Most of our present ECAs are retailers with existing stores, strictly e-Commerce stores, or artisans who sell what they produce. All of these businesses are equipped or capable of swerving the individual buyers, including the details of shipping products to them.
When driving the streets of ones own city, it is easy to think about the great wealth we could have if we refer the manufacturing companies and the large, national retail corporations. So after getting a few referrals to ones credit, why not take on the bigger guys?
I say bigger guys because it is best to build on previous experience. The big conglomerate corporations are usually pretty set in their advertising and distribution. And the man to talk to is pretty well out of reach of the newbie.
But we all have smaller, local companies that have good sales forces but will still look at new ideas. The CEOs are people you meet at the supermarket and benefit dinners. They are busy, but not so busy that a well-prepared person can not get an appointment.
Always begin by securing an appointment. Prepare for it by studying about the company and the person you have the appointment with. I am assuming that you have read ALL the materials about the ECA program and have all the marketing tools for this venture. Dress like a business person and take the the ECA brochure and some xCards or business cards.
You have information that you know he can use and benefit his company. In just a few sentences you must get his attention and give him a condensed version of what you are offering him. He will probably throw some reasons that he is not interested and you must answer to them by unfolding what our ECA Program is and what it can do for his company. Do not make wild statements or promises.
Unless his company already has a mail order department, he will have to add that department.It will then be up to you to advertise his ECA so that he will have enough business to be a good testimony for your next big company pursuit.
At the end of the meeting, leave a brochure and your card. Set another appointment to clinch the deal unless he is ready right then. A few days later send a thank you letter written on TripleClicks printed stationery with a matching envelope. If you need to reach him again, you can send another letter or the ECA postcard. Do not be a nuisance. Don't phone more than 3 times.
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Most of our present ECAs are retailers with existing stores, strictly e-Commerce stores, or artisans who sell what they produce. All of these businesses are equipped or capable of swerving the individual buyers, including the details of shipping products to them.
When driving the streets of ones own city, it is easy to think about the great wealth we could have if we refer the manufacturing companies and the large, national retail corporations. So after getting a few referrals to ones
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