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Any sales people in here?

Discussion in 'Off Topic' started by touche22, Jan 3, 2018.

  1. touche22

    touche22 Silver
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    So about 5 years ago I took ownership of a company that I was working for. Custom crating and packaging. I'm at a spot now where I have a good enough crew in the shop that I can concentrate my efforts on growing the business.
    To that end I have compiled, after lots of research, a list of roughly 70 potential companies.
    These companies are obviously using someone else for their needs but what I'm really not sure about is what is the BEST way to initiate contact with these potential customers?
    Suggestions as to strategies?
    Cheers
     
  2. Dutch34

    Dutch34 Bronze
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    VP of Sales here (for 25 years). It's all about touches. Start with a soft opening with a brochure or something about your company and a letter as to how / why you feel you'd be a fit for what they need. Mail it to the appropriate person. Follow up after mail delivers within 2-4 days and introduce yourself and ask about brochure / letter and get into high level, easy questions (touchpoint #2). Ask for an appointment where you can do a deep dive (touch #3). Build a proposal based on findings and present the proposal (touch 4). Ask for follow-up / feedback (touch 5), or ask for order....lather / rinse / repeat. If you get 10% success in response to first mailing you're killing it. Keep trying to contact right person, try different approaches to get a response. Read the people you're dealing with and adjust approach accordingly (some may want big picture, some may just want price, for example). Hope this is helpful
     
    blue808, Imnofool and touche22 like this.
  3. touche22

    touche22 Silver
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    Busy at the moment but I will write back with a few questions. Thanks for the reply!
     
  4. Imnofool

    Imnofool Silver

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    The best way to make contact IMO would to be to contact the decision maker of the business via phone, and give them a presentation which would obviously include the benefits of using your business. The process of the call should follow a sales flow chart which would start with identifying the decision going down to closing the sale or getting a tiedown to be able to close the sale.

    I have been in some of the toughest sales based businesses out there, and have had to constantly adapt and hone skills to achieve the ultimate goal of the sale. The original business I was in was based upon rtetdcold calling.

    The essentials to cold calling was first and foremost to have a individual with a personality that possessed closing skills. Now I won't ramble on about the entire process and flow chart, but the process was one of the best out there as long as again you had the right individual. A good salesperson is really just a good actor that can adapt to every part they play in.

    I have taken the skills developed over 20 plus years and have applied it to different industries and it is truly amazing how easy and well it works when you don't have that particular industry saturated with cold calls.

    I'm probably rambling on now, but in have lived and breathed the art of closing my entire career, and it truly is my passion.
     
  5. VegasChic Sis

    VegasChic Sis Silver
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    Don't forget to also utilize your existing business relationships for referrals or working with them to be your centers of influence for introductions.
    I agree completely with @Dutch34 regarding the touches and follow up. Follow up, even its to drop off donuts is important. I have found that often it's not that a prospect isn't interested, it's timing and continued follow up will create a presence and for them to remember and get to know you!
    I have been in the insurance sales for 20 years and always say that by the end of my prospecting process they will either love me or want to put a restraining order against me for the follow up! Hahahaha
     
    touche22 likes this.
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