Question

Topic: Strategy

Need To Improve Sales Leads/ Sales

Posted by corpblue on 12/8/2008 at 12:44 AM ET 250 Points
Hi
I just got shifted to a new division in my company as a Sales Manager. This Division manufactures Modular, ready to assemble home and office furniture like: Wardrobes, kitchen shelves & tables, furniture for home and office, Office partitions, display shelves, cupboards, etc.
Due to many reasons the management do not allow us to spend much on advt & promotions. The sales dept I take care of needs man power but there is a stop on recruitment. I have instructions to work in one city only due to operational factors.
The brand has very low awareness in the market.
The only Unique Selling Proposition is the cost. We offer services at very low costs compared to competition.
How can I improve my sales leads/ sales?
How can I improve the brand awareness?
To continue reading this question and the solution, sign up ... it's free!
SUBSCRIBE
Or, SIGN IN

RESPONSES

  • Posted by wnelson on 12/8/2008 at 1:13 AM Accepted
    It appears that the only resource you have to work with is your time. Given no budget for marketing and a limited market geographically, I'd recommend you "hit the streets." In that city, identify likely candidates for your product and begin "calling" on them. Take pictures of your product with you and a script on how to raise their interest. If cost is your only weapon, then your sales script would include how prospects can acquire new products for little cost. To do this, though, you have to screen them initially to see if they have a need for new products. for instance, maybe their furniture is old and they are embarrassed about it. Or their kitchen needs more shelves or they ran out of closet space in their bedroom. Find out how much this "pain" costs them and use that to justify the cost of buying your product.

    I hope this helps.

    Wayde
  • Posted on 12/8/2008 at 3:41 AM Member
    Quick question, are you b2b or b2c or both?
  • Posted by Paul Kemper on 12/8/2008 at 4:10 AM Member
    Beside time, do not forget your current customers. You might want to work with them to get introductions or to get them to actively promote you by word of mouth. If you specifically ask them to help you, you might find them inclined to do so.
  • Posted by CarolBlaha on 12/8/2008 at 8:51 AM Member
    If you are like other manufacturers of this kind, your product is sold via a dealer network. If you are short on sales staff-- why not work with independent reps who are already in this market with an established base? They are paid only on performance.

    I urge you to look deeper to find a differentiator other than price. Once you start being a sales leader it will be seconds till someone beats your price.

    I'd target several large scale dealers who are price leaders and make sure they have your line. People like American Furniture, Nebraska Furniture. People like Lowes, Depot, Target and Walmart sell this type of product. in times like this you must be lazar sharp in your focus.
  • Posted by Jay Hamilton-Roth on 12/8/2008 at 9:10 AM Member
    One idea - take pictures of your assembled pieces next to similar items of your competitors (either pre-assembled or not). Then ask which one costs $49.95 and which costs $259.95? Your USP may currently be price, but odds are it's also "looks as good as the competition but at a fraction of the price". Take this campaign and put it online, perhaps as a weekly contest. Winner gets a $50 gift certificate, etc.
  • Posted by Frank Hurtte on 12/8/2008 at 9:40 AM Member
    I will assume your products are sold through others, ie dealers, office supply retailers, etc.

    I suggest you work out low cost promotions with them. If you are not working with them, many would be interested in a product that gives their customer a new option in these times of economic stress.
  • Posted on 12/12/2008 at 2:17 PM Accepted
    Hello,

    As a small business owner and sales person I operate on a small budget as well.

    Networking has proved to be effective for me. I joined a BNI group and learned how to network the right way. I attended many networking events and learned which ones worked and which ones do not. That only comes from experience.

    I found this site and others that I can educate/help others who need help in my field of expertise. Branding!!
    Time is the only cost and it feels good helping others.

    If you are marketing to the public and B2B directly. Get out and spread the word. Join a BNI group. Network with every profession that enters a home or business. Set-up mutually beneficial referral networks. For example: Realtors, mortgage, CPA. home inspectors, closing attnys, Contractors, interior designers etc

    For B2B: Copy sales, bottled water, commercial insurance, etc..

    Find retail locations with complimentary products, such as carpet, home goods etc. See if you can put brochures in the window for a same fee etc.

    I would think New Homeowners and new businesses would be hot prospects for you.

    Check the local chambers in your area and see what networking events they are holding.

    These are just a few off the top of my head. If I think of more I will respond again.


    Hope this helps.

    Good luck

    Tom
  • Posted by telemoxie on 12/14/2008 at 10:36 AM Member
    I wonder if flea markets and craft fairs could be one sales method for you. When I am going to yard sales and etc., it seems that people sell two kinds of things. Some people sell stuff, and some people sell places to put stuff. It seems to me that most people already have enough stuff, but need more places to put stuff, and the shelves in tables and so forth seem to sell outburst at these events.
BACK TO TOP

Post a Comment

Related Discussions

Community Info

Top 25 Experts
(Strategy)