Friday, June 29, 2012

Wednesday, June 27, 2012

Social Media Stats

According to Newtek Business Services, 57 percent of small business owners say that social media is driving their growth. Additionally, 55 percent of business owners say Facebook and Twitter are significant engines of growth, while 58 percent use these tools to communicate with existing customers.

How does your company utilize social media to its advantage?

(Source: CANVAS Magazine)

Monday, June 25, 2012

Online To-Do: June 2012

Before you head into your next meeting, check out Business 2 Community. The site has great information including stats that you can use to close a deal and get your prospect to realize you know what you're talking about!

Friday, June 22, 2012

Intelligent Persistence: The Application

How to apply intelligent persistence.
  • Initiate contact multiple ways - phone, e-mail and mail. Often it takes 10 to 12 contacts before you get a response.
  • Leave relevant messages that address pain points.
  • Make sure you speak slowly and clearly, so the buyer can understand your name and number and write them down as you speak.
  • Your voice is a tool. Be sure you sound friendly and upbeat, even if on the seventh message.
  • Buyers will call back when they need what you're selling and they need it now.

Wednesday, June 20, 2012

Intelligent Persistence: The Statistics

Did you know that four times out of five, you have a chance of making a sale is you practice Intelligent Persistence?

Check back on Friday to learn more.

Monday, June 18, 2012

Cold Call Pre-Call Info Sheet

Are you planning on making any cold calls this week? Before doing so, make sure you have a pre-call info sheet completed. The sheet should include the following information:

Company Name
City, State, Zip
Phone Number
Source of Lead
Subsidiary Of
Business Description
Company Needs
Additional Services
Number of Employees
Annual Sales

Good selling!

Friday, June 15, 2012

Account Strategy: Part 2

Sell more by developing account strategies.

6.  Who are my competitors?
7.  Why do they succeed?
8.  What is my biggest weakness?
9.  How do I address that weakness?
10. Based on this information, what should I be doing right now to get more business.

Write down the answers. Act on information. Evaluate your actions. Change course as needed.

Wednesday, June 13, 2012

Account Strategy: Part 1

Want to sell more? Develop account strategies. Pick 10 accounts and ask 10 questions.
  1. How much business do I get from this account now?
  2. What is their potential?
  3. Who makes the buying decisions?
  4. What are the buyer's pain points?
  5. Can I alleviate their paint points?
Check back on Wednesday for questions 6 - 10.

Monday, June 11, 2012

Bye Bye Boo-Boo

Have you seen this? JWT New York and BAND-AID® have developed BAND-AID® MagicVision™ featuring the Muppets, an augmented reality app that allows parents and children to enter a magical entertainment world featuring interactive performances by Kermit the Frog, Miss Piggy and Gonzo the Great. Designed to make kids feel better about their "boo-boos," the app also includes photo-sharing and Band-Aid 'moviehouse' experiences and is available in the App Store.

Friday, June 8, 2012

The Gate Keeper: Part 3

Tip 3Call the company and ask to speak to someone in sales. Now you're talking to someone who feels your pain. See if they've willing to help you out. Be sure to ask if there's any thing you can do for your helpful sales pal. Get their e-mail. If you get the appointment, let them know and thank them again.

When the front door is locked, go around the side. Find another way to reach the buyer. In other words...PERSIST AND SELL MORE!

Wednesday, June 6, 2012

The Gate Keeper: Part 2

Tip 2

Use the power of the Internet. Do a search on the company and see what pops up. Look for the name of the VP of Marketing or Purchasing. If your research doesn't uncover anything go to your local library and ask the research desk for help and let them show you how to access helpful data bases.

Monday, June 4, 2012

The Gate Keeper: Part 1

Ever heard of this? You ask for the buyer's name and the receptionist answers, "I'm sorry but we don't give out that information."

What do you do?

Tip 1
Tap into the power of your personal network. Ask friends, family, clients and co-workers. Find someone - anyone - at your target company and give them a call. Ask them if they can help you get the print buyer's name. Maybe you'll click and they'll even do an introduction.

Friday, June 1, 2012

Cold Calling: Final Thoughts

The past few posts have focused exclusively on cold calling. To end the week, here are a few more tips to help you with the process:

You get a prospect on the phone -
  • The prospect agrees to a conversation.
  • The sales process moves forward.
You get a prespect on the phone -
  • The prospect is too busy to talk to the sales process is handcuffed.
  • Sales must call back to build awareness.
The prospect doesn't answer the phone -
  • The sales process stops.
  • The prospect is unaware of the product.
  • Sales must call back to build awareness.