According to marketing authority Chet Holmes, decision makers are now exposed to 30,000 commercial messages daily, as compared to only 3,000 ten years ago. Similarly, the cost of selling has almost tripled over the past decade. It now takes 8.4 attempts for a sales representative to get in front of a prospect, whereas 10 years ago, it took only 4 tries. In today's market, sales people must work three times as hard to achieve half the results as they used to.
Despite these averages, most sales people give up after only two attempts at contacting a prospect. Yet the star performers continue to be successful. Thus most prospecting efforts are wasted. What can a business owner do about this?
Effective marketing can be a powerful support for sales people.
My first suggestion is to engage your prospects, by providing them important market information that helps them become better buyers. This can be achieved by either mailing or e-mailing to your target list, the offer of a free report with a title such as; "The 3 Greatest Dangers Facing ......., And What You Can Do To Survive Them." (Fill in the blank with your customer group.)
Do not send the report out unsolicited. Once those people who are interested contact you to request the information, you can begin the necessary dialog.
In addition, you need to make sure your sales people know the average number of contacts required to be successful and follow up accordingly. You can then set up a policy for the number of contacts required and a process of sequential marketing activities to help your sales people deal with each way a contact might turn out.
You have to provide everyone on your team with the tools to enable them to perform like a superstar.
Marketing Clutter Is Making Every Business Owners Life Much Tougher - To learn more about this author, visit Michael Hepworth's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 How To Clean Out The Clutter
|
| |
This time of year, it's important to clear out the clutter and start the year with a fresh approach.
I completely detoxed my own office over the break and couldn't believe how much stuff I had accumulated that I...
|
|
3 Places To Manage Your Clutter and Free Up Your Energy!
|
| |
Whether you realize it, clutter is a huge energy drainer. While most people think of clutter as being physical stuff, there are many more ways we become exhausted and drained.
|
|
Success Tips for Small Business Owners
|
| |
Running a small business requires many skills. However, to do this successfully you need to organize yourself first. Avoid procrastination - read the following and take action.
|
|
Clutter Creates Chaos
|
| |
You see whether you like it or not, people will judge you on your clutter.
A friend of mine used to have a business with 5 salespeople on the road so their car was their office. Every week he would check their ca...
|
|
The Easy Part
|
| |
Have you ever noticed that the easy part to making changes in your life is the decision? Deciding to do something is the easy part. Putting that decision to action is a little tougher...
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
