Don
Find good prospects
Posted 8:54 AM on 02/19/08 -
Reply to this postPeople and organizations buy in their own time, for their own reasons. Rather than focusing your efforts on trying to "get" companies to take interest/action, spend time searching for companies that want what you sell, have the means to buy it now, and are willing to do business with you. That last part is pretty important, as it means you have to understand your company's place on the price/value scale. Just because a company needs what you sell, it doesn't mean they're a good prospect for your company. Good luck.
Paul
Finding those who are ready
Posted 12:51 PM on 02/20/08 -
Reply to this postThat is a good reminder. It is easy to get caught up trying to lead the companies I already know about (and who are not ready yet) rather than trying to find those who are ready to move. I will still work with those who are not ready, but should spend more time looking for those who are ready. How do you suggest finding the companies who are ready and willing? Most of the companies I know about and am working with are not ready, so how do I find a company on the other side of the country that I don't already know about and they are ready to move. With a geographically dispersed customer base it becomes difficult to identify companies ready and willing.
James Farquharson
Offering free seminar through 3rd party
Posted 10:35 PM on 02/01/08 -
Reply to this post
Hi Jeffrey! I've gotten several CDs, and several books and seen you at a show in Atlanta. Awesome stuff, man! Just listened to your cold calling CD and had an idea of my own I wanted to float by you. I sell I.T. management services to small businesses, and have had a real tough time cold calling. The funny thing is that your cold calling CD is convincing me that cold calling sucks! Well, my idea is to go to property owners or building managers for Class A and B office buildings and offer to conduct a free seminar on location about various I.T. subjects, like "10 ways you can make your system more secure" or something like that. The key is the building owner/manager...what incentive do they have? Some may genuinely want to provide services to tenants to keep them loyal (and paying)...but I don't see that. Should I bribe them with something like a free iPhone, or offer them a free I.T. health check or something else? Thanks for any help you can provide.
James in Atlanta
Jeff G
Capital Idea!
Posted 9:56 AM on 02/04/08 -
Reply to this postJames, with an idea like that, I'm glad I'm not trying to sell IT services in your town. The building managers may not be as receptive, as many office buildings are managed by large companies that don't care as long as the rent is paid, but a few good calls to the tenants and I bet you could get something going. You've got a great idea, here. I disagree that cold calling sucks, though. I think it can be marginally helpful and if you're walking past the door of a potential client, why wouldn't you open it, walk in and introduce yourself? If you start making them aware of who you are and what you do, you'll have a better chance to make it into something later. What cold calling won't reliably do is get contracts signed on the first visit or two. That's only happened to me once, because I caught the guy half and hour after he fired my competitor. I don't expect to get that lucky again any time soon.
Jeff G
Sales Process Road Map
Posted 4:16 PM on 02/01/08 -
Reply to this post
I was just working on some things and I realized that we don't have a clear sales process road map. We play it by ear. While our flexibility is often our strength, I feel that we're losing opportunities because we don't have more structure to our process. This is especially true of long-term leads. Because we're in the insurance business, there is an annual expiration date that we're working toward. Once we know when that is, we need to keep the prospect interested and engaged for up to 10 months before we can actually go to work for them. There's a limit to how much talking I can do about what we're going to do - I need a regular follow-up schedule or process and some ideas of how I can provide value during those middle months to demonstrate that I'm the guy they want on their team.
Does anyone have any tips on setting up a process that could help us do the right things at the right time to stay "in" with the prospect over the long haul? The more specific, the better.
KM
Sales Process Road Map
Posted 12:07 AM on 02/20/08 -
Reply to this postIf a prospect is 10 months out, then I let the prospect know I would like to develop a relationship with them, and to this is done by first putting them on my monthly newsletter. So far, not one prospect has disagreed to this. Then, I put them in my database and schedule a personal e-mail to be sent to them in 2 months (8 months until expiry). This e-mail should should contain some relevant information about their specific industry or product, the more specific it is to them and their business, the better. In another 2 months (6 months to expiry) I schedule a lunch with them to discuss what is happening in their industry, what my clients are concerned with, and to see if their business is experiencing any of the same concerns. Lastly, 2 months from then (4 months to expiry) I begin a 120 day proposal project which I explain is our process of putting together the most accurate and detailed submission there is n the industry. I let them know that in this time frame I will gain intimate knowledge of them and their business, I will ensure they have been made aware of all the new coverages they should consider based on what their industry has concerns with and what I learned from them in our lunch 2 months ago, and lastly, this will allow me to tell the story of ABC company to the underwriters to ensure they have all underwriting questions answered and they will earn the most competitive rate for their insurance. All in all, this process has served me well, but it takes discipline, and a time management program, or calendar you follow to the tee. By following up consistently, asking lots of questions, showing them you understand their business and demonstrating all of this instead of selling them on a promise, you will be viewed as a strategic partner, and not just another broker who shows up at their door step 2-3 months before their renewal.
Mike A
Organization
Posted 8:41 PM on 01/31/08 -
Reply to this post
Does anyone have a recommendation for an organized customer list system that tracks customers info, follow ups, reminders ..etc. or sales any good organization resources? I have lots of customers but some don't get proper attention because I might not see them for a while and forget to check on them (while they call my competition) Or I'll make a new contact but get side-tracked and wait too late to follow up. Organization is my greatest weakness. I spend too much time spinning my wheels or attending the most urgent needs.
Amy
Organization
Posted 2:19 PM on 02/01/08 -
Reply to this postA CRM (Customer Relationship Management) system might help. There are quite a few different ones but the system definitely helps you keep track of your customers.
Jeff G
CRM Software is What You Need
Posted 3:52 PM on 02/01/08 -
Reply to this postThere are a number of CRM packages out there. Personally, I use Microsoft Outlook. When I have a prospect, I add reminders to my calendar to help me get back with them at certain times and dates. I admit that I'm not terribly efficient at that, and that I need a lot of help setting up and running a stable drip campaign, but that's what I'm doing so far and it's working okay.
David S
Organization
Posted 10:58 AM on 02/06/08 -
Reply to this postDepending on your needs, a CRM package may be too much (I sell one as part of my ERP system so I should know). Just be careful that you don't get one that has too much and is too complicated or you won't get the most out of it if you use it at all.
I use Outlook and it works really well for my needs. I can categorize the contacts or tasks to help group and tackle similar tasks together saving time. I really like the To-Do bar added to 2007 so I can see the calendar, appointments, and tasks while responding to emails and talking with customers.
Jason Muller
Organization
Posted 1:46 PM on 02/12/08 -
Reply to this postIf you want to go for the simpler method, Microsoft Outlook will definitely do it as it ships, but there's a better way... put Outlook on steriods!! There's an add-on called Business Contact Manager for Microsoft Outlook (developed by Microsoft). This will add tons of functionality to Outlook, you get it, for tracking business contacts!! The extra features help you track the relationship sales people have with their clients. A great add on product thats in a familiar interface. If you find your business grows down the line you can upgrade this solution to Microsoft's full CRM Server to give more functionality!
Mafe D
Organization
Posted 12:39 AM on 02/13/08 -
Reply to this postI use Microsoft Outlook. I add any new prospect to my contact list with all information and notes. Use the calendar for reminders, calls and follow ups. Use the Task List for longer projects. Vista is great for this.
SandF Printers
Printing
Posted 10:53 PM on 01/30/08 -
Reply to this post
So, here's the deal. I am about 6 months into my sales life and I have to say it's not as easy as I thought it would be. I used to love bullshitting with people, but they (the people) are really starting to drive me nuts. I never realized how some people are running some companies. I don't want to use the word dumb, but...
Anyway, let me ask whoever is reading this a question. I sell business printing (envelopes, business cards, full color brochures, etc.). If you were to cold call a prospect and they tell you, " they have been with the same printer for years", would you ever call them back after you hung up the phone and if so, how long would you wait?
I get that a lot actually.
Also, if anyone can help me with a good lead in when I make a cold call, that would be great.
My cold call kinda goes like this.
Me:
Good morning, Mr/Ms Xxx, this is XXXXXX with xyz company. We are a small family owned print shop here in Springfield. I don't mean to take much of your time, I just wanted to ask you a couple of questions about your printing materials and see if I can help your budget. Are you currently using a print shop or do you pick up the yellow pages and look for a printer when needed?
Prospect: Nope I have been with the same printer for years.
The end
Any suggestions? I would love some help. I'm not a quitter or a whiner, just need a little advice. Thank ya'll
Prospect: sure
AnthonyK
Re:Printing
Posted 12:23 PM on 02/01/08 -
Reply to this postSandf
Remember people don't like to be sold, but they like to buy! Try something like this:Good morning, Mr/Ms Xxx, this is XXXXXX with xyz company. We are a small family owned print shop here in Springfield. Can I save you some money on your printing materials? Get the Prospect to answer questions: Nope I have been with the same printer for years. Why is that? Prospect: Because he offers me xxx. Great, does he offer you xxx? Prospect: No. Ok, well let me take a minute of your time to tell you what I can offer you.
Keep it simple, If you can research who he uses before you call him, you can be better prepared with a competitive analysis.
