Training - Module 5 - SGS JSC

Training – Module 5

LEAD GENERATION
______

Target Market

Our focus:
SMA & EKA – Small Medium Account & Enterprise Key Account – 250 – 5000

Who do we contact?

  • Top level management
  • Middle level management
  • Supervisory level management

 

The goal is to contact a person from the executive board to change something in its business.

 

Target – companies with 100-5000 employees
We contact the C-Level in the order as mentioned above via LinkedIn, Xing.

sgs

Company size

Documentation

Every sales call or sales meeting should be documented. In the communication tab of SGS ONE, all correspondence with clients must be documented.

Searching for potential clients

Every sales account manager [SAM] gets assigned the region in which the SAM will acquire clients. Sometimes, because of the company’s scale, you may enter another colleague’s territory because that company has subsidiaries all over the continent. Every contact needs to be filed in SGSone. So if this situation happens, you can search for that company in SGSone, and if it shows up, that means one of your colleagues has already been in touch with them. Talk with your colleague about the feedback from that company. We used different ways and platforms to reach out to potential clients.

 

Lead Generation

LinkedIn

Vast business platform with endless possibilities. This is our primary tool for searching for new and potential clients. A lot of filters for searching so that you can divide your search by leads or accounts in various business verticals. You can also save your searches for later use. It is very up to date in terms of who is in what position. The official websites of companies have, in some cases, very outdated management sections. The response is almost instant via InMail or regular messages once you are connected with the person. If you search by accounts, in the majority of cases, you can access their decision-makers profiles. The usual procedure for connecting and stepping in contact with CxO, Head Of, Director is:

Find the right person you want to connect to

While sending the “connect” request, add a note (1st message): 

Greetings (First Name of Client)!
Hopefully, this message finds you well. I am always looking for more leaders in various industries to add to my network. I would love to connect!
Kindest regards,
(First Name Last Name)
SGS Group

 

After the Client accepts you, wait for 12 to 24 hours and then send them the 2nd message via direct message:

Hi, (First Name of Client)!
Thanks for connecting.
It is always a pleasure to have my network experienced (enter their position, title in the company).
Have a great day!
Best regards,
(Your Name)

 

After that 2nd message, wait till the next day and start liking, sharing, and commenting on some of their posts, but not on posts that are older than 1 month, we are not creeps 😊

One day after that, send them a 3rd message that goes something like this:

Hello (First Name of Client)! I see that you are performing your duty as a (enter their position in the company) impressively well! I’d like to talk to you about how your department is structured and managed. I’d also like to present DaaS (Department as a Solution) to you. Our service allows our clients to expand their team while significantly reducing costs. If you would have time for a short call, I’d be glad to meet you.

Best regards, (Your first Name)

 

It is unnecessary to have this as your 3rd message, and you can tweak it, change it, do with it what you want. It is essential to tailor it so it can fit your Client.

If the Client is interested, ask him for his email address so you can arrange an introduction call via Microsoft Teams.

 

Cold mailing

We don’t do “regular” cold mailing where we take 5.000 emails from our database, write one template and send it to all. No, cold mailing needs to be tailor-made and suited towards the Client and his position.

So, for instance, you are sending an email to “Head of Engineering”, and this is how it should look like:

Subject: Greetings from Croatia!

Hi (Clients first name)!

My Name is John Smith, and I’m a senior account manager for Nordics here at Scalable Global Solutions JSC.
From the information provided by your company’s website, you are the (Name of the job title, position), right?
My interests are focused on your department’s structure, and management and, also, how is your company going through these challenging times?
I want to introduce DaaS (Department as a Solution) to you, a new, innovative and highly effective business concept that helps our clients expand smoothly while reducing costs significantly.
And the best thing here is: we are not outsourcers. You are in charge of everything!
The easiest way to understand DaaS is if we would have a short 15min online meeting. I would love to show you what SGS can do for you.
I was genuinely expecting feedback from you.
Sending my best regards to (Name of the city where that person is situated),

John Smith

 

You can also modify this version of the mail for a better fit for your Client.

Now, finding an email can sometimes be as easy as looking upon the companies website under “About Us” – “Management” and where the whole management team is presented, right next to their name and job title is their official email address.
Other times it is a bit harder, but there is always a way!
If you can’t find the email address via their own LinkedIn profile, or the company’s website, it is time to use X-Ray Boolean String Search.
Here is the link on how to use String Search
If that comes up short, you can always use a free online email checker, such as
Email Checker.

 

You can use it like this:
Most of the companies have a domain just like their website (example WEB: www.nutanix.com; EMAIL: firstname.lastname@nutanix.com)

 

In the majority of cases, the format of the email address is:
Firstname.lastname@domain

 

Sometimes is:
Firstnameletter.lastname@domain

 

Other times it can be:
Firstname.lastnamefirstletter@domain etc.

You can always check out with the email checker if that address will bounce or is it valid.

 

Cold calling

This is the last step in the process of tracking down the potential Client. If the person won’t accept you via LinkedIn (maybe they are not using that platform on a daily or even a weekly basis), if they did not reply to your email (perhaps the personal assistant is getting those emails and refuses to forward them or inform her superior about it, or maybe they automatically end up in “spam” folder), then it’s time for cold calling. The usual way to acquire a phone number is on the official website of that company. They always have a front desk landline number. If you’re lucky, some companies display the CxO’s mobile phone number! But that depends on the company’s size and policy. Make sure that your voicemail on your company phone has a personalized message when people can’t reach you. Something in terms of this:

“Hi, you’ve reached X X from Scalable Global Solutions. Please leave your name and a reason you’re calling after the tone.”

Here are some templates for Cold calling:

DaaS HR:

/If an Assistant answers:
(I refer to the letter I sent a few days ago where I inquired for an appointment to present SGS)
My name is _____, and I am Managing Director at SGS for Switzerland. I am responsible for your business area.
We understand that your Human Resource department deals typically with recruitment. However, we have developed a completely new method where we work in our client’s interest in contrast to our competitors. Therefore, it would be necessary for those decision-makers responsible for the cost, budget, and P&L to be present at an initial meeting.
As we break new ground with our method, which is probably different to how your Human Resource department has been handling issues so far, we cannot rule out that there might be diverging interests.
Therefore, I would appreciate it if you scheduled an appointment of about 45 minutes with Mr._______ in the next 2-3 weeks. As a meeting with you is one of our priorities, it would be a pleasure to arrange enough time to visit you for this meeting. May I ask you to propose a couple of possible dates so that I can include our CEO in those plans?

/If you get the CxO on the phone:
My name is ____, and I am Managing Director at SGS for Switzerland. I am responsible for your business area.(I refer to the letter I sent a few days ago where I inquired for an appointment to present SGS)
Is it correct that you are responsible for _________?
And is it correct that there are currently _____ employees working for your company (and that you operate globally?)
-Is it okay for you if I get straight to the point?
SGS has over 10 employees in Croatia and 4 associates in Germany, Austria ad Hong Kong.
In a market analysis that took more than two years, we came to realize that recruitment consultants are still taking the same approach as they did 30 years ago.
The on-target-earning of candidates still determines the recruitment costs.
Only 4 companies are operating globally.
90% of all companies have only 1-40 employees
97% of the companies hold companies with the same name, whereas employees and branches work independently and do not have an integrated database and organizational structure.
Only 0.04% of the recruitment consultants are involved in the development of a job description.
Therefore, it has been our objective to address and improve the issues mentioned above. All SGS Associates have more than 15 years of experience in the operative executive area. We will put together an excellent team for your specific assignment in your industry for each project. We are convinced that our method will positively impact your recruitment costs in the long term. As a positive sign for our service )which consist of more than recruitment), we can proudly look back at 12 quarters of growth with many satisfied customers.
We understand that your Human Resource department deals typically with recruitment. However, we have developed a completely new method to work in our client’s interest in contrast to our competitors. Therefore, it would be necessary for those decision-makers responsible for the cost, budget, and P&L to be present at an initial meeting.
(As we break new ground with our method, which is probably different to how your Human Resource department has been handling issues so far, we cannot rule out that there might be diverging interests.)
Therefore, I would appreciate it if you scheduled an appointment of about 45 minutes in the next 2-3 weeks. As a meeting with you is one of our priorities, it would be a pleasure to arrange enough time to visit you for this meeting.
May I ask you to propose a couple of possible dates so that I can include our CEO in those plans?

 

DaaS Sales:

/introduction
I’d like to suggest an agenda for this meeting if that is okay with you. I’d like to present myself to you, and then I’d like you to present yourself, so we know who is on the “other side”.
/PCS
/CCS
/client introduction
/while the Client is doing its introduction, ask him questions such as:
-What is the current size of your department?
-What current CRM system do you use?
-What would you like to see changed?
-Where are the account managers based?
-What is your current revenue, and what is your goal to reach this year?
-What is the biggest challenge you are facing currently with your company?
-If you had a businesswise wish list for next year, what would be on it?

The benefit for you is a great new hire potential program, and we’re not talking about fresh University students. Still, experienced account managers of salespeople who are fluent in English, German etc., 34% of the population speaks German as people left Croatia massively during the war 30 years ago. So providing what you need is possible you would have to give us the job requirements. The other benefit is relatively simple – you get a Senior salesperson at half the cost of a Salesperson in your respective country. Also, due to bank holidays and vacation days, a person from Croatia is 15% more productive than a person in your respective country. So for the budget of one Account manager, you get 230% performance back and two people, each 15% more efficient than the one in your country.

So I’m not saying you should get rid of your sales team – absolutely not! I’m suggesting getting Inside sales account managers to help the farmers (Field sales) get more contacts in existing accounts. They would help the hunters to have the full schedule when they start their day, plus they send the information to the customers and update every contact or existing contract in the database as these are senior account managers you can give them targets just as you would show them if they were sitting in your office in your country on your payroll. So they would have targeted territory they cover, do customer acquisition, conduct introduction calls, make cold calling, presentations etc.

Our goal is to help customers grow their business while managing within the same budget or reducing costs. A virtual workforce is why you have the quality as it’s not outsourcing because you have defined – selected – interviewed – trained – integrated, and you are managing the team. If somebody didn’t perform, we would search for the next person you approve, replaced. So trust me, the whole hire process is much easier from Croatia than from the country you are based in.

If possible, ask for requirements and close the Call. Suggest a longer (45min-1hr) meeting.

 

DaaS IT:

/introduction
I’d like to suggest an agenda for this meeting if that is okay with you. I’d like to present myself to you, and then I’d like you to present yourself, so we know who is on the “other side”.
/PCS
/CCS
/client introduction
/while the Client is doing its introduction, ask him questions such as:
What is the current size of your structure?
-What is the biggest challenge you are facing currently with your company?
-Where is your IT & DATA center team based?
-If you had a businesswise wish list for the next year, what would be on it?

Our focus is to help midsized companies deliver solutions that don’t necessarily have to be in the house, as it’s too expensive.

In simple terms, what we do: we have developed solutions for 8 departments: IT, Sales, HR, Operations, Back Office, Finance, Marketing and Customer Care. Certain operations from each department can be done globally, so imagine them being done from Zagreb.

Now, the difference in what we offer is the fact that we don’t do outsourcing. We understand that a midsized company or any other company doesn’t like the word “outsourcing” because it causes a loss of control over your team. So SGS does not do outsourcing. So why don’t you decide which people you want for your team by yourself?

That’s, for example, 1st and 2nd level support. So you have a budget, and that gives you a certain amount of people. So when you would need to hire new 1st and 2nd level support people, you would provide the requirements to HR, they would source them, you would interview them and then once you think they are suitable are going to be hired, trained and integrated into your company. So imagine you could do all of that with one significant difference: they sit here, in Zagreb, on our payroll. So the process is the same: you give us the requirements, we find the candidates for you with those requirements, you interview them and the ones that suit your needs we put on our payroll; they get a separate department, infrastructure, laptop, operating system. Anything on the operating system comes from the Client, GDPR, security data protection…. So username, password, access to everything would come from your IT.

After getting on our payroll, they go to new hire training to your company, and afterwards, they get integrated fully into your company as any other employee would. Get your phone number, business card with your company logo, email etc.

If there’s a big meeting, your team members fly out to you or later, you will fly out here when/if having a more significant division as it will be cheaper. It is only a one hour flight, and that’s the beauty of it – Zagreb is close to you.

So you have all the benefits of having your team. When hiring a new team member between Germany and Croatia, the costs are about –% lower for the same quality.

Solutions for the IT department you could have here in Zagreb are software and app development, software development, SGS one CRM system, SGS workforce – app, any kind of app development – we have 47 programmers at hand. So, you can have a dedicated team, managed service team, and have his project priced or implemented. You can choose between hourly, half-day, daily, weekly, or monthly rates – whatever is convenient. You have to specify what you need and for how long with those functions; we would then put this in a project and tailor your offer.

If possible, ask for requirements and close the Call. Suggest a meeting.

 

DaaS Marketing:

/introduction

I’d like to suggest an agenda for this meeting if that is okay with you. I’d like to present myself to you, and then I’d like you to present yourself, so we know who is on the “other side”.

/PCS
/CCS
/Client introduction
/While the Client is doing its introduction, ask him questions such as:
What is the current size of your department, and how is it structured?
-What is the biggest challenge that your team is facing?
-Which percentage of your portfolio consists of Offline? Online? Inbound? Outbound? ATL? BTL? TTL? * Marketing
-What are your KPI’s?
-Is your team in-house or outsourced?
-If you had a businesswise wish list for next year, what would be on it?
-What do you consider being your department’s weak spots?

-Given the time that we have, I would like to cut to the chase straight away. Also, the presentation I will tell you now will be sent to you via a link on your email to have a closer look.

-Taking the problem that you pay a lot of money to agencies, I suggest you think about a virtual workforce marketing department based in Zareb, Croatia. If your marketing department is under-resourced or perhaps overworked, I want you to consider hiring a virtual workforce. So what we can do for you is this: you can have your team sitting here, but under your control that is not shared but wholly dedicated to you. Also, those people were selected by you as you’ve given us the job description of what you want. We’ve to provide them with the infrastructure, laptop, operating system, parking space – but anything that comes on the operating system comes from your IT. They’re integrated into your company, so everybody sees them as your colleagues. Their social media profile is from your company, as well as their email, phone number and anything else.

-After we onboard them on our payroll, which solves your payroll problem, you go through new hire training and start their work at the end of the day reporting to you. This allows you to put a more significant department in place, saving you money from the budget you were giving to the agencies. It also allows you to have more control and get more work done faster, better, and lower cost.

-Plus, you can do short – medium – long term projects without giving out a ridiculous amount of budget to various agencies.

-After a while, you can migrate a certain number of team members to your headquarters in your country if you wish to do so. Keep in mind that a person working in marketing in your country costs 50% more than it does here in Croatia. Ant, that’s a fact. Also, a person working in Croatia has less vacation days and fewer bank holidays, making that person 15% more productive.

-If you are interested in this, I will provide you with this presentation, and I would like to have some input from what you would need – marketing terms and what the agencies are doing for you. After I get that info from you, I would organize a meeting 45 minutes – 1 hour long duration between you and our CMO – chief marketing officer who runs the marketing division for our clients so that you talk directly to the person.

 

Target Questions – Introduction Call

Ask open, intuitive questions so you can get a clear picture of the company. Questions must not give the client the possibility to answer with just “Yes” or “No”. Below, you can see examples of questions for every targeted person. Also, be careful with the questions because you can lose control of the flow of the introduction call.

 

For CEO, Managing Director, General Manager:

What is the current size of your company?
-What is the average number of new employments in your company per year?
-What is the biggest challenge you are facing currently with your company?
-What is your current revenue, and what is your goal to reach this year?

 

For CSO, Head of Sales, Director of Sales:

-What is the current size of your department?
-What current CRM system do you use?
-What would you like to see changed?
-Where are the account managers based?
-What is your current revenue, and what is your goal to reach this year?
-What is the biggest challenge you are facing currently with your company?
-I assume that you have increasing targets every year. How are you coping with it?
-What is your responsibility in your role?

 

CMO, Head of Marketing, Marketing Director

-What is the current size of your department?
-What is the most significant challenge that your team is facing?
-Which percentage of your portfolio consists of Offline? Online? Inbound? Outbound? ATL? BTL? TTL? * Marketing
-What are your KPI’s?
-Is your team in-house or outsourced?
-If you have a businesswise wish list for next year, what would be on it?
-What do you consider being your weak department spots?

 

CHRO, Head of HR, HR Director

-What s the current size of your department?
-What is the current size of your recruitment team?
-What is the average number of placements in your company?
-How is the reporting of candidates structured?
-Do you use any HR/recruitment tools in acquiring new people for the company?
-Is your recruiting just internal, or can it also be external?

 

COO, Head of Operations, Operations Director

-How is your department structured?
-What is the current size of it, people wise?
-What is the biggest challenge you are facing currently with your company?
-Which tools do you use for resource management/project management/time management?
-What is your responsibility in your role?

 

CTO, Head of IT, IT Director

-What is the current size of your department?
-What is the biggest challenge you are facing currently with your company?
-Where is your IT & DATA center team based?
-Do you use outsourced teams for projects?

GET STARTED