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Strategic Relationships |
Sales & Marketing |
Support |
Training |
Facilities |
Resources & Equipment |
Image |
People |
Billing Rates |
Existing Customer Base |
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1 |
Attend the annual reseller conference |
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2 |
Have lunch with your past customers once a year |
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3 |
Ask customers to complete a survey rating your firm's services |
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4 |
Send everyone to training every year |
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5 |
Conduct a continuous marketing campaign |
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6 |
Hire a full time marketing person (attractive) |
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7 |
Yellow page advertisement |
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1 |
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8 |
Build relationship with local newspaper and television, be quoted as
an expert |
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9 |
Hold seminars |
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1 |
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10 |
Publish articles |
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11 |
Place ads in newspaper |
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12 |
Develop relationships with CPAs |
1 |
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13 |
Develop relationships with local computer vendor |
1 |
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14 |
Meet one on one with vendor's management |
1 |
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15 |
Get to work early |
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16 |
Voice mail |
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17 |
Live receptionist |
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18 |
Dedicated telephone support person |
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1 |
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19 |
Provide sales reps with fast demonstration computers |
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1 |
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1 |
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20 |
Provide sales reps with high quality projection systems |
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1 |
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1 |
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21 |
Support multiple products, including 1 entry level product |
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22 |
Luncheon meetings |
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1 |
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23 |
Informative web site |
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24 |
Public speaking |
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1 |
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1 |
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25 |
Radio spots |
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1 |
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1 |
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26 |
Television spots |
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1 |
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1 |
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27 |
Company Logo |
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1 |
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1 |
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28 |
High grade business cards |
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1 |
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1 |
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29 |
Pamphlet on your firm |
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1 |
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1 |
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30 |
Motivate your people |
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31 |
Telemarketing |
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1 |
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32 |
Budget - 5% of revenue |
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1 |
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33 |
Targeted marketing |
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34 |
Industry marketing |
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35 |
Get involved in an organization |
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1 |
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1 |
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36 |
Marketing Alliance (computer dealer, CPA, LAN technician, etc) |
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1 |
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37 |
Pay commissions |
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1 |
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38 |
Accounting Software Advisor Leads |
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1 |
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1 |
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39 |
Pre-Meeting Homework |
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1 |
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40 |
Fire bad clients |
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41 |
Pre-qualify clients before accepting |
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1 |
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42 |
Proposal letters should have empathy, benefits to company, promises of
attention |
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1 |
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43 |
Press releases (local papers, magazines, newsletters, etc) |
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1 |
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44 |
Newsletter |
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45 |
Database of standard letters (templates) |
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46 |
Track all prospects and progress in a CRM tool |
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1 |
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47 |
Good source for mailing lists |
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48 |
The right mix of personnel |
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49 |
Telephone headsets for hands free talking |
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50 |
Cellular phones |
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1 |
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51 |
Hit your existing customer base with new products |
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1 |
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1 |
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52 |
Golf Outings |
1 |
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1 |
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53 |
Chamber of Commerce Alliance |
1 |
1 |
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1 |
1 |
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54 |
Become local computer expert to media |
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1 |
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55 |
Phone interview before visiting client |
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1 |
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56 |
Print a Lead's web site out, do back ground before meeting |
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1 |
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57 |
Customize the product before demonstrating |
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1 |
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58 |
Get to the decision maker |
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1 |
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59 |
Ask to tour the client's facility first |
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1 |
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60 |
Don't take a computer to first meeting (keep it in the trunk) |
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1 |
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61 |
Find out where referral came from, investigate source as early as
possible |
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1 |
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62 |
Try not to come across as a reseller, try to come across as a business
partner |
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1 |
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63 |
Walk away from prospects who see you as a reseller |
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1 |
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1 |
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64 |
Be a Microsoft certified solution provider |
1 |
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1 |
1 |
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1 |
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65 |
Have Microsoft engineers on staff |
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1 |
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66 |
Send your staff to reseller boot camp |
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67 |
Provide a brochure on CD |
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1 |
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(Whoops ran out of time, I will add the other ideas next week) |
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