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| *Ostroff, Fair and Company>>>Other - Advertising & Marketing |
What is the best approach when presenting a product or service to a potential client? |
Face-to-face, direct mail, or something else? Please explain why it is best. Thanks Every option has its plus and minus point- in effectiveness and cost consideration. There is no single best approach generally. It all depends on what type of product or services you want to sell. Here's what you should identify first: Who is your market....Is it end consumer or businesses? How many are they....Millions? Hundreds? What type of product do you sell...Technical or non-technical? What is the pricing level...High in thousands? Couple of dollars? What is the margin...Very high or very thin? Face to face is very effective, but it is very inefficient to do face to face sales for a non-technical product with a thin margin that costs only a couple of bucks to thousands of consumer in one week. E-mail is better in this case. Generally, face-to-face is the best, but with a heavy cost. Mail is less effective, but is the most cheapest, and can reach a higher number of prospects. Any other methods are in between. Hope this helps. Im my opinion, mail is of little value. The decision maker has an assistant that tosses junk mail. If the decision maker does see it, chances are they will toss it. Many times, decision makers will say " mail me the information" to get you off the phone. In my opinion, and 20+ years selling, you can't beat face to face. To sell face to face you need to identify the buyers 'pain' and then figure out how your products\services can stop the pain. Don't sell your solution until you understand the problem. There are many good books to walk you through the sales process of top sellers. Read Spin Selling and Get inside your customers heads. two excellent books for new sales reps. Good luck! |
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