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Casual Articles - What Happens When You Have Too Many Sales Leads?
Business cards are one of the most common and seemingly un-creative communication tools in today's business world. This is exactly why you should make your business cards stand-out, and make an extraordinary and lasting impression compared to the competition for attention.Also, advanced printing and design techniques are found in most printing houses, and their cost is more than reasonable.Following are some ideas to get your business card the attention it deserves!Cards as collectible items: Print a "series" of business cards. The entire series would include the same basic information on your business services and contact details. However, you should create some 10-20 variations of the cards, and encourage clients, suppliers, partners, etc. to collect these as they would collect other collectible items.Each variation of the card could highlight a different product or service that you sell, could include a different image, a new success story, a quote related
Just like you shouldn’t wait until Valentines Day to pamper your loved one, you shouldn’t wait until the next time you’re launching a new product or service before your past and current clients hear from you. The pampering should continue all year long, if you want loyalty and repeat business from them.A pattern I see again and again is the “keep-attracting-new-clients-and-neglect-old-ones” syndrome.Considering these facts... It costs six times more to acquire a new client than it costs to get repeat business from an existing client. It's sixteen times easier to sell to your existing clients than to a new client, simply because your existing clients already know, like and trust you. ... it is baffling why many small business owners ignore a client after the first sale, and only ever contact the client again when a new marketing campaign is launched. And yet, they expect the client to spread the word about them.The success of your business doesn’t depend just on bringing in new clients. It also depends
This is a true story and only the company name has been changed
The case of Newco & Co. illustrates the phenomenon. Newco manufacture a range of specialist industrial washroom equipment; they offer service contracts to maintain the equipment and supply their wide range of hygiene disposable products.
The market combines extreme competitiveness with a marked lack of glamour; therefore Newco have chosen to dedicate a specialist salesforce to concentrate on opening up new accounts – to be subsequently serviced by their operations division. Their objective with this structure is to obtain the widest national distribution for their equipment (which includes dispensing machines). The bigger the ‘population’ of their equipment, the more they sell of consumable hygiene products – the major profit opportunity for their business.
The salesforce of 50 specialist equipment consultants and key account executives is divided into eight geographical regions, each managed by an area manager under the control a national sales manager. In the course of many years’ experience in direct marketing Newco have explored most techniques of combining brand-building with lead generation, to support their salesforce and large distributor network.
Direct mail has long represented a sizeable proportion of their advertising and promotion budget; and they are now confident of their ability to generate leads very cost-effectively. Maintaining a high level of salesforce productivity remains an essential ingredient in staying at the top of the hygiene market.
Nevertheless, about two years ago, Newco began seriously to question the role of sales lead generation in their marketing mix. The basic problem was that they had become too good at generating leads. The overall cost per lead was fine, but this was not being matched by a correspondingly economical cost per sale. Indeed, cost per sale was initially rising due, it has been assumed, to poor feedback of results by the salesforce. Dissatisfaction with the lead generation came to a head when senior sales management began to re-structure the salesforce and to devolve greater accountabilit
Money is hard to come by these days but if you have the will to really make it through then it is still very possible to make money and to make even more as each day goes by. The problem lies if you do not know where to start much more if your problem is the fact that you do not have money to begin with. How can you put up a business or invest in something when you do not have capital to begin with? Money can be found.You just have to be strong in your resolve that once you get hold of that money you will promise to work on making more.There are willing benefactors all aorund us. These are people with money who are laways on the look out to fidning individuals deserving of their financial an emotional support. Some of these benefactors can be well off relatives who are willing to shoulder your capital. Benefactors can also be the rich people in our community who wants to help budding entrepreneurs.The government can also be a benefactor. They have programs to fund businessmen as long as they pass the requirements that often includes a
The market combines extreme competitiveness with a marked lack of glamour; therefore Newco have chosen to dedicate a specialist salesforce to concentrate on opening up new accounts – to be subsequently serviced by their operations division. Their objective with this structure is to obtain the widest national distribution for their equipment (which includes dispensing machines). The bigger the ‘population’ of their equipment, the more they sell of consumable hygiene products – the major profit opportunity for their business.
The salesforce of 50 specialist equipment consultants and key account executives is divided into eight geographical regions, each managed by an area manager under the control a national sales manager. In the course of many years’ experience in direct marketing Newco have explored most techniques of combining brand-building with lead generation, to support their salesforce and large distributor network.
Direct mail has long represented a sizeable proportion of their advertising and promotion budget; and they are now confident of their ability to generate leads very cost-effectively. Maintaining a high level of salesforce productivity remains an essential ingredient in staying at the top of the hygiene market.
Nevertheless, about two years ago, Newco began seriously to question the role of sales lead generation in their marketing mix. The basic problem was that they had become too good at generating leads. The overall cost per lead was fine, but this was not being matched by a correspondingly economical cost per sale. Indeed, cost per sale was initially rising due, it has been assumed, to poor feedback of results by the salesforce. Dissatisfaction with the lead generation came to a head when senior sales management began to re-structure the salesforce and to devolve greater accountabili
Today’s employees are not only interested in security or in pay and fringe benefits. They are often placing increased value on being recognized and involved in reaching personal growth goals. As a supervisor you must be aware of these new values. Keeping your employees’ interests and priorities will help you better motivate them to work well.Employees’ interests and values are changing. More than ever they expect to participate. They also believe that their skills should be used and that they should be provided with on-the-job training. Employees want a challenging job which will provide them with satisfaction and a sense of worth. They respond to broader responsibility and don’t enjoy fragmented or highly specialized jobs. They want to have some sense of independence.Whenever possible, ask employees for their ideas and opinions. If some of the task includes their ideas they are more likely to go along with it. If there are no choices, don’t kid employees by asking their opinion about what should be done. Also, show your employees that what
The salesforce of 50 specialist equipment consultants and key account executives is divided into eight geographical regions, each managed by an area manager under the control a national sales manager. In the course of many years’ experience in direct marketing Newco have explored most techniques of combining brand-building with lead generation, to support their salesforce and large distributor network.
Direct mail has long represented a sizeable proportion of their advertising and promotion budget; and they are now confident of their ability to generate leads very cost-effectively. Maintaining a high level of salesforce productivity remains an essential ingredient in staying at the top of the hygiene market.
Nevertheless, about two years ago, Newco began seriously to question the role of sales lead generation in their marketing mix. The basic problem was that they had become too good at generating leads. The overall cost per lead was fine, but this was not being matched by a correspondingly economical cost per sale. Indeed, cost per sale was initially rising due, it has been assumed, to poor feedback of results by the salesforce. Dissatisfaction with the lead generation came to a head when senior sales management began to re-structure the salesforce and to devolve greater accountabili
Several weeks ago I had an absolutely fascinating conversation with a newspaper advertising expert.In our meeting, he laid out some of the best newspaper ad tips I'd ever heard. There were tips that can save anyone money and make things go a lot more smoothly when dealing with newspapers and other publications.And one of the best secrets he told me -- which sounds really obvious, but is still a secret to most people -- is when you are looking at buying newspaper advertising, one of the things you should do is form a relationship with a representative.In other words, deal with one person and get to know them. Let them know you and what you are doing, and try to have a real business relationship with the person. It seems such a simple concept but you would be surprised that it actually requires planning as well as good "people skills" when forming the relationship.Ideally, this person should be a supervisor or manager of the department. But either way, that representative that you have a relationship with is going to be your bes
Direct mail has long represented a sizeable proportion of their advertising and promotion budget; and they are now confident of their ability to generate leads very cost-effectively. Maintaining a high level of salesforce productivity remains an essential ingredient in staying at the top of the hygiene market.
Nevertheless, about two years ago, Newco began seriously to question the role of sales lead generation in their marketing mix. The basic problem was that they had become too good at generating leads. The overall cost per lead was fine, but this was not being matched by a correspondingly economical cost per sale. Indeed, cost per sale was initially rising due, it has been assumed, to poor feedback of results by the salesforce. Dissatisfaction with the lead generation came to a head when senior sales management began to re-structure the salesforce and to devolve greater accountabili
To fail to prepare is to prepare to fail. Great presentations require much preparation. A good presentation starts out with introductions and an icebreaker such as a story, interesting statement or fact, joke, quotation, or an activity to get the group warmed up. The introduction also needs an objective, that is, the purpose or goal of the presentation. This not only tells you what you will talk about, but it also informs the audience of the purpose of the presentation.Next, is the body of the presentation. Do NOT write it out word for word. All you want is an outline. By jotting down the main points on a set of index cards, you not only have your outline, but also a memory jogger for the actual presentation. To prepare the presentation, ask yourself the following:1) What is the purpose of you making this presentation? 2) Who will be attending? 3) Does the audience already know about the subject? If so how much do they know? 4) What do you think will be the audience's attitude towards you (e.g. hostile, friendly)?As a
At the same time leads were accounting for an unduly high proportion of total new business. The other two main sources of the Newco’s sales consultant’s new business were:
• Sales created from his own prospecting (self generated)
• Repeat and extension business sales from existing accounts
Unchecked, undue reliance on leads generated by the marketing department would leave the salesforce vulnerable to the vagaries of the market and take control away from the salesperson.
Finally, Newco’s excellent sales training programme notwithstanding, lead-dependence could also impede the development of salespeople into the account portfolio managers the company needed as the salesforce moved more and more into national and major account selling.
To restore the balance between self-generated and lead-generated sales, Newco set about creating a situation where leads would result in a net increase in sales productivity: if the maximum benefit was to be derived from Newco’s direct marketing activities, they had to be integrated with the sales management.
What was required, in short, was a flexible and dynamic database, geographically structured to the individual sales territories and regularly updated as the customer base grew.
Both the salesforce and the marketing department would contribute input. On the salesforce side there was the traditional problem. Each consultant would keep prospect records in his own unique filing system. When he was promoted or left
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