Truette
Mass mailings
Posted 3:01 PM on 04/02/09 -
Reply to this postIt sounds to me that you are trying to "pick green fruit." Mass mailing may have some long, long term residual effect (but, I don't even believe that.). You want to be where people are looking for you. If they are a residential customer, then they are going to go to their local yellow pages. Not to the ValuPak. (No, I'm not a YP rep.) Since you're new in business YP will make you a deal to get you in their book. (e.: 1/2 the first year; 1/4 off the second year, etc.) If not, get a new rep. If it is commercial, then get a list of contractors; get in front of them. Make them a first-time offer they can't refuse to try you out to win a place on their bid-list or roledex. Mass mailing will work at some level (usually at the level where a large company is trying to squeeze out another nth degree percentage point of it's market share. But, as a guy starting out you are probably just like all the rest of us...lazy! Maybe, I should call you "Sparky" like Jeffrey does. (I mean that with tounge-in-cheek; because every time Gitomer does, it hits me right between the eyes!!! :-) ). I think you get the idea... GO TO WHERE THE FRUIT IS RIPE. Target your marketing efforts to the people that ALREADY need or MUST have your services. You may have to chase storms in the beginning.
Erica Snyder
Should I get more books?
Posted 10:54 PM on 11/12/08 -
Reply to this post
Hi, I have the "Sales Bible" and was wondering if it would be worth investing in other sales books? Is most of the important information from the red book, black book, yellow book, etc. already in the Sales Bible? By the way, its an amazing resource and I'm glad I found this forum also!
Thanks for the help
Edith Rookes
Sales Chat
Posted 3:15 PM on 11/13/08 -
Reply to this postHi! Erica,
Yes you need to get the other books. I bought the collection, I don't have to go a-seaching through the Sales Bible. Furthermore, the collection looks great on my table, and the answer is just a book away. CHA-CHING!!!!!
rich34232
should I get more books
Posted 8:21 AM on 11/22/08 -
Reply to this postAbsolutely. Get as many as you can from different authors. You can mix and match what works for you and find a sales process that fits your needs. I like Jeffrey's. Get to the point attitude that you are the problem, get with it and wake up.
When I need a good swift kick in the pants I read the little red book.
I have mixed a lot of Jeffrey, a little of Brian Tracy and a little of Tom Hopkins with the story telling of Zig Ziglar. It is amazing the ideas that come from reading.
packattack68@hotmail.com
new to sells
Posted 10:02 PM on 11/12/08 -
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alright. I am new to the selling world. I have only been with my company for a month and a half almost two months. I managed to set 10 to 15 appointments within the first week and a half. Here's the problem. When i cold call i say the exact same thing every time. and when i go on the calls my COO goes with me because i still haven't got it down. Can i please get some help and advice on what to do?
masonhatchett@yahoo.com
RE: new to sales
Posted 10:15 AM on 11/18/08 -
Reply to this postI was the same way when I started 6 months ago. My advice is to keep plugging away at it and before long you will develop different pitches for different types of people. When I cold call, I go in to introduce myself as the new rep in town and ask for the person who handles the decision making, or the sales people (they are the best) Always, always talk about them before you get an appointment. Then talk about you. You get better information that way.
Its a double bladed sword having the COO present. The good thing is that you can absorb what the COO is saying (take notes). You are then newjack, but people are okay with that. The bad part is that you look like you don't know whats going on. Once you start to feel comfortable at your meetings, start taking the reigns by leading the conversation and beating your COO to the punch. Then he/she is there to back you up. Keep your head up. Celebrate your efforts. Good luck.
Maurice Sanders
New to sales
Posted 12:04 PM on 11/18/08 -
Reply to this postYour number of appointments is great. Is that a good number for your industry; or is that below average? If it's a good number keep doing the same and/or possibly increase your # of contacts per day. Plus, it's a great idea your COO goes on appointments with you, things take time -- the biggest achievement is your dedication to making the calls thats what's important
salesdog65@comcast.net
new to sales
Posted 2:33 PM on 11/18/08 -
Reply to this postDear packattack68, excellent start! don't worry about your COO going on the calls with you. It sounds like you're saying the right things because you're getting the appts. Accept the advice and guidance that your COO will provide. Depending on the industry that you're in saying the same thing on every cold call might be ok. It depends on what you're goal is. On a cold call my goal is to get the appropriate contact person or an appointment with that person. When you get that meeting THEN you can tailor your presentation to their unique business needs. Great job so far! Welcome to the "Art of Sales!"
Dustin
New to sales?
Posted 3:29 PM on 11/18/08 -
Reply to this postI think everyone would agree with me... sometimes you DO sound like a salesman. The trick is just to talk to people. Don't spill your guts in some precanned presentation. Ask the right questions, and don't be afraid to ask personal questions. The best way to be memorable AND connect with a customer isn't through specs and facts, but through human to human communication. The longest lasting customers are ones that feel comfrotable with you - they must know YOU as well as you knowing them.
rich34232
new to sales
Posted 8:25 AM on 11/22/08 -
Reply to this postMake the script yours. Reword the script become comfortable with how you say it. It is fine to have a guide to follow. It is a guide that you must make your own in order to come across as being who you are. Go over your wording with your COO.
We all have different personalities one script said a certain way does not fit everyone's personality. Make it your own.
Craig Murden
Web site/blog for ideas and tips
Posted 2:18 PM on 11/10/08 -
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As part of my effort to add value for my customers, I have created a web site/blog that is full of ideas and tips to help reach sales goals. This is a creative extension for me and is something that I can inter-mix with sales calls, visits and other conversations. While most often I don't receive much feedback, I recently got an email from one of the salesman at a customer's dealership who said that he loved these sales tips and energy building ideas and wanted me to keep up the good work and it was of great value to him. A nice reinforcement for what I felt strongly about but rarely heard much about. Just enough for me to continue and even take things to new heights for this type of sharing.
Tom3
Website/Blog
Posted 9:52 AM on 12/21/08 -
Reply to this postCraig- I think that is an awsome idea. Specificaly, how did you do it? Yahoo? MS? Do you have a password that prevents customers from seeing their competition's ideas or is your information just generic to the industry? Thanks!
Trevor
Postcard campaign
Posted 11:39 AM on 11/07/08 -
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I'm an independent insurance agent and starting to plan an ad campaign. All of my companies (Travelers, Safeco, Progressive, etc.) are offering me postcards to use. My question is, will it be confusing to the recipients if they get several postcards from me but from different companies? Am I better to just use an outside company and have a single style?
Lynn
postcard campaign
Posted 9:34 AM on 11/08/08 -
Reply to this postThe question is....are they buying insurance from the companies you represent? Or are they buying from YOU!!! If you are offering value the answer is you. Sell yourself first. The companies you represent are secondary.
