Local *Proven* Sales Strategy - I do it

10 replies
Hey Warriors and Newbies,

Let's cut to the chase, our number one focus as salesmen & saleswomen needs to be prospecting, lead generation, and creating a sustainable sales funnel.

Some of us call, network, mail, advertise, and do a lot more.

Here is a good strategy to use, that is succesful - like many other methods. I'm currently doing this among other methods. Quick and simple, if you want to know more, ask.

Local Business & Prospecting Strategy

Prospecting Targets - New Business Owners

Data Location - Local county or city newspaper/journal/magazine, new DBA listings.

This is something easy and simple that not enough people are doing.... Credit Card Processors are doing it with overkill......Does everyone remember (here in the US) when you registered your business, locally? By law you must register your DBA or business name locally and pay to have this registration published locally.... Usually in a newspaper or monthly peridocal.

The best part about the info is the Name of Business, Location, Phone Number, and OWNER NAME!

You will find all types of businesses, some start up home based businesses, new local restaraunts, etc.

The point is, it's an inexpensive way to get the info you need on the new businesses in your area. Most ready to BUY because they need to anyway.

ACTION

*Recently I mailed 125 New Business Mailers, hand written envelop, printed logo. Mailer has headers like "Thinking about getting a website, doing social media, or buying local ads?" Contact Me today - We have special rates for new business owners and discounts on local ads.

*The mailer first, call 2nd helps increases your success ratios. The mailer sets up the idea - addresses the issues right away - now they know - they see it.... Hmm?? Maybe they even thought about it? Make yourself stand out as a leader in your industry at a local level, a nice professional mailer is essential. Hand written signature and hand written address are a must.

*The call.... Which has to be the RIGHT call, will help solidify that mailer and those first thoughts the owner had - Interested or Not? (notice I didn't say buy or not)

Not a high volume to get great measurable results if looking to split test offers, mailers, and call script.

These calls and mailers should be your "good stuff". They are hot and ready to NOT be sold, but to be succesful. The services you offer will make them succesful.

You call them, congratulate their business launch, offer your services because you are "already working with succesfull businesses in the area..... Your local.... You are a small business owner as well..... You are here to help".... Get em' talking.

Lawyers won't even give them 15 minutes of their time.... BE DIFFERENT!!! Help them, to help you.

Offer a short list of products and services..... Gauge their interest (If you are good on the phone, you will realize real quick if they are interested in anything)

But the primary reason for the call is say congratulations and offer to answer any questions they have about websites, online ads, whatever you offer. Be a resource for this new business owner and ALL SALES WILL BE YOURS.

The goal is sales and positioning. You want them to view you as a local leader. Withen a few months you will have spoken to TONS of local business owners, get their early concerns, get feedback, so you can optimize and improve your first offering and pitch.

I hope this helps your prospecting!

Do you use this? What would you do different?

-Eric
#local #proven #sales #strategy
  • Profile picture of the author DABK
    After calling them to congratulated them, whether interested or not, I'd send them some useful tips, based on whatever they seemed the most interested in.

    I'd highlight a few passages, write a short intro note, reminding them about the phone conversation and telling them to especially look at the highlighted passages, as they really apply to whatever it was they were saying. Then I'd invite them to visit my site for more articles on how to get more leads.

    Then, if they do not contact me, I'd send them a sales letter/post card with a great offer based on what they said. If they said they were not interested in that phone conversation, I'd send them a great offer based on one of the least expensive things I have... The goal being to get them to buy something, anything, even if it makes me $5... seeing that it's easier to sell to an existing customer than to a new one.

    Then I'd follow up some other way, with the offer.

    Originally Posted by Marketinc Solutions View Post

    Hey Warriors and Newbies,

    Let's cut to the chase, our number one focus as salesmen & saleswomen needs to be prospecting, lead generation, and creating a sustainable sales funnel.

    Some of us call, network, mail, advertise, and do a lot more.

    Here is a good strategy to use, that is succesful - like many other methods. I'm currently doing this among other methods. Quick and simple, if you want to know more, ask.

    Local Business & Prospecting Strategy

    Prospecting Targets - New Business Owners

    Data Location - Local county or city newspaper/journal/magazine, new DBA listings.

    This is something easy and simple that not enough people are doing.... Credit Card Processors are doing it with overkill......Does everyone remember (here in the US) when you registered your business, locally? By law you must register your DBA or business name locally and pay to have this registration published locally.... Usually in a newspaper or monthly peridocal.

    The best part about the info is the Name of Business, Location, Phone Number, and OWNER NAME!

    You will find all types of businesses, some start up home based businesses, new local restaraunts, etc.

    The point is, it's an inexpensive way to get the info you need on the new businesses in your area. Most ready to BUY because they need to anyway.

    ACTION

    *Recently I mailed 125 New Business Mailers, hand written envelop, printed logo. Mailer has headers like "Thinking about getting a website, doing social media, or buying local ads?" Contact Me today - We have special rates for new business owners and discounts on local ads.

    *The mailer first, call 2nd helps increases your success ratios. The mailer sets up the idea - addresses the issues right away - now they know - they see it.... Hmm?? Maybe they even thought about it? Make yourself stand out as a leader in your industry at a local level, a nice professional mailer is essential. Hand written signature and hand written address are a must.

    *The call.... Which has to be the RIGHT call, will help solidify that mailer and those first thoughts the owner had - Interested or Not? (notice I didn't say buy or not)

    Not a high volume to get great measurable results if looking to split test offers, mailers, and call script.

    These calls and mailers should be your "good stuff". They are hot and ready to NOT be sold, but to be succesful. The services you offer will make them succesful.

    You call them, congratulate their business launch, offer your services because you are "already working with succesfull businesses in the area..... Your local.... You are a small business owner as well..... You are here to help".... Get em' talking.

    Lawyers won't even give them 15 minutes of their time.... BE DIFFERENT!!! Help them, to help you.

    Offer a short list of products and services..... Gauge their interest (If you are good on the phone, you will realize real quick if they are interested in anything)

    But the primary reason for the call is say congratulations and offer to answer any questions they have about websites, online ads, whatever you offer. Be a resource for this new business owner and ALL SALES WILL BE YOURS.

    The goal is sales and positioning. You want them to view you as a local leader. Withen a few months you will have spoken to TONS of local business owners, get their early concerns, get feedback, so you can optimize and improve your first offering and pitch.

    I hope this helps your prospecting!

    Do you use this? What would you do different?

    -Eric
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    • Profile picture of the author midasman09
      Banned
      I get a "New Business List" emailed to me from my local City Hall every month.

      This List also has the New Owner's NAME.

      One of the best "quick-money" programs I've done is my "Videos-On-Spec".

      I go visit the new biz...welcome the owner to the biz community and ask if I can show him something that can help his biz.

      In my carrying case is my didgital camera and Portable DVD Player. The Player already has a Demo DVD I did for another local biz. I put the Player on a flat surface and play the DVD.

      I then tell the owner I can make a DVD for him that he can put on his website or show others or put on Tube Mogul (and other video sites) to let consumers become more familiar with what he does or products he sells.

      I then bring out my Camera and tell him I'd like to snap some photos and put together a Video.....at NO OBLIGATION.

      I snap the 10 to 15 shots....go home and make a video....bring it to him in a day or 2....run it (they're ALWAYS VERY interested in seeing what I came up with)

      I quote my fees and they either buy or don't buy. Thankfully I sell 3 out of 4.

      Don Alm...Marketing Guy
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      • Profile picture of the author abbot
        Banned
        Originally Posted by midasman09 View Post

        I get a "New Business List" emailed to me from my local City Hall every month.

        This List also has the New Owner's NAME.
        How did you go about getting that setup? I would love to receive something like this.
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    • You bring up great talking points. Those are great follow up ideas.

      Funny that you say $5

      One unique selling props I will be offering by November is the Local App & Deals site. $5 gets you started.... Etc etc, check out my other post. That's not a primary product sale, but used as a cheap, high value easy offering. I also have "other" intentions with this App/Site Model.... Cough Cough WSO.... I'm jk, I have a franchise business model I'm working on
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      • Profile picture of the author Claude Whitacre
        When I worked with a company that sold advertising, I would get a list of new businesses that changed their utilities. I honestly don't remember now how I did it. But somehow I got a weekly list. I tested this idea before I taught it. And it was a winner.

        Here's the thing about brand new businesses...these owners are actually looking for suppliers. They have money set aside for advertising. And the first intelligent person that gets to them, wins.

        I used to drive by businesses that had a crew doing renovations. I'd stop by and ask about the business. Sometimes the owner was there.

        Brand new business owners haven't developed the habit of hanging up on phone sales people yet. Some of them are excited that someone called.

        Some salespeople get lists of new businesses (although I never got many calls when I was a new business owner). But the don't get calls before they open. And before they open, they are doing things like buying signs (A great referral source, by the way) buying fixtures, and decorating. Things that are exciting. That's when I want to see them.

        Did you just read the sentence about the signs? People buy signs before they open for business. Hint hint...nudge nudge.

        Anyway, I'm still mad at the life insurance industry because I've never ever had a cold call on the phone about life insurance. I feel cheated. Doesn't anyone care?
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Profile picture of the author TreyTaylor
    Banned
    [DELETED]
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    • Originally Posted by TreyTaylor View Post

      This looks like some good stuff, is there anyway to get started asap
      Check your local newspaper, or check online sources in your area. There are also pay websites that have all the data you want and more

      I used to use InfoUsa (dot) com Free from my local library's website. I don't know how up to date the free sources are? I created a master list 20,000+ and I don't check infoUSA that frequently.

      I get my info from a local monthly business journal.... I go out online, look at this, copy it over into Excel. The average volume is 30-40 a month in my area.

      I have yet to expand out of my county, but that is next on my list

      SalesGenie (dot) com was a good pay site, but the reference database on a lot of pay sites are infoUSA anyway.
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  • Profile picture of the author 4morereferrals
    Anyway, I'm still mad at the life insurance industry because I've never ever had a cold call on the phone about life insurance. I feel cheated. Doesn't anyone care?
    Clearly youre on the uninsureable list then - Im surrounded by those vultures daily - theres no way they let you off the hook otherwise. Those dudes never leave a scrap of meat on the bone!
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    • Profile picture of the author Claude Whitacre
      Originally Posted by 4morereferrals View Post

      Clearly youre on the uninsureable list then - Im surrounded by those vultures daily - theres no way they let you off the hook otherwise. Those dudes never leave a scrap of meat on the bone!
      Nope, I'm healthy, have money, and am a minor celebrity (In my niche).
      There are so few ambitious salespeople out there, that I try to buy from anyone showing any initiative at all.

      When I get a good cold call (very very seldom), do you know what I think? "What an ambitious person". So, I try to think of reasons I should buy from them.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Here's an example of the new business listings from the local business journal in Lost Angeles.

    New Business Names Filings - Los Angeles County | Los Angeles Business Journal

    Most of 100 largest cities in the US have a local business journal. It's a good place to start for this info.
    Signature
    Marketing is not a battle of products. It is a battle of perceptions.
    - Jack Trout
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    • Profile picture of the author digichik
      You can also call the City Clerks Office and/or the County Recorder and ask if they sell the list of new businesses. Most of them do sell these lists. If in your locale the offices have different names someone in city or county government will be able to tell you which department to talk to.
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