2018 by Doug Roots

Air Marketing Group are delighted to launch their new sister company, Roots to Market.

Verity Wootton, joined the team in January to head up the launch of this new company. Verity is a qualified member of the Chartered Institute of Marketing (CIM) and has worked in both agency and in-house marketing teams for recognisable brands. Verity strives on developing commercially savvy marketing strategies and campaigns and seeing the impact that they make on a business.

To find out more about Roots to Market take a look at their website or get in touch to find out how we could help you on 01392 796702.

What makes you think you’re so special?

Posted on 18 June 201830 June 2023 by Doug Roots

I’m a great admirer of Jeremy Waite’s Ten Words. If you don’t know what this is, it is a book written by Jeremy that pledges to communicate ‘big ideas’ in ‘small words and short sentences’. We cannot escape it, we hear more and more about how people’s attention spans are getting shorter and shorter – meaning we need to be more concise, clear and sharp if we want to grab someone’s attention.

The reason I start with this, is because I often think about this when I am working with clients on their telemarketing strategies.

We know that attention spans on the telephone during a cold call are even shorter than the average. We’ve all been there, you are right in the middle of something, the phone rings and it’s a cold caller wanting to engage with you. Now they could be calling to offer you a service or a product that is exactly what you are looking for, but your attention span is already short because you know it is a cold call and you have been disrupted.

This is why a strategy for me is the most important part of the process. We have to understand what makes you special? What is your real value to a prospect? How does it solve the pain that the prospect will be feeling? How does it go above and beyond what else is available on the market?

There are so many questions that we cover and so many answers that we discuss – but then it is up to me to create that small magic opening that is going to win your prospect’s attention span and allow me to divulge a little more information than when they first picked up the phone.

I think it’s a great exercise for anyone to try, the idea of 10 words to describe your role? Your business? Your personal goals? Your career goals? What makes you special?

Sure, we may not get it right the very first time, but if we have all the information from the strategy and we test the opening, we are going to be able to sense how this is landing with your prospects giving us opportunities to tweak and sharpen the message as we learn and test.

I’m Richard, I open up your target market to generate you leads. What do you do?

Opinion piece by Richard Street, Account Manager, Air Marketing Group

Where to start with direct marketing?

Posted on 5 June 2018 by dukadmin

So, let’s start at the beginning, what is direct marketing?

Direct marketing is the opposite of inbound marketing. You may generate inbound interest and enquiries from having a website or publishing an advert, but you are not necessarily in control of who sees this and then enquires. Whereas direct marketing is exactly that – direct.

Direct marketing is aimed at a list of prospects who you wish to engage with and then you actively reach out to them either by phone, email or post. These prospects may be the business you really wish to work with, a focus on a certain industry sector, or a geographical area.

Why use direct marketing?

Direct marketing is a great method to use when targeting a specific prospect base. Allowing you to completely tailor your message and method of contact to what would suit those prospects. In a world with so much ‘noise’ and messages being shown to you every day, it’s proven that tailored relevant messaging is much more successful for converting than blanket messaging.

Direct marketing can also be a great medium to test campaigns to smaller amounts of recipients, allowing you to test and analyse this before rolling them out business wide.

What activity is classed as direct marketing?

As with most sales and marketing techniques, in order to be effective it’s advisable to come at it from a number of angles. Therefore, use a mixture of methods to reach your prospects. Warming your prospects using intelligent targeted email marketing or direct mail can be followed by picking up the phone to talk in more depth, answer questions and guide the prospect through the funnel.

Telemarketing is a very personable method of direct marketing. Not only does this open up the opportunity for you to convey your product/service benefits and measure their reaction, this method also allows the prospect to ask any questions there and then meaning you are adding value whilst giving your sales pitch. The other benefit of this method is the ability to spot when the lead is warm enough to convert – allowing you to complete the sales cycle.

Other methods which work well alongside telemarketing or by themselves include email and direct mail. Email is a very cost effective method of reaching out to your prospects and warming them to your brand and service/products. Direct mail had become unfavourable as it was seen as ‘junk’ coming through the letterbox. However, this wave is now changing and we now receive more emails than letters, so to stand out direct mail is becoming more popular – it’s now a novelty for something to come through the letterbox at work.

We work with business across the UK helping them shape their marketing activity to see return on investment alongside building their sales pipeline and customer base. To find out more contact us on 01392 796702 or email us contact@roots2market.co.uk.

Sales and Business Tips – How to temperature check your sales prospect

Posted on 4 June 201830 June 2023 by Doug Roots

Temperature checking your sales prospect will give you an indication of their feelings without asking for the sale. But what is the best method to do this? Take a look at our latest video to find out how:

Month: June 2018

Where does your telemarketing campaign fit into the bigger picture?

Roots to Market have launched!

Welcoming Roots to Market to the Air Marketing Group

What makes you think you’re so special?

Where to start with direct marketing?

Why use direct marketing?

What activity is classed as direct marketing?

Sales and Business Tips – How to temperature check your sales prospect

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