Last time we outlined how to start multiplying on the resources you worked on maximizing. We covered the following areas:
- Call in the Troops
- Bring ‘Em Out of the Woodwork
- Black Sheep Clients
Today we are going to look at the next three:
- Olympic-Sized Sales Staff
- Open Water Fishing
- Call for Back-Up
Olympic-Sized Sales Staff
Now we are all aware that it isn’t possible to have a sales staff of 10,000 who are willing to work around the clock for free, but there is a tool that will mimic exactly that: Direct Mail Marketing.
Direct mail is a written piece of sales and information copy that offers details about your company and the products and/or services you offer to potential customers and/or clients. This would include sales letters, brochures, or proposals that can be mailed out to your list of leads.
This approach will not only open your door to thousands of new customers and/or clients, but also may save you thousands of dollars in advertising.
Open Water Fishing
You have to be careful not to waste your time on clients who are simply not interested in doing business with you. You must instead focus on bigger fish. Remember, the previous lessons outlined how you should always be targeting higher-quality prospects.
In order to accomplish this, you must take the necessary time to research and learn about your potential clients to make sure you are targeting the right companies for your business. Ensure your target companies will benefit from your products and/or services over a long period of time.
If you’re not sure where to begin your search for big fish clients, review our previous lessons or explore purchasing a direct mailing list that will specifically target the clients you need. You can purchase or rent lists that include name, title, job specifications, and contact information. This will provide you with a good starting point for finding high-quality clients.
Call for Back-Up
Don’t be afraid of telemarketing. It is a powerful tool that can be highly effective when used appropriately. Nonetheless, you must keep in mind that when it is not handled correctly it can bring about negative reactions with your prospects. To be successful with telemarketing you must ensure:
- Your first line of defense should be mail marketing;
- Test before you start a telemarketing campaign;
- Set the price for your offer;
- Use a progressive approach with your campaign.
Progressive contact helps to build trust and allow the potential customer and/or client establish a positive relationship with you. These are the progressive steps you should take:
- Put your prospect at ease;
- Present your offer in a natural, conversational way;
- Avoid being argumentative or pushy;
- Always be honest;
- Perfect your 30-second elevator speech;
- Clearly state your name, business name, the reason for your call, and where you obtained their information;
- Offer the benefits of your products and services;
- Mention one of the features that back up the benefits;
- Ask preliminary questions that provides you with information about the prospect.
These step-by-step methods can aid you in being successful with a telemarketing campaign and avoiding a negative response that could stigmatize your business forever.
This concludes our session covering these three areas of multiplying your resources, but we will be continuing with this series for the next two posts in order to provide you with all the resources you require to get the most out of your current resources.
If you need help working through any of these processes or areas, please don’t hesitate to reach out to me for guidance.