The Salesman Cometh Boise ID

Growth has been robust during the past few years but that hasnt stopped integrators from looking for more. Happily, by applying sound marketing techniques and implementing sales pearls from the field, its quite possible to double sales and simultaneously close more profitable opportunities.

When those doubled sales do arrive, its important to have the improved efficiencies necessary to accommodate the increased installation load. As it is the salesmans job to generate more leads, close more high-quality sales, and put more business into the queue, it is essential to get more sales per salesman. To share from the best, weve gathered success pearls from some of the most successful salesmen in the integrator space and placed them into two areas: marketing and presentation success.

Marketing. Under the old system, nearly all leads came from client referrals. However, a good marketing campaign makes industry professionals aware of the company and then transforms them into positive referral partners. Leads then pour in from everywhere: architects, lighting designers, interior designers, former clients, electricians, builders and realtors, as well as the web and other sources. Those quality referrals become the integrators lifeblood. Once these champions start passing leads your way, your firm, the recommended one, has an inside track to win the job. Whats more, your firm may be the only one considered if no other names are offered to the client.

Another cost-effective way to build a bigger referral team is to publish a monthly e-mail newsletter with eye-catching updates. Writing time is minimal, especially if you use your vendors support materials. The e-mail can introduce your referral team to your companys latest products, services, and installations by way of hot links.

The simplest e-mail puts the willing recipients name on the blind carbon copy (bcc) line; that way, the recipient sees only his name, which makes him think its personally addressed to him. The bcc list drawback is that spam filters detect large strings of cc or bcc names and often divert the e-mail.

To prevent spam filters from blocking your e-mails, consider using an intermediary, known as an e-mail marketing service. These services are inexpensive (under $50 per month) and have some great advantages, such as the ability to individually address e-mails and partition your list for only selected names or categories. Whether the e-mail is in plain text or html, a secondary benefit is the services software tracks how many people clicked on each link and what e-mail address did the clicking.

Simple Website. A simple website can be inexpensive but still lucrative. Since your manufacturers need to convey much the same information as you do, one starting point is to copy the format they use or ask them for downloads you can post. A simple web design is not difficult to create and web contractors can implement it quickly and save you money. They can even design pages that le...

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