Ask Justin Hitt Blog

Handling Sales Objections Easily

Sat, 20 Jun 2009 09:49:02 -0500

"What are some of the challenges or common objections faced by the sales person and what are the expectations from buyer?" -- Azlan

In a recent blog post I cover 6 common sales objections business-to-business sales people face almost daily. What you're really asking is "How do I overcome sales objections, meet the expectations of buyers, and get the sale?"

Which Marketing Method Works Best

Thu, 11 Jun 2009 10:31:27 -0500

With all the chatter about the latest greatest marketing methods it's hard to know what really works for you. Bombarded by "new" approaches, how do you know where to put your marketing dollars?

Bad Advice on B2B Lead Generation

Mon, 01 Jun 2009 10:40:38 -0500

My newsreader brought to my attention B2B lead generation advice from a popular publication, an expert proclaiming that cold calls followed up by email works. It seemed simple enough until he missed one critical point.

How to Get Organic Traffic Quickly

Thu, 21 May 2009 14:54:27 -0500

My company recently launched a business blog. It's getting traffic from social bookmark sites, but I want more traffic from Google and Yahoo!. Any ideas?

Most people will recommend labor intensive message board posts with signature, exchanging links with other websites, and more marketing with social networking sites. That might work for someone promoting a consumer product, however, for technology marketers very few sites our available with our buyers.

Getting Started with Postcards or Letters

Sun, 10 May 2009 10:28:41 -0500

I'd like to supplement sales peoples efforts with lead generating direct mail. Are postcards (vs letters) okay for getting response? -- Thomas Jones

Many like postcards because they seem to have a lower cost to produce and send. Others swear by letters as the only way to draw in B2B leads. Here's my take ...

Do Special Reports Still Work

Mon, 20 Apr 2009 10:08:30 -0500

Many less informed marketers say special reports are over-done and most of the time lacking value, especially in lead generation. Do special reports as part of lead generation still work?

Get Better Results Using Content from Real Experience

Fri, 10 Apr 2009 08:57:34 -0500

I had some sales letters and articles written on {Freelance Site Here}, they don't bring in the response I was expecting. How are your clients writing articles to connect with prospects and for newsletters? -- Terry G.

One thing, I pride myself on is providing visitors real unique value from real life experiences. Visitors of this site expect a unique prospective that advances their interests, and so do your customers. Here's why that statement so important.

Speaking In Front of a Trade Group

Tue, 31 Mar 2009 09:11:48 -0500

What would be a good presentation to do for a dinner meeting for a group of Purchasing professionals? -- Ted Kosiek, Kerneos Inc

You're in luck, my wife is a purchasing professional with a Fortune 500, and member of the local chapter of one a large purchasing associations. When speaking in front of any trade group, there are three things to consider:

Most Sales People are Unprepared

Wed, 25 Mar 2009 08:41:34 -0500

John finally get an appointment to sit down with purchasing and a long sought decision maker, yet is already wrong on two issues of the prospects experience, you'd think he'd be more prepared. According to a recent study, executives say 82% of sales representatives are unprepared for meetings.

Discovering Demographics and Psychographics

Fri, 20 Mar 2009 08:22:55 -0500

I am currently having trouble trying to find the demographics and the psychographics of my target market (mid level, top level, and, ceo executives). I wanted to know is there any information that you could possibly give me or point me in the correct direction? -- Chris Momon, The BOSS Group

Having a clear and understandable profile of your best customers is a valuable influencer of selling results. Knowing your customers helps you take the right actions, rather than just educated guesses. Getting started is easier than you think ...

Do I Need a Copywriter Specializing in My Field

Tue, 10 Mar 2009 10:56:10 -0500

I'm wondering if I need to hire a copywriter with advertising experience in the Construction industry. I'm a building contractor that would like to start advertising to the contractor market and am looking for some useful tag lines.

If you are an expert in what you do, then you don't need a copywriter who specializes in your specific field. They don't need to have sold in you field, nor have written for your industry before. However, they must ...

Increasing Direct Mail Response Rates

Fri, 20 Feb 2009 11:40:53 -0500

I started sending out the following letter (attached.) I have been getting about a 1/2 percent response. Anyone have any suggestions on increasing my response rate?

Perhaps the best advice anyone can give you it to tweak and test one thing at a time until you know what works. Only through testing will you know what works. But, don't make this common mistakes ...

Getting Past Send Information Objections

Tue, 10 Feb 2009 11:24:56 -0500

A prospect says she has a couple of vendors that she's very loyal to, but she said she would look at my information if I chose to send anything. What should I write or send to sway her over to choosing me as her new vendor?

Unfortunately your prospects response sounds like a blow off, it sounds like something more importantly weren't done before the contact. Here's why it sounds like you have a bigger marketing problem.

Six Reasons to Double Up on Advertising During a Recession

Sun, 01 Feb 2009 05:11:35 -0500

Instead of looking for ways to save money by cutting back advertising, now is the time to supercharge your results. Recessionary times more than every are great for getting more from business advertising, if you know how. Six reasons to double up on business advertising during a recession:

Preventing Digital Asset Theft

Sat, 31 Jan 2009 08:17:12 -0500

I put together some electronic guides for my clients, sold them, and now someone is distributing them for free. How do I know who has copies of the PDF, how can I keep them from giving it away? -- Pete Daniels

I've seen a number of industrial manufacturers, technology trainers, and trade associations digitize large training manuals for distribution. Some of these sell for more than $7,000, now in a single digital document. Piracy costs our industry millions a year.