March 02, 2016 Click here to read past newsletter issues.
Using Physical & Virtual Product Samples to Land Sales
Industry professionals are certainly not strangers to physical product samples and how powerful they can be for landing sales. However, with the emergence of new technology, virtual samples are becoming increasingly popular amongst distributors.
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CUSTOM BUILT ESP WEBSITES
This Month’s Featured Design Make your site stand out with a custom package and get all of the useful features of an ESP Website, with the added benefits of a custom design! Packages start at $299.
what our members are saying
My ESP Website has allowed me to use word-of-mouth advertising to send leads from other cities and states directly to our website. It’s helped me bring in extra income!
MEET THE ASI TEAM
Rob Watson Senior Vice President, Marketing & User Experience
Rob Watson is the inspiring leader of ASI’s marketing and user experience teams. He loves working for a company with an entrepreneurial spirit and one that allows employees to test their creative limits. Before joining the ASI® family, Rob worked for Royal Caribbean International and was onboard for roughly 300 cruises, traveling to over twelve different countries.
Curriculum: Elective Business-Building Strategies Courses Media Type: Webinar Description: Do you know the top 25 ways you can quickly improve your performance and results? In this brand-new webinar presented by business-growth expert David Blaise, you’ll discover “hacks” that can be implemented quickly – some in just a few minutes – to dramatically improve your results. You’ll learn how to identify and eliminate your least-productive daily activities, generate the most revenue from your existing client base, control your email obsession once and for all, and more. Tips for logging into the Online Learning Center: Login with your ESP Web username and password. If you don’t have ESP Web credentials, email firstname.lastname@example.org. If you forgot your password, you can reset it at http://espweb.asicentral.com.
Is it appropriate to enter into a contract with a potential customer if you know they are going to be looking at other vendors to beat your price? I feel that my ideas are being shopped out and I have spent a lot of time doing research and pricing for this particular client. Is it okay to ask for a deposit, and if so, how much?
- Susan P.
Thanks for the great question!
The unfortunate reality is that price shopping is a fact of life. That's one reason why ESP users get CPN's (Coded Product Numbers). Whenever you submit a proposal or presentation to a client, make sure that all supplier information is removed and the item number that's being shown is the CPN – which belongs to you and you alone (meaning the customer cannot perform an Internet search on that number and find the product) – and not the actual product number.
My recommendation would be to continue submitting proposals to clients (remember, you can always copy your presentations, make minor edits and re-use them, or send them to other prospects as well), but perhaps give them a more urgent call to action, or something that will incite them to act immediately, such as a special offer with only 48 hours to respond. If the client wants to move forward, they should sign on the dotted line to seal the deal, at which time a 50% deposit is not at all unusual, with the remaining 50% to be collected when the order is completed.
I hope this helps!
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