Posts Tagged: sales

Make Communicating With You Easier

Written by William G. Handlos, P.E. Your company expends a high cost to acquire leads.  Presto’s cost to create a lead is estimated at $250 – $300 per qualified lead.  Think of that cost when your phone rings or you receive an email inquiry.  Leads are precious.  Treat leads well, so that they convert.  Treat leads poorly and they just may flip to a competitor. Have your contact info on each and every e-mail.  It is frustrating to receive email from “Bob” without all contact info at the signature line.  Make it easy to reach you.  Smart phones allow one click calling to phone numbers on email. Answer telephone calls and leave customers to voicemail only if absolutely necessary Customers are ready to buy when they’re ready to buy….you may miss your chance.  You must be present to win! Make it clear to your customer after hours calls are no problem They likely won’t use it, but it strengthens the relationship to know they can access you when they need you. Let them know that you are there for them…….anytime. Place your name and greeting on your voicemail so I know they know they have reached the right number.  No… Read more »

Content Marketing in the Geosynthetics World

Written by William G. Handlos, P.E. In the past, salesmen were hunters who would pursue customers with cold calls, emails and office visits to help them understand how problems could be solved with product line offerings. They would qualify opportunities, perform a needs analysis and pitch their value proposition to the identified decision maker. After the pitch, a price proposal would be made and if the solution was perceived a fit – negotiations would ensue and the job would be won or lost. The salesman controlled the buying process. If you haven’t noticed, there is a significant shift occurring in the sales process. Now, the customer does internet research and is well into the decision process before we even get the chance to meet them. Information that they find on websites, blogs, digital industry trade publications, and discussion boards about the products we offer supplies them content they use to form opinions and make decisions to either contact you….or to move on and continue their search,… perhaps with a competitor. The graphic below from Inboundsales.net says it all. We all have at our disposal – a matchmaking service called Google® (and others) that connect us in mere seconds. As a… Read more »