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Sales Development
Sales or Business Development is the process of growing your business by generating sales from both new as well as existing customers. It also involves generating referrals.
It is critical that you go through the process systematically and that there is a structure and method to your efforts. There are numerous systems, techniques and strategies from which to choose. The key is to pick one that is comfortable for you and your organization.
For your convenience, we have detailed one such methodology that we have found to be particularly useful in generating results for us and some of our clients. It is called the Critical Path and helps keep you focused on the task at hand.
Integrated Marketing Services can help you manage the sales and business development process. In so doing, we can assist you in achieving your overall business objectives…and actually grow your business.
The Critical Path
STEP 1: Make a list of each of the business categories with which you wish to do business.
STEP 2: Then list each of the specific companies and organizations that are classified or fall under each category.
STEP 3: Select a business category and begin sending the first in the series of post cards to all the names in that category.
STEP 4: Select a list of 10 entries in each category.
STEP 5: Identify or project how much business you might expect from each of these 10 entries.
STEP 6: After the first post card has been sent to all organizations in that category,
begin calling the 10 top prospects on your list. The goal here is to arrange a face-
STEP 7: One week after the first card has been sent, begin sending out the second card in the series.
STEP 8: Place a follow up call 3-
STEP 9: If you are still unsuccessful in scheduling an appointment or even making contact then make a second follow up call.
STEP 10: A spreadsheet or flowchart should be utilized so as to track your progress. The information should indicate when cards and calls have been made with the goal or the last column to include the date of the appointment with the prospect.
If you are still unsuccessful in scheduling an appointment or even making contact with the prospect, make a second follow up call. If still no luck, then you will want to remove that prospects name from the “Top 10” list and place it in a “once/month” tickler file.
That name should then be replaced with another prospect that you would consider as “prime.” This new name should then start to receive the cards and calling series.
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