Our Pay-per meeting service generates sales meetings for our clients to attend, with few fees other than the meetings themselves...

Each member of our team has his or her own style, but they all use current news, logic, question technique and relationship building tactics (supported by a fundamental ability to SELL)! They know how to handle PA’s, voicemail, email requests and all of the various stalling techniques put in our way, and our remuneration model keeps us focussed on generating high quality opportunities.

We follow a tested method of being very polite, pitching quickly, speaking Plain English and qualifying AFTER we are in the diary… that way we know people don’t lie to us!

Qualification

As part of every project that we take on, our Project Leader works with our client to agree a set of qualification criteria that we need to aim for in generating meetings.

• Universe
  Vertical Market, Company Size, Geography (i.e. General Insurance Company, turnover greater than £150m, South East)
• Target Individual
  Job Function, Job Title (we like to qualify by ensuring that an individual ‘owns’ an issue or deliverable before we pitch them).
• Soft Information
  Clients often ask us to qualify prospects with a few other questions. We find that hard qualification around budgets and projects really cannot be made on the phone, but softer questions that elicit the same information can be crafted to help. Several examples follow:
  
  
  • Whether a service is already being delivered that is similar?
  • Does / has the client use(d) a 3rd party?
  • Is the process or function we are trying to aid working well?
  • Is a particular technology appealing and why?

Rules of Engagement

• We will protect the interests of each client by providing the following ‘rules of engagement’:
• Each introduction is delivered as an email (with .PDF attachment) or MS Outlook invitation. From receipt of that email we offer a 48 hour cooling off period during which the introduction can be considered, and further information sought if necessary. After 48 hours (2 working days) we consider the introduction accepted.
• Buyingtime will re-confirm each new introduction 48 hours before it takes place. If re-scheduling is required we will be responsible for that.
• Should the details provided not match the meeting when it happens, we will replace the meeting with no charge provided we are notified within 24 hours of the meeting taking place.
• We will rearrange and take responsibility for meetings up to 10% of the contract at your request. Any additional meetings which need to be moved by our client will be done at their own risk.

'The Buyingtime team consistently stimulates interest in our services among our target audience of Blue Chip decision-makers. We hired them because we did not have the telephone sales skills internally – and they have more than delivered’.
Chris Barez Brown - Partner - ?What If!