12 Sales And Marketing Ideas
That Are Guaranteed To
Increase Your Sales

By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker

• Word Count: 892
• Time To Read: 3.6 Minutes [Based on 250 Per Minute]

Are you having some challenges with your sales and marketing efforts? Or worse, are you spending money on marketing and not seeing any type of activity from your efforts? If you answered yes to either question, you will find this post timely.

The Key To Your Success Will Be This: Develop A Drip Marketing System For Your Business.

It's not unusual for a mediocre product or service with great marketing to outperform a good product that is poorly marketed. Face it; big businesses like Pepsi, Coke and GM can dedicate tons of money and staff to develop a marketing campaign, telemarketing team, national ad, etc. You, on the other hand, cannot afford to spend money without seeing some type of return. So what can you do to improve the ROI from your marketing efforts?

The answer is rather straightforward; the key is to set up a sales and marketing system. From my perspective, creating sales and marketing ideas is nearly an endless task. Nevertheless, it has to be done correctly or all that you will do is throw good money after bad.

12 Sales And Marketing Ideas For Your Business.

1. Develop A Sales Compensation Program That Rewards A Hunter Mentality: Take a look at what you are paying your salespeople for a base salary, commissions, employee taxes, health, auto and phone. Then divide that number by their sales volume. Once you do this, you will be surprised to see how much you are paying in commissions. The next step is to create a comp plan that rewards sales success.
2. Know This Salesperson Stat: Our research has proven that 99% of all salespeople stop calling a prospect after their third unsuccessful attempt at moving the sales process forward. That being said, you need to create and install a drip marketing system that automatically sends out a marketing campaign.
3. Don't Let Salespeople Do Their Own Marketing: Salespeople in general are poor writers and ignore your brand's identity. Keep your salespeople focused on selling, not marketing.
4. Set Up Your Sales Metrics For Your Sales Team Including:
   • Sales pipeline report
   • Tracking the # of F2F sales calls each week
   • # of F2F sales calls for the following week
   • Prospect database size
   • Referral source database size
   • Number of proposals presented and closed
   • Number of referrals they received from a referral partner
5. Ask Your Clients These Questions: Gather a list of your ten most recent clients and ask them why they bought from you. Additionally, I suggest asking what made them start looking for what you sell. What you hear will most likely shock you - and this information will help you construct your next marketing message(s).
6. You Need To Know That e-Mail Marketing Is Not The Silver Bullet For Marketing Your Business: We will send close to 5 million e-mail campaigns on behalf of our clients this year. However, you can't just send out a campaign and watch a lead come in. The real sales success will come from a combination of efforts like postcards, lumpy mail campaigns, social media campaigns, etc.
7. Schedule Phone Blitz Sessions: If a salesperson is at 79% or below of their sales quota from the previous month, require them to attend two (in the office), 60 to 90 minute phone blitz sessions each week to call prospects, past customers, referral partners, etc.
   • These are mandatory meetings (you need to ensure there is a penalty for missing them) to establish a pattern of success.
   • The objectives of these phone blitz sessions are to set meetings, following up with the prospects in their sales pipeline, establish referral partners, etc.
8. Create A Business Development Center For A Salesperson To Tap Into:
   • Sales scripts and questions to ask a prospect or a referral source
   • Proposal and cover letter for proposals
   • Ad slicks to send a prospect
   • Buyer's scorecards
   • Intro sales letters/e-mail campaigns
9. Create A Sales Pipeline Report: Create a sales pipeline report that your salespeople fill out. Make sure they send it to their sales leader 24 hours before the next day's sales meeting (make this mandatory).
10. Develop A Formal Referral Partner Program: Did you know that a lead from a referral source can have a 75% or more close ratio? Unfortunately, many businesses who have a referral partner program don't have a formal "kit" or "program" in place. Additionally, it is up to the owner or sales leader lead this initiative.
11. Develop a Niche Market: You are better off targeting verticals and become the "expert" in this industry or segment.
12. Send A Lumpy Mail Campaign To Your Top Prospects And Referral Partners: If you want to get the attention of your top prospects or referral partners, send a lumpy mail campaign on a quarterly basis. The results will amaze you. If you want to get some lumpy mail campaign ideas, turn to page 145 in my book. Click here to order your copy from Amazon.com.

Executive Summary: The key to your sales and marketing success is being proactive. Therefore, start doing something today - not tomorrow or the day after that. Developing a sales and marketing system for your business takes time. However, the best part is this: It doesn't take a whole lot of money - just time.

About The Author

Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc.  He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist.  He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc. and SellMorePayroll.com.  His work, insight and creative talent has been the catalyst for the delivery of more than 35 million e-mail campaigns on behalf of his clients.

To learn how we can help your payroll service increase its sales with our payroll marketing system, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577.