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What are you like to work with?We’d like to think our approach is relaxed yet thorough and professional. We are completely client focused and aim to deliver projects that meet the specific needs of YOUR business. Results is a family owned and managed business and therefore you will always be dealing with people who have a vested interest in the success of the business. Strong client relationships are integral to the on-going success of Results and as such we only take on projects that we believe can be successful. Does your staff have experience of my industry?Due to the breadth of clients that Results represent, it is unlikely that our staff will have formal or technical qualifications relating to your specific business activities. Results Account Managers are however experienced and professional business development people working for a broad base of clients throughout the construction and building services industry on a daily basis. All Account Managers have significant business development, qualification, relationship building and closing skills, our close usually being a qualified meeting for you to attend. Our Directors, all of whom have significant industry experience, work with Account Managers on a daily basis to develop skills and improve delivery capability for their respective clients. Account Managers are aligned to client projects 4 days per week, with the 5th day being geared around development. What if my sales people don't buy in to the process?Unfortunately this is always a concern for us. In reality it doesn't matter how good we are at our job, if your sales people don't buy into the process then the project is unlikely to achieve its maximum potential. If this is a concern for you then we would always suggest a meeting which the relevant sales people would attend. The purpose of this meeting would be to allow us to explain our role and help them understand where and how we can add value and help them achieve their objectives. It is also a great opportunity to get them involved in determining the specific nature of the project, often they will be more committed if they feel they have contributed to the direction of the project. |
Where do you get your data?Results was set-up 1989 and we have a significant end user database in relation to all areas of the public and private sectors in addition to the relevant industry supply chain. There are occasions when a client project will benefit from additional data from a 3rd party and this is something we can provide via reliable and proven partners. We can also incorporate your own data in to any project and we work with you to determine which approach best suits your needs. I’m worried how my prospects will perceive a 3rd party contacting them on my behalf.This is a legitimate concern and one we aim to combat by always working under your name. As far as the prospect is concerned they will be dealing with you and not a 3rd party organisation. We work to a proven induction model that ensures we have sufficient knowledge in all areas of your business to have productive conversations on your behalf at the same time as providing an approach consistent with your existing sales and business development strategies. There are occasions when we would work under our own name however these are limited to research based projects when an impartial 3rd party will be mostly likely to get the best results. How will you know enough about our company to sell what we do?Before we start work on any project we hold a detailed and thorough induction meeting to ensure we are well equipped to have high-level conversations with potential clients on your behalf. The induction meeting will typically last for 1 day and be held at a location of your choice and convenience. During the induction we will cover every conceivable detail required to deliver your project successfully. We use a proven system to better understand your company, business model, sales strategies, product or service information, value proposition, competition and to detail the overall objectives of the project. |
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Are you a telemarketing company?Whilst 99% of our work is delivered via the telephone, we go out of our way to differentiate ourselves from traditional telemarketing companies. Given the amount of telemarketing companies in the UK there is clearly a requirement for these services in both the B2C and B2B markets. Results works exclusively in the construction and building services industry and we believe this customer base requires a higher level of service delivered by an organisation with an established and proven understanding of the industry decision making process. For an honest appraisal of your requirement and our ability to meet it, please take advantage of our 'submit a brief' offer and contact us to discuss it further. What does it cost?Costs are based on a fixed daily rate which is determined by the level of service you require and subsequently the level of resource and management time required to deliver the project effectively. A seperate set-up fee is charged for the development of the project including the database build and a full days on site induction. This fee also ensures you retain full ownership of all data relating to the delivery of the project. We do NOT charge for other meetings that we may attend in developing a brief for a pilot scheme. All costs are inclusive of calls and a full secretarial service and there are no hidden extras! |
Do you use scripts?We've never worked from scripts and we never will. We pride ourselves on our understanding of your industry and because of this we can engage prospects in unscripted conversations that position you in the best possible light. In the most part sales scripts are insulting, in effect it means you're saying one size fits all. It doesn't. We prefer to have relevant and informed conversations, and the best way to achieve this is by demonstrating an understanding of the prospect and what they want from the products or services you can provide. We then align this to our already established understanding of the product/service/solution you provide. When carrying out a survey a script could be advantageous as consistency is important. However when selling or introducing a company, product or service to a new prospect it is impossible to know how the conversation will develop. Therefore the ability to control, manage and take the conversation in different directions is what differentiates Results from the competition and is imperative to our success. How can you help us if we don't have any sales people?A lot of companies don't employ traditional sales people. Perhaps your products or services require a more technical sale and therefore you employ technical sales people, sales engineers, consultants or maybe you do the selling yourself. The fact remains that unless you are very lucky, demand for the products or services you provide has to be created by somebody. It's our job to make sure the individuals responsible for closing business are in front of qualified prospects that have a genuine requirement for the products or services you provide. All client projects can be designed to educate prospects, raise awareness and gather relevant and specific intelligence. All important aspects of new business development. |
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How do you determine your costs?Our costs are determined by a number of factors including:
Do you offer a fixed price for all projects?Yes. All projects are delivered to a fixed cost whether we work with you on a retained basis or we deliver a one off project. All project costs are inclusive of calls, administration, full secretarial service and reporting. What are your payment terms?Pilot schemes are 4-weekly in advance and termed contracts monthly in advance. Set-up costs are payable on completion of the induction meeting. How long is the average contract?We offer 6 and 12-month contracts and pilot schemes are typically 16-weeks in duration. We are very aware that your requirements are often subject to change in line with company direction, market conditions and competitor activity and as such we ensure all projects are flexible enough to meet your short, medium and longer term requirements. |
How would you integrate with our existing sales force?As with our general approach, we aim to take your direction to ensure the relationship is managed in the most effective way. We are always happy to meet with sales people prior to or at the induction meeting and this is often a great opportunity to secure their buy-in. It gives us the opportunity to help them understand where and how we can add value and help them achieve the objectives. It is also a good opportunity for them to voice any concerns and ask us any specific questions they may have. Can you complete tenders and close business for us?Unfortunately not. Whilst we're always looking at new ways to help our clients it's unlikely that we'll ever be able to negotiate or close business on your behalf. To negotiate or close business requires the freedom and authority to change pricing and agree specific terms, and it's highly We specialise in creating quality opportunities and we can help put your sales people in front of the types of customer you really want. |
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Do you offer a trial scheme?We recommend that all clients undertake a pilot scheme in the first instance. Pilot schemes are typically 32 days spread over a 16-week period. Experience has taught us that this is a reasonable amount of time to be confident that our services will pay for themselves. We would also expect to give an accurate reflection of the short, medium and long-term potential of working with Results. All requirements are different and to that end we are more than happy to consider more flexible arrangements on a case-by-case basis however only if the requirement lends itself to this type of agreement. If we feel that a certain time restriction will negatively impact our ability to perform then we would be proactive in saying so. In short we try and offer flexibility to suit everyone however in certain scenarios we are well placed to offer informed opinions as to what will work and what won't. |
How can I quantify the work you do?It's important that you're able to quantify what we do for you, and it's important to us. We're looking to build a long-term working relationship with you and we know that in order to achieve this we must first deliver good value for money and an excellent return on investment. It's in our best interests to help you quantify what we do. We provide the necessary tools to enable you to track project performance at any stage throughout the process, these tools range from a simple contact list of prospects to a complete breakdown of every single contact made on your behalf, including the content of each call. To completely understand what we do and to measure specific return on investment we need to understand how each opportunity is progressing, whether it resulted in a sale and what further opportunities were created, to do this we require accurate and regular feedback from your sales people. |
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