Just signed on 10 sales people. Need help devising a generic sales strategy
Hi guys.
My small, one-man, internet marketing company has been "open for business" for the past month & I've even landed a couple of clients in the chiropractic field. Over the weekend however, I worked out a deal with another company to utilize their 10-person sales team to sell my IM services. This other company is pretty well established (they have about 500 active clients but also have relationships with over 2000 chiropractors). They sell physical products & supplies exclusively to chiropractors, & they're looking for other revenue opportunities, so it should be a beneficial relationship for all involved.
So now, my problem is, I need to devise a sales strategy for these guys. Until now, my basic sales strategy for myself has been to google or yellow page local chiropractors, determine the best marketing service(s) to help them, & then either call or visit them in person, armed with the research I've done in advance. These sales guys however, will not be able to spend time researching in advance. The current supplies they sell are pretty generic & requires no prior knowledge of the chiropractor's business. So they just walk in & simply go through their generic sales pitch. I've been told by the owner, if I want to use his sales people, my pitch will need to be simplistic as well. Their business is a simple numbers game. The more doctors they see in a day, the more sales they close. No time for research.
So that's my problem. I need to create a simple sales pitch & possibly even alter/update my service offerings to something that sounds appealing in a quick sales pitch. For example, I would think a sales person going to a chiropractor they know nothing about and saying "We have SEO services that can get you more patients", would be very difficult, if not impossible.
In this scenario, would I be better off selling some other services that may be a little easier for the prospect to understand? Maybe something like lead generation? Until now, I've been selling basic IM services (SEO, websites, email marketing, social media, etc). These can all be a little confusing & require some explanation. I'm wondering if pitching something like lead generation that basically says "I'll hand you leads & you pay me for them", may be easier for the sales guys to pitch & the prospect to understand.
What are your thoughts? There's still a lot of things I need to flesh out here, so any advice you have, good or bad, I would GREATLY appreciate!
Thanks
My small, one-man, internet marketing company has been "open for business" for the past month & I've even landed a couple of clients in the chiropractic field. Over the weekend however, I worked out a deal with another company to utilize their 10-person sales team to sell my IM services. This other company is pretty well established (they have about 500 active clients but also have relationships with over 2000 chiropractors). They sell physical products & supplies exclusively to chiropractors, & they're looking for other revenue opportunities, so it should be a beneficial relationship for all involved.
So now, my problem is, I need to devise a sales strategy for these guys. Until now, my basic sales strategy for myself has been to google or yellow page local chiropractors, determine the best marketing service(s) to help them, & then either call or visit them in person, armed with the research I've done in advance. These sales guys however, will not be able to spend time researching in advance. The current supplies they sell are pretty generic & requires no prior knowledge of the chiropractor's business. So they just walk in & simply go through their generic sales pitch. I've been told by the owner, if I want to use his sales people, my pitch will need to be simplistic as well. Their business is a simple numbers game. The more doctors they see in a day, the more sales they close. No time for research.
So that's my problem. I need to create a simple sales pitch & possibly even alter/update my service offerings to something that sounds appealing in a quick sales pitch. For example, I would think a sales person going to a chiropractor they know nothing about and saying "We have SEO services that can get you more patients", would be very difficult, if not impossible.
In this scenario, would I be better off selling some other services that may be a little easier for the prospect to understand? Maybe something like lead generation? Until now, I've been selling basic IM services (SEO, websites, email marketing, social media, etc). These can all be a little confusing & require some explanation. I'm wondering if pitching something like lead generation that basically says "I'll hand you leads & you pay me for them", may be easier for the sales guys to pitch & the prospect to understand.
What are your thoughts? There's still a lot of things I need to flesh out here, so any advice you have, good or bad, I would GREATLY appreciate!
Thanks
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