Transform your sales work from "Sales Hunting" to "Sales Harvesting"

Last time we talked about Secret #3: "Timing Is Everything."

SECRET #4 Is: Transform your sales work from outbound "hunting" to inbound "harvesting". This secret is critical to your success because it puts you in a position to land customers quickly. It shortens the sales cycle, increases your capacity to handle more deals//sales and improves your closing ratio because you spend more time talking to highly qualified prospects.

So, how can you actually make the shift from hunting mode to harvesting mode? Click here to watch my short video explaining exactly how.

Regards,

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

NEXT TOPIC--SECRET #5: A LIVING, BREATHING CUSTOMER DATABASE

P.S. Click here to watch my short video on how you can harvest "sales ready" leads.

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.

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.

*************************************************************
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"

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.