MARKETING TIP #151
Knowing Who Can Buy
Is the economy coming back? Are the signs of economic recovery real? How do you know when companies are starting to spend again?
I recently got an email from my colleague, Harden Ervin, of SalesAutomation.com referring to an article that has a clever tip about knowing who can buy. I thought it was such an interesting concept for knowing which prospects to focus on, that I wanted to share it with you.
Basically, it's this:
If a prospect is hiring, they've got money to buy things. It's very logical when you think about it. Companies only hire when they have money to pay people and usually they only hire when their business is growing. That means they're feeling positive about their future and there is money to spend.
So, check on the job bulletins to see if your prospects are hiring and then do your homework. You need to find out what their priorities are and where your product or service fits into that list of priorities.
Then you'll need to make sure you're talking to a real buyer; show him your ROI, work to get higher on the priority list through showing the financial impact of spending on something else that won't yield as much benefit.
Maybe you'll get a new account out of the process, maybe not. In any case, you'll know they have money and you won't be wasting your time.
Talk to you soon,
President - North Star Marketing
Award-winning Author, Speaker
CEO Advisor for Sales & Marketing
for our Marketing Tips