Selling. Relationship building, and the deal. What do you think is the most important when someone is trying to make the sale? The deal may be the lowest and best one; yet, there’s something more to earning the sale than just the numbers.
As a professional blogger and public relations professional of three decades, I am pitched every day by sales people trying to lure me in. The tools of my trade are expensive especially for any solo business, and I know I must make an investment in many of them in order to service my clients well and efficiently.
Each year at this time, it becomes a battle between the two largest media vendors and others wanting a piece of the action vying for my business. Each year I weigh the deal to determine the best approach for my clients. But, this year was different.
7 Selling Factors to Earn the Business
When you’re a solo business and every expense penny counts, the total of the expenditure matters. How much is the very first answer I want to hear.
Sadly, one of the vendors has a revolving door of sales staff. They email and call me frequently, they fight over territory, and I never know who my sales rep is should I need to call. The trust in the infrastructure of an organization is absolutely akin to the stability of the sales team. On the other side of the street, I just heard from the same sales rep I had last year; this business is tough…having the same face and name selling me over two years says something.Read More →
The U.S. Postal Service (USPS) lost $3.9 billion the first nine months of 2013, according to BtoB in its Oct. 15, 2013 edition. The USPS has a proposal before Congress to raise first-class postage to $.49 from its current $.46, a 6.5 percent hike.
Direct marketers are suffering from the USPS’s “precarious financial condition,” and the two leading organizations paying careful attention to how this proposal wends its way toward possible approval are the Direct Marketing Association and the Catalog Mailers Association.
The article in BtoB providing the fodder for this post points also to internet taxation and data security issues as culprits to direct marketing’s pain points.Read More →