By Michael Port
Take the normal revenues version, that is outmoded and desires a major makeover, and switch it on its head through making use of the recommendation within the Contrarian impact: Why It can pay (Big) to Take average revenues recommendation and Do the other. locate a wholly sound method of construction larger shopper relationships and shutting extra revenues by means of doing the complete opposite that traditional revenues suggestion dictates. reconsider the main well-worn revenues strategies within the company and become aware of particular and actionable recommendations and rules that can assist you shut extra revenues this day.
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Extra resources for The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
Example text
He goes on to justify his decision to employ the conventional strategies, which he admits are spam, given his schedule and the demands he faces as a traveling photographer: I spent $10,000 this year on lists, email software, promotional cards etc. to promote my business and my work. You’re on a list of people who buy creative work that is sold to photographers every day. If you don’t really buy photography, why not just hit the unsubscribe button? Why give out your email? I get about 150 emails a day and travel 200+ days a year which makes it very difficult to get back to everyone after sorting through the spam I get but, it’s an unfortunate part of the business and I unsubscribe to stuff that does not appeal to me.
While they may concede that cold calling might not work with every prospect, they believe it can be used on the next potential client with seemingly positive results. They may believe if they get enough prospects into their sales funnel, they are certain to get a few sales. In short, they perceive their work as a numbers game. ” At least, that’s the way they interpret their reality and their results. Dan, a freelance photographer who sells his stock photography to magazines and other publications, feels that way.
As a result of that “test,” they maintain the belief that they close more sales using the tried-and-true sales tactics and system, which is unfortunate. Dan and Tim probably did what many sales professionals often do in trying to do the opposite. They may have done a little bit of research on potential target markets here and a little bit of warm calling there. indd 46 7/16/08 10:33:15 AM T WO L E F T F E E T [47] a keep-in-touch strategy, such as a newsletter, for a few weeks or a month, expecting to see immediate results.