I just received an email from Coffee News Paarl/Wellington asking for advice on cold calling, doing a better selling job and books to read on the subject selling in general. All though the idea is written for Coffee News, other businesses can also benefit from giving away apparent high value gifts.
Here's my answer that I would like to share with you:
I start at Amazon.com. I search for books that I am interested in. I then read the reviews. As I read the reviews the reviewers recommend the book in question and others that may be better.
I had a book Cold Calling Techniques That Really Works. Please read the reviews. If you like it you can buy it in South Africa from www.loot.co.za
Never give advertising space away. Rather create a Coffee News marketing Tips book, print it and give it as a gift. When you phone for an appointment, tell him that you are from Coffee News, that you would like to bring him a free local marketing book published by Coffee News. Ask if you can see him for 15 minutes. Take it from there…….
Another idea, that is controversial, is to send a sms marketing tip once a week. You can use a service like www.smsmalls.co.za
Here is my advice on selling:
- Never make an appointment to sell.
- Make an appointment to give; advice or a free gift…..
- Write down what you expect to gain from each appointment. Here's what I suggest:
- Selling of a Coffee News advert is a bonus. If you follow my suggestions and have a website/newsletter and Facebook page, then the appointment will pay off over time.
- If you did not get the bonus then ask them if the advertiser would like to receive your newsletter, get the email address, or ask the person to join your facebook page or follow you on twitter.
Hope this helps.
Please continue asking questions. The answers are free
Have fun
Johan
August 10, 2010 at 4:31 pm
Balls, Never make an appointment to sell! What a load of crap. I go out to do business, that's what I want from the appointment. Obviously I give a lot of information in exchange for the business but giving away free books and not asking for the sale is a sure way to end up even broker.
August 10, 2010 at 4:58 pm
Hi Guy Thanks for you comment. You should share more of your wisdom as we want to learn from people like you who have the solution and have the ability to express their believes.
October 12, 2010 at 11:05 pm
Johan your sarcasm is not lost on me. I have been in business /’ self employed for 15 years. Giving away stuff really does not work. I am giving away free listings on http://lowveldnet.co.za and less than 10% of people that I introduce the site to bother to register. So much for free stuff.
October 13, 2010 at 6:23 am
Hi Guy I can understand why you feel this way. I suppose others would agree with you. My intention by asking you for advice was and is sincere. The offer stands.
April 9, 2011 at 2:21 pm
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