Tips on getting Sales People to sell your program

Most of the programs I've sold (and still do) have something to do with "advertising" or helping small businesses get more business.

I usually start out the program by getting the first few accounts....so I can get the "bugs" worked out and make sure I have a presentation that WORKS.

I then turn the sales over to "part-time" sales people. I usually don't need full timers because I fill a program then go to something else or another town. So...some years ago I had to figure out a way to get "part-timers" to sell for me.

I knew I could never get "part-timers" to last because the first chance they got for a Full Time spot...they'd leave my program. So, I thought, "Why don't I get salespeople who ALREADY have a sales job and see if I can get them to sell MY programs...."ON THE SIDE".

Well, I thought anyone now selling on commission would be worth a try....and I figured...The BEST type of Direct sales person to have is.....a salesperson who sells RADIO Advertising!

I found 2 of the best salespeople (both young women, single moms)....who are the BEST salespeople I've ever known.

I found these people by calling the radio station and asking for the "Ad Sales" dept.

A woman answered and I introduced myself as the owner of a small advertising agency and I was wondering if she was interested in making some "side money".

When using the term "side money" or "money on the side" they know INSTANTLY what you mean and they are either interested or not.

If they ask a question like, "Could be. What would this involve?"....or, "What's the product?" I then explain what program I am selling, what kind of money they can make....and explain that I'm looking for someone on a "part-time" basis and I thought that they could do this "between calls".

If they are still interested, I arrange to meet them at a local coffee shop. If they show up at the meeting, I usually get them to go with me.

I found 2 girls this way and whenever I get a project started I bring in one of both of them and they "go to town". Man....do these women know how to CLOSE DEALS!

Granted, you'll find some who say, "No! That would be a "conflict of interest"!....or whatever....I then call the radio station back and ask for another salesperson.

I've also found salespeople who sell DISPLAY advertising for newspapers to be good also. But the BEST are Radio salespeople. I don't know if it's the training or the fact that Radio appeals to more GOOD salespeople.

So....if you would like someone to sell your programs for you....talk to Radio or Newspaper Display salespeople. AND...PAY THEM AT LEAST 30% of what they sell.....and give them bonuses for exceptional production!

Don Alm
http://www.pjbux.com
Some of my Unique Money Makers


Some of my Unique, money-making programs.

Don -

Good point on using radio sales persons. A couple years ago, I was working with Storerunner.com selling website hosting services to mid-sized retailers across the country. Storerunner was purchased by CBS/Viacom and so we had access to their radio sales reps as door openers and sales channels. They were bright, eager and ready to sell.

Unfortunately, the compensation and incentives weren't high enough. Storerunner would only give them 15% with no incentive bonus, so most reps never sold anything.

I got some to sell Storerunner's services as a back end to their higher priced radio advertising sales, but it took a lot of persuading on my part because the sales reps perceived selling Storerunner as a low return on investment for their time.

So, you are absolutely right - fair compensation and sales incentives are definitely major keys for using part-timers successfully. Cheaping out doesn't work - in the case of Storerunner, it led to a dot.bomb experience!

Take care,

Bob

Well, my company recently worked with www.deimarketing.com and they produced great results. They didn't use annoying banners and spam mail. They weren't as expensive as radio or tv ads too. They would be worth a look into.