Since the economy turned, many equipment leasing companies have changed marketing strategies. But most companies are still trying to figure out what’s best. If you are one of these equipment leasing companies, there may be great opportunities in niche targeting. Read Full Article
- Volume- How many good contacts can I retrieve from this system?
- Completeness – can I get every field I want?
- Accuracy – is the contact information correct?).
“…This case study asked 10 well known BtoB data vendors to report how many contacts they had within 10 chosen industries (by SIC). They also asked whether they code firms with NAICS. Finally, it asked the vendors to report the number of complete contacts, “complete” meaning that the record included the full name, address, title, phone, fax and email. Download Email Marketing List Vendor Comparison
…The removal question efficiently ‘removes’ the issue at hand and asks the client her thoughts based on that scenario. Suppose a prospect says, “It’s really great, but it’s just not in our budget.” You reply:
“Fair enough, Brandi. Let me ask, if budget was not an issue, would you proceed with the proposal as outlined?”
If Brandi says yes, then you can negotiate or come up with terms or arrange financing because her objection is not a smokescreen but the real thing. If she says, “Well, ya, but I am also a little concerned about the maintenance program,” you’ve discovered that it’s not a budgetary issue or that budget is only part of a number of issues.
Suppose the client says, “Well, I have to go to the buying group on this one.” You say, “I understand. Steve, suppose there wasn’t a buying group, what would be your decision?” By removing the objection, you can determine if Steve’s on board or not. Either way, you are well on the way to handling the client’s issue. read full article
-”At age 16, Michael Dell followed the KISS (Keep It Simple, Stupid) Principle to identify those most likely to purchase a subscription to The Houston Post (newlyweds and those who were moving into a new home), he enlisted the assistance of schoolmates to obtain the names and addresses of prime prospects from public sources, and then mailed a customized letter to them. Thousands of subscriptions were sold that year. He earned $18,000.
Who buys what I sell? Why? What is the best way to identify them? What is the best way to contact them? (Certainly not door-to-door) How can they help me to reach others who are also prospects? Obviously, $18-thousand is substantially less than $18-billion but what is most important is the fact that essentially the same strategies achieved both totals.” read more here