Rev Your Revenues!

Many Small Businesses offer great products and services - but they're not selling well enough. What is often needed is sales firepower - but what to do and where to begin?

That's where Joe and his TSBOM colleagues can help. Joe has over 20 years of experience in selling products and services to companies of all sizes and many industries.

So here is how we can get your revenues rolling:

First - let's talk! We'll learn about your business situation in general terms and learn its constraints. Are you talking to enough prospects? The right prospects? Is the product and pricing positioned correctly? What is the competitive situation?

Then we set objectives and offer a plan that may involve many diverse elements such as:

· Assemble your contacts into a contact management database
· Buy a third-party prospect database
· Import both databases into a sales contact management program such as ACT
· Develop phone scripts, fax-letters, cover letters, product brochures, Internet-ads, emails, and other marketing materials
· Begin calling for sales, appointments, demos, online presentations or whatever other intermediary objectives we've defined
· Recruit and hire a sales force
· Design and send a series of mailers
· Attend trade shows
· Execute an Internet-based marketing campaign to drive sales or call-ins through Search Engine Marketing (SEM), Search Engine Optimization (SEO), and other means.
· Design and build (or renew) an e-store

Finally, we want to help execute the plan to reach our joint objectives.

See our Success Stories below.

Joe and his TSBOM colleagues have many years of experience in business-to-business sales and can offer a fresh, modern perspective on what you're doing wrong - and right. We will provide a confidentiality agreement acceptable to your small business, and work on retainer-based fees and a percentage of the upside (no "commission only" deals please).

Success Stories

Residential Lighting Fixture Company

A family owned firm enjoys great sales of its custom-designed and manufactured high-end residential lighting fixtures through established distributors to retail stores all over the U.S. But older, "out of fashion" inventory was building up in the warehouse. In fact $2 million of older inventory. And the firm was moving locations in a few months and did not want to pay for moving truckloads of obsolete inventory.

TSBOM figured the right answer, right away - online liquidations pumped up with special Search Engine Marketing promotions.

The firm already had an online store, but sales were very modest - since it was not properly promoted. And distributors did not want the firm to sell the latest designs online anyway.

So TSBOM inventoried all of the older items, gathered info and photos, and bulk-uploaded everything to a special online store operated under a newly formed joint-venture between us and the manufacturer. The manufacturer's company and brand names were not obvious - since they did not want to be seen as dumping older items. But everything sold quickly and thousands of items that were destined for scrap were instead sold to secondary buyers who would not likely displace sales of newer products from this company. Within a few months the old warehouse was emptied and the firm moved to newer and larger facilities and paid nothing to move the older inventory.

Objective achieved: increase revenues

Disk Storage Subsystems for Niche Business Market
An well-known maker of specialty storage devices had developed a powerful SAN (Storage Area Network) product for a special market niche. But although the product was well priced, fast, shareable, and easier to connect and use than competitive products - it wasn't selling. Compounding the dilemma, new products age quickly in this market and there wasn't much time for trial-and-error.

The problem was buyer awareness. But the firm did not have the budget to launch a large advertising and marketing campaign. So TSBOM executed a very effective campaign aimed exclusively at niche buyers. First, prospective customer names were obtained from several industry databases and loaded into an inexpensive Customer Relationship Management system customized just for this purpose. Then, we set up and staffed an outbound call center, trained our new telemarketing heroes, and began calling local prospects. As each unit was sold we personally delivered, installed, and trained users on the new equipment, and gained valuable feedback.

When the local campaign was fine-tuned, we were able to launch a modified program on a national level. Budget issues went away since the local efforts were so successful. The awareness campaign was supplemented by appearances at user trade shows, group meetings, and special events. Post card mailers are sent to "non-opt-outs" in the niche-market database every month - just to remind them.

That's about it! With this marketing mix of outbound calls, trade shows, and mailers the product was on its way into the hearts, minds - and IT shops of this special industry market niche.

Objective achieved: increase revenues

Machine Tool Dealer
A stodgy CNC machine tool dealer sold new and used CNC machine tool equipment and found it increasingly difficult to located new customers. And even then it was hard to differentiate this company from the competition.

Something new was needed, and TSBOM found a way by turning a liability into an asset.

The gold nugget we found was - maintenance updates. Many dealers and distributors of high-end business equipment are responsible for promulgating maintenance update information received from the manufacturer to customers, and this is often time consuming and expensive.

TSBOM set up a new web site for the machine tool dealer, and immediately posted all update information on the new site. Every customer receives a monthly telephone call and email (15 days later) reminding them to check the site for new updates on their equipment. In the conversations customers often gripe about old equipment and their new plans, so this provider is in the deal right from the beginning.

Since most machine tool customers finance the purchase, TSBOM set up a financing program with a well-known asset-based lender, and built a financial calculator into the web site allowing machine tool buyers to privately enter costs, terms, and deposits and then see monthly payments under different scenarios. This has attracted new customers as word gets around that the latest rates and terms.

Objective achieved: increase revenues

Take me to the top (Attn site visitors: notice psychological double-entendre).