I have been unable to find either three gun product or signed organizer. Perhaps additional context would help.
:-?
this is the whole context
Software Supplier
[FONT=Times New Roman,Times]We supply software for people who manage buildings. And this is a telemarketing tale.We didn't do telemarketing before because companies in our industry don't do telemarketing. So[/FONT]
[FONT=Times New Roman,Times]I stepped outside the box and put one together. And we ran a trial, a test of price and various otherthings just after Christmas. We had a power session with Jay on Wednesday afternoon and I realizedthat I still made a few mistakes. We're doing the roll out plan for that next week and I'll be making afew changes. Denominating the benefit, which is what I hadn't done before.[/FONT]
[FONT=Times New Roman,Times]The basics of the offer was that it was
a three gun product which normally had one day'straining on top of that with a year's annual support contract. Which is worth another 3,700 pounds.But we rolled it in at 3,000 pounds. And we also included a
signed organizer with the base products.There was to be a second signed organizer enclosed with the shipment. And if they didn't like theproduct after 60 days they could send the product back but they could keep the signed organizerwhich is worth about 250 pounds retail.[/FONT]
[FONT=Times New Roman,Times]If the appointment was made we didn't say anything. If the appointment wasn't made, andthis brings in an awful lot of what Jay and other people have said here before, if they in turn saidno, the answer then was, if we give you for one month on free trial a message pager, would yoube interested and still allow me the fifteen minutes of your time? The value of that one month isanything from between 15 to 45 pounds. We had zero non-acceptances on that.[/FONT]
[FONT=Times New Roman,Times]And the conversion rate on going out on the appointments, before the free trial thing... wehadn't offered the free trial before they've done the appointment, nobody knows about it. They didlater because of the way we blanket marketed it on leaflets and free sheets. Because we didn't realizehow big this was going to grow.[/FONT]
[FONT=Times New Roman,Times]But if then the salesman found he wasn't getting anywhere. And it was a case of, no, don'twant it, don't think it could be of any use to us. If he couldn't close it that way he then left the pagerthere for... and it was up to him... about one week, and we tried to maintain it to a one week sale.Remembering this is stock going out to customers so it can get damaged. And all we used to do wasget a disclaimer signed by the customer; if he lost it he would replace it. We only ever lost one ortwo and we never bothered to charge the customer because the customer went away... hadn't placedthe order anyway. But that's an aside issue.[/FONT]
[FONT=Times New Roman,Times]We then found that by the free trial we had over a 75% take up from the free trial. Very few,and we always thought it was a poor salesman, or they didn't work the application right, or theygave it to the wrong person. Or we had an actual fact because of the way it was our own service.We'd actually go into the computer and see what ID code was and we'd know if the pager wasused or not. And the salesman could ring in before he went to his call. And this is before selling thephones and during. Could actually ring and if he had any sense could actually produce a print out ofthe messages.[/FONT]
[FONT=Times New Roman,Times]If the messages weren't of the right quality we would explain it. And somebody in here hasactually asked me those questions today in relationship as to why I should have a message pager.And if it's just to ring the office, it's a waste of time to have a message pager. You've got to have thecomplete message.[/FONT]
[FONT=Times New Roman,Times]The sales went from something like twenty to thirty units per week to a hundred and fiftyunits per week. This was only a sales team of five, and then once we tested it, and we tested it withjust two or three salesmen in one small team, which is a team of five, we then put it throughout thecompany. It gave the managing director a problem because he had already forward bought fromPanasonic the initial stock. And it takes about three months approximately to get pagers with theright frequency. He'd already bought from Panasonic sufficient pagers to cover what he consideredwas his sales stroke profit forecast. We'd eclipsed that and he had to go out and find another supplierto supply message pagers to meet the demand.[/FONT]
