Totem pole advice

Discussion in 'Growing and Managing a Business' started by textsalesmrk101, Jan 11, 2010.

  1. textsalesmrk101

    textsalesmrk101
    uix_expand uix_collapse
    New Member

    Joined:
    Jan 11, 2010
    Messages:
    1
    Likes Received:
    0
    Hello, I'm currently attempting to market to a few large companies (Sears, Walgreens, Walmart, etc.) What would be the best way to market to these companies about an advertisement tool? Also would it be best to attempt to contact somebody at the bottom of the food chain (Marketing Manager) or somebody at the top (Director of Marketing) about our service? Any additional advice will help.

    Thank you,
    Jon
     
  2. seanstevens

    seanstevens
    uix_expand uix_collapse
    Member

    Joined:
    Jul 27, 2009
    Messages:
    638
    Likes Received:
    2
    The rule of thumb is the higher you go up the chain the larger the possible sale would be. However, the higher up the chain you go the harder it will be to convince them that they should use your services.
     
  3. Fergal

    Fergal
    uix_expand uix_collapse
    Premium Member
    Premium Member

    Joined:
    Nov 18, 2007
    Messages:
    10,578
    Likes Received:
    1,163
    Welcome to our business forum Jon and thanks for posting your question.

    A lot of people in sales have a tendency to feel more comfortable contacting people lower down in the organisational chart, when trying to make a sale. This can sometimes be a mistake. If you speak to someone higher up they have a greater capacity to make a decision and if they are not the right person to speak to, they will quickly tell you who is the correct contact. Telephoning the contact you are given and telling them that someone high up in the organisation asked you to contact them, will give you a leg up and increase your chances of making the sale.

    If you cannot get through to the senior contact, for example if a secretary or PA will not put you through and your calls are not returned, then you can begin to target someone with a more junior position.

    You may be familiar with the sales mantra of selling to the "MAN". This is the person with the Money / budget to purchase what you are offering, the Authority to make a purchase decision and the Need for your product or service. My suggestions would be to try identifying and contacting the most senior MAN (who can obviously be male or female) you can reach.

    Good luck with it and please post back with your thoughts.
     
  4. DEADMAN

    DEADMAN
    uix_expand uix_collapse
    Member

    Joined:
    Apr 5, 2008
    Messages:
    641
    Likes Received:
    3
    How about trying to attempt advertise on your own? If you want to contact to marketing companies, be sure that the extra effort is always from your site. You may take advice from them.

    Anyways, all the best with your attempts. I believe you'll be successful in your own way.
     

Share This Page