Regardless of whether you are the owner of the rain in a small company, a sales representative, or are responsible for the national sales force, it is in your interest to branch out and create alternative ways to attract potential customers. Having multiple marketing streams is the lifeblood of any lead generation and parenting program. But do not count on the marketing department of your company to do it for you, it is not their job to promote you, the seller - they must advertise the company.
Many rain owners, who I know, earn good money on 6 and 7 figures. They know what they are good at, and they continue to do it. It makes sense, but the problem is that by focusing on only one or two ways to create a business, it limits their ability to earn even more money for their company and themselves.
So, how do you turn today's seller into a sprinkler of tomorrow? I think that companies need to overestimate how they look at their sales team and how they should be deployed in the sales process. They need to go beyond the marginal aspects of established territories, industry verticals or focus on products and begin to allow a business person to become special ambassadors - a mini-director, if you will, with their own marketing and advertising sales strategies and systems.
Here are the critical areas for becoming a well-rounded rain master who will increase your ability to earn more income for the company and for yourself:
o Self-branding. You need to learn something. Log out and create a platform from which you can tie your views to the product or service that you are offering. Most people do not know this, but no matter what kind of costume Gary Cooper wore in public, he always wore green socks. Today I note that the tie-tie is back for guests in the national news networks. These tricks may notice you, but they will not give you a shelf life. I agree more with my friend Manny Sanchez, managing partner Sanchez and Daniels, the second largest law firm owned by minorities in America. He considers him the Latin American ambassador for issues and trends that he knows are important to his Fortune 100 customers. The CEO of these companies relies on him to make them understand this growing profitable market. He created a platform that gets it, and his company noticed.
o Corporate branding. The rain enthusiast has to focus his branding efforts in his particular sales area. They will choose advertising if their company does not.
o Sponsorship. Strategic hands that provide money for events, underwriting newsletters, other corporate excursions or even associations can go a long way. Helping USWeb / CKS to increase its revenue, we released golf umbrellas, which had a logo on the golf course. It was a hot sunny day. Many people invited to golf clubs, in fact, are not golfers - we became heroes for those prospects that really needed shade. Nobody talked about any of the other knick knacks that other companies are talking about.
o Advertising - advertising where your prospects are hidden. Online: buy banners on the websites of the association and the exposition before a major event or on the industry websites of the magazine. Look at advertising and print ads. In Chicago, I know a resident of real estate. He made a deal with a billboard company. Instead of buying only one billboard for 12 months, he worked with them to place his advertisement when their contracts expired. The result has led to the fact that he broke up one-month exposition on 12 different billboards throughout the city of Chicago - his market. He paid for it himself. Ads have created tremendous buzz and 5: 1 return on investment
o Networking / Referral. It is there that most people involved in the rain spend most of their time. This is extremely effective, but it is also the main reason why many of them have no other potential prospects. You cannot reach everyone on the network. Focus on working with:
o Customers - your customers are the most important sellers for your company. They can lead you to great new accounts just by making an introduction. I recommend that your client, your prospect and you come together at the first meeting. Your customers are also the first people with whom you have to sell / network when launching a new product. My friend Bill Rancic did it when he was on his way to winning the first Trump apprentice. After his team created a client base for one of his missions, he returned to the same relationship in order to sell or receive referrals from these clients. His team won both quests and he continued to win the game.
o Alliances. Take a look at how you can still use contacts in an income-generating relationship. Look at existing partners, suppliers, opinion makers, authors, and experts.
o Channel partners. When I grew a company specializing in software services, one of the rain zones involved establishing relationships with representatives of equipment sales. I bought them lunch at meetings of my teams and showed how I can help present business solutions to potential customers (these are also my prospects) that will help sell their equipment and make sure that my guys went with them in any part of the sales cycle. It was a win-win indeed.
o Friends / Groups - I communicate with people, but my forecast is not quid-pro-quo. Recently, I helped the main operator of a software company help his business partner to help his son try an internship (did you follow this?). I put a college student in touch with a very powerful person in my network. I have made an introduction, and I am not sure that I will leave the internship. But as a result, COO wants to do business with me and my company, unsolicited. It happens again and again. By the way, I even took the time to train a student. We discussed what to say, how to say it, and how to follow the calls and thank the cards.
o Telephone calls. Phone calls are very important. I believe that everyone should do about 30 - 45 minutes a day of a clean cold call just to stay sharp. It's not all, and you will be sent for burnout. Most of my calls I try to somehow turn into warm calls. Usually this allows you to use each of the tips in this newsletter, etc., to get a warmer welcome to my calls. For the rest of the day, telephone work should be used to develop relationships as soon as you meet your perspective in some other way. The call can be used to confirm contact information and for cross-marketing.
o Email. No, I do not support SPAM. Make sure you understand the word of the law. For the most part, as long as the message in your letter serves your perspective, has a viable street address, contact name and phone number and provides a perspective link to remove from the list, you should be fine.
o One to many. Create an e-newsletter to communicate with potential customers and clients. Submit ads with a link for anonymous surveys hosted on your website, or through sites such as http://www.zoomerang.com. This is a great way to quickly share content.
o Individually - Create templates for yourself and your sales team. This is a great way to brand yourself. I am convinced that my picture disappears whenever it makes sense. It recognizes me at conferences and exhibitions. People see me coming before I even see them, and they want to say hello.
o Events. Yes, you need to understand the biggest events in your industry. Even if you do not have a stand, you should reserve a table for 20 in a restaurant and invite customers and potential customers to join you.
o Seminars - Create your own. You should have a gab present - your listening skills should be even better and show more than talk, but, but what better way to take your step than one for many? This should not be difficult. If you sell to the general manager of an industrial park, reserve a room at a local restaurant and buy lunch with a prospect. Set the menu up so that it fits your budget, but allows prospects a small selection. Make a presentation for them at lunch. I know managers who also do this at the Union League Club.
o Seminars. Provide the rest of your company involved in providing information to your customers and potential customers.
o Webseminar or Webinar — write one of your passwords and publish it on your website. Studies show that if you can deliver content when it is convenient for your client or potential client, you will have a higher rating than their registration and transfer to their computers at a certain time.
o Teleseminar - the technology is such that you can record a sales presentation and provide it to your potential customers and clients by phone. There are companies that will allow you to set up a conference call that your potential customers can dial. Record it and resell it on your website or offer it as a free distribution on a CD.
o Conferences / exhibitions. Show when you can. Work with industry reporters who will be there, and see if there is a way to help them in articles worthy of press coverage. Make sure you have a plan for obtaining names, pre-qualify them and make sure that you have a system for tracking prospects. Marketing statistics prove that almost 90% of all potential customers do not receive a follow-up call.
o Create your own website or start a blog. Even if you work in a large company, you should have your own web page. Get your company to add a few pages for you. If they do not, they will not work to your advantage. Go online and get your own web domain. Create several pages to help you establish your experience and credibility. Publish your articles, publish podcasts or webcasts so that your potential customers can view them at their discretion - this is the key. Give them the content they are looking for, such as useful links. Promote it to your potential clients, industry experts, clients, reporters, etc. As a place to get relevant information.
o Site Design. Make it simple and easy to navigate. Let them download information from the site. You can create a prospect database if they give you a name and email address. Check if more potential customers are loading up without having to send you an email. Recent tests show that requiring the visitor to discard the information significantly reduces the load.
o SEO - search engine optimization. Make everything easy to find. Use pay per click methods. Make sure you make all copies on the site and in your download information, available for keywords from your potential customers.
o Lead upbringing. There are two approaches in this area:
o Performance vehicles — this is covered in other sections of this newsletter, such as events, direct mail, e-mail, telephone, etc.
o Content creation. Creating content that sets you up as a rain creator as an expert is where you leave your competition. This is where you make your mind brilliant. Newsletters, press releases, articles with links to your website, case studies, official documents, and special reports are just some of the ways that you have partly created and created your authority. This is how a rain maker promotes him or her. This information can then be easily redistributed to other promotional efforts.
o Public Relations.
o Write editorials for local magazines or trade magazines.
o Public speaking - industry events and associations.
o Create your own performances whenever possible.
o Strive to be the keynote speaker.
o Posting articles — write articles and publish them in newspapers, magazines, or on the Internet.
o Press releases - try to get at least one issue per month. Find ways to do what you deserve media coverage.
o Promote yourself as an industry expert for television, cable and radio resources. Try to be a local angle to national news.
o Make friends with journalists and the media in your area of expertise. It takes time, but those who hold it are those who receive articles written about them and their companies.
o Direct mail. Yes direct mail works. Create a campaign that turns cold calls into warm calls.
o Dimensional mail - 3-D mailings work very well. Who does not want to open what they received in the mail, which looks like a gift? Make sure your list is clean and accurate, or you will spend money. And ask for the program by phone, email, and fax to increase the number of replies.
o Self Mailer - ask your email about prospects to show that they are interested in your product or service.
o Postcards - use them to remind journalists of your knowledge. Keep the message the same - repetition creates success. Perspectives will see your message. Most people at least look at a postcard compared to never opening junk mail envelopes.
Even if you are a sales representative for a company of 500 people, I know that your marketing department does not create for you this kind of trust - this is not their job. Using these ideas, you will create an impulse for future sales, and everyone in the company will ask you how you do it.
