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Case Studies

Promotional Incentives Boost Telemarketers' Closing Ratio by 50%

Challenge: Offer telemarketers useful tips and strong motivation.
A media and publishing company wanted to find a unique way to help telemarketers remember key selling suggestions, in order to improve closing ratio and employee retention. The company also wanted to create a contest featuring a valuable prize that would act as an incentive to use these sales tips.
Solution: Promotional coffee mug imprinted with selling tips for each desk.
The company gave each employee an Acrylic Director Office Mug that had a script of Tom Peters’ selling tips screen-printed onto one side of the mug. The imprinted mug was also tied into a sales contest. The winner of the contest won an all-inclusive trip for two to Hawaii to hear Tom Peters speak.
Result: Closing ratio increased 50% during the contest.
The telemarketers’ closing ratio increased by 50% during the contest. Moreover, the telemarketers sustained a 27% increase in their closing ratio during the next full year. All agreed that the mug was an unconventional and welcomed change to the paper and pencil script they had used previously.
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