Sales Chat, Stories, Shared Ideas. This is Your Page - Go For It!

Bryan

Utilizing Marketing Co-op Posted 7:51 AM on 12/31/08 - Reply to this post

Great idea Rich. Let me build on this just a bit. I have worked in the supply-side of the construction business for over a decade and find that using manufacturer's co-op and in-house marketing programs very beneficial for my contractor customers that can't necessarily afford new design work from an agency. Find out from your primary shingle supplier what product line is not as saturated. If Certainteed has saturated (i.e. dominated) the local market then choose their second best supplier, like OC or GAF. The regional manufacturer rep. will want to help you in an effort to gain market share (supplier will have to contact for you). The manufacturer's product line has predesigned postcards, door hangers, ad slicks, and other marketing collateral that you just have to put your logo and contact info on and print. It's a great way to get a new marketing program started for your business. One obstacle, you are a new business and co-op is typically around 1% of your annual sales. At this point you don't have historic annual sales for a basis of co-op funds. This is the reason why you have to find a supplier and manufacturer that are hungry for market share and exposure and work with them to draw off of your projected sales. If you need anymore help or advice contact me direct: bryanprince@baldwinconstruction.com

Joan

mass mailings Posted 11:19 PM on 01/14/09 - Reply to this post

Scott, Dont' know if you've heard of Send out Cards - great program for sending postcards - very inexpensive and a great way to keep in contact, thank, your clients and customers - helps build busines. Let me know if you want more info on this. Joan

Truette

Mass mailings Posted 3:01 PM on 04/02/09 - Reply to this post

It 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 - 

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 post

Hi! 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 post

Absolutely. 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 - 

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 post

I 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 post

Your 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 post

Dear 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 post

I 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 post

Make 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 - 

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 post

Craig- 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!

 

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