Multiply on Your Maximizing Resources – Part 2

Last time we outlined how to start multiplying on the resources you worked on
maximizing. We covered the following areas:

1. Call in the Troops
2. Bring ‘Em Out of the Woodwork
3. Black Sheep Clients

Today we are going to look at the next three:
4. Olympic-Sized Sales Staff
5. Open Water Fishing
6. Call for Back-Up

Olympic-Sized Sales Staff

We are all aware that it isn’t possible to have a sales staff of 10,000 who are willing
to work around the clock for free, but there is a tool that will mimic exactly that: Direct
Mail Marketing.

Direct mail is a written piece of sales and information copy that offers details about your
company and the products and/or services you offer to potential customers and/or
clients. This would include sales letters, brochures, or proposals that can be mailed out to
your list of leads.

This approach will not only open your door to thousands of new customers and/or clients,
but also may save you thousands of dollars in advertising.

Open Water Fishing

You have to be careful not to waste your time on clients who are simply not interested in
doing business with you. You must instead focus on bigger fish. Remember, the previous
lessons outlined how you should always be targeting higher-quality prospects.

In order to accomplish this, you must take the necessary time to research and learn about
your potential clients to make sure you are targeting the right companies for your
business. Ensure your target companies will benefit from your products and/or services
over a long period of time.

If you’re not sure where to begin your search for big fish clients, review our previous
lessons or explore purchasing a direct mailing list that will specifically target the clients
you need. You can purchase or rent lists that include name, title, job specifications, and
contact information. This will provide you with a good starting point for finding high
quality clients.

Call for Back-Up

Don’t be afraid of telemarketing. It is a powerful tool that can be highly effective when
used appropriately. Nonetheless, you must keep in mind that when it is not handled
correctly it can bring about negative reactions with your prospects. To be successful with
telemarketing you must ensure:

1. Your first line of defense should be mail marketing;
2. Test before you start a telemarketing campaign;
3. Set the price for your offer;
4. Use a progressive approach with your campaign.

Progressive contact helps to build trust and allow the potential customer and/or client
establish a positive relationship with you. These are the progressive steps you should
take:

1. Put your prospect at ease;
2. Present your offer in a natural, conversational way;
3. Avoid being argumentative or pushy;
4. Always be honest;
5. Perfect your 30-second elevator speech;
6. Clearly state your name, business name, the reason for your call, and where you
obtained their information;
7. Offer the benefits of your products and services;
8. Mention one of the features that back up the benefits;
9. Ask preliminary questions that provides you with information about the prospect.

These step-by-step methods can aid you in being successful with a telemarketing
campaign and avoiding a negative response that could stigmatize your business forever.

This concludes our session covering these three areas of multiplying your resources, but
we will be continuing with this series for the next two posts in order to provide you with
all the resources you require to get the most out of your current resources.

If you need help working through any of these processes or areas, please don’t hesitate
to reach out to me for guidance.

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