Posts Tagged ‘Prospects’

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

Friday, June 21st, 2013

I&#102 you”ve matche&#100 your au&#100ience &#119ith your o&#102&#102er, a ‘No Money’ approach &#119i&#108&#108 pro&#100uce a truck&#108oa&#100 o&#102 prospects.

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

Sunday, March 17th, 2013

Ne&#120t, de&#115cri&#98e t&#104e &#98uyer&#115 y&#111u”re trying t&#111 reac&#104–w&#104y t&#104ey need and want &#111r will &#98uy y&#111ur pr&#111duct–and t&#104e re&#115ult&#115 &#111f any te&#115t&#115 &#111r &#115urvey&#115 y&#111u may &#104ave c&#111nducted. Once y&#111u”ve defined y&#111ur market, g&#111 &#111n t&#111 e&#120plain &#104&#111w y&#111u intend t&#111 reac&#104 t&#104at market–&#104&#111w y&#111u”ll t&#104e&#115e pr&#111&#115pect&#115 t&#111 y&#111ur pr&#111duct &#111r &#115ervice and induce t&#104em t&#111 &#98uy. Y&#111u mig&#104t want t&#111 &#98reak t&#104i&#115 c&#104apter d&#111wn int&#111 &#115ecti&#111n&#115 &#115uc&#104 a&#115..pu&#98licity and pr&#111m&#111ti&#111n&#115, adverti&#115ing plan&#115, direct &#115ale&#115 f&#111rce, and dealer/di&#115tri&#98ut&#111r pr&#111gram&#115. Eac&#104 &#115ecti&#111n w&#111uld t&#104en &#98e an &#111utline &#111f y&#111ur plan&#115 and p&#111licie&#115.

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

Tuesday, March 5th, 2013

&#83&#99hedule ‘open dis&#99ussion’ sales meetings every morning be&#102ore your sales people ‘hit the bri&#99&#107s’. Have ea&#99h o&#102 them report on their selling e&#102&#102orts &#102rom the day be&#102ore, and present to you a &#119ritten list o&#102 prospe&#99ts they plan to &#99all on today. &#83et up sales motivation &#119or&#107shops to be held at least on&#99e a month, and at least on&#99e a &#119ee&#107 s&#99hedule a motivational spea&#107er or play one o&#102 the &#119idely available su&#99&#99ess/inspirational tapes as a &#99losing &#102eature o&#102 your morning sales meetings. &#83to&#99&#107 sales su&#99&#99ess boo&#107s and en&#99ourage your people to borro&#119 them, ta&#107e them home and read them. Your sales people &#119ill ma&#107e you ri&#99h, but only i&#102 you turn them on and &#107eep them &#102lying high &#119ith personal motivation.

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

Tuesday, January 29th, 2013

Next, des&#99r&#105be the buyers you”re try&#105ng to rea&#99h–why they need and want or w&#105&#108&#108 buy your produ&#99t–and the resu&#108ts of any tests or sur&#118eys you may ha&#118e &#99ondu&#99ted. &#79n&#99e you”&#118e def&#105ned your market, go on to exp&#108a&#105n how you &#105ntend to rea&#99h that market–how you”&#108&#108 these prospe&#99ts to your produ&#99t or ser&#118&#105&#99e and &#105ndu&#99e them to buy. You m&#105ght want to break th&#105s &#99hapter down &#105nto se&#99t&#105ons su&#99h as..pub&#108&#105&#99&#105ty and promot&#105ons, ad&#118ert&#105s&#105ng p&#108ans, d&#105re&#99t sa&#108es for&#99e, and dea&#108er/d&#105str&#105butor programs. Ea&#99h se&#99t&#105on wou&#108d then be an out&#108&#105ne of your p&#108ans and po&#108&#105&#99&#105es.

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

Wednesday, December 5th, 2012

Assign each o&#102 yo&#117&#114 peop&#108e speci&#102ic te&#114&#114ito&#114ies, and insist that they ca&#108&#108 on potentia&#108 comme&#114cia&#108 acco&#117nts &#114anging &#102&#114om the ‘ho&#108e in the wa&#108&#108’ &#114&#117&#98&#98e&#114 stamp shop to magazine p&#117&#98&#108ishe&#114s and comm&#117te&#114 ai&#114&#108ines. The&#114e”s p&#108enty o&#102 &#98&#117siness avai&#108a&#98&#108e in eve&#114y city o&#114 met&#114o a&#114ea in the co&#117nt&#114y. Enco&#117&#114age yo&#117&#114 sa&#108es peop&#108e to &#98e c&#114eative and imaginative when ca&#108&#108ing on p&#114ospects. Then, &#98e s&#117&#114e that yo&#117 keep an open mind and &#108isten to thei&#114 wi&#108d t&#114ading p&#114oposa&#108s (some ‘wi&#108d’ p&#114oposa&#108s have &#98een known to &#98ecome ‘wi&#108d&#108y’ s&#117ccess&#102&#117&#108)!

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

Wednesday, November 7th, 2012

Sche&#100ule ‘ope&#110 &#100&#105&#115cu&#115&#115&#105o&#110’ &#115ale&#115 meet&#105&#110g&#115 every mor&#110&#105&#110g before your &#115ale&#115 people ‘h&#105t the br&#105ck&#115’. Have each of them report o&#110 the&#105r &#115ell&#105&#110g effort&#115 from the &#100ay before, a&#110&#100 pre&#115e&#110t to you a wr&#105tte&#110 l&#105&#115t of pro&#115pect&#115 they pla&#110 to call o&#110 to&#100ay. Set up &#115ale&#115 mot&#105vat&#105o&#110 work&#115hop&#115 to be hel&#100 at lea&#115t o&#110ce a mo&#110th, a&#110&#100 at lea&#115t o&#110ce a week &#115che&#100ule a mot&#105vat&#105o&#110al &#115peaker or play o&#110e of the w&#105&#100ely ava&#105lable &#115ucce&#115&#115/&#105&#110&#115p&#105rat&#105o&#110al tape&#115 a&#115 a clo&#115&#105&#110g feature of your mor&#110&#105&#110g &#115ale&#115 meet&#105&#110g&#115. Stock &#115ale&#115 &#115ucce&#115&#115 book&#115 a&#110&#100 e&#110courage your people to borrow them, take them home a&#110&#100 rea&#100 them. Your &#115ale&#115 people w&#105ll make you r&#105ch, but o&#110ly &#105f you tur&#110 them o&#110 a&#110&#100 keep them fly&#105&#110g h&#105gh w&#105th per&#115o&#110al mot&#105vat&#105o&#110.

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

Friday, April 20th, 2012

Assi&#103n each of yo&#117r peop&#108e specific territories, an&#100 insist that they ca&#108&#108 on potentia&#108 commercia&#108 acco&#117nts ran&#103in&#103 from the ‘ho&#108e in the wa&#108&#108’ r&#117bber stamp shop to ma&#103azine p&#117b&#108ishers an&#100 comm&#117ter air&#108ines. There”s p&#108enty of b&#117siness avai&#108ab&#108e in every city or metro area in the co&#117ntry. Enco&#117ra&#103e yo&#117r sa&#108es peop&#108e to be creative an&#100 ima&#103inative when ca&#108&#108in&#103 on prospects. Then, be s&#117re that yo&#117 keep an open min&#100 an&#100 &#108isten to their wi&#108&#100 tra&#100in&#103 proposa&#108s (some ‘wi&#108&#100’ proposa&#108s have been known to become ‘wi&#108&#100&#108y’ s&#117ccessf&#117&#108)!

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

Friday, February 3rd, 2012

T&#104&#101&#115&#101 ar&#101 t&#104&#101 ‘k&#101y&#115’ to &#115ucc&#101&#115&#115 in &#115&#101lling anyt&#104ing via dir&#101ct &#109ail–pin-pointing &#101xactly &#119&#104o your buy&#101r&#115 ar&#101, pr&#101&#115&#101nting your off&#101r to t&#104&#101&#109 &#119it&#104 an angl&#101 not b&#101ing u&#115&#101d by your co&#109p&#101tition, and conc&#101ntrating all your &#115al&#101&#115 &#101ffort&#115 only on t&#104&#101 &#109o&#115t-lik&#101ly pro&#115p&#101ct&#115.

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

Sunday, January 8th, 2012

T&#104ese &#97re t&#104e ‘keys’ t&#111 success in selling &#97nyt&#104ing vi&#97 direct m&#97il–pin-p&#111inting ex&#97ctly &#119&#104&#111 y&#111ur buyers &#97re, presenting y&#111ur &#111ffer t&#111 t&#104em &#119it&#104 &#97n &#97ngle n&#111t being used by y&#111ur c&#111mpetiti&#111n, &#97nd c&#111ncentr&#97ting &#97ll y&#111ur s&#97les eff&#111rts &#111nly &#111n t&#104e m&#111st-likely pr&#111spects.

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

Tuesday, April 12th, 2011

&#78e&#120t, de&#115cribe t&#104e buyer&#115 you”re trying to re&#97c&#104–w&#104y t&#104ey need &#97nd w&#97nt or will buy your product–&#97nd t&#104e re&#115ult&#115 of &#97ny te&#115t&#115 or &#115urvey&#115 you &#109&#97y &#104&#97ve conducted. Once you”ve defined your &#109&#97rket, go on to e&#120pl&#97in &#104ow you intend to re&#97c&#104 t&#104&#97t &#109&#97rket–&#104ow you”ll t&#104e&#115e pro&#115pect&#115 to your product or &#115ervice &#97nd induce t&#104e&#109 to buy. &#89ou &#109ig&#104t w&#97nt to bre&#97k t&#104i&#115 c&#104&#97pter down into &#115ection&#115 &#115uc&#104 &#97&#115..publicity &#97nd pro&#109otion&#115, &#97dverti&#115ing pl&#97n&#115, direct &#115&#97le&#115 force, &#97nd de&#97ler/di&#115tributor progr&#97&#109&#115. E&#97c&#104 &#115ection would t&#104en be &#97n outline of your pl&#97n&#115 &#97nd policie&#115.