December, 2005 - Stamps.com Finds Success With Telemarketing to Small Businesses Through Partnership With Incept Corporation

Stamps.com brought an innovative business mail and package shipping service to the marketplace. A challenge existed in marketing the product to small businesses; a customer segment that would gain huge benefits from use of Stamps.com services. The company tested use of telemarketing, but the effort did not bear fruit the first time around.

The next attempt at use of telemarketing has proved to be a success. "Stamps.com re-introduced telemarketing as part of their marketing mix in 2003," notes Incept Corporation Director of Client Services Billie Johnson. "Over the past two years, we have built a strong partnership."

What has made the difference in telephone contact being a viable marketing channel for Stamps.com? "Often times, you get out of a campaign what you put into a campaign," says Marketing Director Mark Krojansky. "Incept was dedicated from the beginning with executive testing and involvement. That type of commitment has helped make Incept successful on the Stamps.com campaign."

The Stamps.com Marketing Director went on to say, "We have made many changes to the campaign (over the past two years) - from scripting to pricing and promotion. Incept has been very flexible and thorough in its testing of these new aspects."

Johnson, following up on Krojansky's comments, said, "The success of this program is a testament to the commitment Incept makes to excellent customer service."

Telemarketing is, at this point, "a small component of Stamps.com's customer acquisition program," according to Krojansky. It is quality not size, however, that makes telemarketing important to his company. "The telemarketing channel helps us reach small businesses that otherwise may not have heard of Stamps.com," he says.

Krojansky points out that customers, "may have questions that they need answered by a live person; telemarketing helps us address this need."