In the last post we began discussing our next topic – How to multiply your profits. We covered the following areas:
- Call in the Troops
- Bring ‘Em Out of the Woodwork
- Black Sheep Clients
Today we’ll talk about the next three:
- Olympic-Size Sales Staff
- Open Water Fishing
- Call for Back-Up
Olympic-Size Sales Staff
Now we all know we can’t have 10,000 sales staff who willingly work around the clock for free, but there is a tool that will do exactly that – direct mail marketing.
Direct mail marketing is a written piece of information about your company and your products/services to send out to potential customers/clients. You can use sales letters, brochures or proposals that can be mailed out to a list of leads.
This approach can not only open your door to thousands of new customers/clients, it can save you thousands of dollars in advertising.
Open Water Fishing
To avoid wasting time on clients who are simply not interested, keep your focus on reeling in the ‘big fish’. In previous posts we discussed how the focus should be on targeting high – quality prospects.
To do this, ensure you take the time to research and learn about your potential clients to make sure you are targeting the right companies to work with. Make sure they are companies who will benefit from your products/services over a long period of time.
If you’re not sure where to start in finding ‘big fish’ clients, you can look into purchasing a direct mailing list that specifically targets the clients you need. You can purchase or rent lists with name, title, job specs and contact information. This gives you a starting point in finding high-quality clients.
Call for Back-Up
Don’t be afraid of telemarketing. It’s a powerful tool than can be done tastefully and be highly effective. However, it’s also good to keep in mind that when not handled correctly, telemarketing can bring about negative reactions. Here are some tips for a successful experience:
- 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 will help build trust and allow the potential customer/client to establish a positive relationship with you. These are some progressive steps you can 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, reason you’re calling and where you got their information from.
- Offer the benefits of your products and services.
- Mention a feature and benefit of your product/service.
- Ask preliminary questions that gives you information about the prospect.
These step-by-step methods can help you deliver a successful telemarketing campaign.
This wraps up these three areas of multiplying your profits. We’ll continue with this topic for the next two posts to uncover a few more tips.
If you need help working through any of these processes or areas, try our GUIDED TOUR to get access to our wealth of resources and tools.