Tweet

Strategic Alliances Boost Sales

Written by: Robin Elliott

Article Overview: Closing more sales. This is a popular topic. We’ve come along way since the “hard sell” and the manipulative closing techniques and tricks that used to work so well, so long ago…

Strategic Alliances Boost Sales

Two business owners met in a pub in Seattle in late January of this year. We’ll call them Barry and Bob to protect their identity. I had met with Bob to discuss increasing sales in his office furniture business and given him an idea to use. He had identified Barry as a potential Joint Venture partner for this marketing system and arranged a meeting.

Bob’s offer went something like this:

“Barry, we both sell good office furniture and we both offer great service. You’re not to far away from where I am based, as you know, and I have an idea to run by you. What is your average closing ratio? In other words, out of every ten people you pitch, how many buy from you?”

Bob replied that he sold about two in ten.

“So, Barry, what do you do with the other eight prospects? It cost you good marketing money to find them, and they all have an urgent need for office furniture, and they can afford it, or you wouldn’t be talking with them. If they leave your store, they’re going to buy somewhere else, right?”

“You’re right, Bob. What do you suggest, Bob?”

“I suggest that you say to everyone who doesn’t buy from you, ‘I’m so sorry I couldn’t help you today. I know you’re serious about getting some office furniture right away, and I hate to waste your valuable time, so I’m going to call a good friend of mine who offers equally good products and service to what I do, and ask him to meet with you and see if he can help you.’ Then you call me and set up an appointment with your prospect. I’ll do the same for you. That way, Barry, we each get to see 18 prospects instead of 10! I see your pre-sold prospects and you see mine!”

Since they instituted this simple, yet effective system, both Barry and Bob have seen significant increases in their sales figures, at absolutely no cost or risk. Try it in your business; work WITH your “competition”, and make more money!

Related Articles
  “Strategic Alliances and Their Powerful Benefits”
  “Your Strategic Thinking Coach’s List of Ten Key Components of Effective Strategic Alliances”
  How to Build Successful Strategic Alliances
  Create Strategic Alliances
  How to Get a 100 Return on Your Marketing Investment Guaranteed

Article Tags:



Related Forum Posts
Different Hats - CEO Sales & Marketing & Leadership Development Company Strategic Vision 10 Alliances & Growth Strategies 10 Hiring & Managing People 8 Mentoring 8-9 Strategic Planning for Clients 10 Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty) Financial Management 9 Bookkeeping 3 (outsourced as I really hate the fine details like GST0 Administrative Follow Up 6-7 (again have great staff) Writing & Publishing 9 (getting better all the time!) Speaking 10 (so I have been told) Self Promotion 9-10 Web development & Promotion 6-7 (learning more and have brought on players who are 10+) Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have) Great topic Kevin!! Jude
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Essential Leadership skills - Vision Values Mission Strategic Thinking Decision Making Communication Team Bonding People Development Coaching / Mentoring / Guiding / Grooming Presentation Thanks Robert
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

••••••>SEO Tip Of The Day: HTML Validation

Starting a Business a Brave Move or a NoBrainer

How Many Buckets Do You Need for Retirement?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.