Sales/ Marketing, Know Your Marketplace

IDEA for Intern: Use SIC codes to find new customers using your library card sitting at your desk. 0 (0)

A- A- A+ Hire an intern to lookup your current customer SIC codes in order to find other potential customers within the same group. Use the free search capabilities available at your public library and lookup other companies in this class within your sales regions, metro cities, states mileage range or country wide.  Use the …

IDEA for Intern: Use SIC codes to find new customers using your library card sitting at your desk. 0 (0) Read More »

IDEA: Late or short payors may be revealing other company problems; collect pastdues cautiously. 0 (0)

A- A- A+ Make sure to find out why customers do not pay on time and approach late payors cautiously.  Call them courteously when they have not paid on time or when they shortpay an invoice.  Do not always assume they are just short on funds. They may be disappointed with your company’s goods or …

IDEA: Late or short payors may be revealing other company problems; collect pastdues cautiously. 0 (0) Read More »

IDEA: Offer a ‘fast’ delivery price and a ‘slow’ delivery price. Smooth out your work schedule and satisfy customers. 0 (0)

A- A- A+ Offer your customers quick delivery and charge them an excess amount for it. For all of those customers who plan ahead and would prefer a cheaper freight costs, come up with a slow delivery rate.  This rate will be cheaper and will help to smooth out your trucking delivery schedule (cutting overtime) …

IDEA: Offer a ‘fast’ delivery price and a ‘slow’ delivery price. Smooth out your work schedule and satisfy customers. 0 (0) Read More »

IDEA: Create a unique company database. Accumulate all incoming business cards / email addresses for your firm. 0 (0)

A- A- A+ Assign a detailed oriented person to record gathered business cards (letterhead with addresses, emails with information, return address labels with sender info)  to create a great database for your industry. As part of the reimbursement of travel expenses, have your sales personnel turn in accumulated business cards. Include contacts (telephone, email, fax …

IDEA: Create a unique company database. Accumulate all incoming business cards / email addresses for your firm. 0 (0) Read More »

IDEA: Let customers continue to shop while waiting to check out: give them a numbered ticket as an option. 0 (0)

A- A- A+ Do not make customers regret coming in your store just to stand longer waiting in line than the period of time that they shopped. Provide a numbered ticket machine near the front checkout lines that will provide a numbered ticket for the customer to take and hold until they are called by …

IDEA: Let customers continue to shop while waiting to check out: give them a numbered ticket as an option. 0 (0) Read More »

IDEA: When you lose a bid, find out why you lost (price, competence, by how much $, who won, who was 2nd, when is the next bid?). 0 (0)

A- A- A+ When you have a buyer call you and tell you another bidder won the project upon which you submitted a quote, ask the reasons for the decision.  Get ready because the remarks you receive will teach you more than if you won the job. Questions to ask when you lose a bid: …

IDEA: When you lose a bid, find out why you lost (price, competence, by how much $, who won, who was 2nd, when is the next bid?). 0 (0) Read More »

IDEA: Who keeps track of competitors? Who accumulates/updates records for all competitor information in your firm? 0 (0)

A- A- A+ Who is assigned to tracking information about your competitors in your market? Make sure it is someone who will keep good notes, dig for detail, has no problems asking questions and has an overall inquisitive marketing interest . Why is it important to know your competitors? It is important for your estimators …

IDEA: Who keeps track of competitors? Who accumulates/updates records for all competitor information in your firm? 0 (0) Read More »

IDEA: To find more employees who work for your customer, search the customer name on Linked-In to get names, employee titles, length of employment and other info. 0 (0)

A- A- A+ If you are trying to find other employees that work at your customer, go to LinkedIn and search the customer name.  Chances are many of them are listed on LinkedIn with their correct employer name with their page.  The search will show their name and title with the company and how long …

IDEA: To find more employees who work for your customer, search the customer name on Linked-In to get names, employee titles, length of employment and other info. 0 (0) Read More »

IDEA: When a customer’s website does not list their physical address, go to their state’s AG’s “corp search” to find their official address. 0 (0)

A- A- A+ Researching potential customers – where are they?   When you are researching a company but notice they do not put their physical address on their website (suspect), go the state’s attorney general’s (AG) office corporation search engine and find the physical address they used when setting up  and officially registering their business. …

IDEA: When a customer’s website does not list their physical address, go to their state’s AG’s “corp search” to find their official address. 0 (0) Read More »

IDEA: Where are the products you ship used? This is MORE important than the invoice or delivery addresses. Find out. It may give you an advantage. 0 (0)

A- A- A+ All companies think they know where their customers are and this may and may not be true. Your sales person visits the buyer’s office.  Your delivery man knows the location for the shipment to be made.  He most likely knows the receiving people from making previous deliveries.  What your employees may not …

IDEA: Where are the products you ship used? This is MORE important than the invoice or delivery addresses. Find out. It may give you an advantage. 0 (0) Read More »

IDEA: Standardize your sales calls. Train your sales personnel to discover and offer what the buyer actually needs. 0 (0)

A- A- A+ Write a list of questions and comments that your sales personnel should ask when they go see new potential customers. Do this so the management clearly understands why customers like or dislike your company. You will not get it unless you prepare a list of questions for your representatives to get answered. …

IDEA: Standardize your sales calls. Train your sales personnel to discover and offer what the buyer actually needs. 0 (0) Read More »

IDEA: What can your company do to differentiate itself from the competition? Try this list of suggestions. 0 (0)

A- A- A+ All companies seek to be different to get of the rest of the market. They offer unique products, perform needed services better than the next guy or develop products on their own that cannot be bought anywhere else. The problem with all of these efforts is that they may not be appreciated …

IDEA: What can your company do to differentiate itself from the competition? Try this list of suggestions. 0 (0) Read More »

IDEA: Determine how each of your customers originally came to your company; code it into your system for new and existing customers. 0 (0)

A- A- A+ You need to know what draws potential customers to your company. It is important to know what you are doing works and what does not.  Create a field that codes new customers’ reasons for their first visit or contact with your firm. You want to know what you did that was successful …

IDEA: Determine how each of your customers originally came to your company; code it into your system for new and existing customers. 0 (0) Read More »

IDEA: Give your email ads great titles. Motivate the reader, describe your offer, otherwise, they will be deleted unread. 0 (0)

A- A- A+ If your firm sends email advertisements, do not waste your effort unless you are going to make sure the email titles that appear first are appealing enough to make the recipient want to open the emails to read them.  If an email title looks like a boring advertisement and does not grab …

IDEA: Give your email ads great titles. Motivate the reader, describe your offer, otherwise, they will be deleted unread. 0 (0) Read More »

IDEA: Ask your sales personnel /managers all to independently list out all of your main competitors and be surprised!. 0 (0)

A- A- A+ Ask each all of the sales personnel and managers to write down and submit a list of all of the company’s competitors (the companies bidding against your firm) that they have encountered or who they have heard named specifically by buyers. Ask your sales people what they know about these competitors. (Example:  …

IDEA: Ask your sales personnel /managers all to independently list out all of your main competitors and be surprised!. 0 (0) Read More »

IDEA: Print assigned sales reps’ names/phone #s / emails on all company invoices. 0 (0)

A- A- A+ Automatically have the assigned sales representative’s name, cell phone number, email address listed on the face of the invoice.  You do not want the customer to call your office,then get transferred, then finally be told he is assigned to a sales representative who is not in the office.  At that point you …

IDEA: Print assigned sales reps’ names/phone #s / emails on all company invoices. 0 (0) Read More »

IDEA: Send out emails to your customers just before the holidays and get referred to multiple substitute ‘contacts’. 0 (0)

A- A- A+ One method to find out more internal people in your customer’s purchasing department is to send out promotional emails to any known buyers just before the holidays (one or two days prior). Many of these people take the week of the holiday and refer inquiries to others in the purchasing department to …

IDEA: Send out emails to your customers just before the holidays and get referred to multiple substitute ‘contacts’. 0 (0) Read More »

IDEA: If your customer only gives you verbal orders, write them in emails and ask him to approve your written terms. 0 (0)

A- A- A+ When you have a customer’s buyer who only calls you and gives you a verbal order, write all of the details in an email (price, quantity, who pays freight, taxable?, any surcharges applicable, handling charges, etc.) and then ask him to review and approve it with a “YES” or “OK” and return …

IDEA: If your customer only gives you verbal orders, write them in emails and ask him to approve your written terms. 0 (0) Read More »

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