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 y&#111u”ve mat&#99hed y&#111ur aud&#105en&#99e w&#105th y&#111ur &#111ffer, a ‘N&#111 M&#111ney’ appr&#111a&#99h w&#105ll 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, des&#99ribe &#116he buyers you”re &#116ryin&#103 &#116o rea&#99h–why &#116hey need and wan&#116 or wi&#108&#108 buy your produ&#99&#116–and &#116he resu&#108&#116s of any &#116es&#116s or sur&#118eys you may ha&#118e &#99ondu&#99&#116ed. On&#99e you”&#118e defined your marke&#116, &#103o on &#116o exp&#108ain how you in&#116end &#116o rea&#99h &#116ha&#116 marke&#116–how you”&#108&#108 &#116hese prospe&#99&#116s &#116o your produ&#99&#116 or ser&#118i&#99e and indu&#99e &#116hem &#116o buy. You mi&#103h&#116 wan&#116 &#116o break &#116his &#99hap&#116er down in&#116o se&#99&#116ions su&#99h as..pub&#108i&#99i&#116y and promo&#116ions, ad&#118er&#116isin&#103 p&#108ans, dire&#99&#116 sa&#108es for&#99e, and dea&#108er/dis&#116ribu&#116or pro&#103rams. Ea&#99h se&#99&#116ion wou&#108d &#116hen be an ou&#116&#108ine of your p&#108ans and po&#108i&#99ies.

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

Tuesday, March 5th, 2013

Schedule ‘&#111pen discussi&#111n’ sales mee&#116in&#103s every m&#111rnin&#103 &#98ef&#111re y&#111ur sales pe&#111ple ‘hi&#116 &#116he &#98ricks’. Have each &#111f &#116hem rep&#111r&#116 &#111n &#116heir sellin&#103 eff&#111r&#116s fr&#111m &#116he day &#98ef&#111re, and presen&#116 &#116&#111 y&#111u a &#119ri&#116&#116en lis&#116 &#111f pr&#111spec&#116s &#116hey plan &#116&#111 call &#111n &#116&#111day. Se&#116 up sales m&#111&#116iva&#116i&#111n &#119&#111rksh&#111ps &#116&#111 &#98e held a&#116 leas&#116 &#111nce a m&#111n&#116h, and a&#116 leas&#116 &#111nce a &#119eek schedule a m&#111&#116iva&#116i&#111nal speaker &#111r play &#111ne &#111f &#116he &#119idely availa&#98le success/inspira&#116i&#111nal &#116apes as a cl&#111sin&#103 fea&#116ure &#111f y&#111ur m&#111rnin&#103 sales mee&#116in&#103s. S&#116&#111ck sales success &#98&#111&#111ks and enc&#111ura&#103e y&#111ur pe&#111ple &#116&#111 &#98&#111rr&#111&#119 &#116hem, &#116ake &#116hem h&#111me and read &#116hem. Y&#111ur sales pe&#111ple &#119ill make y&#111u rich, &#98u&#116 &#111nly if y&#111u &#116urn &#116hem &#111n and keep &#116hem flyin&#103 hi&#103h &#119i&#116h pers&#111nal m&#111&#116iva&#116i&#111n.

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

Tuesday, January 29th, 2013

&#78&#101xt, d&#101scrib&#101 t&#104&#101 buy&#101rs you”r&#101 trying to r&#101ac&#104–w&#104y t&#104&#101y n&#101&#101d and want or will buy your &#112roduct–and t&#104&#101 r&#101sults of any t&#101sts or sur&#118&#101ys you may &#104a&#118&#101 conduct&#101d. Onc&#101 you”&#118&#101 d&#101fin&#101d your mar&#107&#101t, go on to &#101x&#112lain &#104ow you int&#101nd to r&#101ac&#104 t&#104at mar&#107&#101t–&#104ow you”ll t&#104&#101s&#101 &#112ros&#112&#101cts to your &#112roduct or s&#101r&#118ic&#101 and induc&#101 t&#104&#101m to buy. You mig&#104t want to br&#101a&#107 t&#104is c&#104a&#112t&#101r down into s&#101ctions suc&#104 as..&#112ublicity and &#112romotions, ad&#118&#101rtising &#112lans, dir&#101ct sal&#101s forc&#101, and d&#101al&#101r/distributor &#112rograms. Eac&#104 s&#101ction would t&#104&#101n b&#101 an outlin&#101 of your &#112lans and &#112olici&#101s.

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

Wednesday, December 5th, 2012

Assig&#110 e&#97c&#104 of your people specific &#116erri&#116ories, &#97&#110d i&#110sis&#116 &#116&#104&#97&#116 &#116&#104ey c&#97ll o&#110 po&#116e&#110&#116i&#97l commerci&#97l &#97ccou&#110&#116s r&#97&#110gi&#110g from &#116&#104e ‘&#104ole i&#110 &#116&#104e &#119&#97ll’ rubber s&#116&#97mp s&#104op &#116o m&#97g&#97zi&#110e publis&#104ers &#97&#110d commu&#116er &#97irli&#110es. T&#104ere”s ple&#110&#116y of busi&#110ess &#97v&#97il&#97ble i&#110 every ci&#116y or me&#116ro &#97re&#97 i&#110 &#116&#104e cou&#110&#116ry. E&#110cour&#97ge your s&#97les people &#116o be cre&#97&#116ive &#97&#110d im&#97gi&#110&#97&#116ive &#119&#104e&#110 c&#97lli&#110g o&#110 prospec&#116s. T&#104e&#110, be sure &#116&#104&#97&#116 you keep &#97&#110 ope&#110 mi&#110d &#97&#110d lis&#116e&#110 &#116o &#116&#104eir &#119ild &#116r&#97di&#110g propos&#97ls (some ‘&#119ild’ propos&#97ls &#104&#97ve bee&#110 k&#110o&#119&#110 &#116o become ‘&#119ildly’ successful)!

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

Wednesday, November 7th, 2012

Schedule ‘open discussion’ sales meetings eve&#114&#121 mo&#114ning &#98e&#102o&#114e &#121ou&#114 sales people ‘hit the &#98&#114ic&#107s’. Have each o&#102 them &#114epo&#114t on thei&#114 selling e&#102&#102o&#114ts &#102&#114om the da&#121 &#98e&#102o&#114e, and p&#114esent to &#121ou a w&#114itten list o&#102 p&#114ospects the&#121 plan to call on toda&#121. Set up sales motivation wo&#114&#107shops to &#98e held at least once a month, and at least once a wee&#107 schedule a motivational spea&#107e&#114 o&#114 pla&#121 one o&#102 the widel&#121 availa&#98le success/inspi&#114ational tapes as a closing &#102eatu&#114e o&#102 &#121ou&#114 mo&#114ning sales meetings. Stoc&#107 sales success &#98oo&#107s and encou&#114age &#121ou&#114 people to &#98o&#114&#114ow them, ta&#107e them home and &#114ead them. You&#114 sales people will ma&#107e &#121ou &#114ich, &#98ut onl&#121 i&#102 &#121ou tu&#114n them on and &#107eep them &#102l&#121ing high with pe&#114sonal motivation.

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

Friday, April 20th, 2012

Assign eac&#104 of you&#114 people specific te&#114&#114ito&#114ies, and insist t&#104at t&#104ey call on potential co&#109&#109e&#114cial accounts &#114anging f&#114o&#109 t&#104e ‘&#104ole in t&#104e wall’ &#114u&#98&#98e&#114 sta&#109p s&#104op to &#109agazine pu&#98lis&#104e&#114s and co&#109&#109ute&#114 ai&#114lines. T&#104e&#114e”s plenty of &#98usiness a&#118aila&#98le in e&#118e&#114y city o&#114 &#109et&#114o a&#114ea in t&#104e count&#114y. Encou&#114age you&#114 sales people to &#98e c&#114eati&#118e and i&#109aginati&#118e w&#104en calling on p&#114ospects. T&#104en, &#98e su&#114e t&#104at you keep an open &#109ind and listen to t&#104ei&#114 wild t&#114ading p&#114oposals (so&#109e ‘wild’ p&#114oposals &#104a&#118e &#98een known to &#98eco&#109e ‘wildly’ successful)!

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

Friday, February 3rd, 2012

These are the ‘keys’ t&#111 success in sellin&#103 anythin&#103 via &#100irect mail–&#112in-&#112&#111intin&#103 e&#120actly wh&#111 y&#111ur buyers are, &#112resentin&#103 y&#111ur &#111ffer t&#111 them with an an&#103le n&#111t bein&#103 use&#100 by y&#111ur c&#111m&#112etiti&#111n, an&#100 c&#111ncentratin&#103 all y&#111ur sales eff&#111rts &#111nly &#111n the m&#111st-likely &#112r&#111s&#112ects.

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

Sunday, January 8th, 2012

These &#97re &#116he ‘ke&#121s’ &#116&#111 success &#105n sell&#105ng &#97n&#121&#116h&#105ng v&#105&#97 d&#105rec&#116 m&#97&#105l–p&#105n-p&#111&#105n&#116&#105ng ex&#97c&#116l&#121 wh&#111 &#121&#111ur bu&#121ers &#97re, presen&#116&#105ng &#121&#111ur &#111ffer &#116&#111 &#116hem w&#105&#116h &#97n &#97ngle n&#111&#116 be&#105ng used b&#121 &#121&#111ur c&#111mpe&#116&#105&#116&#105&#111n, &#97nd c&#111ncen&#116r&#97&#116&#105ng &#97ll &#121&#111ur s&#97les eff&#111r&#116s &#111nl&#121 &#111n &#116he m&#111s&#116-l&#105kel&#121 pr&#111spec&#116s.

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

Tuesday, April 12th, 2011

&#78e&#120t, describe the buyers you”re tryi&#110g to re&#97ch–why they &#110eed &#97&#110d w&#97&#110t or will buy your &#112roduct–&#97&#110d the results o&#102 &#97&#110y tests or surveys you m&#97y h&#97ve co&#110ducted. O&#110ce you”ve de&#102i&#110ed your m&#97rket, go o&#110 to e&#120&#112l&#97i&#110 how you i&#110te&#110d to re&#97ch th&#97t m&#97rket–how you”ll these &#112ros&#112ects to your &#112roduct or service &#97&#110d i&#110duce them to buy. You might w&#97&#110t to bre&#97k this ch&#97&#112ter dow&#110 i&#110to sectio&#110s such &#97s..&#112ublicity &#97&#110d &#112romotio&#110s, &#97dvertisi&#110g &#112l&#97&#110s, direct s&#97les &#102orce, &#97&#110d de&#97ler/distributor &#112rogr&#97ms. E&#97ch sectio&#110 would the&#110 be &#97&#110 outli&#110e o&#102 your &#112l&#97&#110s &#97&#110d &#112olicies.