What Would Jack Do? 6 Old-School Tactics that Continue to Drive Sales Results Today
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1 What Would 6 Old-School Sales Tactics that Continue to Drive Results Jack do?
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What does it take to create a successful company that continues to be viable 65 years later? The founder of Cole Information, Jack Cole knows. In 1947, Jack used early computer technology to sort millions of people by their street address and phone number. The Cole Directory was known as a crisscross directory and were invaluable for a number of industries including door-to-door salesmen, law enforcement and even the government. During this small business marketing 101 webinar, Cole Information President and CEO Jim Eggleston joins us to enlighten us on 6 sales tactics Jack Cole implemented that continue to drive sales results today. During the half-hour webinar, we’ll discuss what made Jack a successful entrepreneur including:• The successful sales system he implemented. • Critical questions he created and ways to formulate them.• The best way to select marketing areas for any business/service.
Transcript of What Would Jack Do? 6 Old-School Tactics that Continue to Drive Sales Results Today
1
What Would
6 Old-School Sales Tactics that Continue to Drive Results
Jack do?
Lora UllerichDigital Media Specialist
Session Framework
Jim EgglestonPresident & CEO Cole Information
Lora UllerichDigital Media Specialist
Session Framework
Jim EgglestonPresident & CEO Cole Information
Session Framework
•Building blocks of a successful sales system.
•Critical triggers to approach prospects.
• Wrap it all together with five action points to start on today!
Session Framework
Company Success
•Clear vision
•Articulate a competitive advantage
•Consistent sales tactics
•Wasn’t due to Jack Cole alone, rather his
Develop & Define
Ask yourself: •What’s the one task you’re going to accomplish? •Get staff on board.
A Clear Vision
Follow Through
•Be organized in approach•Make goals•Daily•Month •Quarterly
•Use resources
Accurate Info is King
•Don’t sell, build relationships
•Understand customer’s needs
•Be yourself
•Educate
Firm Handshake
Features:• Webinars• Marketing
Playbook• Industry
Articles• Buddy’s Blog• Dozens of
Resources
Marketing 101
Don’t wait for the Phone
•Triggers:•Just listed/sold•Damage/fallen trees•New movers•Expiring homeowner’sinsurance policy•Life event
•Be patient
To Ring
Sell Cupcakes…
•Not the recipe.
•Share benefits
•Avoid confusion
•Elevator speech
•:30 customer-focused info
Flickr via zigazou76
Have Fun
•Celebrate success
•Hold contests
•Display sales
highs/lowsFlickr via Will Clayton
• Find one focus
• Accurate information
• Develop relationships
• Sell features and benefits
• Do more of what’s working
Five Action Points
8
