NMS Marketing

Successful sales and marketing is about the right people, doing enough of the right things, the right way and supported by the right technology. The problem is there is never enough time. That's where we come in.

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How Useful is B2B Telemarketing?

Whilst some business analysts still say telemarketing is dying, according to research 39% of the best sales leads originate from the trusty phone call. 

To some, the strengths are clear to see whilst for others it might be a bit harder to recognise how telemarketing helps business.

Conversation is King

People still buy from people and in the B2B world having a good quality conversation is memorable. Stand out from the digital channels by adding voice back into your strategy.

Measure Your Results

Detailed campaign reports still trump over larger ‘engagement’ statistics for inbound marketing. Plus, you can see exactly what techniques create sales leads – and continue to do what works.

Intangible Market Info

Whatever the desired outcome of your calls, whether building a sales pipeline or inviting contacts to an event, you can learn a lot about what’s going on with your customers with conversation. You might even find a new gap in the market to exploit.

Keep Your Data Up To Date

Whilst your team are on the phones selling they can also be continually updating records, checking information and keeping your data as clean as possible.

Whether you decide to start using telemarketing in-house or want to outsource, get in touch with New Media Software! We have 15 years’ experience in helping SMEs get the most out of their calling, bringing the technology in big call centres to the rest of the business world.

Visit www.nms-adaptive.com for software, or www.nms-marketing.com for services.

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Lead Microwave Delivers ROI

Reheating cold leads has proved profitable for one NMS customer.

According to our client Just ReMortgages, homeowners typically move home or re-mortgage every five years.  

In 2008 the market for mortgages dried up, but since then there has been a steady improvement in the availability of money and the credit worthiness of applicants.

With 100K applicants on their database and historically low interest rates, it seemed logical to give them a call to see if they were thinking about a change.

Our highly trained and enthusiastic team of telemarketers got to work making calls and finding people who wanted a new mortgage. The project ran for three months and more than paid for itself as well as providing future profitable business.

Find out more by heading over to our October newsletter

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Affordable sales training!

In July NMS was awarded Recognised Centre status by the Institute of Sales and Marketing Management. From this NMS is able to delivery quality training to a nation standard. 

For a low monthly fee, NMS Academy provides:

 • Online access to ISMM sales training materials for manager led training, or selfstudy

 • Trainer training so you can use the materials to deliver sales training in-house 

• Trainer and student helpline

 • Assessment and award of ISMM QCF and NVQ qualifications

Be sure to check out our newsletter for more information 

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Business expansion

Have you heard of the five great ways NMS Marketing can help your business grow? No? Well look no further: 

Find new leads 

Re-heat old leads

Website redesign 

Social media content 

Sales and marketing training 

click here to expand both your mind and company! 

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Top tips for generating new B2B sales leads as ‘No One Thing Works’

At NMS Marketing, we know that “no one thing” works.  What experience has taught us is that a combined marketing strategy using multiple points of contact, in multiple contact channels, really does work.  Here are our top tips for generating new B2B sales leads:

Tip: Some people say it takes 7 approaches to create a lead, others say 21. Whichever you believe, remember nothing happens overnight and you have to keep making contact to create a stream of leads. 

Tip: Outsourcing can only deliver 80% of what you are capable of achieving if you do the job yourself. Don’t be fooled by miracle claims from telesales teams or magical email response rates. Yes, professionals (including NMS Marketing) can do a great job, but make sure your supplier is honest about the numbers and return on investment

Tip: No one thing works – use all communication channels to target your customers. An email followed by a call is better than a call or email on its own. 

Tip: Stay legal – make sure you know about the rules about making calls, sending email, texting, etc. There’s a lot of regulation around and it is being enforced. It pays to be up to speed with it. 

To find out more and provide your opinion, be sure to click here and read through this months newsletter!

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‘Focus on Research,Education and Innovation’

Check out this article which discuses the need to focus on the younger generation and some of the many projects created to push this in this months NMS newsletter. 

click here and enjoy 

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15th Anniversary of new media software !

This year marks the 15th anniversary of New Media Software. In the latest newsletter Phill McGowan, managing director of NMS shared a few words on this achievement. 

‘Our people are critical to our business success and we are really proud of the team of people who make the company what it is today.  We continue to invest in education, research and development which has both delivered new product ideas and helped with the recruitment of talented people.’

To read more on current NMS news, be sure to check out our most updated newsletter here and tell us what you think! 

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What Really is the Future of Marketing?

This week I read two completely contrasting articles spelling ‘the future of marketing’. One told me how great inbound marketing was, whilst the other said the only way to succeed is with direct.

Ginger Conlon of Direct Marketing News might be a little biased but she certainly has a point. Inbound is great and many companies make it work, but actually I think the point she is making relates quite well to something we said a few months ago: no one thing works.

“Traditional channels hang on. The reason is, simply, because they work. Marketers still invest in such traditions as Super Bowl ads and direct mail—not just for the branding and reach, but also for the relationship-building and revenue-driving opportunities those channels present.”

Conlon continues: “savvy marketers are blending traditional and digital channels in ways that pack significantly more punch.”

The chances are you know how to do your marketing. A lot of people we meet however have two problems. Firstly, they don’t have enough time to do what they want. Secondly, they can’t set up the processes needed because it takes time (and money).

Fortunately this is where a company like NMS Marketing can help. We can provide what you need, when you need it. Already sending out emails and writing a blog? Great, we can support your campaign with telemarketing. Need a new website and want to track your inbound leads? We can help with the development and deal with inbound leads if you like.

Our mission is to make sure your marketing is covering all the channels you want it to, to be direct when you want to us to be direct, and ultimately make sure your business keeps growing.

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Help! How do I clean my database?

Data cleansing. Chances are you’ll have heard how important it is. But how should you go about actually doing it?

A phrase that seems to be popping up all over the marketing blog space is data cleansing – we even mention it on this blog. According to the statistics, business information can change as much as 30% every year.

If you think about it then actually that statistic might be a lot higher. We recently changed our email addresses here and I can think of plenty of companies who do so a lot more regularly. Multiply this number by the thousands of small businesses in the UK and you’re probably looking at data which changes significantly every few months.

That’s probably why so many people are looking at data cleansing as the solution, giving businesses:

Cost savings

Improved customer interaction

Better decision making

Better response rates

More effective and happier sales teams

Improved focus

Higher ROI

These are just a few – this article by Jane Byrne of Market Location is a great insight into how useful cleansing can be.

But how can you do it? 

Data cleansing can often be a daunting task and many people we have spoken to simply don’t know where to start. Fortunately that’s where we can help.

Telemarketing is perfectly suited to checking names, email details or addresses and when it’s combined with web-research on the job is probably the most effective strategy to cleaning your database.

At NMS Marketing we have carried out a number of B2B data cleansing campaigns and can even find new, relevant contacts if required.

So even if you just want some advice on how to structure your campaign, or would like to outsource it completely, give us a call.

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Reheating Cold Leads

For nine months now we have been helping local mortgage brokers Just ReMortgages to reheat their cold leads.

Lead conversion is always something Just ReMortgages are looking at. They asked if we could help them get the most value out of leads they didn’t manage to get in contact with.

It all began with the idea that whilst a standard mortgage lasts 25 years, many customers change their provider every 3 – 7 years. Spotting an opportunity there we decided to contact leads from 3 years ago to ask when their deal was coming up from renewal.

Using software provided by NMS Adaptive our well-trained call centre agents were able to quickly identify interested customers.

The project was very successful, generating 30 re-heated leads per day at a fraction of the cost when new. If executed correctly, a small and low-cost project can produce powerful results.

Working with the NMS Marketing team Just ReMortgages have now successfully built what is essentially a lead microwave – warming up cold leads they missed out on and turning them into new customers.

NMS Marketing are also able to provide email marketing services, web, social media and content creation. For more information visit www.nms-marketing.com

Feel like you know New Media well? Take part in our quick competition for a chance to win a £100 pound Amazon voucher, or, even better, a personalised mug!

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Dealing with Dirty Databases

Dirty B2C databases are on the rise. Research company Verve have discovered that consumers are intentionally dirtying databases with false information.

Why? The main reason is privacy protection, with 60% of customers admitting to sometimes providing incorrect information online.

Whilst companies must make sure they articulate the value of providing information, what’s the best way to deal with data already collected and suspected to be ‘dirtied’? According to Verve, it only takes a small percentage of records to be dirty before the value of the data rapidly declines.

The answer is cleaning your data thoroughly and regularly. It’s more than just good housekeeping, particularly as more consumers could be dirtying your lists as read this! In today’s climate of data protection and financial pressure on marketing budgets the necessity for cleansed and accurate information is greater than ever.

It’s something we all know we need to do, but often becomes one of the jobs at the bottom of the list. Fortunately, data cleansing is a simple job that can be easily outsourced.

For more information about data cleansing projects with NMS Marketing, please visit www.nms-marketing.com

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NMS Marketing turned 1 today!

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Why B2C Telemarketing Works

A few months ago the DMA published this short interview with Graham Smith, Managing Director of Curo Resourcing.

Graham’s points followed lots of the things we’ve noticed as well. Though telemarketing is a great business driver, it’s not just about cold-calling, but can help businesses deliver a company ‘voice’ to their customers.

The uses are also varied, as noted in our article here - Graham touches upon upselling, lead gen and customer service. The real takeaway here is that telemarketing allows business to handle objections, and more importantly break down any perceived objections - this can also help the marketing department if fed back.

So what are your thoughts? Have you utilised the power of B2C (or B2B) telemarketing to drive you sales? As always, you can join the conversation on twitter. 

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Pleasant Persistence - The Key to Getting Your Calls Answered

This morning I stumbled across this article by Rich Hollander. The subject covers something anyone working in sales will often ask themselves “how to I get the decision maker to return my messages?”

Rich’s article was very interesting and I have to say I agree. Pleasant Persistence, he says, is the key:

I cannot tell you how many customers have told me that they took my call because I always left a pleasant message and I always continued to call back, even without getting a call back.

The takeaways of the article come in the form of a handy list:

Realise that it is your job to get in front of them.

On average it takes 7 calls to get to speak to them. Most people stop at 2.

There is nothing you can do except be pleasant.

Remember how you can help their company

Use CRM to help.

Be genuinely happy when you get to speak to them.

Most sales people we’ve come across know this already - the problem is they often don’t have the time to call 7 times, and their sales skills are much better used on selling the product.

So why not let a telemarketing team take the strain? If you don’t want, or can’t be pleasantly persistent to get a meeting with your decision makers we can do the job for you.

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9 Ways Businesses Can Use Telemarketing to Increase Their Sales

The great thing about telemarketing is that it has a huge range of uses that many businesses overlook. Whether it’s directly or indirectly, using a telemarketing team is a cost-effective and powerful way of supporting your sales team and increasing profits for your business.

Here are some ideas:

1.      Cross Selling & Upselling

It’s a well-known fact that current customers are the easiest to sell to. So why not use telemarketing to interact with them? Many businesses are using telemarketing as a form of proactive customer service, and in the processes selling upgrades, extended services and peripheral products.

2.      Follow-Ups

For businesses with active direct mail or email marketing campaigns, making follow-up calls is a powerful way to strengthen your message.

Whether it’s a marketing email or a stage of your lead-nurturing, a telemarketing call can often be the bridge between prospect and customer.

3.      Market Research & Customer Feedback

Customer feedback is vital to any product development. However, many customers don’t fill out feedback surveys or simply don’t have the time.

Using telemarketing to carry out either large-scale research or highly targeted customer feedback is a tried-and-tested strategy. It might event result in a few more sales in the process!

4.      Appointment setting

Face-to-face meetings will probably always be the way the best business is found. Why? There’s no better way to close a sale than sit down with a prospective client. Using telemarketing to set appointments is an effective way of generating new business.

 5.      Reheating Old Leads

For organisations interacting with hundreds or even thousands of potential customers on a weekly basis, it’s difficult to keep track.

Reheating old leads who might have dropped out of the sales funnel is a far more affordable and cost-effective strategy to support your new-lead generation.

 6.      Event Bookings

Recently we’ve seen a huge surge in the use of seminars, events & webinars as a marketing tool. With the rise of content generation and the effectiveness of email being drawn into question – using telemarketing to book delegates and raise awareness is a great way to bring in new leads to your sales funnel.

 7.      Collections

Struggling to recoup outstanding sums? Telemarketing can be an effective method of collecting. Working through a list of companies, a call centre team can ensure you have the correct contact details for them.

Payments can be handled by agents or the details can be passed through to your own teams.

  8.      Database Cleansing & Contact Discovery

Some say databases are only accurate for three months, whilst other schools of thought think the data is effectively useless after a year. Whatever your opinion on the matter is, we can all agree that databases are always changing.

Using telemarketing to clean databases is a great way of keeping things up to date, and can vastly improve the effectiveness of your marketing, increasing your sales.

 9.      Lead Generation

Quite simply, the more leads your sales team have – the more you will sell! By using a telemarketing lead generation team, you can free up your sales team to do what they’re good at. Selling.

So How Can I Do It?

All of the above projects can be implemented quickly and fairly easily. What’s crucial is being able to turn the tap on and off when needed. Outsourcing telemarketing means no expensive set-up fees for recruitment, technology and training.

At NMS Marketing we have a fully-functional call centre running the latest technology to boost our productivity. With expertise in B2B and B2C telemarketing, we can help make your marketing campaigns more effective and increase your sales.

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Introducing: NMS Academy

It’s with great pleasure today that we are able to announce the latest member to New Media Software - NMS Academy!

As our customers and partners know, we are passionate about selling and firmly agree with the Institute of Sales and Marketing Management that selling is a skill that should be professionally taught, accredited and celebrated.

Finding talented salespeople is difficult for any business, so we thought we would train our own.  To ensure quality, we work with the Institute of Sales & Marketing (ISMM) which is UK’s only membership body recognised by Ofqual, the UK Government regulatory body. 

Being an ISMM Recognised Training Centre means that we deliver courses that enable learners to achieve recognised standards. Of course, this means that we have adhere to the highest professional standards and are inspected to ensure that we do.

NMS Academy are proud to offer a range of course delivery options, including:

Trainer Training - we train you to train your team

Learn and Earn - a part time work and training package

Onsite delivery in your workplace

Visit our website - www.nms-academy.com - for more details.

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5 Ways the NMS Marketing Team Can Improve Your Sales

One thing that keeps our job interesting is that we get to work with all sorts of different clients. Some choose one service whilst others go for the full package. All of them have one thing in common – more sales.

With over 20 years of expertise and the resources to carry out telemarketing, email marketing, content creation, website design, social media and more, we’re sure there is something we can do for your business.

Here are five projects we've been working on in June:

Building a Channel Database

In June we continued our work with a local B2B technology firm. The company has built a profitable model using business partners throughout the UK, with healthy, channel-led sales.

The company directors realised there was much more potential in the channel. Around 80% of all sales were coming from just 20% of their established partners. Our task involved getting the channel performing to a higher level.

We started a four part project by finding the right people at the companies they already knew about.

From here, the team built a strategy to discover and contact new businesses in the channel. Starting with internet research, the next step was to use the in-house call centre and telemarketing team to call these businesses and arrange demonstrations with account managers.

The company now has over 50 brand new business partners, creating more opportunities and sales in the channel. As we continue to work with the company in July, we will start email marketing campaigns and telemarketing to drive more sales from the channel.

 Selling E-Learning Services

A national E-Learning company we work with had a large database of potential customers but did not know who the right contacts were at each company.

They have team of highly qualified salespeople in the office, meaning the company is more than equipped to sell the services but do not have the resources and capacity to create their own leads.

We provided telemarketing services for the company to provide new leads. The company now has a fully cleansed database, with the names and email addresses of the right people to talk to at over 150 businesses.

They are now starting a direct marketing campaign to the new contacts, and are looking at using our call centre to follow up and turn the prospects into customers.

Reheating Mortgage Leads

One of our bigger projects this month has been calling old mortgage leads to generate new customers.

Though the average mortgage lasts 25 years, consumers typically change lenders twice during that time, creating something of a cycle every 5 – 7 years.

The company has an existing relationship with a data supplier, acquiring new leads.

We were able to create a supplementary lead cycle – adding to the new leads. The best part was the price - we were able to provide hot leads at less than half the cost – making a happy and even more profitable client!

Affordable Appointment Setting

We were introduced to a London-based telecoms company last month. The business knew the advantages of telemarketing for appointment setting – but their best salespeople were out on the road selling products.

We were able to offer an affordable and flexible solution, with a telemarketing team making calls to the company’s business customers to find the right contact and book visits for the sales team. The project combined both the data building skills required to find contacts but also sales skills in appointment setting.

 ¿Habla Inglés , NMS Marketing? – International Market Entry

We recently helped one local company with entry into the US market.

As the calls were being made to the USA, this project required a slightly different approach to telemarketing due to the time difference. We split the country into two parts: the Eastern and Central time zones were called in the afternoon, and the Mountain and Pacific time zones in the early evening.

The strategy worked well, and our technology allowed the team to dial out using a US number and have a US return number, meaning potential customers were not charged for expensive international calls. The team also got to utilise their language skills when speaking Spanish in some of the southern American states!

We've helped all sorts of businesses. The one thing that brings all of them together is that they all want to sell more. We are passionate about sales, and that passion is shared with the Institute of Sales and Marketing Management (ISMM)

This month we are delighted to announce that we are now an ISMM accredited training centre, which formalises our passion and will make us even better at sales.

Do you think we could help you sell? Give us a call today to schedule some more sales.