Larson's sales & marketing blog

In bringing in new customers you need to move away from thinking like you are in charge of your message. With the advent of Social Media Marketing you need to engage your prospects. If they don’t like it, you had better not like it.

So what is a poor marketer to do?

Ask yourself a few important questions:

1) What are you trying to say about your product or service that will help to influence the customer to buy from you and not your competition?

2) Can you help customers identify which of your products or services will fit their special needs?

3) In what way can you address unseen objectives that might stop the sales process?

4) Are there others out there in your network that can justify and validate your product or service?

5) What will keep you at the top of your customers mind as they go through the sales process?

6) In the fast paced world of today will let you gain customer loyalty

7) Keep your basic message consistent. Nothing ruins a good marketing campaign more than inconsistency. You might be tired of your message but for most of your target it is new.

Larson Notes & Satire:  Can your marketing program cut the mustard? Keep a clear message that moves with the customer in ways they need, not you. You don’t count.

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?

Try our ghost blog writing service!

Howard Larson

Larson & Associates, a Division of US Telemarketing Group LLC

Target Marketing & Telesales Professionals for new account acquisition

Making good businesses great and great businesses even better

847-991-0488

howard@larsonassociates.ws

http://www.larsonassociates.ws

http://larsonassociates.blogspot.com

http://www.facebook.com/LarsonAndAssociatesFans

http://member.merchantcircle.com/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Tags: Sales · Telemarketing · Telesales · Cold · Calling · Lea

In today’s world of lead generation you need to take a hard look at how you are generating interest in your company. As dumb as it is, you might be surprised to find that some prospects are prompted to consider using you thru twitter posts, let alone longer blogs or facebook fan pages.

As a B2B marketer I spent my time, aside from dong active lead gen, trying to figure out how a person (or company) makes a buying decision. Perhaps Hank Trisler said it best when he said “People buy on emotion and justify with facts.”

Larson Notes & Satire:  I spend alto of time posting my successes. Why? Because if you are in a similar industry where I have had success and I post about it, you might start thinking, mmmmmmm they did it for XYZ Company, maybe they can do it for me.

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?
Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Tags: Telemarketing · Telesales · Cold · Calling · Lead · Gen

When looking over the potential of your company’s expansion never assume that a brand or company with higher awareness and exposure than yours is already under consideration.

You might need to identify various audience segments and cross them off your leads list but in doing so you need to better understand when and where marketing functions can play a stronger nurturing roll in new account acquisition.

In a report from McKinsey & Company it seems that the number of companies that come under consideration during an active evaluation for service expands rather than narrows as companies look for the best possibilities for what they really need. This change in thinking behavior from what was relevant even 2 years ago shows and creates a tremendous opportunity for marketers by allowing them (or you) the opportunity of more touch points to influence the all mighty customer.

Larson Notes & Satire:  So yes you have more and greater opportunity to get new customers but remember you also have new and greater ways to lose customers. And remember it is easier to keep a customer that it is to go out and get a new one. Keep your defenses up high and controlling and keeping what you got, so you don’t have to get twice as many new accounts.

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?
Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Tags: Sales · Telemarketing · Telesales · Cold · Calling · Lea

14 stats that mattered most for media and marketing in 2011.

1.) 50 million -- The big number from the Census everyone was talking about was the number of Hispanics, which crested this milestone for the first time. Later the Census and the New York Times found that even more people in the U.S. (51 million) are at or near the poverty line.

2.) 50% +1 -- Sometime this year the children being born in the U.S. tipped to majority-minority, according to Brookings Institute demographer William Frey. It'll take the population as a whole decades before the white population is not the majority, but the newborns are there now. Diversity marketing is in for a makeover.

3.) Half of kids under 8 (and 40% of 2- to 4-year-olds) have access to a smartphone, iPad or some other mobile media device.

4.) In October 2011 Facebookers in the U.S. spent 136,000 aggregate years on the site, according to Comscore. That's more time than… well, all of recorded history.

5.) The U.S. added just 11.2 million households between 2000 and 2010, the -- slowest household formation rate we've seen in a long time. This impacts industries like construction and any sort of household goods and services and is helping to keep the recovery slow.

6.) When asked all the reasons they subscribe to a local paper, 85% said local news, but nearly four in 10 said "habit," according to the Ad Age/Ipsos Observer American Consumer Survey.

7.) Nuclear families account for just one-fifth of all households but more than one-third (34%) of total consumer spending. Nationwide there are 1.3 million fewer of them in 2010 than there were in 2000.

8.) One in three consumers can't afford your product: The 2011 Discretionary Spend Report from Experian Simmons finds 34.5% of households have less than $7,000 to spend on non-essential goods. Just over half have less than $10,000 to spend on entertainment, education, personal care, clothing, furniture and more.

9.) How big is big? The big four agency holding companies have nearly twice the revenue of the next largest 46, $40.1 billion to $21.5 billion.

10.) Don't count out old media. Fifty-seven percent of millennials indicated in a study from OMD that TV was the first way they hear about products and services.

11.) Is this surprisingly low, or high? In a survey from Insight Express' Digital, 56% of mobile users admit to using their phones to text, call, etc. while on the throne.

12.) For the first time in American history there are now a million more females than males college graduates, according to the Census.

13.) In 2011: The twin birthrate is up 76% since 1980, reaching a new record of 33.2 per 1,000 in 2009

14.) The non-U.S. portion of P&G's measured-ad spending rocketed to 71% last year from 22% in 1986. Sixty-three percent of the company's revenue came from outside the U.S. in the year ended June 2011.

Larson Notes & Satire:  What does all this mean to you? Look it over again. Where does your service or product fit in to the grand scheme of things?  Who do you sell to? Do you need to add Spanish to your company’s way of doing business? Would a 6 year old want to buy and if they tied how are you going to handle that? Do you take a new look at old media I.e. TV as a marketing tool? Do I hear cable? Should you be looking at selling overseas and does China fit or India? Selling to the “minority market? If so, which one?

Again what does this all mean to you and your company?

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?
Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Tags: Lead · Gen · Generation · Telemarketing · Telesal

Think about it. Why did you buy the last product or service you bought?

Two things come to mind with that question. First off you bought or purchased, you were not sold, and second you must have had a reason to buy or at the start of the sales process, you must have had a reason or need to buy or at least have a need.
 
Every successful salesperson I work with has a few impeccable traits. They don’t get greedy, they don’t sell to people that don’t have a need and they find either the pain of not buying or the reason or the gain of why the prospect should buy.

That need or gain or the pain of not in your opportunity is what makes you becoming the sales doctor you have become. What do you know about the industry you sell into that causes people the most pain and how can you become the Good Doctor?

Knowing this there is only really one more part to the equation you need to keep doing and that is finding more people to talk to about helping them.

Larson Notes & Satire:  Most sales people I talk to, do not like to do what I like to do, that is COLD CALLing people that they have never ever talked to before. But ask yourself, how are you going to sell more of what you sell if you don’t get yourself in front of more people who have a deep need for what you got to sell?

We find that more and more sales people who what to be the good Sales Doctor want a leads company to get them in the door so they can to their “thing”. How ‘bout you?

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?
Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Tags: Sales · Telemarketing · Telesales · Cold · Calling · Lea