Ask People For An Opinion
October 30th, 2004 
Posted in Approaching, Creating Sales Opportunities, General, Offline Marketing, Sales Tools, Targeting Top Customers
Ask People For An Opinion
The manufacturer of a very expensive piece of machinery wrote to the
decision makers in companies who could use his machine asking them to evaluate
it and suggest how he could improve it? He put on a lunch and refreshments and
took each one through the machines’ functions individually.
The result was lots of orders.
A manufacturer of an expensive (but far superior) scaffolding invited the 4
owners (and their wives) of very large building companies to an ‘all expenses paid
golfing weekend in another city’. First class hotels, all meals, free golf . . . the lot.
The only condition was that on Saturday morning they spend 3½ hours visiting
building sites where his scaffolding was in use.
They all accepted and whilst at the sites, and with no sales people present, the
workers using the scaffolding “sang its praises”. Come the following Tuesday, the
scaffolding manufacturer had orders for over $600,000 worth of scaffolding.
The key with both is to target the people who are good
prospects for your products.
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