How to turn a “Target” into a customer

December 30, 2012 Selling Comments Off on How to turn a “Target” into a customer

So how do we turn a “Target” into a customer? While there is no “Magic Method”, there is no substitute for hard work focused on the objective.

The objective is clear; there is a list so the end game is focused. Keeping the end game in focus is difficult because day to day business gets in the way of making progress penetrating the “Targets.” Both the sales people and management must keep the focus on the proactively develop “Targets. Failure is guaranteed if focus is lost.

Developing the “Targets” requires a combination of well designed and focused market communications, cold calls and follow up to secure appointments. Yes cold calls! There is no substitute for these steps used in concert, using one or two will not get the job done.

Again there is no magic. In today’s electronic media age there are many “magic methods” hyped as “The New Market Solution.” All these method miss the pivotal truth that people, in your market, buy from people not the internet, telemarketers, ads or direct mail. People buy from people they know, like and trust, so sales people must be the driving force! It is not easy but it can be and is done every day and we teach these methods every day!

We are having great success teaching and implementing these methods and our clients love it!