Sales Advice

[jamieclick]

Hey folks, as most people on here will know by now i have a very new business. We offer business solutions from web design to business branding and any graphic design to printing. I want to start getting the bread and butter coming in from local business which would be the printing. Letterheads business cards etc. Only thing is we are not the cheapest out there but we have very high quality and our design is top, working for Manchester United, Devere Hotels and many more and please please please dont think this is some kind of pitch... i am looking for local work.

What i need advice on is how to get to quote medium to larger companies? As soon as you contact them they just say there happy but there the companies i need to aim at. I'm no top salesman so could anybody please give me some advice/ideas on how to get in there.

Thanks so much again

 

[Craig Dewe]

Hey Jamie,

Make up a great direct mail piece including irresistible offer and send it out to the local businesses. Explain why you're a better choice than anyone else and what the benefits of switching are. Then make them an offer on your services.

Alternatively go after the smaller fish and give them great service. They'll be a lot more loyal than the big companies who everyone are trying to land.

And for the record never ask "Are you happy with your current provider?" as it's an instant yes... even if they're not really.

Good luck,
Craig

 

[telemax]

Who says they are happy? , are you getting to speak to the decision maker? Thats the first thing

When someone says they are happy your aim should be to get them into a dialogue. Don't even think about selling them something at this stage.

I say something like, "I'd be very surprised if you weren't happy if it wasn't the case you might be calling us but we we'd love to have the opportunity to qoute you, no commitment!! Whats the best way for us to do that"?

Theres a million other ways to get past these objections (and there are loads of them), lots depends on your manner,

I hope this helps

Jonathan

 

[Jen at My Marketing Team]

The larger companies will probably be more wary of a small new company. The key to making sales easier is to have a great marketing campaign to back you up.

As Craig says, give great service to smaller companies and they will provide good references/testimonials; introduce your company first by doing a mailer, but also focus on other marketing strategies such as PR and local sponsorship/charity initiatives. Anything to raise your profile. PR is great as it should be free (though can be time consuming) and is usually perceived a more objective than just straight advertising.

I'm no sales person either - but I know that cold sales is a lot harder than warm sales. Do the warming up first - then go in for the sale.

Good luck!

 

[GreatSEO]

Get a testimonial or 2 - Should be a good start. Also think about running a competition for maybe £1000-00 worth of start up business literature and run it past your local journalist by phone.

Offer free printing for local charities?

Just some quick ideas of the top of my head if you need further help PM me your contact details I would be happy to have a chat. No cost of course.

Regards

Dave

 

I know how it feels starting a new business. My partner Kenny and I have only recently set up our design and photography business and are in the process of trying to build up a client base... hard work.

I've worked in the design industry for 9 years and have a good portfolio but I can't show it off on our business website as the work was done with other agencies, which is a downer. Although if I meet with anyone I will show it to them as an example of my previous work throughout my career.

We're trying as many ways which we can think of (and on a tight budget) to get our name out to the world. We feel we have a strong identity/brand... we just need to get people to recognise it.

I'm finding that the hardest part of starting up a business is knowing when the regular work will flow in. Oh well... onwards and upwards I guess.

 

[greenwood-IT]

Hiya,

As Craig says, give great service to smaller companies and they will provide good references/testimonials; introduce your company first by doing a mailer, but also focus on other marketing strategies such as PR and local sponsorship/charity initiatives. Anything to raise your profile. PR is great as it should be free (though can be time consuming) and is usually perceived a more objective than just straight advertising.

I'm no sales person either - but I know that cold sales is a lot harder than warm sales. Do the warming up first - then go in for the sale.

I definitely agree with Jen here. My business in London was pretty much based on word of mouth, so I had a zero expenditure on advertising, but still picked up enough new and repeat work to keep me busy. Since moving to Hampshire, I've had to start again - but without the local contacts and as an outsider :redface: Ahhh.... I tried a couple of magazine ads and got a few phone calls. Cold calling isn't my style (I'm techy not marketing), so I've tried to push the name wherever possible. I've done some IT stuff for a couple of local charities, I've done some teaching at a local school and joined a couple of local clubs - basically getting to know a few people - BUT, I'm almost always wearing a shirt with the company name and logo on it! It's surprising how many people actually now know me, even though I've not worked for them (Yet!!!! hopefully!!!).

If it's a new business, or a new area, definitely wear something with enough details on that people can Goggle you! This year I've had more leads from people I've meet in the street/shops than I have from my paper adverts (maybe the advert was pooh?).

Chat soon.

 

[Stuart L]

Firstly accept that you are not going to land the larger companies overnight and create a long term campaign. Create a list of about 100 companies you would like as clients ( or fewer if there are not 100 in your area) then develope an ongoing direct mail and telephone call (you call to establish a relationship not to sell) campaign where you contact each company every two weeks.

Send useful information, case studies etc.

Calculate your average lifetime customer value (You may have to make an estimate with companies that are larger than you usually deal with), you will then be able to establish how much you can aqfford to spend in order to obtain a new client.

Make offers to the companies you would like as a client based upon the amount you are willing to pay for a new client.

Have a GREAT Day!
Stuart Lockley