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Radio Ranch to the Rescue
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The Grand Poobah of all Spots Everywhere has done it again. Dick Orkin is offering a series of car dealer spots promoting the idea of buying a car now. They might be tough to customize for one dealer, but they'd be great for auto sales in general.
THE COMMERCIALS:
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"Come On Baby" :30 Frank continues to throw money into a battered, junky old heap. He believes he's being "smart with his money." Of course the opposite is true.
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"The Deal": 30 Married couple Kate and Mick share a car, leading to chaos and a convoluted method of deciding who gets to drive it.
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"Pony Express" :60 Cash strapped 20-something Ellen still lives at home and needs help from Mom and Dad to buy a car for school and work. Dad has another solution.
FREE FOR YOUR DOWNLOADING and use them all you want.
Dick Orkin - Buy a Car Now - Spots
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Your Job is No Big Deal. Right?
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I have a neighbor who is the CEO of one of the world's largest printing companies. They print millions of copies of national circulation magazines like Time. A few weeks ago, Time had it's lowest page count in 40 years. He told me that because of the low number of pages . . .
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They ordered less paper.
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The lumber company ordered less from the foresters.
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So the paper company didn't need as many people.
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They needed fewer truckers to carry the paper to the printing plant.
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The press run was shorter, took shorter time on the presses, therefore fewer printers.
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Less ink purchased from the ink company.
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Less shipping needed from the shipping company.
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Thus causing layoffs at the forester, paper company, trucking company, printing plant and shipping company.
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All those people are now spending less with their communities.
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The ads that would have run would have produced revenue for those companies - but they didn't run.
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All because somebody sold fewer ads.
All this depends on a Sales Call.
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Throw Out the Forecasts
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It appears that every forecasting tool we've ever used has rendered itself useless. Forget 90-days - concentrate on the coming 30-days. You can manage that goal.
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HOW TO MAKE NEXT MONTH. CONCENTRATE ON . . .
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How to make your revenue goal for April? Wednesday marks the beginning of a brand new month and a new opportunity.
Remember our ("Mom") Average Invoice Per Month? What's yours? (Quick review.) What was your total billing last month? How many accounts did you have on the air? Divide the total number of accounts into total billing - that gives you your Average Invoice - what you're best at and what the market thinks you're worth. Now apply it to April.
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Take your Average Monthly Invoice number and divide that into your desired April goal.
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That resulting number will say . . .
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Your Average Monthly Invoice for March was (for example) $1000.
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Your goal for April is $15,000.
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You therefore need 15 orders at $1,000 a pop to make your goal.
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CONCENTRATE ON THAT AND NOTHING ELSE.
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Forget the economy. Instead, keeping asking yourself "Where am I going to get those 15 orders?"
THAT'S THE ONLY QUESTION TO ASK. Perhaps you already have eight on the books. Ok, where will you find the other seven? Can you get them from former cancels? Brand new biz? Keep asking where.
Every time you're tempted to talk or think about "The Economy" put it out of your mind. Thinking about it is a waste of time. In fact it will discourage you from going forward.
If your Average Invoice is $1,000, present only to those who can afford more than (say) $800. Don't waste your time with any below $400. Make a list of 40-50 potential, qualified clients. It's even better if common categories run through that list. Pitch as many at $1,200 to $1,300 as possible.
Concentrate less on the Problem - more on the Solution - you'll get to the Solution.
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Managing Sales in a Tough Economy- Online Workshop
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This is for people of any rank who make sales policy and/or have salespeople reporting to them.
I've assembled list of Trends for Managers, tips; solid new ideas, systems and techniques that ARE working. While nobody can predict the future, there is a growing list of newly minted sales tactics that ARE working.
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The workshop has 90-minutes of solid new and updated material - focused entirely on one subject.
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Pre-workshop Outline and Follow-Along Guide
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PowerPoint & PDF of highlights of the entire presentation.
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A pre-workshop One-on-One Problem Solver Session with Taz.
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Your copy of Twenty Top Tips for Selling in a Tough Economy. The Collection of the most requested articles.
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Your copy of Ten Tips for Your Advertisers to Increase their Ad Effectiveness in Tough Times.
Think of it as an investment in your job and career.
Offered on April 6, 7, 15 & 16 from 3:30-5:00pm ET. Registration is $129.
Click Here for More Details & Registration
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