Early stage outreach explained

A new client —- well established manufacturers rep — ten employees — and that includes a couple of sales reps. Their territory is just four states. But small is beautiful and customer care is what they’re all about and since this is their 35th year in business they must be doing something right! Only problem is follow-up — everyone too busy! Anyway, where I come in is helping them get into the accounts not yet in their fold and seeing what I can do to change that. Comes down to organizing and simplifying that process. To help them along with […]

Marketing direct with TeleMagic Cloud

We all have our favorite tools for keeping track of customers and figuring out the best way to keep in touch with them. After all, that’s what business automation is supposed to do. But here’s the thing. Cloud based business tools have gotten so complicated — and expensive — they slow you down to where you probably think you’d  be better off without them. Plus, tech support is a real pain. And when you do get through you are fed tedious instructions that lock you into working the way those smart techies want you to work. Years ago I discovered […]

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This is not about throwing money away on advertising campaigns or anything like that. What you’ll be getting from me are tips and recommendations for saving you the costs and headaches of going down that road. You see, I’m old-school and go about this in a different way than most sales and marketing people do. So, be sure to watch your inbox because I’ll be putting these updates out to you in the next day or two. Thanks again for becoming a subscriber to Marketing Your Business Direct.  

The seller’s comfort zone

Some reps are great closers. They have just the right mix of soft sell with the hard sell to close the deal. But what about the not so glamorous leg-work of finding customers? Emphasis on finding! Here you may not agree with me when I tell you that just about every reps comfort zone is “selling” to buyers already into the buying process. That’s what we like to do!! After all, reaching out to someone who may not even need you can be a bit daunting, to say the least. Basic law of the jungle: real-world prospecting is hard work […]

How to create sales leads by hand

If you’re looking for free leads and how to get them for sales here’s what has worked for me and may possibly work for you. But there are some challenges because you will be creating your leads manually…one-by-one and that involves researching your prospects and making sure they fit your niche and therefore are more likely to be interested in whatever it is you bring to the table. Furthermore, you will have to extract those leads or contacts from on-line directories and manually copy-paste each entry to your CRM so you can build your list from the ground up, one […]

Best Business List

Seems no matter how busy you get taking care of your existing customers so they keep doing business with you, it’s always a chore to find new customers — especially the ones who stay with you for the long haul. Using e-mail or social media or buying a mailing list are certainly options. But you’ve probably found them short on results and you end up with something that does not live up to your expectations. Overlooked resource — and what it can do for you  Here’s where you may be neglecting a resource you already own but for any number […]

Finding new clients by phone prospecting

Finding new clients by phone can be a helpful addition to your business development process. But you are probably reluctant to put yourself out there…reaching out to someone new. Or you think it does not works because you are inundated with spammy requests all day and you think all direct outreach is spammy. But the truth is, direct outreach is an effective method of acquiring new work and it doesn’t have to be spammy. That’s especially true when making phone calls to people who know nothing about you. The secret is making these calls in a very low-key way. This […]

Marketing new clients by phone

You probably think making phone calls to get new business is a waste of time. But old-fashioned phone calls to the right people at the right time can go a long way to getting your foot-in-the door with clients you’d like to develop down the road into maybe buying something from you. This specific style of outreach is my specialty. Getting you noticed in a very favorable way. I can’t promise you hundreds of new clients. But I can tell you something so simple as a phone call to the right people with the right message can go a long […]

Direct new client outreach by phone explained

Direct new client outreach by phone can be a helpful addition to your overall business development process. But you are probably reluctant to put yourself out there…reaching out to someone new. Or you think it does not works because you are inundated with spammy requests all day and you think all direct outreach is spammy. But the truth is, direct outreach is an effective method of acquiring new work and it doesn’t have to be spammy. That’s especially true when making phone calls to people who know nothing about you. The secret is making these calls in a very low-key […]

How to win sales remotely

Interview on virtual selling success Surprise! How buyers like being contacted is proactively — by phone! And the more senior the buyer you are trying to contact the more that buyer prefers you reach out by phone. Stats, research and interviews prove it’s a preferred way buyers — especially the senior buyers with more buying authority — want you to contact them. To be sure you will need more than an introductory phone call to make virtual selling work for you. But the initial outreach by phone is something way too many sales organizations overlook because they either do not want to do […]