What is Harvest?
Harvest Management (Australia) Pty Ltd is a team of Professional Sales Consultants whose whole purpose is to create sales ready prospects from unqualified leads so that sales people can sell.
But I’ve got a sales team. Why would I also use Harvest?
Even the best sales people can avoid cold calling. It’s the toughest part of the sales process because it can be emotionally frustrating: there’s the fear of rejection, phone tag, ongoing follow up, pre-qualification, pinning someone’s schedule down to a time to meet...We do all of that so that your team never has to again. Instead, they can focus purely on sales conversion. We ramp up the productivity of your team, get new sales people productive faster, and use the data from our reports to help you plan for your ongoing sales activity.
Okay, isn’t this really just a fancy way of doing Telemarketing or Lead Generation?
Apart from the fact that we use the telephone, there isn’t a lot of similarity. Let me explain. Telemarketing is a direct marketing function that requires volume in order to make it viable.
Harvest’s service, on the other hand mirrors what a sales person does to generate sales meetings.
We’re successful because our processes enable us to understand our client’s company culture, their service offer, their target market, their sales process and follow it, send information, follow it up, qualify prospects in and out so that any meeting we generate is sales ready.
We don’t want to waste your time and petrol money on meeting with people that aren’t genuine prospects just so that we can say we achieved a target. We’ll leave that to the telemarketers and lead generation companies!
I don’t like the thought of an outsourced sales meeting provider representing my company. How can you possibly understand our offer and get results?
Our entire process is focussed on us becoming embedded in your company’s culture and processes. Our longest and best client relationships are where we essentially become an extension of their sales team.
During our Strategic Evaluation Phase, we spend time with you in joint workshops to uncover the essence of your company goals, your sales goals, your marketing goals, what’s worked, what hasn’t, your culture, and how best we can integrate with your existing sales processes to help you achieve your goals.
Once you become an ongoing client, you are supported with 3 levels of Harvest personnel: BDC (where the rubber hits the road), Team Leader (who manages BDC performance) and a Client Relationship Manager (who is there to ensure we continue to deliver outstanding service to you).
Paying per appointment makes me feel a bit safer. Do you offer this option?
Think about it. Remuneration per appointment requires generating volume appointments in order to make a profit. The quality couldn’t be consistent, and you’ll spend more time at appointments that will fall over, where they’re not genuinely interested, where they’ve been brow beaten into a meeting or where there’s a mismatch of expectations. It’s an illusion of safety. If you’ve got time and petrol money to burn though, please try it out!
Who’ll be representing my business?
Depending on the results you need, you’ll be allocated one or two dedicated BDC’s who have been selected to best represent your company’s culture and their ability to bring you consistent, successful results within your target market. We aim to ensure there is an immediate cultural fit from our first contact with your prospective clients.
Each BDC goes through the same training process to ensure they understand what your goals are and how best to achieve them by getting across your business and target market. Working in an encouraging team environment, they’re able to stay motivated and focussed.
We don’t wait until you come on board before we recruit someone to represent you like other companies do, nor do we have a team of transient travellers, who are only working to pay for their next trip. There are no contractors; no people working from home.
We believe you’re too important to let anyone but an experienced sales professional be the first contact point with your prospective clients.
Is there any way I can try you guys out before I commit to an ongoing arrangement?
Our Strategic Evaluation Phase is a great opportunity for us both to see if there is a fit between your needs, and our ability to generate the right results in a cost effective time frame for you. We guarantee that by the end of the 12 week period you’ll not only have a number of sales meetings, but that we’ll both know whether or not the facts support a business case for an ongoing arrangement. Call our Sales Manager to find out more about this phase of our service: 1300 300 485
How much do you cost?
The cost for our Strategic Evaluation Phase is a standard fee because of its benchmarking nature, and there are 3 ongoing programs based around outcomes which are priced accordingly. If you’d like a break down of our service fees, please contact our Sales Manager on: 1300 300 485.
I’m sure you get success in certain sectors, but we’re targeting C-level decision makers in a highly specialised market. How could you help us?
That’s exactly the sandbox we play in. We represent such client industry sectors as IT, Consulting, Marketing, Advertising, Recruitment, Training, Property, Commercial Interiors, Business Systems to name a few. Within those industries we target a variety of decision makers: CIO’s, CTO’s, CFO’s, CEO’s, COO’s, Marketing Directors, Sales Directors, HR Directors, Managing Directors, and Principals depending on the type of business. To do that, we need to understand what is important to them and how to create an approach that is meaningful and engaging enough to make them see value in meeting with our clients.
I need to measure your results. What reporting do you provide?
In the Strategic Evaluation Phase, you receive a report weekly during the first 4 weeks of our activity, then every fortnight after that. Our reports break down the results in to key performance indicators as well as a snapshot of every single contact made to ensure full transparency.
Can I stop if it’s not working?
So that you won’t need or want to stop, we work out from the very beginning (during Phase one) what you need to achieve and then what level of activity is required to generate that level of result consistently. If it becomes apparent that something from left field means it’s just not possible to replicate the results we have identified, we will be proactive in letting you know first! We only want to work where success is ensured for us both.
