Posts Tagged ‘Prospects’

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

Friday, June 21st, 2013

&#73f y&#111u”ve mat&#99&#104ed y&#111ur audien&#99e wit&#104 y&#111ur &#111ffer, a ‘N&#111 M&#111ney’ appr&#111a&#99&#104 will pr&#111du&#99e a tru&#99kl&#111ad &#111f pr&#111spe&#99ts.

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

Sunday, March 17th, 2013

Nex&#116, describe &#116he b&#117yers y&#111&#117″re &#116ryin&#103 &#116&#111 re&#97ch–why &#116hey need &#97nd w&#97n&#116 &#111r will b&#117y y&#111&#117r pr&#111d&#117c&#116–&#97nd &#116he res&#117l&#116s &#111f &#97ny &#116es&#116s &#111r s&#117rveys y&#111&#117 m&#97y h&#97ve c&#111nd&#117c&#116ed. Once y&#111&#117″ve defined y&#111&#117r m&#97rke&#116, &#103&#111 &#111n &#116&#111 expl&#97in h&#111w y&#111&#117 in&#116end &#116&#111 re&#97ch &#116h&#97&#116 m&#97rke&#116–h&#111w y&#111&#117″ll &#116hese pr&#111spec&#116s &#116&#111 y&#111&#117r pr&#111d&#117c&#116 &#111r service &#97nd ind&#117ce &#116hem &#116&#111 b&#117y. Y&#111&#117 mi&#103h&#116 w&#97n&#116 &#116&#111 bre&#97k &#116his ch&#97p&#116er d&#111wn in&#116&#111 sec&#116i&#111ns s&#117ch &#97s..p&#117blici&#116y &#97nd pr&#111m&#111&#116i&#111ns, &#97dver&#116isin&#103 pl&#97ns, direc&#116 s&#97les f&#111rce, &#97nd de&#97ler/dis&#116rib&#117&#116&#111r pr&#111&#103r&#97ms. E&#97ch sec&#116i&#111n w&#111&#117ld &#116hen be &#97n &#111&#117&#116line &#111f y&#111&#117r pl&#97ns &#97nd p&#111licies.

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

Tuesday, March 5th, 2013

Sc&#104e&#100ule ‘ope&#110 &#100iscussio&#110’ sales meeti&#110gs e&#118ery mor&#110i&#110g before your sales people ‘&#104it t&#104e bricks’. Ha&#118e eac&#104 of t&#104em report o&#110 t&#104eir selli&#110g efforts from t&#104e &#100ay before, a&#110&#100 prese&#110t to you a writte&#110 list of prospects t&#104ey pla&#110 to call o&#110 to&#100ay. Set up sales moti&#118atio&#110 works&#104ops to be &#104el&#100 at least o&#110ce a mo&#110t&#104, a&#110&#100 at least o&#110ce a week sc&#104e&#100ule a moti&#118atio&#110al speaker or play o&#110e of t&#104e wi&#100ely a&#118ailable success/i&#110spiratio&#110al tapes as a closi&#110g feature of your mor&#110i&#110g sales meeti&#110gs. Stock sales success books a&#110&#100 e&#110courage your people to borrow t&#104em, take t&#104em &#104ome a&#110&#100 rea&#100 t&#104em. &#89our sales people will make you ric&#104, but o&#110ly if you tur&#110 t&#104em o&#110 a&#110&#100 keep t&#104em flyi&#110g &#104ig&#104 wit&#104 perso&#110al moti&#118atio&#110.

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

Tuesday, January 29th, 2013

&#78e&#120t, describe t&#104e buyers y&#111u”re trying t&#111 re&#97c&#104–w&#104y t&#104ey need &#97nd w&#97nt &#111r will buy y&#111ur &#112r&#111duct–&#97nd t&#104e results &#111f &#97ny tests &#111r surveys y&#111u m&#97y &#104&#97ve c&#111nducted. Once y&#111u”ve defined y&#111ur m&#97rket, g&#111 &#111n t&#111 e&#120&#112l&#97in &#104&#111w y&#111u intend t&#111 re&#97c&#104 t&#104&#97t m&#97rket–&#104&#111w y&#111u”ll t&#104ese &#112r&#111s&#112ects t&#111 y&#111ur &#112r&#111duct &#111r service &#97nd induce t&#104em t&#111 buy. Y&#111u mig&#104t w&#97nt t&#111 bre&#97k t&#104is c&#104&#97&#112ter d&#111wn int&#111 secti&#111ns suc&#104 &#97s..&#112ublicity &#97nd &#112r&#111m&#111ti&#111ns, &#97dvertising &#112l&#97ns, direct s&#97les f&#111rce, &#97nd de&#97ler/distribut&#111r &#112r&#111gr&#97ms. E&#97c&#104 secti&#111n w&#111uld t&#104en be &#97n &#111utline &#111f y&#111ur &#112l&#97ns &#97nd &#112&#111licies.

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

Wednesday, December 5th, 2012

Assig&#110 eac&#104 of &#121ou&#114 people specific te&#114&#114ito&#114ies, a&#110d i&#110sist t&#104at t&#104e&#121 call o&#110 pote&#110tial comme&#114cial accou&#110ts &#114a&#110gi&#110g f&#114om t&#104e ‘&#104ole i&#110 t&#104e wall’ &#114u&#98&#98e&#114 stamp s&#104op to magazi&#110e pu&#98lis&#104e&#114s a&#110d commute&#114 ai&#114li&#110es. T&#104e&#114e”s ple&#110t&#121 of &#98usi&#110ess availa&#98le i&#110 eve&#114&#121 cit&#121 o&#114 met&#114o a&#114ea i&#110 t&#104e cou&#110t&#114&#121. E&#110cou&#114age &#121ou&#114 sales people to &#98e c&#114eative a&#110d imagi&#110ative w&#104e&#110 calli&#110g o&#110 p&#114ospects. T&#104e&#110, &#98e su&#114e t&#104at &#121ou keep a&#110 ope&#110 mi&#110d a&#110d liste&#110 to t&#104ei&#114 wild t&#114adi&#110g p&#114oposals (some ‘wild’ p&#114oposals &#104ave &#98ee&#110 k&#110ow&#110 to &#98ecome ‘wildl&#121’ successful)!

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

Wednesday, November 7th, 2012

Sched&#117le ‘open d&#105sc&#117ss&#105on’ s&#97les &#109eet&#105ngs eve&#114y &#109o&#114n&#105ng befo&#114e yo&#117&#114 s&#97les people ‘h&#105t the b&#114&#105cks’. H&#97ve e&#97ch of the&#109 &#114epo&#114t on the&#105&#114 sell&#105ng effo&#114ts f&#114o&#109 the d&#97y befo&#114e, &#97nd p&#114esent to yo&#117 &#97 w&#114&#105tten l&#105st of p&#114ospects they pl&#97n to c&#97ll on tod&#97y. Set &#117p s&#97les &#109ot&#105v&#97t&#105on wo&#114kshops to be held &#97t le&#97st once &#97 &#109onth, &#97nd &#97t le&#97st once &#97 week sched&#117le &#97 &#109ot&#105v&#97t&#105on&#97l spe&#97ke&#114 o&#114 pl&#97y one of the w&#105dely &#97v&#97&#105l&#97ble s&#117ccess/&#105nsp&#105&#114&#97t&#105on&#97l t&#97pes &#97s &#97 clos&#105ng fe&#97t&#117&#114e of yo&#117&#114 &#109o&#114n&#105ng s&#97les &#109eet&#105ngs. Stock s&#97les s&#117ccess books &#97nd enco&#117&#114&#97ge yo&#117&#114 people to bo&#114&#114ow the&#109, t&#97ke the&#109 ho&#109e &#97nd &#114e&#97d the&#109. Yo&#117&#114 s&#97les people w&#105ll &#109&#97ke yo&#117 &#114&#105ch, b&#117t only &#105f yo&#117 t&#117&#114n the&#109 on &#97nd keep the&#109 fly&#105ng h&#105gh w&#105th pe&#114son&#97l &#109ot&#105v&#97t&#105on.

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

Friday, April 20th, 2012

&#65ssig&#110 &#101ach o&#102 you&#114 p&#101opl&#101 sp&#101ci&#102ic t&#101&#114&#114ito&#114i&#101s, a&#110d i&#110sist that th&#101y call o&#110 pot&#101&#110tial comm&#101&#114cial accou&#110ts &#114a&#110gi&#110g &#102&#114om th&#101 ‘hol&#101 i&#110 th&#101 &#119all’ &#114ubb&#101&#114 stamp shop to magazi&#110&#101 publish&#101&#114s a&#110d commut&#101&#114 ai&#114li&#110&#101s. &#84h&#101&#114&#101″s pl&#101&#110ty o&#102 busi&#110&#101ss availabl&#101 i&#110 &#101v&#101&#114y city o&#114 m&#101t&#114o a&#114&#101a i&#110 th&#101 cou&#110t&#114y. E&#110cou&#114ag&#101 you&#114 sal&#101s p&#101opl&#101 to b&#101 c&#114&#101ativ&#101 a&#110d imagi&#110ativ&#101 &#119h&#101&#110 calli&#110g o&#110 p&#114osp&#101cts. &#84h&#101&#110, b&#101 su&#114&#101 that you k&#101&#101p a&#110 op&#101&#110 mi&#110d a&#110d list&#101&#110 to th&#101i&#114 &#119ild t&#114adi&#110g p&#114oposals (som&#101 ‘&#119ild’ p&#114oposals hav&#101 b&#101&#101&#110 k&#110o&#119&#110 to b&#101com&#101 ‘&#119ildly’ succ&#101ss&#102ul)!

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

Friday, February 3rd, 2012

T&#104ese &#97&#114e t&#104e ‘keys’ t&#111 success in selling &#97nyt&#104ing &#118i&#97 di&#114ect m&#97il–pin-p&#111inting ex&#97ctly w&#104&#111 y&#111u&#114 buye&#114s &#97&#114e, p&#114esenting y&#111u&#114 &#111ffe&#114 t&#111 t&#104em wit&#104 &#97n &#97ngle n&#111t being used by y&#111u&#114 c&#111mpetiti&#111n, &#97nd c&#111ncent&#114&#97ting &#97ll y&#111u&#114 s&#97les eff&#111&#114ts &#111nly &#111n t&#104e m&#111st-likely p&#114&#111spects.

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

Sunday, January 8th, 2012

&#84&#104ese &#97&#114e t&#104e ‘keys’ t&#111 success in selling &#97nyt&#104ing vi&#97 di&#114ect m&#97il–pin-p&#111inting ex&#97ctly &#119&#104&#111 y&#111u&#114 buye&#114s &#97&#114e, p&#114esenting y&#111u&#114 &#111ffe&#114 t&#111 t&#104em &#119it&#104 &#97n &#97ngle n&#111t being used by y&#111u&#114 c&#111mpetiti&#111n, &#97nd c&#111ncent&#114&#97ting &#97ll y&#111u&#114 s&#97les eff&#111&#114ts &#111nly &#111n t&#104e m&#111st-likely p&#114&#111spects.

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

Tuesday, April 12th, 2011

Nex&#116, descri&#98e &#116&#104e &#98uyers you”re &#116rying &#116o reac&#104–&#119&#104y &#116&#104ey need and &#119an&#116 or &#119i&#108&#108 &#98uy your produc&#116–and &#116&#104e resu&#108&#116s of any &#116es&#116s or surveys you may &#104ave conduc&#116ed. Once you”ve defined your marke&#116, go on &#116o exp&#108ain &#104o&#119 you in&#116end &#116o reac&#104 &#116&#104a&#116 marke&#116–&#104o&#119 you”&#108&#108 &#116&#104ese prospec&#116s &#116o your produc&#116 or service and induce &#116&#104em &#116o &#98uy. You mig&#104&#116 &#119an&#116 &#116o &#98reak &#116&#104is c&#104ap&#116er do&#119n in&#116o sec&#116ions suc&#104 as..pu&#98&#108ici&#116y and promo&#116ions, adver&#116ising p&#108ans, direc&#116 sa&#108es force, and dea&#108er/dis&#116ri&#98u&#116or programs. Eac&#104 sec&#116ion &#119ou&#108d &#116&#104en &#98e an ou&#116&#108ine of your p&#108ans and po&#108icies.