Discussion
Can i pick on the knowledge of PH to possibly offer some ideas.
I am the IT manager of a small mailing house, we do not have a sales team as such, due to the fact that many a salesman have been tried over time but failed.
There must be good salesman available but there are hugely expensive for no potential gain. Anyway the question is how to generate new sales?
We have achieved good success through online advertising but are looking for a way to obtain two or three more quality clients. We have recently tried a telemarketing agency that have fallen flat on there arse's and not generated a single lead.
So what I am asking is any ideas on how to go about this, or proven telemarketers to give a go.
Thoughts greatfully recieved
I am the IT manager of a small mailing house, we do not have a sales team as such, due to the fact that many a salesman have been tried over time but failed.
There must be good salesman available but there are hugely expensive for no potential gain. Anyway the question is how to generate new sales?
We have achieved good success through online advertising but are looking for a way to obtain two or three more quality clients. We have recently tried a telemarketing agency that have fallen flat on there arse's and not generated a single lead.
So what I am asking is any ideas on how to go about this, or proven telemarketers to give a go.
Thoughts greatfully recieved
)splashout1 said:
due to the fact that many a salesman have been tried over time but failed.
I hear this a lot. It's rather like saying "I had a crash in a red car, therefore I'm not gonna buy a red car again." In other words, the answer is not necessarily to ditch the idea of using a salesperson, but rather find a decent one.
srebbe64 said:I've heard it a lot too, but it's not that simple. In various companies I've worked for, or at, I've seen many salespeople come and go. Some have been dire, but many have been very good.
due to the fact that many a salesman have been tried over time but failed.
I hear this a lot. It's rather like saying "I had a crash in a red car, therefore I'm not gonna buy a red car again." In other words, the answer is not necessarily to ditch the idea of using a salesperson, but rather find a decent one.
It's not just a case of firing the salesman if he doesn't bring a load of sales through the door. You need to ask yourself why a string of salespoeple have failed? They can't all have been bad - and surely they were all good enough to get the job in the first place.
A good salesman is useless without the right tools to sell...that includes the product, marketing, lead generation and much much more.
Telemarketing is certainly a start - providing the quality of the company you use is up to the task. Of course, what you might well need is a combination of telemarking and your own sales force - one to get the foot in the door and potentially pre-qualify leads, then the salesman to follow up on-site.
UpTheIron said:
due to the fact that many a salesman have been tried over time but failed.
I hear this a lot. It's rather like saying "I had a crash in a red car, therefore I'm not gonna buy a red car again." In other words, the answer is not necessarily to ditch the idea of using a salesperson, but rather find a decent one.
It's not just a case of firing the salesman if he doesn't bring a load of sales through the door. You need to ask yourself why a string of salespoeple have failed? They can't all have been bad - and surely they were all good enough to get the job in the first place.
A good salesman is useless without the right tools to sell...that includes the product, marketing, lead generation and much much more.
Telemarketing is certainly a start - providing the quality of the company you use is up to the task. Of course, what you might well need is a combination of telemarking and your own sales force - one to get the foot in the door and potentially pre-qualify leads, then the salesman to follow up on-site.
Indeed, I agree 100%.
Do you only want to deal direct with the end user business, if so I can't help.
However if you want/are happy to go through a third party then in my experience that's not so difficult. There are plenty of print management companies out there who are receptive to new suppliers. You don't necessarily need a salesman to do the job for you, especially if only 1 or 2 new customers would make a difference to your business. There are enough print management companies out there who will listen to a telephone approach, followed up by a presentation, if you've got something worth listening to and you know your own business (which you presumably do). For example, prompt and acurate responses to enquiries, keeping them informed of a jobs progress (especially if the jobs not going to plan). You don't need to be the cheapest.
Try it yourself.
However if you want/are happy to go through a third party then in my experience that's not so difficult. There are plenty of print management companies out there who are receptive to new suppliers. You don't necessarily need a salesman to do the job for you, especially if only 1 or 2 new customers would make a difference to your business. There are enough print management companies out there who will listen to a telephone approach, followed up by a presentation, if you've got something worth listening to and you know your own business (which you presumably do). For example, prompt and acurate responses to enquiries, keeping them informed of a jobs progress (especially if the jobs not going to plan). You don't need to be the cheapest.
Try it yourself.
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