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I could not really put my finger on it. Why was I feeling a deep emotional loss when the rest of the world was experiencing confusion and loss right alongside me? And I thought, “how dare I” have feelings of depression due to the current state of things. I have not lost a loved one to this disease. Then I read this piece from Harvard Business Journal, “That Discomfort You’re Feeling is Grief”. It offered me the perspective I needed to write this article.
What I lost is my business. I mean, not really; in the depths of my logical brain, this is temporary. Though the weight of what is behind us and in front of us still seems insurmountable. I started this business when I had just turned 26, nearly 20 years ago. It was my first “baby” for sure.
Anyone that has ever started a business from the ground up and has poured their heart and soul into it may be feeling the same way.
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SPIN Selling is based around four main areas that involve questions to funnel down information that is received from the target. This method was created by Neil Rackham in the 1970’s when he was determining what would set apart one salesperson from another. He coined the term SPIN Selling, which utilizes open-ended questions that help the target come to conclusions on their own, without having the seller being overbearing or assuming the current circumstance of the company. The idea is to make the target feel comfortable to share information, which then allows the salesperson to ease into more in-depth questioning. SPIN questions are formulated to ensure that the prospect does most of the talking. At MarketReach, we refer to these as Needs Analysis Set-up, Needs Analysis, Features & Benefits against challenges the prospect is facing. Let’s explore the SPIN Selling method. (more…)
Multi-Channel Marketing is the practice of interacting with potential customers using a combination of indirect and direct communication channels, including traditional forms of attraction (outbound phone calls, direct mail, networking events, published articles, public speaking), and digital (website marketing, email newsletters, social media and more); Combinations of outreach also known as “integrated marketing”.
Why is it needed in today’s world? When you develop credibility and expertise, you gain trust. Competition is fiercer than ever and marketing to “every-man” is costly. It can be very cost-effective to figure out your greatest opportunity for sales to a specific audience, in which your messaging resonates with those prospects directly. At the very least, spend your marketing dollars going after specific industries that normally hit your staff size (or other qualifier) sweet spot. (more…)
It is no secret that multi-channel marketing can help build your business’s credibility, but how can a buyer’s trust be maintained over time? There is nothing worse than having someone unsubscribe from your e-mail newsletter or report it as spam. Have you ever posted on social media and saw little to no engagement? Ultimately, you want to make sure you are reaching your prospects in the most effective way possible, through multiple mediums that might attract their attention. By considering these simple tips, you can help increase the chances of this happening.
Gaining a buyer’s trust does not happen overnight. According to a HubSpot post, if you want to maintain credibility and trust, consistency is key. However, you do not want to overwhelm your prospects. Prospects want to hear what you have to say, but they do not want to be pestered with marketing messages too often per week. On the other hand, if you do not distribute enough content, prospects will forget about you. (more…)
Multi-Channel Marketing is the practice of interacting with potential customers using a combination of indirect and direct communication channels, including traditional forms of attraction (outbound phone calls, direct mail, networking events, published articles, public speaking), and digital (website marketing, email newsletters, social media and more); Combinations of outreach also known as “integrated marketing”.
Why is it needed in today’s world? When you develop credibility and expertise, you gain trust. Competition is fiercer than ever and marketing to “every-man” is costly. For breakroom service providers, it can be very cost-effective to figure out your greatest opportunity for sales to a specific audience, in which your messaging resonates with those prospects directly. At the very least, spend your marketing dollars going after specific industries that normally hit your staff size sweet spot. (more…)
Let’s talk about the right way to go after prospects. It’s all about the warm call over the cold call: research your prospects. Research will allow you to have a better understanding of the company you’re calling on, which will lead to a successful conversation with your prospect. This information will let you personalize your insurance pitch to create a unique connection and build rapport with each prospect. Not only will you grab the prospect’s attention by “due diligence” demonstrated, but they will be more likely to listen to what you have to say! Perhaps even more important- research (i.e. qualifying) will offer insight into whether a prospect remains pursuable.
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—Reprinted with permission from Professional Insurance Agent Management Services Inc.—
Multi-channel marketing, or integrated marketing, is the practice of networking with potential customers using a combination of indirect and direct communication channels—including traditional forms of attraction (e.g., outbound phone calls, direct mail, networking events, published articles or public speaking), and digital (e.g., website marketing, email newsletters, social media and more). (more…)
The sixth annual Automatic Merchandiser and VendingMarketWatch.com Pros to Know Award recognizes vending, micro market and office coffee service industry professionals who are leading initiatives to help prepare their company, organization and the industry for the significant challenges of today’s business climate. This award highlights both individual and group achievements that promote industry innovation and future growth.
One of the most important topics you can cover with your sales reps: the effect that a successful qualification call can have on the sales process. The impact is inimitable. Proper qualification saves the sales team time, so that labor that can be properly allocated to pursuable opportunities. This process prevents pipelines from getting filled with an abundance of unqualified, or more so underqualified, prospects that drain your sales rep’s time and energy. Imagine dialing in multiple times over to the same prospect that is estimated to have 120 employees, only to reach them and find out they actually have 22 on-site! Or making 6 calls over 3 months to Suzie, who turns out to be a “coordinator” – hardly a decision-maker.
Although certain criteria requirements vary from Operator to Operator, the importance of an effective qualification call remains constant.
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