Melissa Rich-Landis - Rich Enterprises Inc

Myths in Sales

Tracy — Tue, 15 May 2012 14:02:10 +0000

There are many myths in sales. Here a few of my favorites:

A sale is a sale. This one baffles me since every sale is on a different scale. One sale may lead to many more and one sale may be thousands of dollars more than the other. Changing your marketing efforts to target the industries you are seeking will benefit you long term. If your key product is Air conditioning, you are not going to want to target warehouses with no need for your services.
The Customer is always right. Have you ever had a customer that you could not satisfy? Your company has bent over backwards to accommodate this customer but still could not satisfy his demands. Most companies want happy and satisfied customers and therefore will do all within their power to please their clients and anticipate long-term business relationships. In business, you will find those that will not be happy and we should focus our positive marketing efforts on prospects that will be part of our long-term sales pipeline.

Rich Enterprises has been in business for 10+ years providing lead generation and cold calling campaigns for our clients. We provide professional marketing services with professional and experienced staff. Let us plan your next marketing campaign. WWW.Richworldwide.com

Time Sensitive Sales

melissa — Wed, 09 May 2012 17:59:47 +0000

Once you have warm or hot prospects, time is of the essence. It is imperative that your follow-up and related activities are completed in timely manner. When a prospect inquires about your services or products, they often have a deadline in mind for reaching a decision and will often favor the company that has the quickest response time.

Here at Rich Enterprises, we offer cold calling, lead generation, and telemarketing. If you need more warm leads, hot prospects, or sales appointments, please feel free to contact us regarding how we can help you grow your business.

Price objection

Tracy — Thu, 03 May 2012 13:20:15 +0000

The biggest objection most sales people encounter is going to be the price objection. How can you overcome?

Discovering the pain point for any sale is going to be the key in overcoming an objection. First-Inquire on the reasoning for delaying the purchase. If price is truly the issue, offer a start up price or trial of your product or service.

Second- Change the way you market your product or service. If your focus is on features (bells and whistles), focus on how much money your product or service will save the prospect.

In today’s economy, buyers are focused on needs and not wants. Most businesses will agree that the bottom line and saving money is going to be the deal breaker.

Rich Enterprises has complete marketing packages that include program outline with objections customized for your business. Let us help with your next marketing program.

Sales trends through our sales articles and newsletters

melissa — Wed, 25 Apr 2012 15:01:12 +0000

Keeping up with the latest sales trends and telemarketing tactics require viewing a number of sales resources and formulating the approach and strategies that blend best with your philosophies and industries. We currently publish a newsletter every two weeks for our client and our prospect base. To view our recent articles, please visit http://www.richworldwide.com/newsletters.php.

If you would like to subscribe to our newsletter, please visit http://www.richworldwide.com/requestinfo.php.

As always, if you have a suggestion for a topic or a particular area of concern, we would certainly love to hear from you.

Rejuvenated leads

Tracy — Thu, 19 Apr 2012 14:00:44 +0000

What can you do with leads or assumed dead prospects? Put together a program that is focused on rejuvenation of old leads. The old prospects are ones that have bought or used your services in the past but are not currently active clients.

How can you rejuvenate them?

Phone-Reach out to them via phone-see what is new with their business and bring them up to speed on your business happenings.
Email-send a generic mass email to all those in your sales pipeline. Put together a template that gives detailed offerings as well as company updates.
Direct mail-put together a direct mail piece to mail out to prospects. Follow-up in one week after the mailer to answer questions with hopes to re-engage the prospect.

In business, we work really hard to qualify prospects and many businesses fail to continue to cultivate leads that are not instant sales. Work your pipeline in a cycle that continually brings old leads to the service allowing you to reach out to them-monthly, quarterly, or next sales cycle.

Rich Enterprises offers a variety of marketing programs-cold calling, warm calling, lead generation, appointment setting and market research. Contact us for more details: (888) 443-5247.

Outsourcing your inside sales

melissa — Wed, 11 Apr 2012 14:55:38 +0000

Outsourcing your inside sales activities may be a long term solution for filling your sales pipeline and increasing your sales revenue. When you outsource these activities, you can rest assure that your inside sales activities are completed by professionals dedicated exclusively to the activities of cold calling, lead generation, and appointment setting.

On our website www.richworldwide.com, we have an excellent article for assessing your current inside sales staff and determining if they are reaching out to your prospects. That article can be found at Assess_Your_Staff.

If you have any questions regarding outsourcing your inside sales activities, please feel free to contact us through the contact form in the left hand column or through our website Contact Form.

Email marketing

Tracy — Thu, 05 Apr 2012 14:00:10 +0000

Email marketing is another way to market to prospects without much cost. Put together an email marketing program that has these factors in mind:

Objectives-what do you hope to accomplish with your program.
Email addresses-actively collect email addresses throughout your marketing campaigns to use for an email program. Verify contacts give permission to be contacted in the future to avoid spam issues.
Newsletter-use a newsletter service such as Constant Contact to distribute your email marketing. Plan to distribute a newsletter bi-monthly or monthly.
Direct links-in your publication-provide direct links to your website to provide instant access to your company.
Updates-provide company updates and or specials in your email marketing campaign.

Email campaigns are more casual since they can be mass distributed and provide contact with current and future prospects on a regular basis. If you need assistance with your next email marketing campaign, lead generation or appointment setting program-contact us – www.richworldwide.com

Telemarketing recordings are valuable listening tool

melissa — Tue, 27 Mar 2012 16:03:06 +0000

No one seems to like hearing the sound of their voice on tape or played back to them; however, reviewing cold calling recordings can help the marketer hear their presentation from a different perspective. Marketers often know exactly what to say, but call recordings can be very helpful in reviewing voice tones, strategic pauses, and other patterns that may be developing.

Call recordings are a great tool for telemarketing teams to review their presentation style and make appropriate modifications to increase their cold calling effectiveness.

Common mistakes that salespeople make

Tracy — Thu, 22 Mar 2012 16:47:31 +0000

We all make mistakes but mistakes in the sales world can hurt your pocketbook. A few of the mistakes sales people make are:

Attitude-Sales is a great profession but with any career, it takes experience and attitude to succeed. A positive attitude is mandatory for a successful sales career.

Responsibility-It is common for people to blame someone else or circumstances for their shortcomings. Failures are based on poor communication rather than poor execution. Do your homework for a successful marketing campaign.

Confidence-This is probably one of the biggest mistakes in sales. If you are not confident in your product or service, how can you promote your offerings?

Rich Enterprises provides a well rounded marketing program that is customized to suit your organizational needs. Whether you are seeking a lead generation, appointment setting program or market research campaign, let us handle your next marketing program. Contact us (620) 443-5247.

Focus on phone conversations with cold calling

melissa — Wed, 14 Mar 2012 16:06:51 +0000

Too often, cold calling becomes mundane and we get in a pattern. Telemarketers need to focus on the conversation at hand and truly hear what the prospect is saying while listening intently for other clues. By listening and focusing, the marketer will be able to hear the message and will be able to be converse better while addressing the concerns or need of the prospect.

Cold calling should be considered a two way conversation and dialogue – which involves speaking and presenting, listening and hearing, and responding appropriately to objections.