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Suggest You - How to Introduce a New Product Using B2B Direct Mail Lead Generation
Imagine starting your own business. What happens when you find out that you are in the red or close to it at the end of the fiscal year? You do what most business owners do—check your books and find ways to cut corners. Now, the tricky part to cutting corners is to make sure you do not downsize or eliminate something that will turn profits for your company in the future. In examining your books, you notice that advertising was a large expense for your company. You also notice that the employee appreciation celebration made a large imposition on your budge
One of the best ways to quickly build your business, get high quality clients, and have it happen pretty easily, are referrals. Absolutely. Whether you get these from friends, family, or networking groups (the way I have for years), it is key to building a successful, sustainable business—provided you give exceptional service.If you deliver exceptional service, it’s a win-win-win. The first, and foremost, win is you are thoroughly fulfilling the promise you gave when you opened your business (honoring the sign that hangs in front of y
I am talking about the challenge being faced by Steve, a subscriber to Alan Sharpe’s B2B Direct Mail Tactics newsletter. Here is Steve’s challenge, in his words, followed by my recommendations.
“I have two B2B prospects that I would like to start marketing to. I am a rep for Amsoil Synthetic Lubricants and I own the www.Bestsynlubes.com website. My major obstacle is getting prospects to start realizing that the standard 3,000 mile oil change interval is about to become obsolete. With Amsoil you can safely extend your drain intervals out to 25,000 miles or 1 year.“My two prospects are Commercial Accounts (end users of the product) and Retail Accounts (they purchase Amsoil directly from Amsoil and re-sell it to the public). How can I come across to potential prospects as an authority on Synthetic Lubricants? How would I go about getting prospects to start thinking outside the 3,000-mile box? How would I go about getting prospects to see that there is a viable business opportunity with Amsoil? And most important how would I get prospects to take an interest in this subject that would propel them down the road to do extensive research on their own about Amsoil and more importantly, why they should choose Bestsynlubes.com as their representative. Thanks for your thoughts on this matter. I look forward to your newsletters they have been a big help.”
My recommendations:
Q. 1. How can I come across to potential prospects as an authority on Synthetic Lubricants?
A. The surest way to become an authority in any area is to specialize in that area alone. When you write books, give talks, teach seminars, write articles and consult on a narrow topic, prospects and clients alike perceive you as an expert. If you are not yet a Synthetic Lubricants Guru, I recommend that you borrow authority status from Amsoil, your employer, by using their industry research and savvy to your adv
Companies today have so much data that flows in and out of the office that they need an effective system in place to manage all this data in a way that makes sense and from which all employees benefit. Data management is becoming more and more important as the volume of data that a company deals with on a daily basis needs to be sorted, delivered, and utilized. For small companies this usually isn’t an issue as they can easily manage and store their data on computer servers. However, large companies have too much data to store in one place so that all
“My two prospects are Commercial Accounts (end users of the product) and Retail Accounts (they purchase Amsoil directly from Amsoil and re-sell it to the public). How can I come across to potential prospects as an authority on Synthetic Lubricants? How would I go about getting prospects to start thinking outside the 3,000-mile box? How would I go about getting prospects to see that there is a viable business opportunity with Amsoil? And most important how would I get prospects to take an interest in this subject that would propel them down the road to do extensive research on their own about Amsoil and more importantly, why they should choose Bestsynlubes.com as their representative. Thanks for your thoughts on this matter. I look forward to your newsletters they have been a big help.”
My recommendations:
Q. 1. How can I come across to potential prospects as an authority on Synthetic Lubricants?
A. The surest way to become an authority in any area is to specialize in that area alone. When you write books, give talks, teach seminars, write articles and consult on a narrow topic, prospects and clients alike perceive you as an expert. If you are not yet a Synthetic Lubricants Guru, I recommend that you borrow authority status from Amsoil, your employer, by using their industry research and savvy to your adv
After years of success, you may find that your current job is not as satisfying as it once was. Usually, this realization doesn't come overnight. Like termites gnawing a piece of timber, the process may take months for you to notice.Maybe you now know, after what seems to have been an eternity of effort, that you will no longer be CEO of your organization. But instead of seeing the writing on the wall and deciding to make a change, you decide to stay inside your comfort zone rather than succumbing to the voices of discontent within you.l directly from Amsoil and re-sell it to the public). How can I come across to potential prospects as an authority on Synthetic Lubricants? How would I go about getting prospects to start thinking outside the 3,000-mile box? How would I go about getting prospects to see that there is a viable business opportunity with Amsoil? And most important how would I get prospects to take an interest in this subject that would propel them down the road to do extensive research on their own about Amsoil and more importantly, why they should choose Bestsynlubes.com as their representative. Thanks for your thoughts on this matter. I look forward to your newsletters they have been a big help.”
My recommendations:
Q. 1. How can I come across to potential prospects as an authority on Synthetic Lubricants?
A. The surest way to become an authority in any area is to specialize in that area alone. When you write books, give talks, teach seminars, write articles and consult on a narrow topic, prospects and clients alike perceive you as an expert. If you are not yet a Synthetic Lubricants Guru, I recommend that you borrow authority status from Amsoil, your employer, by using their industry research and savvy to your adv
Kaizen is not a procedure, not a document that describes step by step actions of those workers that have been selected to implement it, not just a paper which becomes approved and becomes an official paper. Kaizen is not a methodology or theory like for example a “Strategy Manual” that a lot of companies have.Kaizen is not a philosophy like some military-oriented companies that require from their employees total loyalty, the desire to implement any order of management even if it will benefit the company or not.Kaizen is a quality and a relig
My recommendations:
Q. 1. How can I come across to potential prospects as an authority on Synthetic Lubricants?
A. The surest way to become an authority in any area is to specialize in that area alone. When you write books, give talks, teach seminars, write articles and consult on a narrow topic, prospects and clients alike perceive you as an expert. If you are not yet a Synthetic Lubricants Guru, I recommend that you borrow authority status from Amsoil, your employer, by using their industry research and savvy to your adv
Let's be honest. Complaints are a reality of business. Every company, no matter how great, responsive, or caring, receives some number of complaints - email, phone calls, letters, blog posts, etc. It's inevitable; you can't keep all people happy all the time.Sometimes the complaint hurts. Sometimes it's personal. It especially hurts when you have a different opinion of the situation, when you realize you're dealing with perception. It's frustrating.So, what do you do?Here's my quick list:1. Listen. Let the person at the other e
Q. 2. How would I go about getting prospects to start thinking outside the 3,000-mile box?
A. I do not know enough about your marketplace to give immutable counsel, but I’d do the following. Reach early adopters with your message and get them to try and then champion your product to others. Offer the lubricant free for them to test. Create a publicity stunt that demonstrates the superiority of your product. Invite the trade media to cover your publicity stunt.
Q. 3. How would I go about getting prospects to see that there is a viable business opportunity with Amsoil?
A. Present your product to end-users as a money- saving opportunity and to retailers as a money- making opportunity. Concentrate all of your features, benefits, testimonials and other proof on these two sales propositions.
Q. 4. And most important, how would I get prospects to take an interest in this subject that would propel them down the road to do extensive research on their own about Amsoil and more importantly, why they should choose Bestsynlubes.com as their representative?
A. I would not do anything that encourages prospects to think they have to do “extensive research on their own.” Instead, I would offer all of the facts and research they need to make an informed decision. make their decision as effortless as possible.
As for the role of
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