STIMULATE REPEAT sales for your Materials Handling business

I believe and many would agree that the most absolute exciting part of the Materials Handling business is about making the sale, specifically breaking into big accounts.  There's almost no better feeling.

While, new accounts are important for materials handling business, your existing customers are EVEN MORE IMPORTANT.  I know, it’s not as exciting as a BIG NEW account, but your customers are the lifeblood and this is most true when you are in MATERIALS HANDLING.

Your customer base is where you are getting the revenue to run your company. I know, after working and speaking with many Materials Handling businesses, I found that a database sometimes is not a reality.  It’s a pain because most of the database is sitting in your salesperson’s Outlook. 

There is a goldmine in your database!  Imagine the deals that are waiting to be had if you sold to just 10% of your existing customers that you’ve had over the 10 years!  With proper organization of your database, you can keep in touch with your customers, therefore protecting yourself from competitors stealing them away from you.

DON’T let the competition steal your business, but STIMULATE your REPEAT BUSINESS by taking the following 3 steps to getting your database started:

1. Download your sale rep’s data on a monthly basis (Name, Company, Email, Phone and Title would be ideal) 
2. Segment the list, starting with 1) Customers and 2)Prospects.  You can dive in deeper and further segment by type of customer: parts, sales, service, used and rentals.  You can do the same by type of customer, whether they are in the food business or healthcare industry.
3. Keep it updated.  Dedicate personnel to keep the information fresh by calling the customer and checking in from time to time.  Use this opportunity to:

a.       Check in to see how the customer is doing

b.      Take a quick survey on how you’re doing/ where you can improve

c.       And upsell… say “did you know that we also offering these entire warehousing systems/solutions?”

Khách Customers provides “done for you” marketing services, where we will help you put together your database, put together effective marketing campaigns to generate interest, increase sales and grow your business.  We have been in the materials handling industry for the past 45 years and have successfully sold and marketed to the food, freezer, cold store, pharmaceutical, food service, food manufacturing, beverage and similar industry.

 

We are here to help you Khach and Keep more Customers with focus on more sales revenue, growth and profits to your business.  If you are interested in learning more about Khach's marketing services, please contact us at 714-476-2887 or go to www.khachusa.com.

Materials Handling Marketing Secret #3 - TIMING IS EVERYTHING

A few weeks, we covered Secret #2: Cherry Picking And The Three Types Of Leads.

SECRET #3: TIMING IS EVERYTHING!
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You'll notice that Secret #3 is closely associated with Secret #1 (right message to right market at the right time).

 

 Many Materials Handling businesses forget one simple truth:
"People will buy when THEY'RE ready, not when you're ready to make a sale."  This means...you have to be in front of folks when they're ready to buy. In other words, you have to follow-up with them constantly! Because if you don't, someone else will land their business. 

Timing is essential...

In our Materials Handling Industry, its all about continuous follow-up or customers forget about you and someone else will land their business. You don't want to leave new business up to chance. But the one thing you control in this situation----staying in front of the prospect----is probably the single greatest challenge in your business.

The fact is, "follow-up" is a gut-wrenching, time-consuming, tedious and labor-intensive task that is almost impossible for the human mind to keep straight. So, even if you have a fantastic marketing program, a majority of leads go to waste because the "timing" wasn't right for those folks.

According to one industry publication, over 99% of small businesses do not consistently follow up with their prospects and customers. The good news is that you can easily tackle this challenge... and when you do, you'll see a BIG jump in your profits.

If the time is right for you to get a follow-up system in place, I can tell you where to start. Give me a call at 714-496-4499 and let us help you make this powerful secret to success work for YOUR materials handling business. 

Regards,

Nikki Ong
Business Growth Specialist
Khach Customers
www.khachusa.com
714-496-4499

NEXT Topic --SECRET#4: TRANSFORMING YOUR SALES WORK FROM OUTBOUND HUNTING TO INBOUND HARVESTING.

 

P.S. If you'd like to see how we can help you put together a "follow-up" system for your materials handling business, give me a call at 714-496-4499 and I'll tell you how you can automate this all-important aspect of successful selling.

P.P.S. We are running out of our special on our e-marketing package. Click here if you are interested. Only 3 available packages left! 

 

Cherry Picking and the 3 types of leads

A few weeks ago we talked about Secret #1, the definition of successful marketing: THE RIGHT MESSAGE, TO THE RIGHT MARKET, AT THE RIGHT TIME.

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SECRET #2 IS: "CHERRY PICKING" AND THE THREE TYPES OF LEADS.
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Every time you run a marketing campaign, the leads you get can be divided into three categories:


* Leads that are ready NOW (Hot);
* Leads that aren't ready now but will be ready soon (Warm--these
leads are critical to your success); and
* Leads that may never be ready (Cold or Bad Leads).

The problem is, when you first receive them, you don't know which is which!!!

So, you or your staff call every lead once or twice and then you spend the time with the leads that look like they're going to close. Every smart sales person that works on commissions does this--they go for the low hanging fruit!

That's right. They basically cherry pick! Cherry picking is the natural result here because:
1. Sales reps are paid high commissions for a sale;
2. You can't tell the difference between warm leads and bad leads until you reach them;
3. If you DO reach the lead and the timing isn't right, you don't have the time or patience to constantly follow up.
There's nothing wrong with spending your time with hot leads. The problem of cherry picking comes when you neglect all those warm leads!


You can avoid neglecting these valuable leads that will ultimately bring in more business long term. Click here to read more.

Regards,

Nikki Ong
Business Growth Specialist
Khach Customers
www.khachusa.com
714-496-4499

We're here to "Khach & Keep you More Customers"


NEXT WEEK--Step #3: TIMING IS EVERYTHING

P.S. If you'd like to see how our "done for you" marketing program can assist your sales and marketing functions and help you implement these strategies, register for a quick, easy and painless phone call.

Give me a call or reply to this e-mail and I'll tell you how you can automate this all-important aspect of successful marketing.

BBQ, Fireworks & Repeat Business

One of my absolute favorite holidays is the 4th of July.  I am moved and touched whenever I hear our National Anthem.  Cheesy, but it's true.  What I also enjoy about the 4th is the BBQ and time with friends and family.

The 4th of July is a great time for us to reach out to our friends and family to celebrate one of America's greatest historic event.  It's about spending time with the people you value.

While friends and family are important, so are your customers. These holidays are a great opportunity for you to keep in touch with them. If the only time they hear from you is when you're trying to close them, you're going to face resistance. It's easy to smell the, "guy-who-is-desperate-for-business" and you don't want to be that guy.

By sending, holiday emails and cards with value added information, you will stand apart from the competition. You will be thought of when they need your materials handling solutions.

So remember, while these gestures are small, they can really STIMULATE REPEAT BUSINESS for your company.

We have a special on our "Stimulate Repeat" business e-marketing package.  For $3,000, we will write, design and mail out 9 holiday/ value added e-mails to your customers and prospects. This special is available for first 5 clients and ends July 30th. Click here to learn more.

Here's to America and Lady Liberty!

Happy Independence Day,

Larry Couperthwaite
Business Growth Specialist
Khach Customers
www.khachusa.com
714-476-2887

P.S. Take a look at our "done for you" e-marketing program and STIMULATE REPEAT BUSINESS now.

"...all men are created equal; that they are endowed by their creator with certain unalienable rights; the among these are life, liberty and the pursuit of happiness."
- Thomas Jefferson, for the Declaration of Independence 1-4-1776