Direct Marketing - How to Sell Coupon Advertising
Saturday, November 23, 2013
Selling coupon advertising requires product knowledge by researching, planning and distributing sales materials that explain its benefits to prospective customers. Define the audience, needs and wants from business owners who are interested in generating income for their companies. The more than 5 million companies emphasizing coupon advertising provide you a deep pool of potential clients -- both local and national. Develop a voice by reaching customers with direct marketing via the Internet and cold calling.
1
Connect with businesses. Identify channels used by your customers, read trade magazines, review previous coupon offers and create a prototype to encourage a profitable strategy to improve their advertising methods. Develop a proposal to assist your customers in designing their next advertising campaign. Use their current ads as examples. Dissect their current ads by examining type, font and offers given to their targeted market. Check the sales of the company to see if the ads are working. Finally, create a strategy to use that information to build a prototype.
2
Develop the prototype prior to the sales meeting. Present a summary for the client by analyzing the sales numbers, their offers and the possibilities available if they decide to hire your company. Compare coupon costs for production, available distribution channels and potential markets to explore in their sales strategies. Write a client brief explaining your observations to present in sales meetings.
3
Set appointments with sales directors or business owners to present your findings. Request a sales meeting, 10-15 minutes in length, to present your prototype. Direct the conversation by engaging prospects in dialogue about increased sales with coupon advertising. Create an atmosphere of collaboration. Request additional information from them to use in designing your sales strategies. Leave prospects with a sense of accomplishment. Provide a "wow" factor to encourage consideration of your company's services.
4
Follow up with customers as promised. Send another copy of your prototype as a simple reminder. Make a short phone call to request a second meeting for 20-25 minutes to discuss the ideas your prospects developed since your last encounter. Give the prospect room to adjust and take your offer to upper management. Focus on value-based selling techniques by targeting benefits, features and packages suitable for customers' budgets and needs. After customers review your numbers, initiate the actual sale of your company's services.
Tags:
Direct Marketing, Marketing
1
Connect with businesses. Identify channels used by your customers, read trade magazines, review previous coupon offers and create a prototype to encourage a profitable strategy to improve their advertising methods. Develop a proposal to assist your customers in designing their next advertising campaign. Use their current ads as examples. Dissect their current ads by examining type, font and offers given to their targeted market. Check the sales of the company to see if the ads are working. Finally, create a strategy to use that information to build a prototype.
2
Develop the prototype prior to the sales meeting. Present a summary for the client by analyzing the sales numbers, their offers and the possibilities available if they decide to hire your company. Compare coupon costs for production, available distribution channels and potential markets to explore in their sales strategies. Write a client brief explaining your observations to present in sales meetings.
3
Set appointments with sales directors or business owners to present your findings. Request a sales meeting, 10-15 minutes in length, to present your prototype. Direct the conversation by engaging prospects in dialogue about increased sales with coupon advertising. Create an atmosphere of collaboration. Request additional information from them to use in designing your sales strategies. Leave prospects with a sense of accomplishment. Provide a "wow" factor to encourage consideration of your company's services.
4
Follow up with customers as promised. Send another copy of your prototype as a simple reminder. Make a short phone call to request a second meeting for 20-25 minutes to discuss the ideas your prospects developed since your last encounter. Give the prospect room to adjust and take your offer to upper management. Focus on value-based selling techniques by targeting benefits, features and packages suitable for customers' budgets and needs. After customers review your numbers, initiate the actual sale of your company's services.
