B to B results

Jan 8, 2008

  1. Crabcake Johnny
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    Crabcake Johnny Guru

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    Everything this year is local marketing and self-generated leads. Part of my new years resolution is I will not pay any company or any person for a lead this year. I'm doing some local advertising, but I obviously control the ad. I'm actually doing a pretty wide variety of stuff but...

    did 3 1/2 hrs of B to B at the end of last week, just wrote my second app from it.

    App 1: $4,200+ premium
    App 2: $2,600+ premium

    20% commish for both apps: $6,800 X 20% = $1,360. One deal was a sit, the other online. The sit was 50 minutes "door step to door step" and the online was 30 minutes total.

    total time invested: 4 hrs 50 minutes - call it 5.

    This is not "here's a flyer" B to B. This is "is the owner in?" B to B, introducing myself and going over how my services will benefit them.

    Let's go figure out how many people in the country would work 5 hours to return $1,300. For you ROI guys, it's $260 an hour.

    That doesn't mean I'm out B to B every day - just one leg of a "do it myself" marketing program. Today I did some telemarketing and on Thursday I have a chamber event.

    Certainly beats calling answering machines for 5 hours.
     
  2. Golddoor
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    Golddoor Guru

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    Nice Job!! But its to dang cold here to be going B to B. I'm on the telemarketing mode until it warms up. Not as effective but atleast I stay warm.

    Also John, Do you only talk to business owners? I have good luck also talking to the receptionist and/or front office people if the owner isnt in or is busy. Most of my apps have been receptionist/front office personnel. And I have a very good retention rate as well with those believe it or not.
     
  3. Crabcake Johnny
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    Crabcake Johnny Guru

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    Telemarketing is more effective than B to B - you can reach more owners calling then going into small businesses unless you're in an extremely dense business area. I simply hate B to B less than I hate telemarketing.

    And yes, if the owner's not available I'll leave a flyer with the person behind the counter - sometimes they're interested.

    And I'm an old B to B guy anyway - 8 years of B to B sales experience - 8 hours a day, rain or shine so it's really no biggie for me. In fact, bad weather days are the best B to B days since most businesses are empty and owners are bored.
     
  4. BKrocko
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    BKrocko Guru

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    Does this mean you are no longer using Vimo Live Transfer?
     
    BKrocko, Jan 8, 2008
    #4
  5. Crabcake Johnny
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    Crabcake Johnny Guru

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    Yes - and it was a tough decision. The end of it for me was they're not business owners and I simply want the vast majority of my business to be biz owners. I also don't want to build on any marketing that can and will change at any time.

    Aside from the B to B what I'm really looking forward to is the spring - I'll gonna be at all local events with a booth/table.
     
  6. Guest
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    Do you still have your telemarketing employees? You were really "up" on that concept a while ago... hiring your own marketing people. Is that still operative or have you gone back to your 'roots' so to speak?

    Al
     
    Guest, Jan 8, 2008
    #6
  7. Crabcake Johnny
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    Crabcake Johnny Guru

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    Yes - gone back to the roots. Telemarketers work but it's turn and burn all the time. Also, I want to be local and build up a local reputation. Over a period of months marketers have to make calls further and further away from my locality. When they made their last series of calls they were calling about a hour's drive from me.

    My theory is simple; there's enough business in my area to support my career. People simply need to know I exist. As telemarketers are making calls is someone who lives a street over looking for an agent?

    I really like the chamber of commerce - great people and it's really nice to be around business owners. All of them generate business from their community and all of them are active marketers. I haven't met a single owner who telemarkets for business and that includes 4 agency owners I now know. All of them do well and generate community business.
     
  8. salpro22
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    salpro22 Guru

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    Find out how long each of them has been in business, how they generated business initially and what groups they are most active in. I still think a health combination of telemarketing and local presence is the way to go if somebody has the time and money.
     
  9. MHart
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    MHart Super Genius

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    John how about Gary's system are you using that or just old school smiling and dialing?
     
    MHart, Jan 8, 2008
    #9
  10. Crabcake Johnny
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    Crabcake Johnny Guru

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    Far less telemarketing and way more out and about.
     
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