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Posts Tagged ‘channel partner sales’



The Idiot’s Guide To Closing A Sale


Posted on: October 24th, 2011 by joe No Comments

If your channel partner sales are low, your channel partners may need a crash course in Selling 101.

Here are some tips that distributors and manufacturers can give their channel partners to increase dealer network sales.

  • Don’t Force The Sale – There’s an old phrase that you probably know.  Always Be Selling. Many salespeople live and die by this.  In the 21st Century this doesn’t work.  Customers don’t want to be pressured into buying.  It’s better to form  a long-term friendship with the customer.  It’s more profitable.

  • Stay Focused – A good salesperson knows when and how to close a sale.  They have the confidence and the know-how to close a sale at the right time.  This helps protect and build customer loyalty with your products.

  • Don’t Jump The Gun – Some salespeople get too anxious and try to close the sale too early.  Your channel partner’s sales staff should be trained to make sure customers are satisfied with the product. 

  • Be Concise – When ready to close a sale, the salesperson should be direct and concise.  You want to make sure that they are selling with confidence and energy.

To close sales, your channel partners are going to need support from your end.

Stay regularly involved with them.  Make sure they have the latest product information.  Also provide them with the tips that they need to sell more.

At Right On – No Bull Marketing, we provide channel partner sales consulting.   We help distributors and manufacturers increase channel partner sales a variety of ways through company newsletter services and more!

To learn how we can help you, contact us today at 602-412-3168 or visit the Right On – No Bull Marketing Contact Page.

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What Channel Partners Really Want


Posted on: October 17th, 2011 by joe No Comments

dollar signThe relationship between distributors and manufacturers and their channel partners is a give and take relationship.

Both groups need each other to be successful and profitable.

However, it’s sometimes difficult for these two groups to be on the same page.  Lack of communication and geographic distance usually plays a role.

For distributors and manufacturers, here is what your channel partners need so you both can be profitable.

1. Understand the Role You Provide – Obviously, you need to know the ins and outs of the products that you manufacture.  However, you need to take this to the next level.  You need to understand how your products help your channel partners and their customers.  This will help to create a more profitable relationship with your channel partners.

2. Know How to Make Your Channel Partners Profitable – Your channel partners aren’t looking for more information about your products.  They’re looking for ways to make more money.  The faster that you realize this, the better the relationship you’ll have with your channel partners.

3. Keep the Channel Partners Happy – Your channel partners want you to be personally committed to them.  They’ll want to receive shipments on time.  They’ll also want to be able to easily get in contact with you when necessary.  This is how you keep your channel partners happy.

4. Manage Your Team – On your end, it’s important to have sales staff organized and equipped to handle the wants and needs of existing and potential channel partners.  It’s critical to have them properly trained on the ins and outs of the products that you manufacture.  You’ll establish more profitable relationships that way.

5. Balance Interests – As a manufacturer, it’s your job to ensure that your relationship with your channel partners is mutually profitable.  It’s a tough balancing act.  But it’s an important one.  Always keep in mind the interests of your channel partners as well as your own.  It’s a give and take relationship.

At Right On – No Bull Marketing, we are channel partner sales growth experts.  To learn how we can help you, visit our Channel Partner Growth Services Page.  For any questions, contact us today at 602-412-3168 or visit the Right On – No Bull Marketing Contact Page.

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The 10 Commandments For Distributors & Manufacturers


Posted on: October 6th, 2011 by joe No Comments

10 CommandmentsCommandment I

You shall have a written business plan as well as a marketing plan.  Your business cannot survive without it.

Commandment II

You shall invest a good amount of time in lead generation because your business cannot survive without customers.

Commandment III

You shall provide customers with a good reason to buy your products and services over the competition.

Commandment IV

You shall learn how to hire good workers and train them to do their very best.

Commandment V

You shall treat employees fairly because they are the ones that help you achieve success.

Commandment VI

You shall not waste money.  You must make sure you are getting a return on all of your investments.

Commandment VII

You shall regularly take the time to measure and test for better results.

Commandment VIII

You shall make calculated decisions based on data.  It’s better than relying on personal opinion or “gut instinct.”

Commandment IX

You shall not waste time and put off tough issues.  Procrastination hurts your business in the long run.

Commandment X

You shall enjoy your job and make money.  Work should be fun and profitable.  Always keep that in the back of your mind.  We work to live great lives!

Follow these commandments and you’ll be on your way to a better life with more wealth and happiness!

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How And Why To Get Those Lost Customers Back


Posted on: August 26th, 2011 by admin No Comments

Lost CustomersYou always want to make an honest effort to get back those lost customers.

Sure, you may tell yourself that you don’t need them.  But here’s the reality … you really need them if you want to grow your business.

Just take a look at the numbers…

  • Selling to existing customers has a 70 percent success rate
  • Recovering lost customers has a 20-30 percent success rate
  • Prospecting for new customers has a 5 percent success rate

Let’s say this again: Prospecting for new customers only has a 5 percent success rate! You’re going to be a lot more successful if you recover those lost customers and add them to your existing customer base.

How To Recover Lost Customers

To get those customers back, the first thing you’re going to need to do is find out why they left.

Most sales mangers think the customers left because of pricing or because the client needed a change.  They’re all wrong!

Here are the true top four reasons why most customers and clients leave:

  1. Terrible customer Service
  2. Poor quality/defective products
  3. Pricing
  4. Needed a change

The top two reasons account for 75 percent of customers leaving.

Handing out discounts isn’t going to cut it, especially if they left due to poor customer service or a product issue.

What you’re going to need to do is have the courage and humility to “just ask” them why they left.

Be prepared for an unpleasant response.  You’ll probably wish you were at the dentist or at the DMV, but it will do your business a lot of good to hear what the customer has to say.

Once you hear them out, you need to apologize and tell them how you’re going to improve the customer experience at your business.

Doing this is not as hard as you may think.  These customers came to you initially for a reason and may actually want to come back if they’re confident the issues have been resolved.

Start Growing Your Channel Partner Program Now!

At Right On – No Bull Marketing, we can help grow your channel partner programs.  We have the sales experience to teach your channel partners how to sell and market your products.

Our Business Partner 3.0 Program uses a web-based portal so you can stay relevant with all of your channel partners.  We supply them with the content (webinars, articles, blog posts) they need to learn how to sell more!

To learn more about our innovative Business Partner 3.0 Program, contact us today at (602) 412-3168.  To get more business boosting tips, visit the Right On – No Bull Marketing Blog and sign up for our free newsletter.  Also be sure to follow us on Facebook and LinkedIn for more business growth tips.

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Your Company Blog … How Do You Know If It’s Working?


Posted on: August 22nd, 2011 by admin No Comments

BloggingIt’s the million-dollar question that every manufacturer and distributor wants to know about their corporate blog.

So, how do I know if my blog is working and helping my business?

If you pay attention to the 10 points below, you should get a good idea on your blog’s performance.

1. Count Visits & Unique Visitors

It’s important to know the difference between visits and unique visitors.  Visits are the total number clicks on your blog during a designated period of time.  A unique visitor is a single person that visits your blog.  They may come to your blog several times over the course of a week or a month.  Unique visitors are only counted once.  Both of these are good indicators on your blog’s success.

2. Page Views

A page view is when a person looks at a specific posting on your blog.  You can tell a lot from page views.  You can see which content is popular with your customers.  Examining page views will help you to brainstorm content topics that will resonate with your customers and business partners.  You’ll see what blog content is working and what content is not.

Clock3. Time On Site

Time on site works hand in hand with page views.  This tells you how long a person spent on a specific blog post as well as your entire blog.  The longer the time spent … the better the post.  Time on site will help you to determine what content is popular on your blog.

4. RSS Feed & Email List Signup

When analyzing your blog, you’ll want to track RSS feed and email list subscriptions.  This is a good indicator on determining your blog’s success.  If people are subscribing to email and RSS feeds, it means that they value your content.  This is a great way to see if you’re building a following.

5. Call To Action

All blog posts should have some type of call to action.  A call to action can be signing up for an email newsletter, printing a coupon, etc.  The key is to track results.  You can do this by using a unique promo code with coupons.  The right content coupled with a great call to action on your blog can really boost sales.

6. Search Rankings

Is your blog’s content improving your search engine rankings?  All blog content should contain keywords with hyperlinks that point to your website’s most important pages.  If you notice a spike in your search rankings for certain keyword search phrases, it’s probably because of your blog.

7. Inbound Links

Take a look at how many sites are backlinking to your blog.  This is a good sign on the popularity of your blog and its influence.  By getting other blogs and website to link to your blog, you improve your search engine rankings in Google.  More people will find your blog this way.

8. Outbound Links

Having a number of links on your blog pointing to other people’s blog posts, articles and websites is also good for your blog.  This helps search engines like Google properly rank and index your blog postings so more people can find your posts.

9.  Community Engagement

Community engagement is another good indictor.  If you’ve got lots of people commenting on your content, it’s a good sign that your blog is a success.  It’s important to look at the quality of the comments.  You want to make sure the people commenting are prospective customers and business partners.

10.  Number of Social Media Shares

Facebook LogoKeep track of the number of Facebook “Likes” and “Shares” as well as the LinkedIn “Shares” and Tweets from Twitter.  If your blog doesn’t have any social media buttons, you need to add them.  This will help people to find and share your content on social networks.

Summary

Your content marketing strategy should be relying heavily on your blog to serve as an inbound marketing aid and a content hub.

Consequently, you’ll need to look at your blog’s metrics.  This helps to ensure that your blog is aligned with your online marketing strategy.

What blog metrics are you tracking and why? How do these relate to your marketing goals? Leave your comments below.

For more helpful tips, read other postings on the Right On – No Bull Marketing Blog.  Be sure to sign up for our monthly newsletter, which is full of tons of helpful tips for manufacturers and distributors.  Also follow us on Facebook and join in on some great discussions!

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