Ask Yellow Dog Archives - Page 3 of 5

Ask Yellow Dog: Inherited Clients

11.11.2014 by Elizabeth // Leave a Comment

Last week I spoke at a luncheon and I offered to answer marketing questions emailed to me within the next day. I had some great questions and am editing them a bit in hopes that this helps answer questions you might have as well! This first question comes from someone in direct sales who has inherited clients from other sales reps that have gone on to other endeavors and how to best approach them.

I have names on my current customer list that I did not add as they have “risen” up to me as their consultant became inactive or as in one case died. I would like to build a relationship with them. Plus we are going over to a new system soon so I want to have everyone know who I am etc.

As for the clients that you have collected from other folks, I would send an individual email (as long as it’s not a ton of individuals) and introduce yourself, offer to meet if they’d like to review any new products or refresh their memories, make sure they have the link to order from your page (or their page/login info if it works that way) and offer to answer any questions.

If it’s been a delayed amount of time since they were handed to you and you dropped the ball, that’s OK, just be honest about it. And in that email you can mention that your company is going to a new system in January and you want to make sure you have all their contact information correct for the system transfer (it’s a good excuse to get them to respond to you too!).

Do I Need a Joint Venture or…

08.06.2014 by Elizabeth // 1 Comment

A couple of weeks ago on twitter a friend of mine tweeted me…

Joint Ventures – do you have experience or opinions with these? Ever done one?

And my response: It really depends on the partner & the goals. My friend lives on the east side of the state and wants to do an event on the westside. So as I further suggested, he doesn’t need a joint venture, he just needs some champions to help him promote this event.

And that’s the deal with joint ventures- if two like minded businesses can make life easier for their mutual target market by working together, then let’s do it! But, if what you really need is some help and muscle to get butts in seats, then what you need are good people in your network to help you promote your event.

One of the first things I talk to clients about is identifying referral partners. Who are the 10-ish people that refer business to you? Not potentially could send you business, but DO send you AWESOME clients. Could you have a guest post on their blog? Could you get a blurb in their upcoming newsletter? Could you give their clients a discount code to attend? Could you let your referral partner attend for free as a thank you?

Joint Ventures can be great, but if it’s not a firm and solid relationship where you are both doing the work 50/50 then it’s possible it’ll suck your will to live and make you resent that perfect partner…

Ask Yellow Dog: The 2 Company Conundrum

03.19.2014 by Elizabeth // Leave a Comment

Occasionally people will email me with a sales & marketing challenge they need a bit of help with. In the latest edition we’re talking about running 2 companies and not confusing your network in the process…

I have two separate, but related companies. My questions is: I obviously can’t market one product at some events and another at another event, but I have two cards and think it is weird. They are two separate companies. Sometimes I hand out both cards to different people at the same meeting. Is that weird?

Promote what sounds right to you depending on the event you are at. The fact that you are getting referrals instead of finding your own clients is AWESOME, most of my work comes from referrals as well, and it’s so nice to not have to go out and hunt for the jobs! So, spending time at networking events and with people who are actively referring you business is a good place to be (and your target market!).

I think having two cards is no problem- some people will be interested in one business, but have no need/interest in the other business. When you are giving your elevator pitch at an event, just pick ONE of these two companies to “pitch” but keep listening to what everyone else at the table is saying and doing. This where FOLLOW UP is key. “hey great to meet you, I didn’t get a chance to mention this to you at the event, but I also do…” That’s if you don’t get a chance to talk more with them over lunch or afterwards.

If you have a burning sales or marketing question- you can always Ask Yellow Dog!