|
On Rad's Radar
|
|
Sunday, 20 June 2010 15:00 |
Friday a client told me that he wanted me to re-do my talk titled 50 Ideas in 50 Minutes. This is a session that Jack Brandt and I did for the now defunct ISPCON shows. It was not original ideas but a collection of nuggets that people forget and do not implement. I thought that I would share them with you: - Plan- so you have a path
- Strategy- so you aren't putting out fires
- Call your best customers just to make sure everything okay, then ask for referrals.
- Focus on goals
- Remember that Marketing takes 6-9-12 months
- Become an information source- newsletter, podcast, blog, keep people thinking you know everything
- Think tank for your biz: attorney, CPA, 2 best customers, 2 non customers
- Hosted non portable services- hosted exchange-makes you sticky
- Get others organized
- Phase out projects so goals met, not just GOAL
- Have a vision statement - so all employees/literature say the same thing.
- Add a closing script to calls/meetings
- FAIL FAST
- Who's your competition?
- Bring your customers people who can be their customers, they will never leave you
- Differentiate- show EASY, ROI, EFFICIENT
- Make customers experience EASY (VOIP doesn't do this)
- Who is your target customer?
- Go vertical- find a niche
- Figure out how to steal competition from a competitor
- Sell more to your current customers
- Vertical markets are less price sensitive
- FASTER and BETTER, NOT cheaper
- Be able to TCO and ROI on product/service
- Sell Something/Cross Sell
- Address women - they make most of the decisions
- Hire WOMEN to sell
- Hire Attorney to Sell for you
- Give back to the community, then talk about it
- Get employees to give back, then talk about it
- Encourage employees to provide feedback to company about how to improve
- Outsource and partner - you can't do everything
- Start every day with 2 cold calls, the rest of the day will be easy
- Do not leave voice mail for someone you've never met
- Have a unique selling proposition
- Always ask for a follow-up appointment
- Teach a class or seminar
- Create podcast or youtube video
- Hire Slow, fire FAST
- Let your employees find other employees
- Hire your vendors' employees
- Have a process
- Have a script - this creates consistency and a process for up sell
- Rent a theater with new release for just customers - they will tell everyone, better than $5 pen
- Free lunch and learns via chamber
- Marketing on hold
- Everyone is stressed, be friendly
- Takes average of 7 touches to a customer to get them on board
- Use the power of a Thank You, hand written, especially to women
- Have a mystery shopper
- Follow up on service calls to make sure their happy
- Have tie in's
- Charities - Co-Market with them.
- Door Hangers.
- Surveys.
- Documentation management/storage, Make it EASY.
- Pizza Box Advertisement
- Coffee cups for local coffee shop with both logo's on it.
- If you are comfortable, you are not doing anything that will get you to the next level.
- Biz coaches- SCORE.org is free/retired biz people to help
- Use college business & marketing dept's.
- Hire an intern.
- Make them laugh- leave a joke as voice mail.
marketing, sales, sellecom, strategy
Related Entries
- Marketing is Not Sales - Jun 20, 2010
- Why You Are Going to Need The Channel - Dec 22, 2009
- Glaxo Cutting Salespeople - Nov 05, 2008
- The Big Push to the Cloud - May 25, 2010
- Sprint is its own Enemy - May 03, 2010
- Money Hours - Apr 28, 2010
- SalesForce.com Buys Jigsaw - Apr 22, 2010
- 2010: The Year for CLEC's - Mar 18, 2010
- GROWCO Tidbits - Mar 17, 2010
- Finding Your Best Clients - Mar 04, 2010
TrackBacks
| Comments | Tag with del.icio.us | On Rad's Radar? Home | Permalink: 50 Ideas in 50 Minutes
Copyright On Rad's Radar?
Posted: 2010-06-20 20:00:06 |
