Subject: RE: [marketing-club] How to get direct clients for translation company
Date: Fri, 18 Jul 2008 22:14:25
From: Sebastian Lin <sebastian@actc.com.sg>
To: <marketing-club@yahoogroups.com>
Hi Jeff, we're in the same industry. But I'm not the owner, I'm just the
marketing staff.
I can share a little bit about our sales cycle here.
The sales cycle is divided to two stages:
* Sales Development -> find the prospect client
* Field Sales -> approach/close the deal with client
On Sales Development stage, there are several milestones:
* Target
* Connect
* Qualify
And these are the steps you need to follow on Sales Development stage:
1. List Selection -> first you gotta have a list of contact numbers,
you can get it from yellow pages, organization members directory, or just by
browsing the web
2. Profiling -> then you have to do some research about the prospect
client, the more you know about them, the better chances you have
3. VITO -> Very Important Top Officer, you have to find out who make
the decision, you want to have the most relevant, meaningful conversation
with that person
4. Qualified Opportunities -> After calling them, you must have some
impression whether the particular client is interested, still considering,
or not interested at all
5. Pass the qualified client to the Field Sales Stage
The milestones we have to achieve on Field Sales stage are:
* Engage
* Propose
* Decision
* Close
Well we aren't going to discuss about it, since your main problem in on the
Sales Development stage. Btw, I got this teory from the internet. Just surf
it for more information. I just started working here for 3 weeks only, and
they also don't have any guidelines for me. I just do it my way.
Best regards,
Sebastian Lin
Marketing Department
............ .........
ACTC Translation Centre
10 Bukit Batok Crescent #04-03D
The Spire, Singapore - 658079
Tel : (65) 6316 5654
Fax : (65) 6425 6789
Email : sebastian@actc. com.sg
Website : www.actc.com. sg < http://www.actc. com.sg/ >
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