PROMOTE, POSITION, PUBLISH – THE KEY TO ATTRACT BUSINESS
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Imagine being flooded with phone calls and emails from hot prospects requesting information on your products and services. Top performers have a philosophy that works. "Don't make cold calls - attract warm calls." By positioning yourself strategically as "the expert" in your area you can differentiate yourself and attract more business with less effort. In fact, why not clone your best customers and create more of them!
Most customers prefer to buy from someone they feel understands their particular business and industry challenges. By infiltrating key target markets and positioning yourself as "the expert" you can achieve celebrity status in your niche. To do this simply ask your best customers and prospects three key questions:
- What professional industry organization do you belong to?
- What industry magazines, journals or newsletters do you read?
- Would you be willing to help me by guiding me on how I can join, attend or speak at your association meeting and submit an article for your industry publication?
I remember advising Mark, a sales rep I met three years ago after I spoke at his annual sales meeting. He excitedly called me a year later to share his success. At the time he was struggling selling advertising space for a newspaper. As I suggested, he went back to three of his best customers and asked the above three questions. One of his customers was a printer and suggested he get involved with his state printing association. Mark joined the association, attended the meetings, spoke at one meeting and wrote a series of mini-articles in their newsletter on how to promote your printing business. The articles generated interest in his services and positioned him as an expert. Now he is enjoying his celebrity status in the printing industry and looking to repeat his success in another industry niche.
So what are you waiting for? It's easy to get an article published in an industry journal. Just call up the editor to discuss your idea, get commitment and then write the article. This will not only give you credibility and exposure, but can reduce or eliminate your advertising budget. To get your phone ringing -- get visible, get published and position yourself as an expert.
SALES TOOLS/TRAINING -To learn more, order Winning Sales Strategies of Top Performers an audio CD filled with sales tips at http://www.barbara-sanfilippo.com/products.htm . For training: www.RomanoSanfilippo.com
RENT-A-COACH – I am available for private telecoaching to help you improve your sales, increase business, be a better sales manager or achieve your life goals.
Visit: www.Barbara-Sanfilippo.com/coaching.htm .
“My business has grown 35% thanks to the sales plan we created. Three key industry magazines have published my articles and I'm working on my first book. Your telecoaching program is great and I recommend it highly.”
C. Katlin, Marketing consultant
COMING TO YOUR AREA - Let's do a special program and save on discounted
fees and prorated expenses when I'm already in your region. Perhaps a sales rally, customer service program, management retreat or training program. Invite other firms to participate and split the cost. Email your preferred dates, program ideas, audience and objectives to: Barb@RomanoSanfilippo.com . Following is my schedule for the coming months:
June 8-10 Utah, Colorado, No. Calif., Oregon
July 14-16 Illinois, Indiana, Ohio, Wisconsin
August 3-5 Washington, Oregon, Minnesota, Iowa
August 10-12 New Jersey, Wash. DC, Penn. Maryland,
August 24-26 Tennessee, Kansas, Kentucky
Sept. 14-16 Texas, Arkansas, Missouri, Louisiana
Sept. 21-24 Ohio, Indiana, Illinois, Florida,
Sept. 28-29 Hawaii
Refer Three Friends and Get a Free Customer Service Book
If you like what you are reading here, pass this on to your friends and associates. If you give me five contacts with name and email addresses, I will send you a copy of my Goldmine Customer Service E-book, a $39.95 value filled with gold customer service ideas from numerous authors. Be sure to notify your associates that you have signed them up for my E-tips by copying them on the email to me. Simply email the names and emails to me at: Barb@RomanoSanfilippo.com .
Reprint Permission – granted in part or whole when
the following credit appears: “Reprinted with permission from Barbara
Sanfilippo's Make It Happen! newsletter." (Copyright, 2007 www.Barbara-Sanfilippo.com
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Thanks and see you soon!
Barbara Sanfilippo
1-877-ISUCCEED .
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