| Author |
Message |
griffiths
Member
Joined: 21 Apr 2007
Posts: 65
|
# Posted: 1 Aug 2007 14:13
Reply
Hey everyone,
I just wanted to throw a few B2B questions out there...
Do you call and set up an app. or just walk in?
Do you prepurchase a package and sell it to them on the spot, or order it when they pay?
Do you ship the package to their office, or hand deliver?
Do you even show them a full packet or just an overview? (flyers, brochures, etc..)
How about giving them a copy of the DVD?
offer all three levels or restrict it to a specific package?
I would love to hear what successfull directors are doing to close B2B sales.
Thanks.
Brandon
__________________
|
hsimpsonjr
Joined: 16 Dec 2006
Posts: 600
|
# Posted: 2 Aug 2007 09:43
Reply
Hi Brandon,
I know a member of mine who has been very successful with B2B sales said that he has a level 1 on hand and takes all of the Bizzop stuff out of the package so they don't see anything but the travel side of Coastal so as not to confuse them. He would sell them that package right on the spot if he was in front of them but the LARGE majority of his sales were over the phone. He would call and try to talk to the president of the company first since they are the ones who are making the decisions.
__________________
|
ateamfuntimer
Joined: 22 May 2007
Posts: 696
|
# Posted: 2 Aug 2007 14:14
Reply
Hey Brandon,
B2B is my favorite subject. I would say the best thing to do is to be prepared. How about a powerpoint presentation that you can have on your laptop or that you can leave behind with a business owner. I find just walking in and trying to sell is very hard but leaving a presentation is easy. Do you research ahead of time. With the internet these days its easy to find email address and company website so you can learn about the business before you go in.
All of my B2B success has been from doing my research first. It works everytime. Id love to talk in detail about some of the things im putting together. Im thinking of creating a B2B website for Coastal that will have your own video on it. Lets talk soon.
Adam
__________________
|
rhondap
Member
Joined: 13 Jun 2007
Posts: 272
|
# Posted: 2 Aug 2007 16:08
Reply
Is there a DVD for just B2B sales?
Thanks,
Rhonda
__________________
|
griffiths
Member
Joined: 21 Apr 2007
Posts: 65
|
# Posted: 2 Aug 2007 17:44
Reply
Thanks for input so far 
Harold, I like the idea of only showing the retail portion of the package.
Adam, I agree that you must be prepared. The more knowledgable about the company you are, the better you can show how the package will benefit them.
A powerpoint would be a great idea. It would be a lot of work to put one together but once its done you can get unlimited uses out of it!
Rhonda, There is NOT a dvd for just B2B sales (that I know of). What I have done is used some dvd editing software and completly took out the biz opp section of the coastal dvd. That way I can leave the DVD with them and It only shows the retail part.
I think we could make this a very beneficial thread for everyone...Keep the ideas coming!
Brandon
__________________
|
rhondap
Member
Joined: 13 Jun 2007
Posts: 272
|
# Posted: 2 Aug 2007 18:43
Reply
I know on the BOD calls they say new tools will be coming out in Sept so perhaps there will be a tool strictly for B2B.
That would be awesome. I would get a few DVD's...drop them off and go back in a few days to collect a decision and my DVD.
Rhonda
__________________
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 3 Aug 2007 16:30
Reply
Quoting: rhondap That would be awesome. I would get a few DVD's...drop them off and go back in a few days to collect a decision and my DVD. Rhonda
AND a check......
Terri
__________________
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 3 Aug 2007 16:32
Reply
I sure would like some info on holding seminars plus how to set up a booth for different trade shows.
Terri
__________________
|
rhondap
Member
Joined: 13 Jun 2007
Posts: 272
|
# Posted: 3 Aug 2007 17:55
Reply
Terri,
I sent you an email.
Rhonda
__________________
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 3 Aug 2007 19:06
Reply
Quoting: rhondap Terri, I sent you an email. Rhonda
Rhonda, there is a wrong email address I have been unable to chge here, please send a pm and I will get it and send you my email address
Thanks!
Terri
__________________
|
rhondap
Member
Joined: 13 Jun 2007
Posts: 272
|
# Posted: 3 Aug 2007 20:15
Reply
Terri,
I can't figure out how to PM from here so send me an email.
Rhonda
__________________
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 3 Aug 2007 22:53 · Edited by: luvtravel
Reply
Rhonda, it was here:
officialcoastaltraining.com/shows.aspx
Wish Scott Chatron would post how he does the seminars at that hotel in Florida.
I have a built in audience now if I could just get a good presentation together to be entertaining, I think a DVD would be boring wouldn't it?
Terri
__________________
|
griffiths
Member
Joined: 21 Apr 2007
Posts: 65
|
# Posted: 6 Aug 2007 20:14
Reply
Has anyone found a particular industry to be more receptive than others? (i.e. car dealerships, day spas, etc...)
Brandon
__________________
|
rhondap
Member
Joined: 13 Jun 2007
Posts: 272
|
# Posted: 6 Aug 2007 20:24
Reply
Good question Brandon.
Rhonda
__________________
|
jnapier
Member
Joined: 30 Aug 2005
Posts: 647
|
# Posted: 6 Aug 2007 20:27
Reply
Quoting: luvtravel Wish Scott Chatron would post how he does the seminars at that hotel in Florida
Hi Terri,
It's coming.
Jay NaPier
__________________
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 6 Aug 2007 20:48
Reply
Quoting: jnapier Hi Terri, It's coming. Jay NaPier
Really? That will be fantastic, I am a big fan of Scott, Jay, Jeff, they are marketing guru's and when either one of them speak.....I listen!
Terri
__________________
|
ateamfuntimer
Joined: 22 May 2007
Posts: 696
|
# Posted: 9 Aug 2007 18:03
Reply
I find car dealerships the hards as they have been pitched by everyone already. The best way to go is to join your Chamber of Commerce and work to make relationships that way. If you go out from b2b then be prepared. You have to be able to make a good impression from the start and show them how its of value to them to do business with you.
Adam
__________________
|
joesosa
Member
Joined: 17 Jan 2007
Posts: 36
|
# Posted: 20 Aug 2007 11:00
Reply
Please, how do you best handle these B2B problems:
1- When a business has an advertising agency and they refer you to them, since "they take care of promotions, etc"...
Now, since the Ad agency gets no commission from me, they may slack, or asume they know best, or play hard to get or asks for a brochure or a proposal... but no appointment yet with the Acct, Excecutive and since I call 3 times and no more...what then...lose the prospect?, or go over the AD agency's head and try my darnest to see the head honcho od the business?
|
joesosa
Member
Joined: 17 Jan 2007
Posts: 36
|
# Posted: 20 Aug 2007 11:05
Reply
2-Anybody with experience giving conferences on employee/customer to associations with a lot of businessmen such as Chamber of Commerce, Lions Clubs, Rotary Clubs, etc? ... Care to share your experiences?
|
joesosa
Member
Joined: 17 Jan 2007
Posts: 36
|
# Posted: 20 Aug 2007 11:10
Reply
Since Ad agencies have a lot of influence over their clients and our product is pretty good to create traffic, sales, good will, image, increase sales, etc., etc....Has anybody tried to sell the Platinum (in my opinion the only option for big-bucks clients like banks, insurance cos., car dealers, etc.) to the Account Executives individually so that they in turn can sell to their clients and make loads of money?...
|
joesosa
Member
Joined: 17 Jan 2007
Posts: 36
|
# Posted: 20 Aug 2007 11:15
Reply
Those experienced in B2B sales...do you think that sending the client (decision maker) to the internet is a "must"?
Since B2B sales is done face to face...why bother?...comment please?
Thanks!
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 20 Aug 2007 14:39
Reply
Joesosa how does one find out who the businesses
ad agency is?
Terri
__________________
|
joesosa
Member
Joined: 17 Jan 2007
Posts: 36
|
# Posted: 20 Aug 2007 15:41
Reply
Well Terri,
I prefer to work by appointment. I ask who is the person in charge of making the ultimate decision regarding promotions, advertisong, etc. They connect me with his secretary usually and she tells me whether is Mr. Bigbanana, in which case I ask for an appointment. When she asks me in regards to what, I tell her that it is an opportunity I have for them that will increase their sales (if Co. is a bank, their deposits, etc,) as well as their traffic.
If she connects me with Mr. Boss, and he asks me how does this work, I give him an overall like by him being able to give away free cruises when they buy a car, or open a CD account, etc. his sales will increase, he'll compete better, and so, when is the best time to meet him...this afternoon or tomorrow morning (always a choice) etc....
When they do all their advertising thru an Ad agency...I then ask for the agency's name, tel #, and the Account Executive in charge of the account. Call him, or maybe visit him 'couse I was referred by his client Mr. Bigguy from MuchmoneyBank regarding an opportunity to increase deposits/sales...will he be available tomorrow AM, or PM is better?...
A word of caution...I notice, they always asks for my company name
and I sense that then, they might Google Coastal Vacations and you know that there, they'll find all those colourful pitches by our dear colleagues and well, at least in my case I don't want to send anybody to Google Coastal...
Have any experiences doing B2B that you care to share?
Regards,
Joe.
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 20 Aug 2007 16:50
Reply
Thanks for sharing Joe!
I don't have any experiences with B2B, but plan on doing so shortly.
Terri
__________________
|
griffiths
Member
Joined: 21 Apr 2007
Posts: 65
|
# Posted: 20 Aug 2007 18:01
Reply
Quoting: joesosa A word of caution...I notice, they always asks for my company name and I sense that then, they might Google Coastal Vacations and you know that there, they'll find all those colourful pitches by our dear colleagues and well, at least in my case I don't want to send anybody to Google Coastal...
I would use my OWN company name when dealing with businesses. For example, I represent "Your Dream Vacation, Inc". So when they google...they google me, not coastal.
Nevertheless, before you sell the package you should disclose that it is a product of Coastal Vacations. (I believe that it would be unethical to claim that the whole membership package and service is compiled and distributed soley by you and/or your company)
If you represent mulitple sources of income (coastal, funtime, inteletravel, or whatever it might be). I feel that it would be less confusing to introduce your company first. (we might shop at sears but we go there and purchase maytag, whirlpool, kitchen aid, etc...)
We are business owners who sell the services of over 60 vendors, just like any other store/business. Dont be afraid to use the Coastal name, I would just explain that coastal is a source but "xyz company" is who you are! businesses are not going to shop for a director. they want someone who is a local legitamate business.
Brandon
__________________
|
luvtravel
Member
Joined: 11 Dec 2006
Posts: 801
|
# Posted: 21 Aug 2007 08:24
Reply
Anyone tape the great B2B call Stephanie had last night?
Wish I had.
She got down to the meat and potatoes of B2B sales.
Terri
__________________
|
rhondap
Member
Joined: 13 Jun 2007
Posts: 272
|
# Posted: 21 Aug 2007 09:02
Reply
Quoting: luvtravel Anyone tape the great B2B call Stephanie had last night? Wish I had. She got down to the meat and potatoes of B2B sales. Terri
Terri,
I was wondering and hoping the same thing. That was an incredible call. I want her first call script to the business as well as her cover letter she sends out. I was trying to write but couldn't write that fast.
Rhonda
__________________
|
ateamfuntimer
Joined: 22 May 2007
Posts: 696
|
# Posted: 22 Aug 2007 11:54
Reply
As a salesmen in my prior career before Coastal (Ive been in B2B sales in Texas, Delaware, NJ and NYC on and off for the last 20 years) this is one of my favorite topics. Knowledge is power when it comes to B2B. Here is what I do:
First I learn about the business im prospecting to. I personally am not one for just walking in door to door and trying to sell my product. Now it can work but knowing your prospect works better. Its like hunting...you have to set a good trap first and know the prey you are up against. I do my research. That can be done a variety of ways. The internet is a great source. Do they have a website? If they do it will tell you alot about the client and esp. how they portray themselves to the public. Do they have alot of floor traffic? Is there clientele local or transient? These are important factors.
After your research you should have an idea of how to present to them. Now im all for making a general presentation as a guide for all of my appointments but you have to be able to think on your feet quickly. Cookie cutter doesn't always work. Have a presentation as a guide but really focus on the prospect and their needs as opposed to getting you presentation right. Michael Oliver has a great series on Natural Selling. He even has a bunch of free stuff. I have been using what he teaches for years and his training fine tuned what I was doing.
Have something to leave behind. Out of sight out of mind is true with busy business owners. You need to stand out. Give them a special vacation and make it look nice. If you can find a company that makes mouse pads or office supplies people use. Staplers, post it pads and the like get them. Its a constant reminder of you. I used to work for a company in NYC called IFR Furniture. Their greatest giveaway was Altoid mints in an IFR package. People loved them. So giveaways work well. In addition have a presentation book or CD to leave behind. So they can take it home and look at it as well.
Create a sense of urgency. As you research them you should have come across their competitors. Let them know you plan on going to visit their competition next week but you wanted to give them first crack at the program. As a business owner they should understand this. I love this method. If I don't know their competition I usually ask who they are in my Natural Selling approach to them.
I hope this helps some of you in your quest to go biz to biz. I am open for consultations and be on the lookout for my new training series on B2B sales.
Adam
__________________
|
joesosa
Member
Joined: 17 Jan 2007
Posts: 36
|
# Posted: 22 Aug 2007 17:15
Reply
Adam,
I think that there is a lot of potential in B2B work. Just one Platinum sale a month and you pass your 100G's a year.
I one thinks L1 only, one will need over one hundred sales to equal that income and many times the effort, plus the headache of the leads...good leads, bad leads, ppc, etc.
I really would like to share experiences, tips, and to take part in your "training series on B2B sales"
Your comments are on target, I am taking notes. Let me know when and where do I check out the B2B series!
Joe.
|
jnapier
Member
Joined: 30 Aug 2005
Posts: 647
|
# Posted: 22 Aug 2007 19:00
Reply
When it comes to b2b sales, it's important to START with education. We do have a great membership, BUT don't assume that the business owner your going to speak with has marketing knowledge.
Go into the business with 3-5 ideas on how the business would use the membership for marketing.
I owned an advertising agency and have direct knowledge of who to use the consultant approach to sell - This is important because we're not just selling "Items" we're selling complete marketing solutions that are specifric to travel.
I could go on and on.....but you've really got to do your own research AND get out there and get comfortable going business to business.
Personally, I fell that making phone calls to do b2b is a waste of time. You'll do ALOT better going out and actually pulling some doors and meeting some business people.
Jay NaPier
Platinum Director
Coastal Vacations
__________________
|
(?)
