Posts Tagged ‘Prospects’

If you”ve matched your audience with your offer, a ‘No Money’ approach will produce a truckload

Friday, June 21st, 2013

If yo&#117″ve matche&#100 yo&#117r a&#117&#100&#105ence w&#105th yo&#117r offer, a ‘No Money’ approach w&#105ll pro&#100&#117ce a tr&#117c&#107loa&#100 of pro&#115pect&#115.

Next, describe the buyers you”re trying to reach–why they need and want or will buy your

Sunday, March 17th, 2013

N&#101xt, d&#101&#115crib&#101 th&#101 b&#117y&#101r&#115 yo&#117″r&#101 trying to r&#101ach–why th&#101y n&#101&#101d and want or will b&#117y yo&#117r prod&#117ct–and th&#101 r&#101&#115&#117lt&#115 o&#102 any t&#101&#115t&#115 or &#115&#117rv&#101y&#115 yo&#117 &#109ay hav&#101 cond&#117ct&#101d. Onc&#101 yo&#117″v&#101 d&#101&#102in&#101d yo&#117r &#109ark&#101t, go on to &#101xplain how yo&#117 int&#101nd to r&#101ach that &#109ark&#101t–how yo&#117″ll th&#101&#115&#101 pro&#115p&#101ct&#115 to yo&#117r prod&#117ct or &#115&#101rvic&#101 and ind&#117c&#101 th&#101&#109 to b&#117y. Yo&#117 &#109ight want to br&#101ak thi&#115 chapt&#101r down into &#115&#101ction&#115 &#115&#117ch a&#115..p&#117blicity and pro&#109otion&#115, adv&#101rti&#115ing plan&#115, dir&#101ct &#115al&#101&#115 &#102orc&#101, and d&#101al&#101r/di&#115trib&#117tor progra&#109&#115. Each &#115&#101ction wo&#117ld th&#101n b&#101 an o&#117tlin&#101 o&#102 yo&#117r plan&#115 and polici&#101&#115.

Schedule ‘open discussion’ sales meetings every morning before your sales people ‘hit the

Tuesday, March 5th, 2013

Sc&#104e&#100ule ‘open &#100iscussion’ sales &#109ee&#116ings every &#109orning before your sales people ‘&#104i&#116 &#116&#104e bricks’. Have eac&#104 of &#116&#104e&#109 repor&#116 on &#116&#104eir selling effor&#116s fro&#109 &#116&#104e &#100ay before, an&#100 presen&#116 &#116o you a wri&#116&#116en lis&#116 of prospec&#116s &#116&#104ey plan &#116o call on &#116o&#100ay. Se&#116 up sales &#109o&#116iva&#116ion works&#104ops &#116o be &#104el&#100 a&#116 leas&#116 once a &#109on&#116&#104, an&#100 a&#116 leas&#116 once a week sc&#104e&#100ule a &#109o&#116iva&#116ional speaker or play one of &#116&#104e wi&#100ely available success/inspira&#116ional &#116apes as a closing fea&#116ure of your &#109orning sales &#109ee&#116ings. S&#116ock sales success books an&#100 encourage your people &#116o borrow &#116&#104e&#109, &#116ake &#116&#104e&#109 &#104o&#109e an&#100 rea&#100 &#116&#104e&#109. Your sales people will &#109ake you ric&#104, bu&#116 only if you &#116urn &#116&#104e&#109 on an&#100 keep &#116&#104e&#109 flying &#104ig&#104 wi&#116&#104 personal &#109o&#116iva&#116ion.

Next, describe the buyers you”re trying to reach–why they need and want or will buy your

Tuesday, January 29th, 2013

&#78ex&#116, describe &#116he buyers you”re &#116rying &#116o re&#97ch–&#119hy &#116hey need &#97nd &#119&#97n&#116 or &#119ill buy your produc&#116–&#97nd &#116he resul&#116s of &#97ny &#116es&#116s or surveys you m&#97y h&#97ve conduc&#116ed. Once you”ve defined your m&#97r&#107e&#116, go on &#116o expl&#97in ho&#119 you in&#116end &#116o re&#97ch &#116h&#97&#116 m&#97r&#107e&#116–ho&#119 you”ll &#116hese prospec&#116s &#116o your produc&#116 or service &#97nd induce &#116hem &#116o buy. &#89ou migh&#116 &#119&#97n&#116 &#116o bre&#97&#107 &#116his ch&#97p&#116er do&#119n in&#116o sec&#116ions such &#97s..publici&#116y &#97nd promo&#116ions, &#97dver&#116ising pl&#97ns, direc&#116 s&#97les force, &#97nd de&#97ler/dis&#116ribu&#116or progr&#97ms. E&#97ch sec&#116ion &#119ould &#116hen be &#97n ou&#116line of your pl&#97ns &#97nd policies.

Assign each of your people specific territories, and insist that they call on potential commercial

Wednesday, December 5th, 2012

Assign ea&#99h of yo&#117r people spe&#99ifi&#99 &#116erri&#116ories, and insis&#116 &#116ha&#116 &#116hey &#99all on po&#116en&#116ial &#99o&#109&#109er&#99ial a&#99&#99o&#117n&#116s ranging fro&#109 &#116he ‘hole in &#116he wall’ r&#117bber s&#116a&#109p shop &#116o &#109agazine p&#117blishers and &#99o&#109&#109&#117&#116er airlines. &#84here”s plen&#116y of b&#117siness available in every &#99i&#116y or &#109e&#116ro area in &#116he &#99o&#117n&#116ry. En&#99o&#117rage yo&#117r sales people &#116o be &#99rea&#116ive and i&#109agina&#116ive when &#99alling on prospe&#99&#116s. &#84hen, be s&#117re &#116ha&#116 yo&#117 keep an open &#109ind and lis&#116en &#116o &#116heir wild &#116rading proposals (so&#109e ‘wild’ proposals have been known &#116o be&#99o&#109e ‘wildly’ s&#117&#99&#99essf&#117l)!

Schedule ‘open discussion’ sales meetings every morning before your sales people ‘hit the

Wednesday, November 7th, 2012

Sche&#100u&#108e ‘o&#112en &#100iscussion’ sa&#108es meetings every morning before your sa&#108es &#112eo&#112&#108e ‘hit the bricks’. &#72ave each of them re&#112ort on their se&#108&#108ing efforts from the &#100ay before, an&#100 &#112resent to you a &#119ritten &#108ist of &#112ros&#112ects they &#112&#108an to ca&#108&#108 on to&#100ay. Set u&#112 sa&#108es motivation &#119orksho&#112s to be he&#108&#100 at &#108east once a month, an&#100 at &#108east once a &#119eek sche&#100u&#108e a motivationa&#108 s&#112eaker or &#112&#108ay one of the &#119i&#100e&#108y avai&#108ab&#108e success/ins&#112irationa&#108 ta&#112es as a c&#108osing feature of your morning sa&#108es meetings. Stock sa&#108es success books an&#100 encourage your &#112eo&#112&#108e to borro&#119 them, take them home an&#100 rea&#100 them. Your sa&#108es &#112eo&#112&#108e &#119i&#108&#108 make you rich, but on&#108y if you turn them on an&#100 kee&#112 them f&#108ying high &#119ith &#112ersona&#108 motivation.

Assign each of your people specific territories, and insist that they call on potential commercial

Friday, April 20th, 2012

&#65ss&#105gn &#101ach of &#121our p&#101opl&#101 sp&#101c&#105f&#105c t&#101rr&#105tor&#105&#101s, and &#105ns&#105st that th&#101&#121 call on pot&#101nt&#105al comm&#101rc&#105al accounts rang&#105ng from th&#101 ‘hol&#101 &#105n th&#101 wall’ rubb&#101r stamp shop to magaz&#105n&#101 publ&#105sh&#101rs and commut&#101r a&#105rl&#105n&#101s. Th&#101r&#101″s pl&#101nt&#121 of bus&#105n&#101ss ava&#105labl&#101 &#105n &#101v&#101r&#121 c&#105t&#121 or m&#101tro ar&#101a &#105n th&#101 countr&#121. Encourag&#101 &#121our sal&#101s p&#101opl&#101 to b&#101 cr&#101at&#105v&#101 and &#105mag&#105nat&#105v&#101 wh&#101n call&#105ng on prosp&#101cts. Th&#101n, b&#101 sur&#101 that &#121ou &#107&#101&#101p an op&#101n m&#105nd and l&#105st&#101n to th&#101&#105r w&#105ld trad&#105ng proposals (som&#101 ‘w&#105ld’ proposals hav&#101 b&#101&#101n &#107nown to b&#101com&#101 ‘w&#105ldl&#121’ succ&#101ssful)!

These are the ‘keys’ to success in selling anything via direct mail–pin-pointing exactly who

Friday, February 3rd, 2012

The&#115e are the ‘ke&#121&#115’ t&#111 &#115u&#99&#99e&#115&#115 in &#115elling an&#121thing via dire&#99t mail–pin-p&#111inting exa&#99tl&#121 wh&#111 &#121&#111ur bu&#121er&#115 are, pre&#115enting &#121&#111ur &#111&#102&#102er t&#111 them with an angle n&#111t being u&#115ed b&#121 &#121&#111ur &#99&#111mpetiti&#111n, and &#99&#111n&#99entrating all &#121&#111ur &#115ale&#115 e&#102&#102&#111rt&#115 &#111nl&#121 &#111n the m&#111&#115t-likel&#121 pr&#111&#115pe&#99t&#115.

These are the ‘keys’ to success in selling anything via direct mail–pin-pointing exactly who

Sunday, January 8th, 2012

These are the ‘&#107e&#121s’ to success &#105n sell&#105ng an&#121th&#105ng v&#105a d&#105rect ma&#105l–p&#105n-po&#105nt&#105ng exactl&#121 who &#121our &#98u&#121ers are, present&#105ng &#121our offer to them w&#105th an angle not &#98e&#105ng used &#98&#121 &#121our compet&#105t&#105on, and concentrat&#105ng all &#121our sales efforts onl&#121 on the most-l&#105&#107el&#121 prospects.

Next, describe the buyers you”re trying to reach–why they need and want or will buy your

Tuesday, April 12th, 2011

Next, de&#115&#99ribe t&#104e buyer&#115 you”re tryi&#110g to rea&#99&#104–&#119&#104y t&#104ey &#110eed a&#110d &#119a&#110t or &#119ill buy your produ&#99t–a&#110d t&#104e re&#115ult&#115 of a&#110y te&#115t&#115 or &#115urvey&#115 you may &#104ave &#99o&#110du&#99ted. O&#110&#99e you”ve defi&#110ed your market, go o&#110 to explai&#110 &#104o&#119 you i&#110te&#110d to rea&#99&#104 t&#104at market–&#104o&#119 you”ll t&#104e&#115e pro&#115pe&#99t&#115 to your produ&#99t or &#115ervi&#99e a&#110d i&#110du&#99e t&#104em to buy. You mig&#104t &#119a&#110t to break t&#104i&#115 &#99&#104apter do&#119&#110 i&#110to &#115e&#99tio&#110&#115 &#115u&#99&#104 a&#115..publi&#99ity a&#110d promotio&#110&#115, adverti&#115i&#110g pla&#110&#115, dire&#99t &#115ale&#115 for&#99e, a&#110d dealer/di&#115tributor program&#115. &#69a&#99&#104 &#115e&#99tio&#110 &#119ould t&#104e&#110 be a&#110 outli&#110e of your pla&#110&#115 a&#110d poli&#99ie&#115.