ROI Archives - Air Marketing

How our 5* incentives have contributed towards client success

Posted on 1 March 201929 June 2023 by Doug Roots

Lost employees can cost a company up to double an individual’s annual salary. The eye watering reality is that this cost alone is unlikely to address recruitment costs, the time lost through learning and upselling, and the detrimental impact that a high employee turnover has on the relationship you build with your clients.

Now, you maybe questioning why a telemarketing company, involved in an industry notorious for poor staff retention rates, has grounds to comment on improving employee turnover? Well, we know it pays to keep our team happy and encourage them to be the best that they can be. Not only for the benefits of our employees and our company, but so our clients can receive the best possible service from our team.

So, what’s the secret to creating the loyal, motivated and results driven individuals that have become familiar faces among our team? The truth is, we have always placed strong emphasis on recognising and rewarding individual excellence and creating a positive team culture. We have tried and tested many ways of achieving this, but our recent 5* incentive scheme is one that has allowed our individual team members, the company as a collective and our clients to really reap the rewards.

At the start of this financial year, our 5 Star incentive put a playful challenge in place for every member of team Air: showcase your outstanding performance or team spirit throughout the year and win a paid for trip to Edinburgh, Dublin or Paris – for you and a person of your choice, we’ll even throw in spending money.

This scheme has not only drawn Team Air’s attention to what’s really important, awarding the people who outperform expectations and continue to win new opportunities for our business and our clients, it’s also delivered improvements in multiple areas:

Impressive results for our clients driven by the buzz of healthy competition amongst our team
Elevated team spirit and heightened sense of wellbeing created through employee appraisal
Our strongest team members continuing to progress within our company, ensuring our clients have a dedicated campaign team that are familiar and confident in selling their products and services
An electric culture which continues to encourage new sales talent to become a part of our family and our clients’ campaigns
Increased motivation that pushes our team to outperform competitors, better handle gate keepers and in turn secure the success of their team, our company and our clients’ new business.

Having started our incentives as a trial, we have experienced an overwhelmingly positive result. With 5 hardworking team members having won well deserved breaks with their friends and family throughout the financial year, the 5* incentive is measuring up to remain a deep-rooted tradition for Team Air. So, we pose the question – what 5* incentive will you be using this year? We’re already working on a new idea to reward our lucky 2019 winners. After all, it’s only right that our MD tops sending someone on holiday, isn’t it?

If you feel that your business could benefit from the support of an exceptionally driven outsourced telemarketing team, then get in touch today – Team Air are always on hand to help. Call: 03452413038

It Pays to be Patient

Posted on 20 September 2018 by Doug Roots

At Air, we pride ourselves on our honest and transparent approach towards our customers. We want those who we work with to succeed and so we keep nothing from you, you can have as much or as little involvement in your campaign as you would like. As one of Air’s Account Directors, I sit down with our prospective and retained clients, making sure to spend time with them in order to create the right strategy for their budget and business goals. But also, I want to ensure that clients understand that developing returns on their investment takes time. Markets are saturated with new businesses and whilst outsourcing telesales is a step in the right direction, clients shouldn’t expect a quick fix. The clients that I work with are often looking to invest in a long-term telemarketing campaigns, have long sales cycles and therefore need to understand that telemarketing does not instantly create ROI.

Despite this level of client engagement, when it comes to the end of the first month I sometimes find that clients have concerns if they haven’t yet closed a big deal or aren’t yet receiving high ROIs. Whilst I understand that clients put a lot into their businesses and obviously want them to be a success, it seems that often people forget that success isn’t always instant. More often than not, it pays to be patient.

It is for this reason that, as part of our business proposals, myself and the other Account Directors at Air recommend a long-term commitment after the initial 3-month trial pilot period. During this pilot period, the outcomes teach us learning’s about the business’ message, the target audience, the objections and the sales cycle of a client. This time is essential for a business, it allows us to test the messaging of the campaign, the data we receive and actually get hold of the right people for the client – all of which takes time if done right.

We don’t want our clients to stress or be kept in the dark, which is why we have created our unique client portal, where they can have a clear view of their campaigns progress – our clients are able to follow the peaks and falls of their entire campaign and see the feedback or objections we receive. It is most important to listen to this information in the beginnings of a campaign and not be overly concerned if sales are slow to begin with, as brand and business development should be nurtured not rushed. By considering this information, we are then able to use it to adapt the campaign and help it develop with momentum in the long term to generate the client impressive ROIs. After all our average campaign ROI is £18 for every £1 spent, so your investment is in good hands.

Opinion Piece by Keryn Seal, Account Director, Air Marketing Group

Do you actually need a marketing plan?

Posted on 23 August 20187 July 2023 by dukadmin

Perhaps we could look at this question from a different angle, would you start a business without a business marketing plan?

The answer is of course, no! But why should the approach to marketing be any different? You are going to be investing in marketing and if done correctly, marketing will deliver ROI to grow your client base, revenue and ultimately business. It is therefore a critical aspect of your go to market strategy and should be thought through and planned.

Do you appreciate the importance of marketing?

You would expect us to ask this question, we are a marketing agency, we feel that marketing is vital to business success. But let’s explore this question.

For your business to survive, and of course thrive in a market place you have to attract and retain your customers. But if your business never told the market what you offer, why you are better than your competitors, your ethics, why you exist etc, then would customers simply come to you? No doubt a small number may stumble across you, but it’s unlikely that you will attract the number of customers needed for your business to survive.

Marketing is not simply the expensive advertising campaign you see on TV or the brochure that will cost a lot to produce and may quickly become outdated. It’s likely that marketing will have an influence over every touchpoint that your customers experience; from your telephone message, your welcome email, that customer service call or a client portal login. The messaging, branding, look and feel are all influenced by marketing.

Why create a marketing plan?

A plan gives you the opportunity to really understand:

* Who you want to target, why and how you will reach them?

* It prompts you to assess your competitors, what activity are they doing, could you be doing something similar?

* And to dive into your product or service – put your customer hat on, why would you purchase your product or use your service, are the benefits clear?

All of these questions need to be thoroughly thought through to carry out effective business marketing.

Putting this into a plan, allows you to focus your resource (time as well as capital) alongside specific, measurable timeframes and goals. This plan will help you with the day to day running of your business; sensible and realistic resources allocated ahead of time, will help you manage performance of your marketing efforts. This will keep your team motivated and allow you to test, refine and edit activity to produce the best results.

The marketing plan is your roadmap, it provides you with clear direction making it straight forward to align execution and reporting to your objectives.

You don’t have to do it alone…

Planning your marketing for 6 months, 1 year or even 2 years in advance can seem daunting but you don’t have to undertake this task alone. In fact, having an outside perspective involved with your planning, asking different questions, challenging your thinking – can produce even better results.

And don’t forget this is not a one-off exercise that is completed and stored to never be looked at again. This is a living plan, to be referred to, updated and amended regularly – make it your friend not your foe. Find out more about marketing planning with Roots to Market here.

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.

Tag: ROI

How our 5* incentives have contributed towards client success

It Pays to be Patient

Do you actually need a marketing plan?

Do you appreciate the importance of marketing?

Why create a marketing plan?

You don’t have to do it alone…

Where to start with direct marketing?

Why use direct marketing?

What activity is classed as direct marketing?

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