I’ve read how to win friends and influence people.
I’m well aware of the effect of language, I used “I suck at marketing” to catch attention here, it’s not exactly what i walk around all day saying.
Let me give you more details:
This is my company, we make made to measure custom clothing for men. Suits, shirts that sort of thing. We come to your office or home for the consultation so you don’t even need to go anywhere.
Basically our sales have been word of mouth and while our clients are starting to drive people our way it’s not really doing much at this stage.
What have we done? Well we joined the chamber of commerce and have done a lot of networking events I get a lot of interest and I’m sure I will start getting sales from these eventually.
My biggest issue is that I’m great in person, if you put me in front of people I do very well at selling our products (though of course initially i’m not selling the prodcut so much as a consult).
My problem is that I don’t know how to effectively get us in front of more people. We’re a small company so even dropping $3k on doing a large trade show is a risk, if it doesn’t pay off that’s two mortgage payments down the drain for me.
I’m trying to figure out how to get myself in front of more people. I tried knocking a lot of doors and I have no issue with rejection but when you knock on a lawyers office they dont’ even open the door. unfortunately the no-soliciting feeling businesses have has prevented me from even being able to open the door.
I’m getting stumped.[/quote]
OK, I am your target audience: a lawyer who buys custom suits. I use two guys.
First, call a big firm during the EARLY part of summer and ask for the “Recruiting Coordinator”. Tell them you are a suit salesman and would like to sell a single suit and 3 shirts — AT COST — to their Law Clerks, who will need suits. Bring her (the recruiter is inevitably a bubbly, hot, girl) something nice. Need fast delivery because the clerks are their for 6 weeks only.
Do the same thing deal for brand new lawyers at the firm who start in September, so call in late August. Call the firm and ask for the associate coordinator, who works to pass out work. If there is not one, ask for the office manager. Sell first suit at cost, with 3 shirts at cost.
Go to the recepitionist at firms, give her something. Ask her to send an email to the new male lawyers telling them that a custom suit guy will be coming on X date and if they want to get on your schedule, they should call/email X number before end of business today before you get booked up. (Thereby creating exclusivity and exegency.) Write out exactly what she is to say and type in on an email. Sell these at cost + 1/2 your normal margin.
This is solid but my prices are already very low and by offering a sale i devalue my product further which I dislike. So my question there becomes why offer it cheaper? As a loss leader to get me more clients? Not a bad idea but again it simply shows that I don’t think my product is worth what I’m asking. Maybe I could put together packages (buy a suit and 3 shirts and get a volume discount as that doesnt’ devalue the prodcut as much)
However there are options as I can bring in some very high end fabrics that I don’t ususally stock at the beginning of the summer for crazy pricing. making sure of course to put the regular price on my website.
Just be blunt: doing it to get market share and lifetime clients. One time only, only basic fabrics. If they go up to whatever, price + 10.
Same model as a drug dealer: first hits free, baby.
The young lawyers move around a lot to other firms. This will be stage two, where you get money by word of mouth.
Here, just get in the door and don’t worry about profit.