Tom Mcnally
Forum Replies Created
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Another reason for no check may be that they have no cash. Credit card may be the only way to get paid. I’d get my hands back on that card and go the Paypal route as others have suggested.
Tom McNally -
Cacheman?
Tom McNally
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Did the AVID sell because of the salesperson or because of the product?
I agree with you 100% that you must be persistent. But for small businesses who have plenty of competition in their target market area, you cannot come across as a butthead. A potential client will become a client of your competitor.
Small business owners do not have time to produce, edit, complete everyday small business tasks, and still have the ability to sell 100% of the time. Postcards are the cheapest way to use direct mail. It complements the cold calling, appointments, & meetings.
Tom McNally
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Don’t discount postcards. They are a fantastic inexpensive way of keeping your name in front of potential clients. Have your business name, website and phone number stand out. Don’t overload it with info. Get the message across as the viewer scans the card and then throws it out. Stick with the regular size postcards so postage is only 26 cents per piece.
Not everyone needs work done when you call. Postcards can help you keep your name in front of an audience. The idea is for them to think of you when they are in their buying cycle.
Set goals. For example, over the next 4 months, call 250 companies a month. Have a postcard printed ready to go and mail list ready to go. Each week you call, send out a postcard. Even if you leave a voice mail, send a postcard.
After four months, you called a thousand businesses, sent out a thousand postcards, and fine tuned your sales script. You will probably add some to your list and removed some. Hopefully you will have picked up at least one or two well paying clients.
Don’t stop. Have a different postcard ready to go out. Keep in contact. Keep selling. And don’t forget to provide great service:)
Good Luck,
Tom McNally -
Also look into the digital signage networks in your area if there are any. Make a few calls to see what the ad rates are and then sell your production services.
Tom McNally
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Don’t fret following up. Keep calling if someone asks for you to do so. They may be busy, having a bad day, or not interested at that time. Follow up once a month or sooner if they request it. Have a strategy that helps you convey a sense of urgency to the potential advertiser without coming across as negative.
You’ll come in contact with some people who are nice and can’t tell you no. They will constantly ask you to follow up. At that point, it would be up to you on whether to continue or try and find another approach.
What you want to get out of a phone call, is a face to face appointment if you properly qualify them as potential advertiser who, more importantly, has money.
Tom McNally
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Do a google search for “book trailers” or “book video”
You’ll find some examples.
Tom McNally -
I’d put it up on both YouTube and your website. You can direct people to your website for professionalism and use YouTube as a potential marketing tool via their search engine. Some people do not know what to do or how to start a media campaign. The first thing they may think of is YouTube and will search to see examples. You’ve got nothing to lose.
Tom McNally
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I used to work in the office equipment industry at a very small company. We sent out mailings on a regular basis and we got the best returns when we sent out a copier service special. Our market was small businesses who did not have service contracts. Now you can say people who buy on price will leave on price, and that is what happened to us. But we also picked up great profitable customers too.
Try including a special offer at the end of your presentation. Let the potential client know there is a special offer at the end of your presentation on the CD/DVD to entice them to watch. Slash the price on a high margin item or service. Its a numbers game. You will attract the grinders and hopefully some good clients. If you are upfront and honest about your regular rates on the product/service that you do discount, you’ll minimize future pricing issues and be able to toss those grinders as time passes.
How about researching some of the local businesses that you would like to work with and tailoring your special offer to the individual business. Would take a bit more time, but a potential client may appreciate the effort.
Have a happy New Year,
Tom McNally -
We had the process down when I was working there. We both shot the wedding if it was 2 camera. If it was a 1 camera shoot, it was just him. I always shot the cocktail hour and reception.
Although I did not enjoy shooting events that much, he always made it easier when he was on the dance floor with his family. He’d get the crowd going and then nonchalantly set up shots while he was dancing. You could say he was working while I was shooting, but deep down, he was having a blast. No doubt having a 2nd man available made this possible so he could enjoy the party.
Tom