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!
****************************************
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.

**********************************************************
SECRET #2 IS: "CHERRY PICKING" AND THE THREE TYPES OF LEADS.
**********************************************************

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

E-marketing program for Materials Handling Industry Promotion: for less than $8.50 per day!

Start your e-marketing program now, for less than $8.50 per day!

Introducing the Khach Customers Relationship Start Up Package. Nine Special Occasion E-mails (built around holidays) from you to your prospect and customer database. Designed for your company with your logo and photos...with links to your website... customer surveys…and response e-mail back directly to you. All yours for only $3,000 per year! You get...

• Email list management

• Personalized e-mail design with your masthead, logo and photo and your signature line with company name, address, telephone, e-mail and website.

• Professionally written content that contains best wishes for holidays, plus interesting information about little known facts and history.

• Built-in click-able links to your website or videos or special product landing pages.

• Landing pages include customer satisfaction surveys, so you get feedback on how you're doing.

• Detailed reporting on bad e-mail addresses, open rates, click through rates, new subscribers and unsubscribes. Your database file will be updated automatically.

Don’t miss this opportunity to get into the e-marketing game at this incredible low price. This special promotion is available for the first 5 clients.  Hurry, this won't last long!

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."
*************************************************************

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"

Why you can't solely rely on Sales

Why you can't solely rely on Sales

This is written for the business owner, sales director/ manager and marketing director/ manager who want to make a very serious impact to their business.  

I don’t know if you’ve heard, but there are a lot of materials handling companies closing down or being sold and/or merged.  This means, either you are going to seriously change the way you market your business, products / services or you’re going let the market kick your ass. 

So, let me ask you this question, “What is your number #1 role in your organization?”  Is it to run the business?  Is it to ensure your employees are doing their jobs?  Is it to sell more products and services?  Would you say all of the above?  Ha, you know it is a trick question don’t you?  Your #1 job is to market your business.  This applies to every business, especially in Materials Handling.  Ahh, I know what some of you may be thinking… “BUT isn’t my #1 job to get sales in?”  While sales is 100% pertinent to the success of your business, you don’t want something more consistent and systematic.

Sam is on your sales team.  He has a lot of pressure to close some deals before the month’s end.  He doesn’t have enough in his sales funnel to keep him going and he knows that he needs to knock on a few doors and/or make some cold calls.  But really that isn’t his favorite thing to do.  He hates it actually.  He doesn’t want to hear “We’re not interested” and he doesn’t want to leave another message requesting for a phone meeting.  He really doesn’t’ have time for prospecting or following up, because he needs to close a few deals asap.  All that’s on his mind is closing those deals so he can get his boss off his back.  He did really well last month by landing a huge account, but it’s not looking so great this month.  He is already spending so much of his time visiting his prospect’s warehouses, drawing up layouts and putting together quotes.  The last thing on his mind is prospecting and filling the sales funnel.  Frankly, he needs help.

You can probably relate to Sam the salesman’s situation and you probably understand why you don’t want to rely 100% on sales.  It brings in inconsistent results… and if you were to do so, you should expect peaks and troughs in your sales revenues.  To eliminate the erratic results, you have to use marketing as a SUPPORT role to your sales team.  With a good solid marketing system, you will get rid of all the work that your sales folks 1) dislike and 2) don’t do so well.  Let marketing do the dirty work; prospecting, lead generation and lead nurturing.  It doesn’t make sense to have Sam the salesman (paid salary + commission) to prospect, when marketing can better target your ideal customers and bring in warm and highly winnable business based on your sales history.  

As a business owner, sales director/ manager or marketing director/ manager, you need to help your sales team by bringing in a consistent and steady flow of sales ready leads.  By implementing a proven marketing system, you will allow what your sales people do what they do best; close deals.  Successful Materials Handling owners and sales directors provide quality leads to their sales team, so to give them focus on closing the deals.  So for a mindset to success, you must realize you are in business to market your Materials Handling Solutions, you are first and foremost a MARKETER, a marketer of your business, products and services.  

We at Khach Customers offer "done for you" marketing services.  That means we make your marketing happen automatically.  Check us out at www.khachusa.com or call us at 714-476-2887. 

Take a look at our services now: www.khachusa.com