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Posts Tagged ‘Recession’

A Horse, My Kingdom for a Horse – Selling Value in a Recession

Article by Frank Hurtte

Join me as we journey back in time to our high school English Lit class. We are reading from William Shakespeare’s Richard the Third. It seems as though good King Richard was in a tough spot. Consequently, his perception of value had just taken a right turn. Minutes before he had castles, Knights, Ladies in Waiting and a pile of gold the size of Buckingham Palace, now he placed more value on a fast horse and a ticket out of town.

We’re in a Recession – hopefully it’s not a secret. Your customers, just like King Richard, find themselves at the business end of a double-edged sword. Their business is tracking downward and their banker is squeezing. Wouldn’t it make sense to consider that their perception of value might have changed too? Sales Managers must help their teams redefine their approach to customer value – quickly.

Commodity salespeople sell, the customer service folks enter orders and warehouse people ship product. But, knowledge-based distributors add that “fairy dust” we call value. This is a special value. It goes above and beyond the intrinsic worth of products and technology listed in catalogs. We all know – if the products “sold themselves”, the distribution channel would have gone caput sometime around 1998.

Now consider this: The changing economic landscape has changed the way our customers perceive value. We can either flounder in our efforts to swim against the current of change, or we can harness the power. Let’s drill into this.

During times of economic expansion customers place highest value on the ideas you present which drives growth. For example, if your idea allows them to increase the outflow of products by 4-5% – you have contributed great value. But as the fluctuation trends downward, things change. The highest value shifts from growth to cost reduction and avoidance. Further, customers’ adversity to risk takes a giant leap forward. Walk a mile in their shoes, taking a big risk in tough times can be career and/or company threatening.

If you will please note, I said they place the highest value. It doesn’t mean the other things loose their value, but the value changes. Let me illustrate this with a short story from America’s past. Families in covered wagons trekked across the great wilderness with all their worldly possessions loaded aboard. When the mountains turned to desert they were faced with a choice – grandma’s piano or a couple extra barrels of water. And while that fine musical instrument still had value – for the next 300 miles water shifted to a higher value. Today’s economic situation has put some companies into a similar mode with cash flow. They want to hold on to more of it for longer periods. Align your value statement with this thought and the force of nature work with you.

Now here’s the rub. All too many distributor organizations have taken a circle the wagon approach (pardon the continuation of my Conestoga analogy). They push their sales team to do more of the same. First, they hesitated to teach their team how to measure and record real value. Now, they continue forward pushing the same products with increasingly poor results. And, they chalk it up to the economy.

Let me implore you. No, let me beg you. Take time at your sales meetings to discuss value – customer value. Not just value as some obscure term. Discuss value in the most meaningful of terms – that 5,000 year old metric of value – Money. The companies who use these times to build, measure and report back the value they provide will be the winners when things get back to normal.

Before I sign off,If you assume your customer contacts already understand your value, you are terribly mistaken. Report after report (from the folks who track our customers) indicate, our customer’s management team has the same problem we do: their people don’t understand financial drivers. Your company’s sales team needs to lead the way and help customers connect the dots.

About the Author

Frank E. Hurtte Jr. founder of River Heights Consulting, brings 28 years of distribution industry experience and a lifetime in sales. Upon founding River Heights Consulting, Frank has put his broad range of experience to work helping others with Sales, Marketing and Distribution based issues. Pick up a copy of his book, Telesales Prospecting for Industrial Distribution or visit him at http://www.riverheightsconsulting.com

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Telemarketing Lists Give Your Profits a Boost, Even in a Recession

Article by Wendy Moyer

With the unemployment rate above 10% and new home sales dropping, it looks like the economy is heading for even more challenging times. At the beginning of 2010, Paul Krugman, a Nobel prize winning economist, said that there’s a thirty to forty percent chance that the economy will dip into a recession come the second half of the year.

Many other economists believe that if the US is not in a full blown recession, a slowdown is pretty much inevitable.

The big question is, “What are you going to do about it?”

If you’re a business owner your company will have to make money through good times or bad. Otherwise it will be just a footnote in history.

Because business budgets are tight, now may not be the time to experiment with the newest fad on the horizon. Doesn’t it make sense to go with a tried and true method that has been making companies profitable for most of the last century? If your answer is “yes” (and, pardon my enthusiasm, but it should be a resounding “YES!”), then you will want to take a good, hard look at how telemarketing lists can improve your company’s bottom line.

That’s because the right telemarketing list can increase sales and help your business grow.

A telemarketing list is a lead generation tool. It puts you in direct contact with the people that are most likely to have an interest in your products or services. Sales campaigns can be designed to promote the benefits of what your sales team is selling to people who have previously bought a similar product.

Telemarketing lists can be extremely effective because they give you immediate input as to your customer’s interest in your offer.

Why can it be so darn effective? Because you’re talking with them directly. You don’t have to wait for snail mail or email responses.

And using a list can be quite inexpensive because the only significant costs are the phone bill, the man-hours worked, and the cost of the list.

Because many people would like to touch and feel a product before buying it or meet the people offering a service before going ahead, most successful telemarketing companies use their telemarketing lists primarily to introduce their business to potential prospects. Often their major goal is to schedule an appointment rather than making a sale.

However, if you want to multiply the effect of your telemarketing list, why not take a double barrel approach? Combine your telemarketing campaign with a direct mail marketing campaign and you will be appealing to your prospects through both sight and sound. It can be a great one-two punch.

About the Author

And for more information about telemarketing lists go to http://www.martinworldwide.net/index.php Wendy Moyer is a professional journalist.

Why Is Article Marketing So Effective In Todays Recession?

Article by Andrew G. Newton

Associate marketing is lone of the preeminent ways to start making money online. You make sure of not need a mess position otherwise your own manufactured goods. You are promotion someone else’s manufactured goods and getting paid a commission on all garage sale.

Thumbs down list otherwise customer service to apprehension just about. You in the past few minutes concentrate on marketing and driving besieged traffic to the manufactured goods you are promotion.

I beg your pardon? I mean by besieged traffic, is traffic with the intention of is looking in support of your manufactured goods otherwise type of manufactured goods happening your niche. This traffic gives you a much better fate of converting this visitor into a paying customer.

This all sounds so straightforward, but 95% of all associate marketers fail. I believe the rationalize in support of this failure is with the intention of thumbs down lone teaches them the correct way to befall unbeaten being an associate.

I was having this same challenge as I came across this ebook by Eric Rockefeller called Affiliates Undercover A Clickbank Killer. The ebook merely expenditure .97 so I purchased the tome and began performance.

Subsequently completing the 60 leaf ebook, I realized with the intention of not merely did Eric’s methods go to work but he was able to teach his methods. He takes you by the tender and walks you through all method step by step screening you exactly I beg your pardon? To make sure of. Right away I be inflicted with a drawing otherwise stencil to refer to in support of all and each manufactured goods with the intention of I promote. I in the past few minutes track the steps with the intention of he layed dated. It does not topic I beg your pardon? Manufactured goods you are difficult to promote, it facility in support of a few niche.

If you are in the past few minutes early dated otherwise are having a cruel moment, at that time having a drawing gives you direction on everywhere to start. You make sure of not be inflicted with to atrophy your moment and money on hard dated assured methods to pay a visit to if they go to work. Your drawing has prearranged you methods with the intention of make sure of go to work.

All needs help along here path to accomplishment. Notice with the intention of person who you trust, has already had accomplishment online and track their indication. Associate marketing is not intellect surgery. Notice something with the intention of facility and have a shower, solution and say again. Create guaranteed to sign up in support of your mentor’s newsletter so he otherwise she can keep you up to appointment with changes with the intention of are leaving on with the internet.

About the Author

Article Marketing is the most effective way for massive income. http://www.massarticlecontrol.com/?hop=allday5

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