02.27.13
What is Your Commercial?
This weekend my ten year old son was full of information I couldn’t live without. In need of a custom t-shirt? Customink.com. Have you heard about the latest at Jack in the Box? The Hot Mess Burger. The list continued. I asked, “How do you know about all of this stuff? Especially the t-shirt?” His answer- saw it on a commercial.
That answer made me think. He had no need for a custom t-shirt but he saw a commercial and referred that information to someone who had a need. One of the things I have noticed over the years is that distributors have hundreds of products that they offer their customers, however, many of their customers may only know about three to four of the core product offerings. Why is that? Sometimes it is because there is no “commercial” to the customer. The sales process is passive instead of actively pursuing the business. The customer has to be contacted multiple times before they get the message. Part of that contact is the sales team becoming a resource. Another part are promotions, email and other marketing campaigns.
The overall goal should be that when the customer has a need for a product or accessory you offer, they remember they saw it or heard about it from MyFavoriteDistributor.com.
I hope this short reminder helps in growing your business. Have a bright and rewarding day!
Regards,
Brian
