Forming Business-to-Business Partnerships to Maximize Sales
Forming Business-to-Business Partnerships to Maximize Sales
Before approaching a local business for a partnership consider the following:
• Is their clientele the same as mine?
• How popular is this business?
• Are most of the patrons residents of this community or employed in the area?
• Are they already partnering with a similar business as mine?
• What type of marketing or advertising do they use for themselves?
When approaching the manager or owner of a business, be sure to clearly propose a partnership in which you will work together for equal benefits. They might be turned off if your idea is not clearly illustrated or seems as if you want them to simply give you their client list. It is important that you make it clear how this partnership can greatly benefit their business, and that you provide enough information about how this can be done. You will help grow their business just as they will do the same for you.
Consider approaching the local dry cleaner with the idea of hanging a marketing piece for your business on the hanger of each order. In exchange, you might offer a coupon to their shop for each new customer that becomes a patron of your business. Larger marketing pieces, such as publications or catalogs, imprinted with your business location and phone number, also serve as great handouts for local businesses. By working together and marketing to one another’s clients, you are reaching a captive audience that will benefit both of your businesses and the community at large.
Be selective when choosing businesses to partner with, and make sure that each partnership is consistent with your own brand image. For example, a woman who frequents a high-end hair salon such as one that offers spa services is more likely to join a high-end fitness club than someone who goes to a discount salon. If you are careful about the businesses you work with, the legwork will be eliminated because you are reaching people who are already your demographic, which will save you money. You’ll be hitting your target market more accurately and reaching the kind of consumers that will be most likely to use your business.
Any relationship worth having requires effort and attention. It is not enough to simply create the relationship. Be consistent and follow-up with your business partner as you would a prospect. It is up to you to create an exciting, successful partnership. Do not rely on anyone else to bring you leads.
Think about requesting the following from your business partner:
• A dedicated email blast to their clients on your behalf with an attached marketing piece or coupon for your business
• Free advertising in their menu / newsletter
• Signage in their employee lounge
• Certain days for you to be on-site to promote your company
Creating strong business-to-business partnerships is a great opportunity for you to leverage publicity for your business. Maximize it!
Forming BusinesstoBusiness Partnerships to Maximize Sales - To learn more about this author, visit Christopher Palumbo's Website.
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A partnership with another business is an important step in the evolution of your own business. By combining forces with other businesses, you will be able to reach out to more people in a cost-effective manner. The people who work geographically close to your company are the likeliest candidates to use your business. One local business contact can provide many leads when you consider their coworkers, spouses and, most importantly, clients.
Before approaching a local business for a partnership consider the following:
• Is their clientele the same as mine?
• How popular is this business?
• Are most of the patrons residents of this community or employed in the area?
• Are they already partnering with a similar business as mine?
• What type of marketing or advertising do they use for themselves?
When approaching the manager or owner of a business, be sure to clearly propose a partnership in which you will work together for equal benefits. They might be turned off if your idea is not clearly illustrated or seems as if you want them to simply give you their client list. It is important that you make it clear how this partnership can greatly benefit their business, and that you provide enough information about how this can be done. You will help grow their business just as they will do the same for you.
Consider approaching the local dry cleaner with the idea of hanging a marketing piece for your business on the hanger of each order. In exchange, you might offer a coupon to their shop for each new customer that becomes a patron of your business. Larger marketing pieces, such as publications or catalogs, imprinted with your business location and phone number, also serve as great handouts for local businesses. By working together and marketing to one another’s clients, you are reaching a captive audience that will benefit both of your businesses and the community at large.
Be selective when choosing businesses to partner with, and make sure that each partnership is consistent with your own brand image. For example, a woman who frequents a high-end hair salon such as one that offers spa services is more likely to join a high-end fitness club than someone who goes to a discount salon. If you are careful about the businesses you work with, the legwork will be eliminated because you are reaching people who are already your demographic, which will save you money. You’ll be hitting your target market more accurately and reaching the kind of consumers that will be most likely to use your business.
Any relationship worth having requires effort and attention. It is not enough to simply create the relationship. Be consistent and follow-up with your business partner as you would a prospect. It is up to you to create an exciting, successful partnership. Do not rely on anyone else to bring you leads.
Think about requesting the following from your business partner:
• A dedicated email blast to their clients on your behalf with an attached marketing piece or coupon for your business
• Free advertising in their menu / newsletter
• Signage in their employee lounge
• Certain days for you to be on-site to promote your company
Creating strong business-to-business partnerships is a great opportunity for you to leverage publicity for your business. Maximize it!
Forming BusinesstoBusiness Partnerships to Maximize Sales - To learn more about this author, visit Christopher Palumbo's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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 Christopher Palumbo (Visit Christopher's Website) Brand Director, Christopher Palumbo Christopher Palumbo holds degrees in Industrial Design, Economics, as well as an MBA in Industrial Administration from Carnegie Mellon University. Following business school, Mr. Palumbo began his career as a partner in a real estate development company, where he developed branding concepts for resort communities in South Florida and the Carolina's. From there his business accomplishments grew as he orchestrated the complete turnaround of a failing national real estate developer. Soon after, Christopher changed gears and used his talents to create an award-winning World Gym concept store, which now serves as the working model for the Company's retail based fitness centers worldwide. He owned and operated two successful health clubs in the Carolinas, which were purchased by Gold's Gym in 2003. Chris utilized his position within the organization to orchestrate a turnaround and capitalization plan for the World Gym™ brand. To date, he has worked with many of the largest and most reputable companies in the fitness and leisure industries, and is frequently featured in industry and national press. www.c hrispalumbo.com/
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