Alternative Resources Ltd

Our Approach

We understand that building a pipeline is vital. 

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Having worked within many organisations this is an area that is at times avoided and given a lower priority - this is where we come in - we love the challenge of identifying new business opportunities – it’s an art – our methodology guarantees success in getting quality leads.

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We work seamlessly with our clients, with their sales teams/pre-sales/partners - many initial short-term assignments have been extended due to their success.

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We build relationships with your prospects – we gain their trust which allows us then to deliver insightful and qualified leads to you. 

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In our experience ...

80% of prospects say “no” four times before they say “yes”.

Very few prospects agree to buy straight away – you need to anticipate at least four refusals before they are ready to commit - you need to build relationships and trust.

44% of sales people give up after one “no”.

With persistence playing a large part in success rate, it’s amazing that nearly half of all sales people would give up after one “no”.

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WE WORK TO THE '5 N0s' STRATEGY

Our methodology covers:-

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•    Getting to know your business and the products and services it offers

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•    Getting an understanding of how your offering helps your target market

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•    Building on your experience on handling competition/common objections whilst getting to know the key players in the sales process in your organisation

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•    Acquiring basic knowledge about each suspect/prospect before contact

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•    Agreed qualification criteria – so that meetings/next actions arranged are worthwhile

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•    Prospect nurturing – developing relationships with prospects so that contact is welcomed and perceived as adding value

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•    Setting clear objectives of the campaign so that we both understand the measures of success

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•    CRM Management – keeping up to date records of every contact/communication within your CRM.  We have experience with working with many CRM systems

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•    Lead/Prospect Management - we can manage information follow-up, call-backs, the initial qualification process and prospect management

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Depending on the brief, face to face, telephone or on-line meetings/demos can be arranged for your sales team based on previously agreed criteria.  
So depending on the level of qualification agreed, each appointment made will be accompanied by a comprehensive meeting brief which will capture details on:-

•    Company and individual profile information

•    Contact details – Linked In, Switchboard, Direct line, Mobile, Email

•    The Need

•    Any compelling events including any recent news stories – so establishing need and timescale

•    Any objections

•    Budget

•    Decision Making Process

•    Timescale

•    Competition

•    Selection of dates for meeting

•    On confirmation, calendar request sent to prospect
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Bearing in mind the '5 Nos' Approach, it may take more than 1 call for the prospect to commit.  On the first call they may just not be ready and may need a combination of calls/emails/conference calls for them to trust and to happily commit to spend time with your sales/business development team.  Once this trust is built, subsequent meetings are often more productive.

We often manage the longer-term contact with your prospects – through email, agreed call-backs updating your CRM as we go.

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