Superman Needs To Hide His Identity, Do You?

Part 1 of Cards - Cars - Cases

Simple Strategy Nets 47 Warm Prospects Every Week


Everyone understands by now that success and sales is a numbers game.
The more people who know about our company, the more people we cold call,
talk to and get in front of on demos, the more we sell.

The problem I see very often is that all of this talking to people thing
is piled squarely on the shoulders of only the sales people. And in today's world,
where people are inundated with ads and pitches all day long, it's very
difficult for the sales professional to be heard above all the other noise.

Solution: There are so many other creative ways to get your message out there.

Rather than relying on just your sales force, try out these simple yet powerful
marketing avenues that remain untapped (at least in my town...which is great for me!) so please, don't tell anyone else about this stuff!

Cards:Business Cards

Typically, technicians are given business cards when they start. However, most of the time they never leave the box they came in. Maybe a tech will leave one when he calls on a customer who was not in when he arrived to perform the service that they called for. But that's just about the only time.

Ideally, every tech would have a card listing all the sales and service functions your company provides. It should also list some reason why the person who gets your card should call you NOW!. (for a new customer discount, to get a newsletter or special report, to get a gift card for future purchase, to be directed to a website promo, etc.) Unless they can get something right now for free, chances are your card
will get lost forever and you will have missed a great opportunity.

If each tech then gave away one or two cards to current customers who aren't familiar with every service your company provides (with turn-over, you'd be surprised how many customers know very little about you, or wear blinders and see your company as one dimensional (ie. you fix copiers, or service printers, or repair fax machines)).

You can potentially double or triple the amount of business you do each year by having the technicians pass out business cards which contain an immediately redeemable benefit for the recipient.

Plus if they just stopped at two other offices when they are in a complex and introduced a new customer -think of how easily your business could expand. It would take no time to do this. A simple dialog, "Hello, I was in the building helping one of your neighbors, (name them), and I just wanted to offer our services to you if you are ever in need. (it makes the customer wonder, hopefully ask, "What do you do?" which is the perfect opportunity to introduce yourself and offer your card, saying,
"You can keep my card for future reference".

5 service calls/day x 2 cards left x 5 days/wk = 50 new prospects reached each week
O'k, maybe he can't do two each time, so say he only leaves 47. That's 47 new prospect you reached each week at virtually no cost. Over 2500 warm new prospects each year...how would you like to play those number games?

Even if they gave their card to the same prospect several times per year...do you think repetition would hurt or reinforce your company's name? How many new customers /sales would you expect to get from 2500+ prospects? 10? 25? 50? 100?

Could you increase your conversion if your tech gave you the name of the place where he dropped his card? Maybe it's simple for him because while he's there he picks up one of their business cards. Or he jots the names down on his service call slip or mileage expense sheet so that sales could follow up. Sales calls to say" Hello, one of my service technicians told me you were a neighbor to one of my good customers,
(name names) and that you might also benefit from the service we provide...etc., etc..

Yes, yes, I know...techs will resist. It will then be up to you depending on your style...will you motivate them with the carrot...or the stick?

I'm partial to the carrot (because I myself am motivated by the $$$) and am more than happy to share the pie with those who bring results...but if you're the leader, for heavens sake lead! If you're the boss, boss. Get it done and get out the whiners.

Tomorrow: Part 2 The Car That Drives Customers to Your Business...for just pennies a day!