sundance-communications.com/forum Forums General General Telephone & Systems Information New Sales Person

Keep them coming

We've gone completely away from paid salesmen and started a marketing research program. Basically, I have my daughter using leads sheets and on-line leads like Bluebook and Construction wire. She makes the contacts, emails info after the initial contact and sets appointments. Anything under $10K she gets one of our more personable technicians to go out with her and they do the presentation. They make a big issues of the fact that they are technical - not sales people. We spend a great deal of training time on how to build relationships. First thing on every sales call is get the relationship built as quick as possible. That might get its start by commenting on as simple as " I'm Lauren. My dad owns the company." That might sound corny but most people respond very positively when you open up a little and show a human side. The close rate on these has been really good.

On everything over $10K, she gets me and a technician in front of the contact. Instead of having a paid salesman who might close 1 in 10 if he does a good job, we're closing more sales than we ever have in the history of my company. My technicians also enjoy being able to have a larger part in growing the company. They appreciate the confidence I show in them in front of the potential customer.

We had a great year last year and that was the first year we did the new program and eliminated paid salesmen.

MArk

I like that idea.
Keep them coming.

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Thanks

Just received a PM, and hit delete too quickly.
Please resend.
Thanks

Thanks for all the info. We are taking it under consideration.
Any additional help would be great.
IKen

Well this is Sunday and here in NY we are having the blizzard of the century. Just want to thank eveyone for all then insight you offered. Both posted and PM. Thanks again.
Ken

Mark you're way seems very interesting.

We have tried outside sales people for years with mixed results. Had one really good person, but they got into some inside trouble and we had to let him go.

The best thing I think that has come of our program is consistency. We're moving a number of systems each week and the cash flow has really benefitted.

Mark:

That's very similar to what we have been doing for about three years. The best thing about sending a seasoned and personable technician out is that they are also well-equipped for construction sites (hard hats, boots for mud, etc.). It's also great when their existing system is "dying" but the technician is able to fix something simple, like a dead CO line while he's there. Of course, there's no charge for this and "knock on wood", it has never backfired. The customer appreciates this attention that we took to give a professional survey and we bought them a little bit of time so they don't rush into doing something they will regret.

Using this program, we only have one sales rep and most of what she does, she does from home via phone and e-mail. Talk about a huge savings for the customer and for us. This knocks 10% off and everyone walks away happy!