Dealer Marketing Blog
The age-old frustration of a dealer principal or sales manager is, “Are we playing in all of the deals?” What percentage of deals in your market is your sales team actively pursuing? We call this measurement Deal Exposure.
If there are 100 deals going down in your market this month and you have 20 opportunities in your pipeline with a 30-day windows, you have a 20% deal exposure. Stated another way, you’re missing out on 80% of the deals.
As a former sales manager, I’ve laid awake at night wondering how many deals my team is missing. Now, I think I have come up with a benchmark and a way to measure your sales and marketing effectiveness.
In this post I want to talk about what the next step is after you’ve had your beautiful new website built and launched. How do you realize the best return on your investment? Let’s discuss shall we?
So you’ve spent a few weeks, and a significant investment on having a new website designed just right for your organization, now what?
One question I get regularly is, “Do I need a product catalog on my website for the multifunction copiers, printers, and other devices I sell?”
When it comes to product catalogs, dealers have three choices:
Link to your OEM partners
Don't have a product catalog
Have a product catalog on your website
This article explores the three choices and outlines options to easily manage a product catalog on your website.
As I help hybrid copier dealers across the U.S. and Australia create a unified value proposition between their copier and managed I.T. services businesses I'm always looking for ways to create competitive advantage. Recently, I've been thinking about an area of competitive advantage that's fairly unique to copier dealers: business continuity. If you think about it, copier dealers are in a unique position to provide business continuity solutions.
Where I.T. companies focus on the backing up data only, hybrid copier dealers consider both the data and the documents. Where I.T. companies focus on computer hardware restoration, hybrid copier dealers can restore servers, computers, phone systems, printers, and multifunction systems.
What you’ll learn in this article:
- How Google+ and social media in general play into the greater buying process
- How Google+ can help you rank higher in search results
- 5 Quick steps to get your Google+ presence setup
WHY SOCIAL MEDIA?
Let me get to the point right from the beginning. CONTROL. If we’re all honest with ourselves, we all want more of it,
Our industry has a poor track record of launching new initiatives. Looking back on the last fifteen years, document management and managed print services never really seemed to get traction with more than 15% of a dealership's customer base. Countless dollars were spent on training, infrastructure, and staffing. However, for most dealers these programs never really went mainstream.
Yesterday a successful copier dealer principal asked me an honest question: "Why should I care about blogging?" Traditional sales tactics are working well for him. The dealership is growing and sales reps are crushing quotas with tried-and-true prospecting techniques. "Is it worth my time and investment."
Dealer Marketing announces the availability of 3D Systems printers in the product catalog service it provides for copier dealer websites.
Only a handful of your current customers will ever walk through the doors of your dealership. However, all of your current customers, prospects, and potential employees will visit your web properties. What they find could determine the success of your business.