Issue link: https://docs.hic.us/i/403552
So how do you get the Sales Process started? Who should you target as your customer? Start with what's familiar to you. Selling doesn't have to be confined to specialized groups and organizations. It should also include everyday acquaintances. Focus on dealing with people you know, since you already have a relationship established. Take a moment and write down the names of everyone you can think of from school, church, organizations and associations. (Also include friends, neighbors, and relatives.) You should end up with several hundred names on your list. Now divide it into the following groups: High Potential, Modest Potential, and Low Potential. For those who are on the High Potential list, send a personalized letter, then call to follow up within 5 days of sending. For those who are on the Modest Potential list, send a letter. Wait two weeks and send another letter as a reminder. Then, follow up with a phone call. This leaves the leads in the Low Potential Group. Obviously, they probably won't lead to much in the way of business, so don't expend too much time or effort on them. In fact, after a careful review, you might want to delete these names from your list. Once you have a list of potential customers, it's time to prepare for the next step, the sales presentation. I.GETTING YOUR FOOT IN THE DOOR. One of the toughest things to do is get "your foot in the door". Blindly calling up and asking for the person in charge of purchasing apparel probably won't get you too far. Thus, its important to develop a plan before you make the initial approach. A. LEARN WHAT THE COMPANY DOES. This type of information will give you an opportunity to assess the needs of the potential client. You can also impress the customer if you exhibit knowledge about their organization. Things to consider are: 1. What do they produce? 2. How many employees? 3. Types of work positions? 4. How many locations? B. DETERMINE POTENTIAL NEEDS OF THE COMPANY Most large corporations have plenty of needs for embroidered products, but just don't realize it. Using your research data, generate a list of possible uses for imprinted apparel by the target client. Armed with this information, you should be able to catch their attention and create an interest where none existed. Corporate Product Needs Uniforms www.hsi.us care@hsi.us 128