PROVEN $ALES BUILDERS
| Category: Sales Tips | Date: 2001-03-12 |
Have you ever gotten a FREE airline ticket by using "frequent flyer" points? This is an example of a special marketing program used to attract and KEEP customers. Another example: Blockbuster Videos in the U.S. offers a "Blockbuster Rewards" program for a small fee. Each month you get a coupon good for a FREE video rental.
The use of "Special Programs" to attract customers is a proven successful marketing tool. Each industry has its own unique program(s) to lure customers and KEEP them coming back.
The airline industry has "Frequent Flyer" programs. Consumers try to accumulate enough frequent flyer points to win a FREE trip. We try to stick to ONE airline so we can earn those points.
Telephone companies are also using frequent flyer points to entice customers away from the competition. And it WORKS! AT&T has lost market share to MCI one of the reasons is MCI’s aggressive marketing strategies and the offer of frequent flyer points when you switch to MCI.
Add Value and INCREASE Sales with Annual Supply Agreements!
For office equipment supplies dealers, a highly successful program is the "Annual Supply Agreement" Program.
What is an "Annual Supply Agreement"?
An Annual Supplies Agreement (ASA) is a written agreement between the seller and the buyer listing the type and amount of supplies that the customer will purchase from the seller for a full year. The seller guarantees to supply specific products for a year at a set price or discount. The customer promises to buy these supplies from the seller for a year and each signs an agreement stating product descriptions, prices or discounts, quantities and delivery choices.
Look at all the BENEFITS!
BENEFITS For The Seller:
Increase sales by cross-selling, offering to put additional supplies on an ASA.
Knowing which products will be needed for a year gives you better control of inventory and purchasing.
Customer retention: You have a happy customer if the account is serviced well.
Keeps the competition away. Customer can tell your competitors: "We have a yearly supply contract."
BENEFITS For The Customer:
Prices or discounts are protected/locked in for a year.
BENEFIT: The customer saves money.
Automatic shipments. Even if your customer forgets to order supplies, with an ASA, s/he can have toner and other critical supplies shipped automatically.
BENEFIT: Less down time.
The customer can issue just one supply purchase order for the year.
BENEFIT: Customer saves time and money.
End-column discounts for the customer who pays one invoice, in advance, for a year’s worth of supplies.
BENEFIT: Customer saves money.
If you sell consumable products and are NOT using annual agreements, take advantage of this special offer:
Proven $ales Builders
"Proven $ales Builders" contains what you need to market and sell annual agreements, including a complete explanation of HOW an annual agreement works AND a flyer you can use to market agreements PLUS three annual supply agreement letters.
And . . .
How many times have you thought about sending a letter to a new prospect or current customer, but didn’t have the time to create the letter? If you are like most professionals, you are too busy making sales to compose letters. But the work has already been done for you. In "Proven $ales Builders" you’ll find letters, forms and proven successful, attention-getting marketing flyers for different sales and marketing opportunities, including:
Seven different introductory letters
Introductory letter worksheets
Four thank you letters
E-mail marketing letter
Follow up letter after cold call
Letter to bring back the lost customer
Three Annual Supply Agreement letters
Customer Survey Form
Fill-in-the-blanks opening statement examples
Attention-getting opening statements
Step-by-step easy worksheets to create your own opening statement
Abhout the Author
Reprint with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
www.sellingsupplies.com
The use of "Special Programs" to attract customers is a proven successful marketing tool. Each industry has its own unique program(s) to lure customers and KEEP them coming back.
The airline industry has "Frequent Flyer" programs. Consumers try to accumulate enough frequent flyer points to win a FREE trip. We try to stick to ONE airline so we can earn those points.
Telephone companies are also using frequent flyer points to entice customers away from the competition. And it WORKS! AT&T has lost market share to MCI one of the reasons is MCI’s aggressive marketing strategies and the offer of frequent flyer points when you switch to MCI.
Add Value and INCREASE Sales with Annual Supply Agreements!
For office equipment supplies dealers, a highly successful program is the "Annual Supply Agreement" Program.
What is an "Annual Supply Agreement"?
An Annual Supplies Agreement (ASA) is a written agreement between the seller and the buyer listing the type and amount of supplies that the customer will purchase from the seller for a full year. The seller guarantees to supply specific products for a year at a set price or discount. The customer promises to buy these supplies from the seller for a year and each signs an agreement stating product descriptions, prices or discounts, quantities and delivery choices.
Look at all the BENEFITS!
BENEFITS For The Seller:
Increase sales by cross-selling, offering to put additional supplies on an ASA.
Knowing which products will be needed for a year gives you better control of inventory and purchasing.
Customer retention: You have a happy customer if the account is serviced well.
Keeps the competition away. Customer can tell your competitors: "We have a yearly supply contract."
BENEFITS For The Customer:
Prices or discounts are protected/locked in for a year.
BENEFIT: The customer saves money.
Automatic shipments. Even if your customer forgets to order supplies, with an ASA, s/he can have toner and other critical supplies shipped automatically.
BENEFIT: Less down time.
The customer can issue just one supply purchase order for the year.
BENEFIT: Customer saves time and money.
End-column discounts for the customer who pays one invoice, in advance, for a year’s worth of supplies.
BENEFIT: Customer saves money.
If you sell consumable products and are NOT using annual agreements, take advantage of this special offer:
Proven $ales Builders
"Proven $ales Builders" contains what you need to market and sell annual agreements, including a complete explanation of HOW an annual agreement works AND a flyer you can use to market agreements PLUS three annual supply agreement letters.
And . . .
How many times have you thought about sending a letter to a new prospect or current customer, but didn’t have the time to create the letter? If you are like most professionals, you are too busy making sales to compose letters. But the work has already been done for you. In "Proven $ales Builders" you’ll find letters, forms and proven successful, attention-getting marketing flyers for different sales and marketing opportunities, including:
Seven different introductory letters
Introductory letter worksheets
Four thank you letters
E-mail marketing letter
Follow up letter after cold call
Letter to bring back the lost customer
Three Annual Supply Agreement letters
Customer Survey Form
Fill-in-the-blanks opening statement examples
Attention-getting opening statements
Step-by-step easy worksheets to create your own opening statement
Abhout the Author
Reprint with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
www.sellingsupplies.com
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