Sales question

Hi I wonder if anyone here could help.
I sell construction materials to contractors. Recently I have sent about 100
faxes to prospects with some of my product line and prices. I didn't get
many calls from this, it's been about 3 weeks now. I am planning to call on
these prospects, but don't really know the approach to use.
Ideas:
Hi my name is ____from____, I have recently sent you a fax and would like to
know what you think?
Do you think I can count on having your business in the future?
What are you looking for in a supplier.....

In other words I am looking for a good intro phrase. And try to probe why
the prospect hasn't called.
I am a small distributor, with low overhead, therefore I know for a fact
(research done on competition) that I have the lowest prices out there. So
I don't understand why no calls.

I can say something like what can I do to earn your business, but some sales
books I've read seem not to like this phrase. they prefer you tell the
client why they should buy from you. But being a phone call I don't have
much time to ramble on. Also to be honest what makes me different from my
competitors is mostly price, we all sell the same products...

Are there any newsgroups, or forums where we can post sales help questions
like this.
Thanks in advance for any help
Sal

"Sal" <erables40spam@hotmail.com> wrote in message
news:c4v0rl01ve7@enews3.newsguy.com...
>
> I sell construction materials to contractors. Recently I have sent about
100
> faxes to prospects with some of my product line and prices. I didn't get
> many calls from this, it's been about 3 weeks now. I am planning to call
on
> these prospects, but don't really know the approach to use.
> Ideas:
> Hi my name is ____from____, I have recently sent you a fax and would like
to
> know what you think?

Many will reply they think they will never do business with anyone who sent
them an unsolicited junk fax and tied up their fax machine for your
advertising.

> Do you think I can count on having your business in the future?

Probably not.

> What are you looking for in a supplier.....

One that doesn't send junk faxes.
http://www.consumerwatchdog.org/other/junkfaxes/

>
> In other words I am looking for a good intro phrase. And try to probe why
> the prospect hasn't called.

Probably because you spammed their fax machine.

> I can say something like what can I do to earn your business, but some
sales
> books I've read seem not to like this phrase. they prefer you tell the
> client why they should buy from you. But being a phone call I don't have
> much time to ramble on. Also to be honest what makes me different from my
> competitors is mostly price, we all sell the same products...

And you competitors probably didn't send junk faxes. Maybe if you pay each
one the $500 in damages they could collect from you in court, they would
consider doing business with you in the future.

--
McWebber
No email replies read
If someone tells you to forward an email to all your friends
please forget that I'm your friend.

In article <c4v0rl01ve7@enews3.newsguy.com>, erables40spam@hotmail.com
says...
>
> Hi I wonder if anyone here could help.
> I sell construction materials to contractors. Recently I have sent about 100
> faxes to prospects with some of my product line and prices. I didn't get
> many calls from this, it's been about 3 weeks now. I am planning to call on
> these prospects, but don't really know the approach to use.
> Ideas:
> Hi my name is ____from____, I have recently sent you a fax and would like to
> know what you think?
> Do you think I can count on having your business in the future?
> What are you looking for in a supplier.....
>
> In other words I am looking for a good intro phrase. And try to probe why
> the prospect hasn't called.
> I am a small distributor, with low overhead, therefore I know for a fact
> (research done on competition) that I have the lowest prices out there. So
> I don't understand why no calls.
>
> Are there any newsgroups, or forums where we can post sales help questions
> like this.
> Thanks in advance for any help
> Sal
>
>
Some quick thoughts:

1. Unsolicited faxes are illegal (and they tick people off) - you
probably want to stop sending them.
2. If I think that I will only get to ask one question I like to use an
assumptive close open ended question such as "If I can beat everyone's
prices and guarantee the best service is there any reason why you won't
buy from me?"
3. If you can meet the customers face to face you will have a much
higher close ratio than over the phone.

--
Dave Miller
FundablePlans - Create a custom business plan online - only $39.95
http://www.fundableplans.com

My approach would be this;

Good afternoon Mr/Mrs_____
This is _______ from _______. How are you today?
I know you must be very busy, if this isn't a good time to speak with you,
regarding a fax I sent you recently, perhaps I could call back at a more
convenient time or set up an appointment to meet with you personally?
(If they listen to you at that moment)=
Thank you very much for your time.
Did you get a chance to review my fax by any chance?
(If they say yes)=
Oh great! I am anxious to show you more, and hopefully not only see what
your business can offer mine, but also to see what my business can do for
yours!
(If they say call back)=
Thank you very much, and a convenient time for you would be?
(If they say they haven't seen your fax ask if you could arrange a time to
drop one off personally)

When I was in the buying business, if a vendor sent me something, I would
usually see them and give them the opportunity to show me what they had to
offer.

One time a vendor sent about 4 small boxes, each with totally bizarre things
that had nothing to do with my area, but with a note that said stuff like
"You don't know what your'e missing" and a finger exercise ball was
inside...etc etc.
By the time I had received the final box, I had definately decided I had to
meet this person as they had "peaked my curiosity" and definately had got my
attention.

Basically, you want to let your customer know you realize that they are
busy. Put them first in all communications.

Hope this helps!

Beverly
www.lonestardepot.net



"Sal" <erables40spam@hotmail.com> wrote in message
news:c4v0rl01ve7@enews3.newsguy.com...
>
> Hi I wonder if anyone here could help.
> I sell construction materials to contractors. Recently I have sent about
100
> faxes to prospects with some of my product line and prices. I didn't get
> many calls from this, it's been about 3 weeks now. I am planning to call
on
> these prospects, but don't really know the approach to use.
> Ideas:
> Hi my name is ____from____, I have recently sent you a fax and would like
to
> know what you think?
> Do you think I can count on having your business in the future?
> What are you looking for in a supplier.....
>
> In other words I am looking for a good intro phrase. And try to probe why
> the prospect hasn't called.
> I am a small distributor, with low overhead, therefore I know for a fact
> (research done on competition) that I have the lowest prices out there.
So
> I don't understand why no calls.
>
> I can say something like what can I do to earn your business, but some
sales
> books I've read seem not to like this phrase. they prefer you tell the
> client why they should buy from you. But being a phone call I don't have
> much time to ramble on. Also to be honest what makes me different from my
> competitors is mostly price, we all sell the same products...
>
> Are there any newsgroups, or forums where we can post sales help questions
> like this.
> Thanks in advance for any help
> Sal
>

Hi - first let me introduce myself. I've never posted here but have been
lurking, and taking notes, for a couple of months now. I am amazed at the
knowledge base present here, and the willingness of so many to take the time to
help others like myself to get headed in the right marketing direction. Thank
you so much for all you've shared with me, and who knows how many other silent
readers. I really appreciate your help.

My husband is a building contractor and has been building custom homes for 30
years as superintendent for another company. Last year he set out on his own,
we started our own construction company, and began quite an adventure. I've
been learning here, while I wait for the right time to ask my questions.

>>> Sal<erables40spam@hotmail.com> 04/06/04 03:36PM >>>
<begin quote>
Hi I wonder if anyone here could help.
I sell construction materials to contractors. Recently I have sent about 100
faxes to prospects with some of my product line and prices. I didn't get
many calls from this, it's been about 3 weeks now. I am planning to call on
these prospects, but don't really know the approach to use.
<end quote>

Sal, I think most contractors have suppliers that they are loyal to because
they have proven themselves over and over again, by delivering the right goods
when required, and by making immediate corrections/returns/whatever right away.
It will be hard to get established contractors to switch from suppliers they
trust for slightly lower prices from someone they don't know.

I suggest that you seek out newer companies that are just starting out and try
to get their business from the start. You can locate these
companies/contractors by going to your state licensing board and your local
home-builders associations. In Florida they're on the web and can be searched
online.

When we get advertisement faxes we just pitch them in the trash. I suspect
phone calls will yield better results in this market. You are probably aware
that these are usually very busy folks, always on the phone, and so won't spare
you much time.

I hope it works out for you, and that my input might help in some way.

Take care,

Sue

Sal wrote:
>
> In other words I am looking for a good intro phrase. And try to probe why
> the prospect hasn't called.
> I am a small distributor, with low overhead, therefore I know for a fact
> (research done on competition) that I have the lowest prices out there. So
> I don't understand why no calls.

I hate to say this, but my first suspicion would be that
"junk faxes automatically go in the garbage"
in a lot of places.

Maren

Oops...that one went right over my head (the faxing companies issue)
Thanks McWebber...VERY good point!


"McWebber" <mcwebber@my-deja.com> wrote in message
news:c4velg02jv8@enews1.newsguy.com...
>
> "Sal" <erables40spam@hotmail.com> wrote in message
> news:c4v0rl01ve7@enews3.newsguy.com...
> >
> > I sell construction materials to contractors. Recently I have sent about
> 100
> > faxes to prospects with some of my product line and prices. I didn't get
> > many calls from this, it's been about 3 weeks now. I am planning to call
> on
> > these prospects, but don't really know the approach to use.
> > Ideas:
> > Hi my name is ____from____, I have recently sent you a fax and would
like
> to
> > know what you think?
>
> Many will reply they think they will never do business with anyone who
sent
> them an unsolicited junk fax and tied up their fax machine for your
> advertising.
>
> > Do you think I can count on having your business in the future?
>
> Probably not.
>
> > What are you looking for in a supplier.....
>
> One that doesn't send junk faxes.
> http://www.consumerwatchdog.org/other/junkfaxes/
>
> >
> > In other words I am looking for a good intro phrase. And try to probe
why
> > the prospect hasn't called.
>
> Probably because you spammed their fax machine.

[ Excess quoted material elided by moderator. -JimL ]

Hello Sal,
As a former bookkeeper, secretary, and general gopher for a very successful
truss company here in California I agree with many of the comments you've
received so far:

1) Stop sending faxes without permission. It's illegal and the principals
generally never see them. The staff (me) tossed them before ever reaching the
owners.

2) Don't focus on price in an attempt to undercut strong relationships. It
won't work.

All the contractors we worked with chose suppliers based on relationships
first, price second.

Unless pricing is outrageous or something goes wrong they never switch.

So I strongly recommend you get belly to belly (I think that's what Zig called
it) with folks so they can meet you, get to know you, and see that you are
sincere.

3) You may have low overhead but you need to know, the owners of the company I
worked for didn't take risks with their supplies. Quality was number one. Bad
supplies equaled immediate losses in productivity and job quality. Which means
long term losses from a possible bad reputation. I bet other contractors view
things the same way. So focus on quality over price.

Any idea what the error rate (or whatever it is called for your individual
supplies) are compared to your competition?

A print shop I did some marketing work for had an error rate of I think .2% in
an industry with a +-2% acceptable error rate. He didn't know it was important
to tell anyone. We changed that and it made a difference when he competed for
new bid work.

Maybe error rate could be something you can stress on top of relationships,
quality, and then price.

The relationship part is number one. All the fellow contractors and suppliers
that worked with the truss company made their presence known once in a while.

Too many suppliers are distant and never show their faces unless something
goes wrong and they are trying to patch the relationship. They often get cut.

Why not get known as being the supplier who's there on site when you need
them, even when things are going great?

My three cents

Andre


Andr
p.s. Need to reach me? You can email me directly here:
http://www.economicbooster.com/feedback.html

Did you get your FREE copy of "101 Marketing Secrets Revealed" yet?
Get your free copy here:
http://www.economicbooster.com/101-m...g-methods.html

> > In other words I am looking for a good intro phrase. And try to probe
why
> > the prospect hasn't called.
> > I am a small distributor, with low overhead, therefore I know for a fact
> > (research done on competition) that I have the lowest prices out there.
So
> > I don't understand why no calls.
>
> I hate to say this, but my first suspicion would be that
> "junk faxes automatically go in the garbage"
> in a lot of places.
>
Maren
>

Hi, I'm new too, but I really do agree with the fact that receiving non
requested faxes are really not appreciated. Would you want to insist on your
faxes, you shouldn't wait for the prospects to contact you but contact them
within an hour after the fax. You seem to have waited far too long and they
have completely forgotten about it. You need to be very active and not
re-active.

Since they seem rather busy, wouldn't there be a possibility to go and meet
them directly (at their office or at the place of their projects outside).
As your prices seem to be that interesting it would be more interesting to
have an direct contact right away and start with phoning them. take into
account the moment when you contact them. It might be perceived different
when you call in the morning, at lunch time or in the evening. Try to find a
more quite moment when your contact will be more willing to listen to you.
Receptivness is very much linked to the moment of contact.

--
Jacqueline Oud - Marketing and Strategy
http://www.jacqueline-oud.com/

Maybe I can help?

Do you sell the materials "YOU" think they need, or do you know what
materials shortages they are suffering directly at the sites. Do your
homework with these guys - find out what they are always short of and then
"cold call" them in person (if possible) with shortage specifics.

Mass mailings/faxes get less than a 3% return. Faxes are mainly treated like
SPAM now days...face-to-face meetings work best, if possible. They will open
up a lot easier if they realize that you have actually considered what they
are short of and want to help them eliminate (or alleviate) worker
down-time.

Once you let them know you can perform and deliver the required goods, then
bust ass getting it to them...under this premise, you can actually charge a
little bit more because you are offering a convenience, sort of like a 7-11
of the construction material business.

Let me know if I can help specifically.


"Sal" <erables40spam@hotmail.com> wrote in message
news:c4v0rl01ve7@enews3.newsguy.com...
>
> Hi I wonder if anyone here could help.
> I sell construction materials to contractors. Recently I have sent about
100
> faxes to prospects with some of my product line and prices. I didn't get
> many calls from this, it's been about 3 weeks now. I am planning to call
on
> these prospects, but don't really know the approach to use.
> Ideas:
> Hi my name is ____from____, I have recently sent you a fax and would like
to
> know what you think?
> Do you think I can count on having your business in the future?
> What are you looking for in a supplier.....
>
> In other words I am looking for a good intro phrase. And try to probe why
> the prospect hasn't called.
> I am a small distributor, with low overhead, therefore I know for a fact
> (research done on competition) that I have the lowest prices out there.
So
> I don't understand why no calls.
>
> I can say something like what can I do to earn your business, but some
sales
> books I've read seem not to like this phrase. they prefer you tell the
> client why they should buy from you. But being a phone call I don't have
> much time to ramble on. Also to be honest what makes me different from my
> competitors is mostly price, we all sell the same products...
>
> Are there any newsgroups, or forums where we can post sales help questions
> like this.
> Thanks in advance for any help
> Sal
>