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Non-traditional, non-glamorous, feet-on-the-street door-to-door marketing could
be a valuable addition to your marketing mix.
This channel is growing rapidly in the face of overworked direct mail
lead files and the national do not call list.
However, door-to-door sales have inherent risks due to their lack of a
controlled environment.
This
half-day seminar will cover the various considerations in establishing and managing a
door-to-door channel, including human resources, marketing, customer experience,
operations support, reporting, and quality control.
Following
this session you will:
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Better
understand the unique dynamics of this channel
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Understand
the Texas and Federal regulations that impact your company |
Topics
include:
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Decision factors in internal vs. external
door-to-door sales operations
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3 key issues in managing an external vendor
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Operational
options with the new PUCT regulations for door-to-door sales
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Using
complaint documentation and resolution to strengthen your sales channel
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Compensation
structures and their impact on behavior
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What’s
your liability for a sales agent’s behavior
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Why
you should establish a policy on criminal background and drug checks
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How
to control message delivery in the field
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The
10 items that must be part of your authorization process
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The
most common scams to inflate sales
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The
need to establish processes for handling Spanish-speaking prospects
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How
to keep your sales “SPIFFs” from becoming “Sales Programs Incenting
Forgery and Fraud”
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How
to manage your channel with key metrics
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How
to use customer care feedback to improve your channel
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Who should attend:
Marketing
managers, channel managers, and regulatory affairs staff.
Presenter:
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Rebecca
Gittins, a member of the Regulatory Compliance Services team, has worked
with retail electricity providers since the opening of competition in Texas.
While at Reliant Energy, she managed a team responsible for launching
telemarketing, door-to-door and event marketing programs.
As a consultant, she has worked with REPs on improving the effectiveness
of their telemarketing and door-to-door operations.
Finally, as the Director of Residential Sales she was responsible for managing
both the telemarketing and door-to-door operations for Direct Energy.
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