Archive for November, 2011

How to Tell if You’re Losing a Sale

Friday, November 25th, 2011

Sales is far from an exact science. It is fairly unpredictable. But there are some subtle signs you can pay attention to find out how well your current sales pitch is going. So what should you be looking out for?

Here are five signs that your sale is going sour:

1) Your Potential Client Seems Indifferent: An interested prospect will be full of questions. Indifference is the first sign of defeat. To combat this problem, be less of a sales person and more of an advisor. Offer a solution to their problem, even if it is not your solution. This will help to foster a relationship of trust. And sales is all about relationships.

2) There is No Hard Deadline for a Decision: Urgency is important. You should ask your potential clients to offer you a timeframe. This way to can prioritize your clients accordingly. One way to firm up deadlines is to offer limited-time discounts to create this all-important urgency.

3) You are Dealing with THE Decision Maker: If you aren’t put in touch with a decision maker after a few conversations, you should be wary. This is probably a sign that the company is not interested in buying at this time. The best way to circumvent this problem is to create a presentation that your contact can easily pass on to his/her superiors. After this, you may want to request a quick conference call with the senior-level person involved. But remember, you need to respect the person you are dealing with while still trying to get an audience with a real decision maker.

4) You’re Price is Too High: If your competitors are offering a lower price, focus more on the superior services you can provide. What makes your higher price tag worth the extra money? If you can’t justify the price difference, how can your potential client justify spending more?

5) You are Asked for a Proposal and Not a Conversation: Business is all about the relationship. Find anyway you can to get your foot in the door and have a face-to-face conversation. This may be hard, but you have to try.

So get out there and start trying to make some sales. Or you can outsource these duties to a professional business development company like Grindstone.

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Check us out on Facebook and Twitter as well!

Sources:

Five Signs You’re Losing a Sale – And How to Save it

Benefits of Direct Telesales

Friday, November 18th, 2011

Telesales, or telemarketing as it is known to most of the world, is one of the most common direct-sales methods for mining prospects and generating leads. Although telesales is a viable and highly efficient sales tool, it often gets a bad reputation. Be honest, as soon as I mentioned telemarketing, you had a shiver run down your spine.

But telesales has several advantages, including:

More Contacts in Less Time: Telemarketing allows a salesperson to contact more prospects in a shorter amount of time than other marketing/sales methods. This means Rapid and efficient lead generation.

Rejection: All sales involve rejection, but only telesales (while it may involve more rejection) allows your sales staff to jump from one prospect to the next almost instantaneously.

Price Tag: Telesales is traditionally cheaper than other sales methods. All a sales expert needs is a comfortable chair and a working phone.

Outsourcing: You can let these telesales experts focus on selling your product or service while you focus on growing your business. Can you contact hundred of prospects a day? Telemarketers can!

Every day, more and more companies are opting for some form of outsourced sales structure that allows them to maintain a tighter focus on their core business competencies. At Grindstone, we utilize a proven outsourced sales model empowering our clients to focus on their internal priorities. We are able to produce quality results through outsourced sales, while freeing your time and energy to focus on what you do best. The Grindstone direct telesales solution allows your company to satisfy its revenue goals and enjoy the benefits of a top notch sales presence without distracting key internal personnel from their main business focus. We will provide a turnkey, yet totally customizable outsourced sales offering that will provide our client with a dedicated team of experienced sales professionals. Our experienced management team will work with you to build a dedicated sales force designed specifically to sell your products and services through a mutually agreed on sales processes. The complete sales outsourcing includes us distributing your marketing materials, prospecting, setting & conducting sales meetings, product demonstrations, and most importantly closing new business. For a lower cost and greater value alternative you can utilize our direct telesales solution as a supplement to, or in place of, recruiting, hiring, training, housing, managing and maintaining your own in-house sales department.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

Check us out on Facebook and Twitter as well!

Business to Business Telemarketing in a Bad Economy

Friday, November 11th, 2011

The current economic climate is as bad as it’s been in eighty years. Even the most optimistic business outlook would express caution. Will you have to close your business or lay employees off? Will your budget be cut? The media sure does a great job sensationalizing the economic conditions. According to CNN things look bad out there. When times are good anybody can sell. It’s at times like this that you find out if you are a sales professional or simply an order taker. The fact is things are never as bad as they seem.

Here’s the good news. Chances are your competitor is obsessing about the economy when he should be out proactively marketing. Now is the time to market your products and services. If you are marketing a product or service to another business, telemarketing is especially effective in a bad economy. However it must be done professionally and consistently. In better economic times, maybe you could afford a fluffy direct mail campaign, print advertisement, radio or TV spot. While these methods are ok for long term brand awareness, they typically don’t produce quality results and short term Return On Investment (ROI). What you need is a live human being capable of explaining your value proposition. You surely can’t just throw your hands up in the air and stop marketing. This tactic will doom your business to failure. You have been handed a unique opportunity to capture the business that is out there because your presence is now more dominate than ever.

If history is any guide, even the worst economic conditions don’t last forever. The economy will eventually recover and level off. This is the time to pick up some extra customers from your competitors. While they’re cutting their marketing and sales budgets you can acquire their customers, and pick up business that will lead to significantly higher profits when the market returns. It doesn’t have to cost you more than you’re paying now. In fact, focusing on growth can be cheaper than hunkering down and waiting for everything to be like it was. When the economy is a little gloomy is the time to market your products and services. A professional B2B telemarketing company can help you secure market share at a unique time.

Don’t become a statistic of businesses that quickly went under because they chose to stop marketing. Get out there, stay out there, and come out on top.

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

Check us out on Facebook and Twitter as well!

Social Media Pays Off Big: Most Companies Reporting 150% ROI or More

Friday, November 4th, 2011

In their latest B2B Social Marketing Benchmark Report – a survey of 3,342 marketers – MarketingSherpa discovered a few very interesting things. First of all, one third of those marketers are achieving at least 150% return on investment (ROI) from their social media marketing efforts. Conversely, 635 marketers aren’t seeing any return at all.

So what is causing this discrepancy?

In the 2010 Social Media Marketing Industry Report by Michael Stelzne, which surveyed 1900 marketers, 43% claimed to spend 4-5 hours each week on social media activities, while 56% are using these sites 6 hours or more each week. Of the companies spending 6 hours or more on social media marketing, 30% spend more than 11 hours on social media sites per week and 12.5% devote a remarkable 20 hours each week to social media.

There is a direct relationship between the amount of time you put into your social media marketing campaign and its success. The benefits of a well run social media campaign include:

•     85% of all marketers indicated that their social media efforts have generated exposure for their businesses.

•     Improving web site traffic. More than half of marketers indicated a rise in search engine rankings was a benefit of social media marketing.

•     More than half of marketers found social media generated qualified leads.

•     73.8% of businesses that have been using social media for years report it has helped them close business deals. Businesses selling to other businesses (B2B) were more likely to achieve this benefit (51.3%) than those selling to consumers (44.9%).

•     53.1% of people who’ve only invested a few months with social media marketing report new partnerships were gained. Marketers selling to other businesses were more likely to achieve this benefit (60.8%) than those selling to consumers (49.4%).

You have to be impressed by social media marketing’s rapid success. As Sergio Balegno, Director of Research for MECLABS, the parent company of MarketingSherpa,  MarketingExperiments and InTouch,  stated, “In just a couple of years, social media has rocketed to a place that took the internet a good decade to arrive at.”

So are you utilizing social media?

If you have any questions, contact Grindstone Business Development by calling 1-888-724-7463 or click here today!

Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long term ongoing partnership.

Check us out on Facebook and Twitter as well!

Sources:

Social Media Pays Off Big for Over 1,000 Marketers Reporting 150% ROI or More

How Much Time Are Businesses Spending on Social Media?