Target Marketing - January 29, 2010
Don't Panic

Sales cycles have gone from days to weeks to months and sometimes years.

Don't Panic ...


If your strength is in a particular industry don't stop marketing to that industry because no sales have closed in a quarter.  Sales cycles are just that, cycles. If you stop marketing to your targeted industry for an extended period of time you will lose momentum and risk no longer being at top of mind for many prospects.

Don't Panic ...

Plan ahead.

Review when you are having success in particular industries.

Do you get more inquiries and close more property management or other emergency service provider accounts after a long weekend or weather emergency?

Do you get more inquires and close more medical accounts after a new piece of legislation is being discussed and has been signed into law?

Look for cycles, patterns, and trends and get in front of them instead of being pleasantly surprised by them.  Send out targeted pieces that anticipate those trends so you present your solution to a prospect as their need for a solution is at its peak and being discussed.

Keep the momentum going...

 
Send questions and comments to askmark@atsi.org
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