Have you ever heard anyone say that the BIG money is NOT in selling products or service

Have you ever heard anyone say that the BIG money is NOT in selling products or services... it's in learning how to MARKET your products or services like a pro? Well, it's true! And if you're going to explode your profits in your industry--especially if you face price competition, market contraction, rising costs, or other challenges--you've got to become a master marketer.

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SECRET #1: THE REAL DEFINITION OF "SUCCESSFUL MARKETING."
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There are three factors that influence the profitability of any marketing effort. The smartest marketing minds on the planet have sifted these factors down to this simple, but powerful formula:

The Right Message... To The Right Market... At The Right Time!

Most materials handling businesses miss one, two or all three of these factors, and end up with very ineffective marketing and advertising results. Also, most materials handling businesses compound these problems by spending a bunch of money on image advertising, with no direct response offers at all. This could cost companies millions in missed sales every year.


To make the most of your marketing dollars:

1. Never waste money on image advertising, or at least keep it to a minimum.
2. Test simple, inexpensive direct response marketing methods. Offer FREE
reports, samples, coupons, or other response devices filled with emotionally
compelling copy to find the messages that match the interests of warehousing
and distribution centers!

3. Concentrate on your most successful direct response offers, and...Use
Multi-Step Direct Mail/Phone/Fax/Email/Voice Broadcasting Follow-Up To
Maximize Sales!

It is CRITICAL that you follow up with your leads repeatedly, incorporating a variety of media such as mail, phone, fax and e-mail messages!

If you don't have a system in place to methodically, repetitively and consistently follow up with your leads, you're either wasting a lot of leads or you're wasting a lot of man hours doing tedious, manual follow up.

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.

Regards,

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

NEXT --SECRET #2: THE "CHERRY PICKING" PROBLEM AND THE
THREE TYPES OF LEADS.

P.S. If you'd like to see how our "done for you" marketing services can assist your sales and marketing and help you implement these strategies, click here to register for quick and easy conference call.


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

10 Questions to Ask to INCREASE WIN RATES

Regardless of how good you are, there are questions you need to ask to determine if the opportunity you are working on is real. These questions have been proven to move sales folks in a more favorable position to win the deal.

 

1. What is the problem that needs to be solved?

Instead of talking about the product or service, get the prospect to tell you what they are looking to do with their warehouse operations. Don't be too quick on putting together a quote. Try to understand the real situation and why the person believes your good/service can help them solve the problem.
2. How does your company make the decision to buy? When you understand how the operations makes purchasing decisions, you will learn many important things, including the complexity of the buying process, who may be involved and the dynamics between different departments. Most importantly, you may learn who has the final say on the purchase order.

3. Who are the other buying influencers involved in the decision? In addition to the person you are working with, you need to know others that will be involved. Sometimes job titles don't tell you everything. If you are working with a facility manager or Director of Operations, you are doing okay, however you may learn that the CFO makes final decisions. By asking about the folks involved, you may learn that you need "access to power" to close the deal. 4. What other alternative solutions are being considered? If your prospect wants to maximize warehouse space, it is important for you to have an idea of other solutions that they are considering. You don't want to be blindsided and have the prospect say... "Sorry, we purchased something completely different".

5. How will your current vendors react to the possibility of buying from us? Sometimes existing vendors have more power than you think. This question will help you see what you're really facing. If your contact tells you that the existing vendor has some say in the whole situation, it's a good idea to find their areas of strengths and weaknesses, so you can put together a better approach. 6. What are the various cost factors involved? Many times, you will have to put together an ROI analysis to detail the cost justification and payback. The ROI analysis and should involve all the key decision makers. If you cannot get them all involved, it is still better to have one or two insiders to help you prove your case to the rest of the decision making team.
7. Is there a budget? How did it originate? What is its relationship to the cost of the problem? I know that this is sometimes an annoying question to ask. While you don't want to look like you're trying to figure out how much of a margin you can make off of the prospect, you need to know if it is a real project and if the company is serious about solving their problem. When the prospect has an idea of cost of the problem, you can then put together an attractive package with the ROI analysis.
8. When is the decision to be made? Why at that time? If there is no time frame in place, then there may not be a real project. If there is a set deadline, you can then ensure that you can meet it and 2) get your marketing department to nurture the prospect so the prospect is reminded of your valuable services. Lead nurturing is key to keeping the prospect interested in your goods and services. 9. What would happen if the problem is not solved by the deadline? What remedial do you plan to have?
This is a tough question to ask, because the prospect may not know the answer or their answer would be "to continue what we are doing". When there is no remedial plan if the deadline is past, means that they probably will continue to lose money operating the way they are. You can work with them to build urgency to fix the problem. 10. Can we agree on the criteria used to measure the quotation of this project? When you work closely with the prospect on the criteria used to measure the success of the project, you have put yourself in a very good position. The prospect and the team may regard you as a "partner" trying to help them put together a true solution rather than as a vendor. Try to put yourself in their position and put together a program that would really improve their warehousing operations.

 

68% of customers leave because of indifference.

5 Ways to Stimulate Repeat Business 

 

Almost two thirds of all lost customers leave because of perceived indifference to them. Here's another way to look at it... over 5 years businesses are likely to lose over 50% of their customer base. Here are a few simple tips that you can implement right away to avoid this situation:

1. Know your customers. Take a few moments, look into your database, accounting books and see the 20% of your customers that bring in 80% of your revenue. Yeah, it may seem boring, but we challenge you to take the time to go through the list. It may surprise you! We've been in the Materials Handling Equipment business and when you add in the parts and services in addition to the equipment sales, you may see some folks that employees swear are not important customers! Take a look at this list and see who you may have not been paying attention to, it could change the way you perceive some of your customers.

2. Segment your customers. It's good to put your customers in various buckets based on their profile. For example, if they are a Grocery or Food Distributor, make sure that you have them marked as so, your products and services may change and you can provide a more all encompassing solution, rather than just selling them a few lift trucks here and there. They may want an overall picking/ slotting solution and as a supplier, when you can team up with other partners in the industry to truly provide them with a true storage solutions... you will be one of their favorite vendors. So again, segment your customer list based on who they are so you can provide them with more solutions that will have them coming back to you for more.

3. Keep your customer database up-to-date. Take the time to categorize make sure that the contact information is correct. I once read a story about a big Chief Marketing Executive that came into a large fortune 500 company that did an amazing marketing campaign. They sent out expensive scooters with a great message to their customers, but they didn't check on the integrity of the database... so what happened? About a million dollars worth of marketing expenses went down the tube. The costs of the scooters, shipment and marketing research and efforts all wasted simply because most of the list was BAD. Bad names and addresses. Take the time to put together a good list of customers and ideal customers for your materials handling business to maximize every marketing dollar.

4. Thank your customers. In writing. We all know we should take a few minutes to do it... but just as Monday just started, it's already Friday. Here's a tip, if you leave a stack of Thank you notes and stamps on your desk, just take 15 minutes a day to get a few written and sent off. If you don't have time to send a card here and there, your customers may forget that you're around and find another vendor.

5. Keep in front of your Customers. Instead of calling "just to see how things are", it's also great to put together some valuable information that your warehouse customers would like to see. If you have some customers that you have helped dramatically improve their operational productivity, have a story on it and share it with others. The more helpful the information you provide to your clients, the more likely they'll remember you when they on considering a new warehousing solution. A classic example is the forklift dealer that is seen as only the "Forklift Company", in addition to lift trucks you provide other services that they don't relate you to and you need to let them know. If your business has connections in WMS, let them know. Remember that warehouses and distribution centers are all crazy busy trying to serve their customers and sometimes the obvious solution isn't so obvious. Let them know by sending out quarterly newsletters.

As they say "a little goes a long way", and with a little planning and effort you can keep your warehouse and distribution customers happy. Loyal customers not only mean more business from them, but perhaps referrals to others. Take the time to show your customers some love, because at the end of the day, they are your boss, they help pay for your salary and keep your business running.

 

Money in the Database

How much money is there in your database?  

At Khach we strongly believe in database marketing.  We understand, database marketing is one of the least glamorous elements of marketing, however it is a must.  If you truly want to make more money for your material handling business, you need to start with a strong database. 

Without a good, clean, and accurate list of ideal warehousing and distribution customers, you may be wasting all your marketing efforts.  Who you market to, whether it is via email, directmail, telemarketing and etc., you must maximize all marketing campaigns.  There could be a goldmine in your database.  Imagine the deals that are waiting to be had if you sold to 10-25% of your list!  With proper organization of your list, marketing and sales efforts can be relevant to build interest, open up more opportunities and close more sales.

Mining your database can lead to much more money in your sales pipeline.

 

How do you make the most of your database?

1. Define your ideal customers - Make a list of your top customers based on their type of business, their demographic and psycho-graphic qualities.  Demographics: type of business, SIC code, size of revenue, location and etc.  Psychographics: their management style, their attitude towards change, how they value their warehouse workers, how they feel about new technology and etc. 

2. Put your ideal customers in buckets - Your database should profile the type of customer you are selling to.  It is best practices to set a "type" for your customers in your database so that you can send relevant information based on their business needs.  As a material handling business, your products and services may change from time to time (example: new warehouse software, warehouse systems and new technology), therefore it is best to categorize your customers by type of business; "cold store/freezer" vs. a "pharmaceutical" warehouse.   

3. Scrub your warehousing and distribution list - Take the time to categorize make sure that the contact information is correct.  I once read a story about a big Chief Marketing Executive that came into a large fortune 500 company that did an amazing marketing campaign.  They sent out expensive scooters with a great message to their customers, but they didn't check on the integrity of the database... so what happened?  About a million dollars worth of marketing expenses went down the tube.  The costs of the scooters, shipment and marketing research and efforts all wasted simply because most of the list was BAD.  Bad names, and addresses.  Take the time to put together a good list of customers and ideal customers for your materials handling business to maximize every marketing dollar.

  


4.Test out your list - Implement a marketing campaign and see the % of bounces you get back from emails, names, titles, addresses and such.  This will give you an idea of what kind of work you are facing to get things in order.  Remember that is is an on going project.  I am part of Kaiser Permanente and I kid you not, every time I call them, they are verifying my home address and phone number.  Every single time.  They value their database and constantly send me great marketing material, calls and messages.  You should do the same with your customer list and your ideal customer list for your material handling business.

Khách Customers’ marketing services include helping your materials handling business build its database to maximize the returns on all marketing efforts.  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 service or our pay for performance program, please contact us at 714-476-2887 or go to www.khachusa.com.