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Posts Tagged ‘find new dealers’



Important Social Media Marketing Stats for Distributors and Manufacturers


Posted on: January 12th, 2012 by joe No Comments

It looks like 2012 is going to be another big year for social media marketing.

According to a report from eMarketer, companies are going to be investing even more money in social media marketing in 2012.  Just take a look at the graph below.

eMarketer graph

In the next three years, companies will be investing a good portion of their digital marketing budgets into social media.  That’s because social media is a low-cost, highly effective marketing channel.

If you don’t believe us, take a look at these “Examples of Corporate Social Media in Action” from Mashable.

The point is social media marketing is becoming an important marketing channel for distributors and manufacturers worldwide.  If you’re still ignoring social media, you’re missing out on finding new customers as well as finding new dealers to sell the products that you make.

It’s time to get off the sidelines and start using Facebook, LinkedIn and other social media channels to grow your business.

If you already have a social media marketing plan that’s not performing well, we recommend doing a social media performance review with social media marketing experts like Right On – No Bull Marketing.

We’ve helped lots of companies use social media to increase customer traffic and boost sales. To learn more how we can help you with your social media marketing, call us today at 602-412-3168 or visit the Right On – No Bull Marketing Contact Page.

 




How to Network Your Way to More Channel Partner Sales


Posted on: January 5th, 2012 by joe No Comments

Networking is a great way to find new dealers so you can increase dealer network sales.  But there’s one big problem.

If you’re not good at networking, you’re going to be wasting your time at trade shows, industry events and meetings.  And unfortunately … many of us are not great at networking.

If you want to improve your networking skills, here are some very important tips that you should follow.

1. Realize It’s Not About You or Your Business – People who are good at networking realize it’s not about them.  It’s about helping others solve problems.  Keep this in mind when you are networking.

2. Ask Questions – As you’re talking with potential channel partners, ask them questions that will give you an idea of the problems they are facing.  This will help you better understand how to help them.

3. Listen and Remember – It’s very important to listen and remember when networking.  People appreciate when you remember things from past conversations.  This will help to strength your relationship with potential channel partners.

4. Have Goals – If you’re going to a trade show or an industry event, set a goal on how many people you want to talk with.  Do a little research ahead of time to see who is attending an event.  You may even want to set up pre-schedule appointments, especially at big events.

5. Know How to Close a Conversation – It’s important to end a conversation on a high note when networking.  If you don’t have a meeting with them, don’t monopolize their time.  Share your business card and be sure to end the conversation with a firm handshake and a smile.

If you follow these tips, you’ll be on your way to drastically improving your networking skills.

At Right On – No Bull Marketing, we can help you increase channel partner sales through our expert best practices consulting and our channel partner sales growth programs.  To learn more, call 602-412-3168.

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How To Write A Slam Dunk Sales Proposal


Posted on: November 30th, 2011 by joe No Comments

ReportA well-written sales proposal can make the difference between success and failure.

If you want to write a great sales proposal that will affect your bottom line, you need to follow the tips below.

You’ll discover the proper structure in developing a winning proposal.

  • Background: When creating a background, you really want to provide a complete overview.  Discuss your business goals.  When explaining the background, you want to be clear and to the point.  It should be very easy to understand.
  • Plan: In this area, you really want to discuss how to fix thing and address problems.  Define what success means.  You’ll also want to explain how you will measure success.  Many people forget this last step.  It’s very important to outline how to measure positive results.
  • Approach: With approach, you want to explain how you will carry out the plan.  This is the place to outline who, what where, when and how it will be implemented.  Be very detailed.  However, be sure to clearly detail everything.
  • Requirements: In the requirements section, you really want to outline what it takes to be successful.  Provide a list of all the resources and tools that are necessary for success.
  • Schedule: Here, you’ll want to place your plan on the calendar.  Highlight important dates.  Be sure to make it very easy for everyone to follow.  Charts help to organize workflow and deadlines.
  • Money: When pricing out your plan, be realistic.  Here is the place you’ll want to price out work as well as set a payment schedule.  You want to be very clear and precise in this area.  People will really go over this section with a fine tooth comb.
  • Benefits: Here’s where you discuss the benefits of this proposal.  You’ll want to justify the costs that you present your proposal in this section.  When thinking of benefits, think in terms of the customer, not yourself.

These are all very important points to follow.  Make sure to have several people read over the proposal to make sure that it makes sense.

At Right On – No Bull Marketing, we are channel partner sales growth experts.  We know how to help you find new dealers for your channel partner program.

For more great tips, be sure to read other postings on the Right On – No Bull Marketing Blog and sign up for our newsletter.

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Reasons No One Returns Your Calls


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

PhoneIf you’re a distributor or manufacturer, you’ve probably had some times where it’s been difficult to get your channel partners to return your calls.

It’s not uncommon.

The Sales Machine recently had an excellent blog post on the Top 3 Ways to Get Your Phone Calls Returned.  There’s a lot of valuable information to get those channel partners on the line.

Here’s the gist.  In order to get people on the phone, the Sales Machine recommends:

  1. Tell the person exactly what you want in the message.
  2. Provide deadlines on when actions need to be done.
  3. Provide consequences if deadlines aren’t met.

It’s important to note that in most cases channel partners are not avoiding your calls. They’re most likely busy running the day-to-day operations of their business.  It’s nothing personal.

It’s up to you to get them to return your call.  When leaving a message via email or voicemail, it’s important to:

  • Be Concise – Don’t talk around the subject.  Get straight to the point.  Start with the most important information first.

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  • Show Respect – When the Sales Machine says provide consequences, they don’t mean threats.  Just tell it like it is.  Here’s an example: Your shipment won’t be sent if we do not receive confirmation by this date.

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  • Don’t Pester Them – If you’ve provided a good, clear message that has deadlines in it, don’t constantly pester them.  One or two follow up calls is not bad.  Three or four follow up calls is bad.

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  • Don’t Forget Contact Info – It doesn’t hurt to provide a phone number or an email address where they can reach you.  You’ll get a response faster.

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Following these tips will help you get your channel partners to return your calls.

At Right On – No Bull Marketing, we provide channel partner sales growth consulting services.  We’ll help you find new dealers and teach your current channel partners how to increase sales.

To learn more, call us today at 602-412-3168 or visit the Right On – No Bull Marketing Contact Page.

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Ways To Fine Tune Your Lead Generation Process


Posted on: October 3rd, 2011 by joe No Comments

If there’s one thing that just about every manufacturer and distributor needs, it’s help improving their lead generation process.

To help you out, here are five of the most important tips on how to fine-tune your lead generation process!

1. Start with Most Effective Methods First – Cold calling should be a last resort.  There are so many other more effective ways of generating leads such as:

Use these options before cold calling.  You’ll save a lot of time and money if you go with the easy ones first.

2.  Don’t Get Caught Up with Opportunities – So many businesses get caught up with potential prospects.  They pump serious money into trying to turn that prospect into a customer, but it never happens.  Take a realistic look at all of your prospects to see if they have the potential to become paying customers.

3.  It’s Quality, Not Quantity – We kind of alluded to this in the previous point.  It doesn’t matter if you have 10 or 100 prospects.  What matters is that you have quality leads that can eventually turn into paying customers.  In the end, that’s all that matters.

4.  Know Your Customers – If you want to get tons of customers, you need to know their wants and needs.  This will help you determine if you’re getting the right types of leads.  Create a profile for your typical customer.  This will help you to find more qualified leads.

5.  Measure, Measure, Measure – Throughout the lead generation process, be sure to measure your results.  This will help to determine the effectiveness of your sales team’s lead generation efforts.

Following these five tips will help you generate more qualified leads and get more sales.

At Right On – No Bull Marketing, we help distributors and manufacturers increase dealer network sales.

Distributors and manufacturers trust us for our expert knowledge and experience in helping them find new dealers and other business growth opportunities.

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

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