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:
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
set objectives and offer a plan that may involve many
diverse elements such as:
· Assemble your contacts into a contact management
· 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
· Begin calling for sales, appointments, demos, online
presentations or whatever other intermediary objectives
· 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
we want to help execute the plan to reach our joint objectives.
See our Success Stories
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"
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
Disk Storage Subsystems for Niche
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
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
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
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
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
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