Industry Best Practices – the lead.

Appletree Answers is launching a new monthly discussion focusing on Industry Best Practices.

We decided to start at the beginning of most business cycles – the lead.  Today, the majority of a company’s leads are generated via the Internet. 70% of small businesses have a website when they start operations. The SBA lists “not having a web site” is the #7 reason why new companies fail.

Once you have a web site it is critical that someone in your organization monitors your web site generated leads.
Continue reading

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Call Forwarding Manual

Call Forwarding Manual

Basic Forwarding of a Simple Phone

If you have a business with simple phones, you can call your local telephone provider and order the call forwarding feature.  It is applied to your line by your phone provider without a trip to your premise.  If you purchased your phone from a store, brought it from home, and can plug and unplug it from the wall chances are you have phones and not a phone system.  The code for forwarding in most cases is as follows.

(72# on, 73# off) AT&T CALL FORWARDING

(*72 on, *73 off) VERIZON CALL FORWARDING

Cell Phone Forwarding

Cell phones also come with a call forwarding feature.  It is important to note when you forward a cell phone to the answering service, your voice mail will not pick up any calls while the line is forwarded.   A number of cell phone providers have introduced a feature that allows you to see who is calling you and then redirect the call by simply pressing a button.  To get details on how to forward your cell phone or to find out about redirecting your calls contact your cell phone provider.

Basic Forwarding of a Business Phone System with “hunting”

A number of businesses have a multi line phone system.  The best way to determine if you have a multi line phone system is the following:

  • Phone has multiple buttons
  • Phone has a hold button and lights
  • Phone has spaces for multiple telephone numbers
  • Main line appears at the top of the phone and when busy other lines on your phone will ring
  • If a private company is called to move or fix the telephones in your office

 

If any of the above applies, you most likely have a multi line “Key System”.  This means you have a main telephone number and additional numbers that ring if the main telephone number is occupied or busy. Your phone system may also have an intercom, lights, hold button, and not portable around the office.  Your local phone service provider (carrier) can also verify this for you because it is a special business class of service on their phone records.

Basic Forwarding of a Multi Line Phone

Every Key System uses a feature called “hunting” provided by your telephone carrier to move calls to the next available open line when the one before it is busy. 

  • If your company is looking for after hours or weekend call assistance, you simply need to contact your telephone carrier (Verizon, AT&T, etc.) and add call forwarding to your main telephone number only. 
  • When you leave the office, pick up your main telephone number and forward to the DID that Appletree provides.  In the morning, when you return, you will need to pick up line one and remove the forwarding.

 

You will incur a nominal monthly charge for call forwarding. (Rates vary depending on your provider)  Call forwarding “Breaks the Hunting” and passes all simultaneous calls to Appletree, until you remove it automatically restoring the hunting.

 

Overflow Forwarding of a Multi Line Phone

For the situation where you want Appletree to back up your office during the day as well as taking the calls at night, a different set up is required.  You will have a chance to answer your phones first when they ring, if you choose not to answer or can not answer, the call then forwards to Appletree.  For this type of set up you need to contact your carrier.

Call Forward Busy No Answer

Busy/No Answer Call Forwarding is the feature that makes voice mail work.  For example, your home phone knows when your line is busy or does not answer and sends your caller to voice mail.  This feature allows Appletree to step in instead of voice mail after 3 rings.

Additional Options for Multi Line Phones

 

Night Service Button

This is simply a button on your phone that permits you to forward your lines after hours by just pressing the “Night Service” button.  If you had a preexisting answering service, Night Service buttons usually require that your phone vendor come out to change the number to your dedicated Appletree number.

Out of System Transfer (PBX)

This is a feature generally utilized by very large companies, such as hospitals, apartment complexes, etc.   Telephone Infinity systems have a PBX feature and Appletree will work with your IT department or phone contact involved in the Out of System Transfer.  Your PBX will do an Out of System Transfer to the Appletree DID.  This is generally Appletree just providing the DID to a contact of your company.

(72# on, 73# off) AT&T CALL FORWARDING

(*72 on, *73 off) VERIZON CALL FORWARDING

 

Appletree’s Checkout Call Forwarding Solution

Check out faster at the end of the day, save money, and ensure your calls are answered faster.  Let Appletree know what phone numbers will be forwarded by your business and we will set up the Intelligent Checkout feature.  Once this feature is enabled, we will then be able to identify calls from your office (not your customers) and present the call to a voicemail instead of a live operator.  The pre-recorded greeting will confirm you have successfully forwarded your phone line.  This allows you to bypass speaking to an Appletree representative, thus saving you time and money.

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Appletree Mentioned in Verne Harnish’s Weekly Insights

Appletree Answers was once again mentioned in Verne Harnish’s Weekly Insights. For those of you who are not familiar with Verne Harnish, he is the author of Mastering the Rockefeller Habits and Founder and CEO of Gazelle’s. Appletree has benefited greatly by making the most of Gazelle’s executive education and coaching.

The entire Weekly Insight is below. If you would like to learn more about Gazelle’s, please visit www.gazelles.com/aboutGazelles.html for more Weekly Insights and helpful resources.

“…keeping you great”

HEADLINES:

Weekly Insights Now on Kindle — for those that would like these weekly insights automatically delivered to your Kindle can subscribe at this link (http://www.amazon.com/gp/product/B003SX13YI). Thank you to Dave Norman, pastor of Crossroads United Methodist Church, for the suggestion!

“Summer of Love” — this is Appletree Answers (www.appletreeanswers.com) latest “untheme” for the quarter. Notes CEO John Ratliff “our 3rd quarter theme is basically to take a breather, we have been going 100mph and everyone needs a little break so we are going for all fun.” Several companies find, after pushing on themes quarter after quarter, that it’s nice to take a break from a heavy numbers-driven focus and do something off-beat.

Embarrasses Himself Again — continues Ratliff “we launched (the theme) with this YouTube video (in my opinion the best way to launch a theme). $500 all in for production and filming. Make friends with a videographer aspiring to be a filmmaker and be compelling and magically the price drops precipitously. He has more fun than we do shooting these!” Here’s a link to their 5 minute theme video (http://www.youtube.com/watch?v=kiwZjKFKwak). At 2:52 Ratliff explains the theme and his rationale for taking a break if you want to skip where Ratliff embarrasses himself, once again, in the beginning of the video.

Making Dreams Come True — While Appletree continues to achieve record revenues and EBITDA each quarter, they have also continued their “Dream On” initiative where employees submit dreams that would like fulfilled. Notes Ratliff “Our latest interesting dreams granted are making a donation to an aids foundation for an employee that lost his life partner and we bought a tombstone for an employee that lost their grandmother a few years ago and could not afford one, those are the morbid ones but I think it helps our people understand the program. The fun one is we have an overweight employee that dreamt of meeting Jillian Michaels from the TV show The Biggest Loser. We are putting her on a 5 day “fitness” cruise with Jillian in the fall and we are working every channel we can to get her some private one on one time while on the cruise. Ironically, it is 3 days after she is getting married so instant honeymoon too, and that was just luck.”

Reaching the Peak — Australia-based Shine Lawyers (www.shine.com.au) just completed their latest quarterly theme entitled “Reaching the Peak.” (http://www.gazelles.com/downloads/WEEK482010.pdf).  And they not only reached the peak, they exceeded it and had to put a flag pole on top of their mountain graphic so they could keep climbing. Notes Patricia Cranfield “all the branches and departments who met their goals are planning celebrations on mountain tops: panoramic restaurants, penthouse apartments, picnics in parks on cliff tops…all over Australia.” And here’s a link to one of the weekly updates (http://www.gazelles.com/downloads/ReachingthePeakIntranetWeek_41.pdf) — note how they used the same graphic and just provided a quick update at the bottom, along with a quote from Lance Armstrong. Updating your quarterly theme weekly is key to keeping it top-of-mind.

Tech Support Watching the Numbers — David Oliphant, Director of Business Development for NationLink Wireless (www.mynationlink.com) sent this note to his CEO, Andy Bailey “Today at 3:00 or so, Mike is down in our area and tells me that we’re only $2300 from reaching blue over yellow, which is cool by its own merit. And I’m thinking tonight, what a cool company that our lead Tech Support person is not only aware of this, yet focused on it and hoping we can exceed the number today, the 11th day of the month.” Notes Bailey in response “this is a perfect example of what happens because of measuring, reporting, and using the rock habits.”

Pick a Theme and Drive Performance!
EDUCATION:

Growth Summit 2010

Fortune Growth Summit
Oct 19 – 21, 2010, Orlando, FL

Growth Workshops 2010 – Four Decisions: SuperGreen Execution

Sep 16 – Houston
Sep 23 – New York City
Oct 7 – Portland

Summits & Conferences

Great Game of Business with Jack Stack

Gazelles DVD/Online Learning Products — Gazelles.tv

PEOPLE
Whats the Secret to Providing World Class Customer Experience
Topgrading

STRATEGY
High Stakes Negotiations
The Art of Advantage

EXECUTION
Mastering the Rockefeller Habits
Execute Without Drama 

Did you miss previous insights? – read here (http://verneharnish.typepad.com/growthguy/archives.html)
Read Verne’s Insights on Kindle http://www.amazon.com/gp/product/B003SX13YI

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Appletree Hosts 2nd Team Leader Summit

Appletree hosted its second Team Leader Summit in Wilmington, DE from Dec 6th through the 9th.  Team Leaders from every Appletree location attended the summit where they heard from Appletree CEO, John Ratliff, who outlined his vision for 2010 to improve the Customer Experience.  Mr. Ratliff also discussed making learning the central theme for the coming year.  In addition, the managers took part in sessions that focused on team-building, coaching, motivation, and Customer satisfaction. It was a tremendous success, and plans are already underway for a 2010 Summit!

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Continuing Education at Appletree

As part of continuing education being offered at Appletree, all employees are participating in hour long listening sessions.  During these sessions, they review random calls and ask three questions of each call:  1) Did the caller leave with a positive impression of the business we represent? 2) If you were the customer, would you feel your caller was taken care of; and 3) If you were the owner of Appletree would you use this call to reflect what your business does.  Feedback is given for each of these areas, as well as coaching tips to enhance the call center agent’s call taking skills.  These sessions are used as part of the five (5) hours of continuing education required for each employee within Appletree.

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Appletree Honored with Regional and National Awards

Appletree was recently recognized both regionally and at the national level for their continued success and growth.  For the 6th straight year Appletree received the Philadelphia 100 award, being ranked as one of the 2009 fastest-growing, privately-held businesses in the Philadelphia region.  Rankings are based on verified revenue growth and Appletree was honored on October 1st at the Annenberg Center on the University of Pennsylvania Campus. 
Nationally Appletree was named to INC.’s 2009 list of fastest-growing private companies in America.  Appletree has received the INC award every year since 2004.   

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Appletree Partner Run’s for Cure

J.A. Dava has been a strategic partner with Appletree for approximately 5 years.  In addition to his very successful real estate company in Ohio, J.A. also represents a service for real estate professionals called the “Home Buyers Scouting Report”.  JA is a much sought after speaker and travels the US constantly training agents and brokers about adding to their “Funnel”  with the Home Buyers Scouting Report.  He refers Appletree every time he signs up a real estate professional on his program.  Appletree answers and returns phone calls from people inquiring about a property and offers them a Home Buyers Scouting Report.  For all that accept this free service, it is estimated that 10-20% that end up buying a house will use the agent that provided them the scouting report.  Outside of work, two of J.A.’s colleagues are currently suffering from lymphoma.  He is running his first marathon to raise money for the Leukemia & Lymphoma society in honor of them.  The marathon is in Columbus, OH on October 18th.  To help J.A. raise funds for research and awareness, please visit: http://pages.teamintraining.org/coh/columbus09/jdavay

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Getting the Best Prospects: Quicker Connect, Quicker Close

The common goal for Sales and Marketing is to identify the best prospects and then connect quickly. A recent MIT study shows that if you can catch someone within 5 minutes after they fill out a web-to-lead form, you are 80% more likely to connect with them. If you wait 30 minutes, that likelihood drops to 10%.  Below is a summary of results from a survey by Kellogg School of Management at Northwestern University, and a study by Dr. James Oldroyd of MIT, on the topic of Lead Response Management.Kellogg Lead Response Management Survey OverviewOver the course of four months, Dr. Oldroyd surveyed hundreds of companies that drive web leads to their web sites. The survey represented a broad distribution of company size (ranging from “under $10 million in annual revenue” to over “$1 billion in annual revenue.”)  22 survey questions focused on identifying WHEN the best time was to efficiently contact web generated leads, and HOW to generate web leads that qualify and close at optimal rates.

 Kellogg Lead Response Management Survey Conclusion  

1‐ Wednesdays and Thursdays are the best days to call in order to contact and qualify leads. Thursday is the best day to contact a lead in order to qualify that lead.

2‐ 4 to 6pm is the best time to call to make contact with a lead.  8-9am and 4-5pm are the best times to call to qualify a lead.  4-5pm is the best time to contact a lead to qualify.

3‐ The odds of calling to contact a lead decrease by over 10 times in the 1st hour. The odds of calling to qualify a lead decrease by over 6 times in the 1st hour. After 20 hours every additional dial your salespeople make actually hurts your ability to make contact to qualify a lead.

4‐ The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times. The odds of qualifying a lead if called in 5 minutes versus 30 minutes drop 21 times.

 The MIT Study revealed the following:

1‐ Time of day and day of week each have significant impact, with time of day being the greater of the two.

2‐ Immediacy of response far overshadows both time of day and day of week in its effect on contact and qualification ratios.

3‐ Waiting too long and continuing to push for contact unsuccessfully actually hurts your ability to ever make contact and qualify a lead.

 1. You Know Where They Are

When a person submits a lead in a web form, you know where they are at that exact moment: they are at their computer desk, probably right near their phone. We call this “presence”.

2. You Contact them at the Highest Point of Interest or Need

People search the Internet because they want things now. Interest and need wane quickly. A few days later they often don’t even remember they submitted a lead.

3. The “Wow Effect”

Our sales representatives often experience the “Wow effect” when our web‐form call back technology contacts a person who submitted a lead in less than 5 minutes. They feel that the sales representative must be really on top of things, and that is the kind of person and company they want servicing their account.

To view the entire article, please visit: http://www.genius.com/lp/response/mitStudy.pdf

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American Red Cross Renews with Appletree Answers

By Brendan B. Read, Senior Contributing Editor of TMCnet.com

Strong partnerships based on excellent, caring, service pays off. Just ask the American Red Cross (ARC) of the Delmarva Peninsula — which serves over 1 million people in Delaware and six counties on Maryland’s Eastern Shore — and teleservices firm Appletree Answering Service.  The ARC has renewed its customer care partnership with Appletree Answers: a relationship that began back in 2000, whose longevity, observers say, is rare in teleservices.

The ARC offers assistance 7/24 to local families when disaster strikes. In 2007-2008 it provided emergency disaster relief after 198 fires, floods and other disasters and offered comfort and emergency needs to 295 families in crisis. The organization teaches lifesaving skills such as first aid, CPR and water safety and disaster preparation training. Over 20,000 people were trained on lifesaving while over 10,000 received disaster education in 2007-2008.

The Red Cross Lifeline program is another invaluable service the local chapter provides. Lifeline, which is a personal emergency response system, offers independence to seniors and other vulnerable people while giving peace of mind to their family and friends. More than 450 seniors and other vulnerable citizens became subscribers between 2007 and 2008.

In addition the ARC chapter helps local military families communicate during emergencies, such as when a family member needs to reach their relative in the military such as a death in the family, severe accident, or illness.  In 2007-2008 it delivered 1,000 emergency communications messages and other direct services to/for active duty, Reservist and National Guard personnel and their families. The Delmarva Peninsula is home to Dover AFB in Dover, Del. the state capital. This air force base is home to the 436th and 512th Airlift Wings which carries personnel, materiel, cargo, and sadly, the remains of those who died in the service of their country.

Appletree Answering Service provides ARC with customer care for all of these services and more, including card activation calls (when a victim is need of funds, the ARC gives them a card for use and it handles the activation) and media inquiries. It has 49 call center agents who handle their calls. Each agent assigned to them is individually trained on the account by a manager or supervisor. 

The firm says its value to the ARC is the ability to demonstrate empathy with very difficult calls: people who have lost their homes in a fire or parents calling for their children in the military to report a death. The call center agents accurately take the necessary information needed and efficiently provide it to the on-call caseworker for the American Red Cross.
“The reputation of the American Red Cross of the Delmarva Peninsula has been built over the past 100 years through caring and concern for those individuals in crisis,” states Daniel Valle, CEO, American Red Cross of the Delmarva Peninsula. “Many people don’t realize the multitude of services we offer until they are in need. To ensure the highest quality customer support for our community after-hours we rely on our dedicated partners at Appletree Answers to be the friendly, helpful, and empathetic voice available 24/7.”

“Our work with the American Red Cross is more than a business to business arrangement,” added John Ratliff, founder and CEO of Appletree Answers. “We consider the Red Cross a strategic partner and are honored to be trusted by an organization where every call is critical.”

Brendan B. Read is TMCnet’s Senior Contributing Editor.

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Call Center, Redefined

If you have ever: Ordered from a catalog, purchased a concert ticket or  called to complain about an order or product , then you have interacted with a “Call Center”!  Of course, Appletree operates multiple call centers around the USA, however, our activities extend well beyond the handling of your calls. 

In addition to handling your tele-communication needs, Appletree offers a full solution menu which includes project support needs.   By eliminating your long distance phone charges and alleviating your staffing needs, Appletree will save your company significant time and money. 

Flexibility and quick response to our clients’ changing needs set us apart in the call center industry.  Whether your needs are re-occurring or singular projects, let Appletree accommodate your communication needs in the following ways: 

• Schedule, Cancel, or Confirm Appointments
• Customer Service follow-up calls
• Application Processing
• Customer Surveying
• Event and Conference Registration
• Ecommerce – Order Taking/Order Processing
• Cross Sell and Up-Sell Programs
• Live Web Chat
• 24-Hour Help Desk/Technical Support 

Whatever your company’s needs are, Appletree’s comprehensive corporate capabilities are available, accessible and affordable. Contact an Account Specialist today at 800-237-2810 to discuss any of your project needs.

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