How important in the sales process is the actual presentation

Houston, what do you sell?

Quote:

Originally Posted by Sales Pro 1000

Houston, what do you sell?

Real Estate.

Houston,

That was a fast reply.

I've not sold real estate so I'm not familar with what does and doesn't work to build one's business.

I do sell promotional advertising products to some local realtors but unfortunately most that I'm working with are floundering in this present market situation.

I guess I might be asking a loaded question here.

Have you ever used advertising specialty products successfully in your business?

Did you find they made any kind of difference?

I'd appreciate your thoughts about using the concept in this market that seems to be countrywide at this point and not just local.

Thanks for sharing whatever you can.

Chuck

Quote:

Originally Posted by Sales Pro 1000

Have you ever used advertising specialty products successfully in your business?

Not that I remember. What type of businesses have you found see the most success with advertising specialty products?

Good question, Houston.

All businesses and organizations can benefit from the use of advertising specialty products if they are a part of a well thought out and executed project.

Realtors make up a sizeable portion of my business in the last part of the year. I sell them wall calendars, refrigerator magnets, pens, pencils, rulers, jar openers and the list goes on and on.

Quote:

Originally Posted by Sales Pro 1000

Realtors make up a sizeable portion of my business in the last part of the year. I sell them wall calendars, refrigerator magnets, pens, pencils, rulers, jar openers and the list goes on and on.

I don't see how advertising specialties would help me. How are other real estate agents using them successfully?

Quote:

Originally Posted by Sales Pro 1000

All businesses and organizations can benefit from the use of advertising specialty products if they are a part of a well thought out and executed project.

One of our clients is a $20 million a year dealer in promotional products.

Their biggest markets are pharmaceutical companies and the safety departments of major manufacturing, chemical, oil and mining companies. The latter are in the form of rewards for reductions in reportable accidents.

They do that with 5 salespeople.

Houston, thanks for your kind reply.

The key to spending money on advertising specialties is to have an outcome in mind before one can make an intelligent decision.

Let's say your farm is 1000 homes. Let's say you were to walk to each of these homes and leave something tangible on their doorknob.

What do you think the odds are that something positive will come out of this action?

Jacques,

Many thanks for your thoughtful contribution. I'm all ears.

Chuck

Quote:

Originally Posted by Sales Pro 1000

Let's say your farm is 1000 homes. Let's say you were to walk to each of these homes and leave something tangible on their doorknob.

What do you think the odds are that something positive will come out of this action?

I think the odds would be low and improve with each delivery because of timing, awareness and positive association. The same for mail or telephone prospecting.

How important in the sales process is the actual presentation

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