New business and customers required

[dipwing]

Hi all,
I've started up a small packaging company supplying local shops, companies and the public all things packaging (tape, bags, boxes etc) in sunny Clacton, Essex.
I'm sending out introduction letters accompanied by a pricelist relevant to their business, am sited on Yell.com and am currently designing a website for further advertising.
Problem is, I've quoted customers but don't seem to win the business.
Prices are competitive as I source direct from manufacturer.
I still work fulltime and struggle to find the time to chase up quotes but am desperate to get off the ground, leave the ratrace behind and work for myself.

Any help is greatly received?

Cheers
dipwing

[richburley]

Better targeting and marketing of businesses. Sned mailshots suggesting that you will follow up with a telephone call, then importantly, DO call when you say you will. And/or suggest meeting with the right people in the businesses to tell them what you do, what you can offer them.

Join BNI?

www.bni-europe.com/

[dipwing]

I have started to send out a further letter (after the introduction letter) offering "special" deals or highlighing specific items of interest.
Will need to find time to meet potential customers and discuss their requirements.

Will look into BNI as they appear to have a chapter within 5 mins of me.
Cheers

[jamesuk28]

Offer free samples. Whats your website address?

[dipwing]

Give out free samples when quoting.
Website currently under construction.

[srebbe64]

I'd be inclined to focus on the higher volume, repeat clients, call them up and make an appointment - rather than rely on direct mail.

[justinp1]

dipwing said:

Hi all,
I've started up a small packaging company supplying local shops, companies and the public all things packaging (tape, bags, boxes etc) in sunny Clacton, Essex.
I'm sending out introduction letters accompanied by a pricelist relevant to their business, am sited on Yell.com and am currently designing a website for further advertising.
Problem is, I've quoted customers but don't seem to win the business.
Prices are competitive as I source direct from manufacturer.
I still work fulltime and struggle to find the time to chase up quotes but am desperate to get off the ground, leave the ratrace behind and work for myself.

Any help is greatly received?

Cheers
dipwing

I think you need to think 'out of the box'. No pun intended!

Although the yellow pages is useful and local companies are useful, you are probably losing out on a huge chunk of the market.

Think of it from a potential customers point of view:

They either buy from a particular supplier already or looking for a better deal, or new deal. For example, a lot of companies will go straight to the net to find a supplier. I know I do. Second to that, if I need something quickly I will just drive to Staples and pick it up.

To get peoples business you must make it cheaper, easier or more exciting.

Cheaper is easy, just undercut their current supplier, but to be frank I wont stop using a current supplier of X years just because a brand new company had rung me up and is saving me £1 a week. You need to either offer a significant saving to them or add something else of value - an easier system to order, free delivery, same day delivery for local companies, points systems for rewards, anything which will add more value.

In todays climate a website is essential. Once you have that marketing is a whole new ballgame as as well as being able to do manual quotes for people, you can invite them to have a look at your website. Further to that you can email and market all over the country and expand your base 100 fold.

[Smartie]

richburley said:

Better targeting and marketing of businesses. Sned mailshots suggesting that you will follow up with a telephone call, then importantly, DO call when you say you will. And/or suggest meeting with the right people in the businesses to tell them what you do, what you can offer them.

Join BNI?

www.bni-europe.com/

Isn't the phone call a bit of a no no with the telephone preference thing? Some quite big fines for abusing it?

[justinp1]

Smartie said:

richburley said:

Better targeting and marketing of businesses. Sned mailshots suggesting that you will follow up with a telephone call, then importantly, DO call when you say you will. And/or suggest meeting with the right people in the businesses to tell them what you do, what you can offer them.

Join BNI?

www.bni-europe.com/

Isn't the phone call a bit of a no no with the telephone preference thing? Some quite big fines for abusing it?

I thought the telephone preference service was for private individuals.

The OP is promoting B2B sales. Of course, most businesses advertise their phone number. In that he has it right, just I dont think there is an opportunity to make enough money to leave his job unless it is nationwide.

[jamesuk28]

justinp1 said:

Smartie said:

richburley said:

Better targeting and marketing of businesses. Sned mailshots suggesting that you will follow up with a telephone call, then importantly, DO call when you say you will. And/or suggest meeting with the right people in the businesses to tell them what you do, what you can offer them.

Join BNI?

www.bni-europe.com/

Isn't the phone call a bit of a no no with the telephone preference thing? Some quite big fines for abusing it?

I thought the telephone preference service was for private individuals.

The OP is promoting B2B sales. Of course, most businesses advertise their phone number. In that he has it right, just I dont think there is an opportunity to make enough money to leave his job unless it is nationwide.

Nope there is a corporate TPS, We are members

[Stephanie Plum]

jamesuk28 said:

justinp1 said:

Smartie said:

richburley said:

Better targeting and marketing of businesses. Sned mailshots suggesting that you will follow up with a telephone call, then importantly, DO call when you say you will. And/or suggest meeting with the right people in the businesses to tell them what you do, what you can offer them.

Join BNI?

www.bni-europe.com/

Isn't the phone call a bit of a no no with the telephone preference thing? Some quite big fines for abusing it?

I thought the telephone preference service was for private individuals.

The OP is promoting B2B sales. Of course, most businesses advertise their phone number. In that he has it right, just I dont think there is an opportunity to make enough money to leave his job unless it is nationwide.

Nope there is a corporate TPS, We are members

wot he said

[dipwing]

Cheers guys.
This is all really interesting stuff and I'm learning all the time.
I think a website is crucial. It's almost finished and should hopefully go live by the end of February.
Once again thanks for the replies as all knowledge is greatly received.
I'll report back on my success as the business develops.
Cheers
dipwing

"this time next year Rodney..."

[CoachRob]

Hi Dipwing,

A lot of my contacts in your industry have found networking and referral the best way of creating rapid growth. As suggested try BNI, BOB, BRE, B4B, Chamber events, FSB, FPB, 4Networking, Ecademy, Vcommunity, Business4Brunch, ABC and all the others. I have an Ex-client based in Solihull who by the sounds of it, do the same thing and she has built her business on word of mouth.

One of the most important rules in your type of business or any B2B company is unless you actually face to face with your prospect your not moving forwards. Mail shots and None TPS cold calling is great but consumes time, costs potentially lots of money and generally doesn't have the desired outcomes.

I'd also think about stategic alliances with other companies such as telemarketers and maybe cartridge franchises?

Have fun,

Rob.