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| Sales Management Information |
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The Product or the Sale
This is a quandary not unlike the chicken or the egg question, "Which comes first?". Do you focus on creating a superior product and continue to develop superior products or do you shift focus from the product to the sale prior to fully developing the line, or schedule of services? In the study of business start-ups there are a tremendous number of entrepreneurs who created, or found marvelous products and yet were unable to crack the marketplace. How many programs have you seen on TV that show warehouses of goods, that just sit and are never introduced to the consumer? Without demand, there are no sales. Without sales, there is no success. It is easier to create for the sake of self-expression, than it is to find a way to effectively share the creation. The current, most visible example of the power of marketing is the throng attracted to New York by "The Gates" in Central Park. Recent travelers, when asked why they are going to New York, invariably say they are going to see The Gates. But, once viewed, visitors and New Yorkers alike have said that they resemble short shower curtains the colour of pale Velveeta. Looking down from a plane or one of the tall buildings that surround Central Park, the saffron coloured winding trails bring to mind a flow of sorts that is totally lost when viewed from the ground, but people continued to flock to Manhattan in droves to see the work. How to create your own buzz. 1. Develop one core product with a great name. 2. Look around and see if there are other businesses or events you can attach your name to, to launch. 3. If not, write and send out your own Press Release. http://www.notable-marketing.com/get_press_info.php 4. Once you have started to court the Press, keep sending out Press Releases on a regular basis, but make sure you have something worth saying. It's often the perspective or the timing that works to capture the spotlight. Be merciless in your presistence but keep your sense of humour! 5. Call on your most successful competitors and see if they will share with you how they got started. They may even refer clients, if they have moved to the next level. 6. Call up a company you want to work with and ask them for their buying criteria. Make an appointment to go in and ask for their advice on your product/service. 7. Go big or go home! Don't hold yourself back through lack of confidence in your own sales ability. If you believe in the greatness of your product/service then call on businesses you know would benefit. 8. Don't get so excited by a positive response that you start to manufacture enormous amounts of product or make commitments to buy a large volume of supplies before you have a contract that guarantees a sale. 9. If someone recognizes the uniqueness of your product and sees the value of doing business with you, they will make a commitment. Make sure the terms you agree to are ones you can meet and still make money. 10. Your product/service does not have to be perfect. It just has to find it's niche and be marketed to that niche continually as it evolves. The product may come first but if sales don't follow right away, don't give up. Persistence is a key element in any venture and marketing to a clearly defined niche makes it easier for your customer to find you. Nancy Fraser is the President of Nota Bene Consulting. She has been helping clients improve their advertising results and grow their businesses for over 20 years. Free advertising and marketing information in Notable News http://www.notable-marketing.com
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Careers and Employment How to Beat the 80/20 Rule in Sales Performance -- Part 2 Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it: What are resumes? They are an individual's subjective portrayal of their capabilities and experiences. Your Extended Shadow And Successful Sales Management In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and then feed the high school basketball program, did nothing to produce the state title. There is also an open gym at the high school every Tuesday and Thursday night to encourage the young men in the community to play basketball. But like the city league, this open gym contributed nothing to the team in its championship bid. Transforming Your Sales Force by Creating Specific Expectations I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he could not get them to do what he wanted them to do. Here's the example he shared. How Do I Manage Workplace Conflict? Workplace Conflict How to Write a Business Plan Sales Section for a Mobile Service We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings. When writing a business plan you must have a clear and concise picture of how you will generate sales for your business if you are to attract favorable loans and proper capital to succeed. I cannot impress upon you enough of the importance of these sections in your business plan. So much so that I want to offer you this sample to assist you in writing your business plan for your next most important entrepreneurial endeavor. Getting Off The Advertising And Sales Rollercoaster Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or three days pass and the response goes down. You look at the bill for the advertising and your jaw drops. Your hopes descend. The Art of Sales (And Tips On How To Manage Your Sales Team) Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it. Are Your Sales Meetings Boring? Many sales meetings are boring and a waste of salespeople's time, say the majority of salespeople I interview. A review of what's going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates. Promoting Your Private Label at Industry Trade Shows So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab. You've bled and sweat, investing every last of ounce of time, effort and inevitably?your life savings. At last, you are first sample line is complete and your line sheets are nothing short of spectacular. Congratulations! But wait?better take a deep breath as the real work has only begun. What next? Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline. Leadership Lessons for Sales Managers Leadership, like class, is hard to define, but easy to spot. The Surest Way to Boost Sales If you have a small business and you are looking to boost your sales and make the public aware of your business, how do you going about doing this? There is one sure way that I know to boost sales and create awareness. It may not be sexy, but it WORKS! A Real CRM Strategy or Just Tracking Customers? Exactly what is CRM Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy? Hire A Six, To Consistently Produce Sales Success For many years as a sales manager, I would only hire the stereotypical sales representative. You know the type-on a human relations continuum or scale of zero to ten, with the ten representing a candidate who is totally gregarious and outgoing and the zero, someone who is introverted with few people skills, I'd always recruit the ten. As an advisor to businesses and professional service firms on how to build an effective sales team, I would also council my clients to hire "tens." Big mistake! 5 Secrets to Managing Your Sales Manager Productively Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second reason is due to the behaviour and capability of the immediate line manager. More often than not, the two are strongly linked with the manager taking little interest in the representative's development and as such the representative feels under valued and bored due to the lack of attention and challenge. Sales Tactics to Beat Your Competition This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition. Snowflakes Improve Holiday Sales Snowflakes are beautiful! How to Increase The Sales Of Promotional Products I have searched for a new way to increase the sales of my promotional products. A good way is to start an affiliate-program with a commision for every customer who buy an product and who came to your page from a webpage of one of your affiliate-partners. Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips Sex, Drugs & Rock-n-Roll
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