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Last Update: Friday February 23, 2018

Key Idea: Mail - Call - Mail - Call

Rosemary Skeffington says you can land plenty of new business by using a combination of mail and follow up phone calls. More...

Key Question:

A: 

Develop a mailing list of prospects and discipline yourself to stay in touch with them on a regular basis.

Q: Does Rosemary do the marketing herself?

A: Rosemary is in charge of the marketing effort but she out sources the writing and design of print pieces and the telemarketing. She writes the telemarketing scripts and in our transcript provided in the next clip, you can read her advice.

I don't even think you can stay the same without marketing and you certainly can't grow. This business started with one relationship and Rosemary is filling the pipeline with potential new ones. Rosemary's efforts turn every call the sales people make into a "warm" call rather than a "cold" call.

Learn more from business owners who market consistently and get results plus read advice from our marketing expert: Orange Tree Imports, Fluker Farms, and John Wargo.

Think about it

Do you have a good list of qualified prospects?  Do you communicate with them regularly?  Do you track the results you achieve when you do direct mail, email and phone calls?

Clip from: Time Technology where Technology Warps Time

Godalming, Surrey, United Kingdom:   Meet the Skeffingtons - Rosemary, her husband, Nigel, and his brother, Peter.  They introduce us to a rather simple technology that brings people from different time zones into the same time and creates a ubiquitous space that everybody shares.  Their business is Time Technology.

What they do is teach and implement collaborative technologies. Though this technology raises some real questions about our perception of time, for them, it is just a fact that literally hundreds of people can be part of an online meeting, working on the same content, though separated by time zones and continents.
 
Time and space are so fundamental most of us just take the two for granted. It just seems like another application of technology, but it is the beginning of a very significant revolution --  at long last long-held beliefs about what is possible within a given space and time is radically changing.

Time Technology Ltd (RS)

Rosemary Skeffington, Founder

Brook House
Mint Street

44(0)1483 863 000

Visit our web site: http://www.time-technology.co.uk

Office: 44(0)1483 863 000

Business Classification:
Internet

Year Founded: 1992

Mail - Call - Mail - Call

ROSEMARY: Very much so, because what happened was, they had received the newsletter perhaps in February this year. They will have been called in March or April. They will have had a mail shot--I can't think, but one of our products we mailed shot them the next month. Just a simple letter, not expensive--the cost of the stamp. Short letter. Se mail, call, mail, call. Just touch the customer.

HATTIE: While all of their customers have embraced collaboration software, Rosie believes there will always be a place for a well-designed physical piece of mail like their newsletter.

ROSEMARY: Put time technology in front of them as much as we can.

HATTIE: What do you think the deal you just closed yesterday is going to be worth to the organization?

ROSEMARY: I think Nigel was talking in the region of a million pounds. So that is a fantastic contract.

HATTIE: So marketing works?

ROSEMARY: Marketing works. It's hard work. It's hard work, but marketing is 99% common sense and 1% you've got to roughly know what you're doing. But you can read a book. You can ask people. But do it: get your name in front of the customer.

HATTIE: Nigel, what does it take to build a business?

NIGEL: What does it take? Well, I hate to mention that dreaded word luck, but there is a lot of luck in this business. Any business has to have that lucky break. How do you make yourself lucky? Well, I think hard work, determination, commitment, passion. We have to focus, and we must always focus on what it is that the client wants and that we deliver exactly what the client wants. In fact, we have to do more than deliver what the client wants; we have to exceed what the client wants. That will be the difference-- that will be the difference when Time Technology is a multi-million pound organization, is when we make that difference and we exceed the expectations of our clients. It's all about focus and service.

HATTIE: What gives you your stamina? You two, you and Nigel, bought this house when it was falling apart. You said, "oh, we can fix it." You bought a building downtown when it was falling apart. "Oh, we can fix it." You started a business on an idea--"Oh, we can do that." I mean, where does the stamina come from?

ROSEMARY: We did always hope that we would have a third child. We had two--fine, brilliant. Then we thought, "Number three," and it didn't happen. And so I always said Time Technology was my third child. And if you look at it like that, then you nurture it, you love it, you take care of it, you're passionate about it, and you do it for that reason. I don't know.

PETER: We've got a clear vision. We know where we want to get to. We've got ambitious plans for growth. There are no real boundaries to that growth.

NIGEL: It's fun. It is a lot of fun.

HATTIE in the studio: We learned so much from Nigel, Rosemary, and Peter. On our website you can read the complete interviews. Peter talks about how he is applying Six Sigma principles at Time Technology. Nigel tells how their C.P.A. got them angel capital for the start-up, and learn from Rosemary how she out sources the creation of her mail pieces and how she writes a telemarketing script that gets results.


NOTE: There are two additional clips for Time Technology. Please see below for #14 and 15.

We'll see you next time.
 
 

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