A few years back we were marketing a specific type of packaged creative service through our dm consultancy. The service had wide ranging benefits for all industries. As a testing exercise we decided to hone in on one industry and see what happened.
Lets say that you have been given a budget of $10,000 (not including creative costs) to sell a new $800 product or service via direct mail to a relatively cold list. You know that once a new client comes on board they will usually spend another $2,000 with you over the next 2 years.
It's a fact of life that there's a very good chance that you are racing against every one (or a good portion of) your competitors, so it makes sense to know who is likely to be bidding for the contract.
It's a fact of life that there's a very good chance that you are racing against every one (or a good portion of) your competitors, so it makes sense to know who is likely to be bidding for the contract.
1. Who Are You Selling To?
Knowing who your customer is and what motivates them to buy is very important for a number of reasons. It's important because it enables you to get a feel for what their needs are and how you can fulfill those needs. It's also important to understand if your busines sells the one product to different target markets with different sets of needs.
Some sales people think that because they're great at selling face-to-face, they don't need to put a lot of time or effort into writing a winning proposal. They feel that their verbal skills did all the selling for them.
Some sales people think that because they're great at selling face-to-face, they don't need to put a lot of time or effort into writing a winning proposal. They feel that their verbal skills did all the selling for them.
One of the things that my partner Shane and I do is work with businesses helping them increase profits. Shane addresses areas like systems and sales and I overhaul their marketing.
In an increasingly price-sensitive world many business professionals feel that the only way they're going to win in a competitive RFP situation is if they slash their prices.
One of the things that my partner Shane and I do is work with businesses helping them increase profits. Shane addresses areas like systems and sales and I overhaul their marketing.
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