Your Options In Sales Force Outsourcing

increase your sales capacity

Sales force outsourcing is not a new idea. It has been a dwelling practice in small and big businesses alike. Sales agents, distributors and resellers are the most common set ups in sales force outsourcing.

This industry however has been threatened with the rapid rise of BPO (Business Process Outsourcing) forcing Sales Force Outsourcing to be strategic alternative to indirect channels and sales agents.

Two Models Of Sales Force Outsourcing

There are two models of sales force outsourcing: sales agents & distributors / resellers and BPO solution of Sales Force Outsourcing.

Sales Agents

A sales agent is someone who is self-employed and is the person who sells products in behalf of a company. Most often than not, the terms of payment is on commission basis though there are instances wherein a sales agent has basic salary. When delving into retail or manufacturing, sales agents usually carry multiple products and have established contacts. One may think that sales force outsourcing is a good option as solution. Yes it is a viable solution but this too has its own limitations.

The specialization of sales agents is based on a defined market that depends on the geography or the industry of a particular sector. They will onl
go for products that are sellable to their available contacts. This means that if you outsource your product to an existing market that has no interest for it, sales force outsourcing is not a good solution.

Another limitation of sales force outsourcing is for you to be able to have a larger coverage, you will need a number of sales agents that will need dedicated management resources to optimize your outsourced sales force.

Distributors / Resellers

Another option that may prove to be a good a solution for sales force outsourcing is through an indirect channel network. The important aspect when talking about distributors and sellers is that they own customer thus living to up to the name “indirect sales channel.” This aspect is also the difference between sales agents and distributors / resellers.

While a sales agent sells products for you or your company, distributors / sellers on the other hand buy your products and sell them to their customers. With this, you drop control over the end customer as well as being able to sell other services and products directly.

Just as the same with sales agent, it is limited to a point wherein you can only sell to those who have customers that are interested with your products. Otherwise, sales force outsourcing through distributors / r
esellers will be a lost cost. That is why you need to choose carefully whom you partner up with – always research, research and research.

Sales Force Outsourcing Organizations

In the past, companies build an in-house direct sales force. The process in doing so requires a large amount of capital as well as expertise. Hiring, training and managing this kind of set up will put wholes in the pockets of companies.

But if this kind of setup costs a lot of money, why do organizations opt for this? The answer: control. When sales agents or distributors / resellers sell your products, you have little to no control on what they do or how they sell your product.

Having an in-house sales force, a company will be able to have control over its markets, prices as well as choice of customers. This setup can be a competitive edge over other companies in the same industry.

As of today however, the business process outsourcing (BPO) sector is on the rise and because of this sales force outsourcing is becoming an alternative to having an in-house sales force. Unlike with utilizing sales agents and distributors / resellers, you still have control over the target markets, sales activity, and pricing.

It is like having an in-house sales force without having to shell out much capital money.

Get Your Advertising Game Together

Co-op Advertising: A Win/Win Proposition

An easy way for a small business to expand its marketing budget is through cooperative advertising. Cooperative advertising, or as sometimes abbreviated Co-op, is when a producer of goods, for use by service providers or for resale, reimburses the advertising business in part or in full for advertising expenditures that involves its products. These programs are widely available because quite simply they save the producers of goods money. Bottom line is that local advertising rates available to the advertising business are at least 20% lower than national advertising rates. Therefore, the benefit for the producers of goods is increased brand recognition within that market at the lower local advertising rates, enhanced reseller relations, and much more.

However, cooperative advertising programs are a

integral part of the producers own strategic marketing plan and for this reason they may not only vary from producer to producer but from product to product. Also, because these programs are an integral part of the producers strategic marketing plan, stringent rules and regulations are often placed on cooperative advertising dollars. These rules and regulations may cover media channels chosen, product placement, ad positioning and size, and much more. Additionally, there may be a separate set of guidelines that the advertising business must follow for financial reimbursement of advertising expenditures.

Because of the perceived complexity of cooperative advertising; businesses may feel intimated by the rules and regulations, not ask about cooperative advertising opportunities, or for help. A business owner or manager should ask every vendor that supplies the business with goods about what cooperative programs are available to the business and how the business can take advantage of these programs. Once the advertising business has established its cooperative advertising programs with its vendors all necessary information should be shared with the representatives of the chosen media channels to ensure proper execution of the advertising to meet the producer’s rules and regulations.

Cooperative advertising is a win/win proposition for the producer and advertising business. These programs allow producers to increase brand recognition in the market at the much lower local advertising rates and allow the advertising business to increase its marketing budget at no additional cost to the business. All small businesses should actively pursue these valuable cooperative advertising opportunities.

Email Marketing Ideas That Produce Results You Love

There are few businesses that wouldn’t benefit from an effective email campaign. The key to an efficient email marketing campaign is to reach out to the right people and offer then things that they want. The information in this article will help you do just that by giving you advice and tips to make the most of your email marketing.

You, or someone else, should proofread your email before you send it to customers. Ensure that it is free from typographical and grammatical errors. You should also make certain that the message flows easily. By checking these three issues are addressed, your email marketing will have a professional appearance.

While online promotion is essential, don’t overlook the opportunity to promote your mailing list offline. To build both new subscribers and potential clients, look for any opportunity possible to get the word out. Some great opportunities to build your business can be found at networking events, trade shows, conferences and local gatherings.

When you are having your customers provide their email address to you during the sign-up process. Make sure that you have the clear disclaimer visible that you will be undertaking email marketing campaigns. Try to give the consumer an indication of how often you intend to make use of their addresses so that they are not unaware.

Keep your content current and variable; do not just repeatedly send out the same five messages repeatedly. If you want to keep people’s attention, there needs to be something fresh, or their attention will go elsewhere. If they wanted round the clock commercials, they would just stay at home watching home shopping channels. Even if some of them do that, give them something different when they check their inbox.

Data mine your email list and bucket your audience into various segments based off of any profiling data you have. This will allow you to be more strategic with your messaging and effectively increase your chances of higher open and click through rates. Even if you don’t have profiling, look to geo-targeting. Various regions respond differently to different types of messaging.

When developing your email, consider how large the preview pane is in most email reading software. If your email is well beyond the size of this preview pane, it is wise to edit it immediately. Many people read their emails solely in this preview pane. Information that is outside of the scope of the pain may never be seen at all by your reader.

It is very common for people to view the Internet with cell phones instead of using a full sized computer. Since this is the case, you should make it so that the width of any email you send out is easily viewable by mobile phone. You should also make sure to do the same to your landing page.

In order to banish all concerns about spam and ensure that no one on your subscriber list is there by mistake, consider employing a double opt-in strategy. Your first message should require some sort of additional action, like replying or clicking on a link, to make certain that the reader wants to receive further emails.

Email marketing marches on, and the good old newsletter has become largely obsolete. Instead of sending around a general circular for all of your subscribers, expend the effort to tailor emails to the interests of their particular recipients. There are many robust programs and services that can help you do this automatically.

To make your emails look as professional as possible, invest a little thought in their design. Use a consistent layout, color scheme, and logo with all of your messages. This gives your subscribers the impression that they are hearing from a trustworthy, authoritative source. They will pay more attention and give your content more credence this way.

Have a field in your opt-in registration where subscribers can leave at a minimum their first name, if not first and last. This will allow you to include their name in your marketing emails, giving the mailings a personal, friendly touch. This will help build customer relationships.

Personalize and customize all of the emails you use for marketing. There is much more that you can do than simply putting a first name into the message template. You should use everything you know about your customers. Segment your subscriber list by interest or buying behavior, and create messages that are likely to appeal to that group of people.

Test your marketing messages using thorough tests that show how your email will look on various platforms. Once you have perfected your materials, test them using all major browsers, various email clients and different operating systems, including Linux. A message in Hotmail may look entirely different from a message opened in Gmail.

As you are utilizing engaging emails and targeting the right customers, make sure you are also soliciting feedback from them. Getting feedback from targeted customers is key to knowing what you can do to make your marketing strategies even better. This will help you be able to make your email marketing plan even more effective.

Check your email messages across different email providers to see how they look. By doing this, you’ll be able to ensure that your emails are standard enough to be compatible with the most popular email readers. Be as thorough as possible when doing this, so that you don’t miss any segment of your customers.

Try keeping subject lines around 60 characters. A lot of email clients will shorten anything that is longer than 60 characters. Others are only able to display that many characters. Whatever the case, your subscriber probably only needs that many characters to decide whether to read or delete your message.

As previously noted above, there are few businesses that wouldn’t benefit from the use of an effective email marketing campaign. The information and advice from the article above will help you craft and launch a marketing campaign that will offer your loyal customers what they want and to bring potential customers to your business.