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How to get
the most out of the Buyer’s Guide Print Books
A lot of
Dealers have been asking us how to achieve the greatest
success with the Buyer’s Guide print book program. The
reality is that this is a game of numbers. Your dealership
needs to get your Buyer’s Guides distributed into the market
place. You need to get in the habit of handing out your
Buyer’s Guide to everyone you possibly can.
We have
dealers that hand out 100 to 200 books and we have dealers
that hand out between 2000 and 5000 books. The bulk of our
dealers get out between 500 and 1500 books. The biggest
difference here is the amount of $30,000, $40,000 and
$50,000 jobs you get from handing out the Buyer’s Guides.
This book is driving large projects to our dealers. These
are projects they would not have had the opportunity to bid
otherwise. This book is also driving a lot of $5,000 to
$15,000 jobs to our dealers. These jobs are jobs that were
offered because of the Buyer’s Guide’s format to educate the
end user about filing equipment, show them the differences
in space allocation for the different systems and tell the
story about the filing systems dealer and all you can do.
We have
learned from dealers that they still have some of the 2005
books still in their offices. These books do you no good if
they are in your office. Every salesperson should have
books in their trunk and these should be handed out to
everyone that has any filing or storage need. You should
make sure every existing client has a Buyer’s Guide and be
actively seeking to find new businesses that could benefit
from the book.
If
you have a client in a large company and only deal with a
single individual in a department you should make an effort
to pass out the Buyer’s Guide to any other decision makers
in that company.
One of the
best ways to get your Buyer’s Guide into the marketplace and
into the hands of decision makers is to visit the
Purchasing/Facilities department of a local corporation. Go
to the Purchasing/Facilities department, introduce yourself
and explain the Buyer’s Guide. Ask to leave a case of the
books in their office. They will distribute them to the
department heads that have a need and are looking for
direction of what to purchase. This will give you the first
call and allow you to control the job.
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