Got a great success story to share? How about a sales disaster that no one should have to live through again? Got a new idea or a question on cold calling, closing, communication, finding prospects, overcoming objections, developing leads, improving customer service, honing your management skills, improving your creativity, or getting a better attitude? Well, this is your moment to shine, get some feedback, and to check out what everybody else is up to.
Adam
Need help w/ Direction!
Posted 3:32 PM on 07/14/10 -
Reply to this post
Okay guys I came to the Gitomer forum because I needed some of the best sales professionals opinions. I recently have graduated from college(2 months ago) with my undergrad in marketing.
While in the last two years of college my roommate and I begun learning the trade of internet marketing. After graduation we wanted to get in local internet marketing. So we have joined the local chamber of commerce, a lead swap club, and will be conducting seminars shortly.
My problem is that I am having so much trouble getting in front of qualified customers and then getting them to buy. My city is around 60,000 people and is now getting heavily into social media.
I am also having trouble displaying the value of my service. What my service does is help your website rank 1st for your target keywords on search engines such as google,yahoo, bing, and etc. So not only do they find any value, they are having trouble with the idea of spending the most minimum amount for this service.
Ex: Last week I got in front of the marketing director of an orthodontist group. She completely understood the value of my service before even meeting with her. Her company(owns a lot more than just 1 office) is currently buying a service similar too mine with some of their other offices.
I just need some direction guys. I believe I have the greatest service but don't know what i'm doing wrong. I'm just worried at this rate my company will bleed to death before I can make some sales.
How would you guys attempt this challenge?
Some of my other worries is that:
I'm going to keep spinning my wheels to my free seminars about internet marketing and etc. and not having any real buyers show up that has the cash-flow to purchase.
Thanks,
Adam
Alper Basaran
The only direction is UP!
Posted 11:08 AM on 07/15/10 -
Reply to this postHi Adam,
I suspect you have a problem getting your ideas (thus value) to the oder side of the table. From your mail I would also imagine that you might need to work on your written communication. If the competiton can write more professional mails or have a way of conveying their message more clearly and more efficiently then this might be the reason you're in trouble.
Another point holding you down could be your age... Going back to the competion idea; if they have a salesperson who's 30 or 40 then you might appear inexperienced or the customer might have a problem trusting you. Just saying, please don't take it personnaly.
So; you'll need to find a way to convey your message more efficiently and with more emphasis on the value you provide AND find out if your age is a problem.
Experience: I've done over 30 seminars throughout my country for an overall number of 650+ people anbout software sales and this is the last place I'd suggest you to start.
They cost money, time and specially in small communities if the first can't deliver, attendees will become a scarce ressource.
If you haven't already you can buy "The Little Platinum Book of Cha-Ching" buy the fabulous Gitomer to get an idea about the sales process.
I see you're VERY motivated and REALLY believe in your service but, as you would guess, the important part is to get the prospect on board. I'm sure you'll get there quickly but you should take time to read... and please postpone the seminars a little.
Adam
Need help w/ Direction!
Posted 1:37 AM on 07/18/10 -
Reply to this postAlper,
Thank you so much for your reply. Sometimes it's so difficult trying to find the right people to talk too about sales/business problems.I will definitely take all of your great advice and direction to heart. I would love to get a chance to talk to you more .
My e-mail is 2012dd@gmail.com
Thanks again,
Adam
BrandOne Marketing
Need help w/Direction.
Posted 10:41 PM on 07/20/10 -
Reply to this postOK, my guess is that your prospects don't really believe you can do what you claim. Let's face it: SEO companies are all over the internet, and number 1 ranking claims are a dime a dozen. And there's so much crapola being sold online, it can make anyone's stomach turn.
Job number one for you should be to build credibility. Case studies, testimonials and similar stories can go a long way in this direction. Why not do some pro bono work for a non profit to get some winning results under your belt? Start sharing some of your expertise in a blog or on social media. After that, consider some highly targeted direct mail that is directed toward defined audiences.
If you *really* can do what you say, it won't take long for the word to get out.
Adam
Need help w/ Direction!
Posted 12:42 PM on 07/22/10 -
Reply to this postBrandOne Marketing,
Thank you so much for your reply. I will also take this information you've given me and run with it as well. I actually have our local Chamber of Commerce member directory in my lap at this moment to look for a non profit to do some pro bono work for.
How important is direct mail? And how do you target your direct mail campaigns? Once I have testimonials and etc. is direct mail still a valid way of generating customers?
Thank you so much for your response,
Bugkiller
I'm already under contract!
Posted 2:38 PM on 07/07/10 -
Reply to this post
I'm in pest control sales and I run into a lot of commercial prospects that say that they are under contract with another company. What do I need to do and say to overcome this problem.
Alper Basaran
contracts end, relationships last
Posted 7:51 AM on 07/14/10 -
Reply to this postThere's more to do than to say.
But first you have to be sure you have an advantage compared to their current contract. And, as we all know, price is NOT an advantage. So you have to be able to understand first what benefits you provide them compared to their current contract.
Once you've established that you can points these out but, beware, this will not result in an immediate order. Besides the other company might have sold them a yearly contract from which they can't bail without loosing money.
If you can put forward concrete advantages and you're sincere in your approach you might get the deal at the end of their current contract. In this case you have to see if renewing their current contract has a price advantage over buying a new one from you...
tricky one but not impossible... and please keep this a clean fight.
Paul
Bugs
Posted 5:06 PM on 07/21/10 -
Reply to this postI like the idea of determining the remainder of the contract with current provider. Also see if you can serve the remainder of the contract at no additional cost if they agree to try you for a year. This could be a good way to get your foot in the door.
crazy?
radio sales
Posted 5:02 PM on 07/04/10 -
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Does anyone else work in radio sales? My Sales Manager insists that the ONLY method of prospecting is "Just listen to other radio stations. When you hear something new, call them." Those 13 words are the only training he has provided in 7 months. He answers every question by reminding me that he's already told me what to do. We haven't had a sales meeting this year. I've made no money, and I'm looking for another job. I can't believe all radio stations are like this. Am I crazy or is he?
Lynn
Radio Sales
Posted 8:38 AM on 07/07/10 -
Reply to this postYou are not crazy. I've been in radio sales for 13 years, sales manager for 4. Radio station companies are like you'll find in any other industry, some offer great support, some not. You can look for another job, but I happen to believe radio sales to be the best vocation out there. I get to help my clients build their businesses while I build mine. Take your cue from Gitomer. If your boss won't give you training, get it on your own. The Radio Advertising Bureau, www.rab.com provides a wealth of information. And join www.radiosalescafe.com too. Its sort of a facebook for radio sales professionals. As for prospecting, if you wait to hear them on another station, their budget is already spent. Join your Chamber of Commerce, find a business social network in your town or even better, just start calling the phone numbers you see on the side of the trucks! Every business needs to advertise, so every business is a prospect. Happy Selling!
crazy?
radio sales
Posted 2:56 PM on 07/08/10 -
Reply to this postThanks so much Lynn. Your affirmtion is MUCH appreciated. I'm still looking for another job, but I don't have to turn my back on radio. I've just joined radiosalescafe -- great site. Thanks again and happy selling yourself!
Don The Idea Guy
radio sales
Posted 9:28 AM on 07/10/10 -
Reply to this postYour sales manager is the crazy one -- crazy for thinking that old strategy will build new business. While that ancient tactic will tell you who is currently spending money on radio (which can help start a conversation), it doesn't tell you anything about why they needed to advertise in the first place (seeking new customers? over abundance of inventory? new location? new hours? new product/service? etc...) Position yourself as your local expert on marketing and building the business of your clients to set yourself apart from all those "spot sellers" out there. Speak to local business groups about proper campaign planning, how to measure results, and provide examples of effective advertising for your happy and loyal clients. Become their marketing expert. If you do it right, the next time some other radio rep hits on them because they heard a spot on YOUR station, the client will tell them to run their ideas past his advertising consultant -- YOU.
Travis "The Buzz" Quinlan
Sales
Posted 2:45 PM on 06/29/10 -
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Okay...
Question; how does a great sales rep feel about selling to someone that is in a bad mood. Should we focus on elevating the person's mood or feeling throughout the process?
Can we sell to someone who is ornary about having to buy?
PJay
selling to someone in a bad mood?
Posted 8:21 PM on 07/10/10 -
Reply to this postThe best and most loyal clients come as a result of relationship-building. Focusing on the person rather than the dollar sign is cruciasl. Listening to and being patient with a crabby client may be the long way around, but are well worth the effort to begin and maintain someone as a client. Positive attitudes are contagious-- being cheerful and upbeat about your product or service is likely to lift your client's mood. Associating you and your product or service with feeling better can only be a good thing!
