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Do Your Prospects - Know - and Remember - Your Capabilities....?

By Sid Chadwick, Chadwick Consulting, Inc. – 06/20/2024


“…In the course of a year, most Prospects will have at least two weeks of disappointment… from their current supplier…..”….Source: Anonymous

 

INTRODUCTION:

I discouraged my client’s CEO from hiring a Sales Rep – to pursue new accounts…for his new Web-Press.

 

I believed he could achieve his objective of “one new publishing customer a month” – through different means.

 

Background includes: (a) he had never, in 13 years, had a successful Sales Rep, and (b) he did not in the privacy of his heart believe anything would be different – this time.


At a recent Peer Group Meeting, after his Peers had given him their suggestions on how to hire a successful Rep, I asked, “Would you like to hear an alternative, with radically lower cost, and lower risk…?Being an expert Cost-Accountant and CPA, I had his undivided attention (plus a few Peer Group Members.)


Several Key Questions:

  1. Could you develop 150+ legitimate Publishing Prospects – in your trading area? (He and his V.P. of Business Development – both – said “Yes.”)

  2. If we gave you the databases, could you in the next 30 days develop these Prospects’ top 2 to 3 Owners/managers’ emails…? (He and his V.P. of Business Development – both – said “Yes.”)

  3. If we developed about “20 catchy Blast emails for your organization,” for you to send to these 150+ Prospects – on the 1st and 3rd Wednesday of every month, can you come-up with another 20-30 more for your company…?  (He and his V.P. of Business Development – both – said “Yes, they thought they could.”)

  4. Here's my promise:

“If you send one blast Email, every 1st and 3rd Wednesday, to 150+ Prospects, you’ll start to receive - at least one serious inquiry a week, that turns a Prospect – into – a Customer……within three months of your starting your Blast Emails (short messages, explaining your capabilities, and your unique culture, that make you who you are to customers who love you)….!”


SUMMARY:

You don’t necessarily need a new, full-time Sales Rep…You do, however need….. A Closer.”

 

Last week I had lunch with a CEO, who thinks he might want his V.P.,  who’s a very bright, experienced, trusted employee – to represent him in our CEO Peer Group. Their revenues are $7 million, and profitability exceeds 10%.

 

However, they have 8 Inside Sales Reps…and NO Outside Sales Reps.

 

His words at lunch were…”What we needed….was a Closer.”

 

Just a coincidence…?

 

I don’t think so.

 

“….I’m convinced that about half of what separates successful entrepreneurs from the non-successful ones… is pure perseverance….”….Steve Jobs

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