As a product manager of point-of-entry systems, I have often been asked, “How does one sell ultrafiltration (UF)?” This question is born out of two issues: First, dealers may view UF systems as niche technologies that do not offer the robust sales opportunities that more general products can offer; and second, in the eyes of the consumer, there are other systems that can do the same thing for far less money. Right or wrong, these views make the recommendation and selection of a UF system less likely.
Five steps for successful UF system sales
LeadMethod uses a responsive, Web-based interface that can be accessed on smartphones, tablets or computers. Sales reps can use it to prioritize, set automated reminders and assign monetary value to leads. Once a lead becomes a sale, the system automatically exports it to any CRM. With real-time metrics built around sales rep contact rate and speed, managers can stay informed on their leads process.
Many Americans use water filtration devices in their homes — but are they using the right filter for their local water quality? That is what NSF Intl. set out to discover with its 2013 Water Quality Survey, which posed questions on water filter use and water quality knowledge to 2,025 adults this summer. Water Quality Products Managing Editor Kate Cline recently spoke with Cheryl Luptowski, public information officer for NSF, about some of the survey’s more surprising results.
Evaluating consumer knowledge of filtration devices
It’s been yet another challenging year for the water quality industry. As the economy and housing market struggle down the long road to recovery, a host of other factors, from government regulations to business competition, continue to affect companies. As always, however, industry members are working hard to tackle the issues and improve their businesses.
This fall, Water Quality Products conducted its seventh annual State of the Industry survey to receive readers’ input on how their businesses are faring and what to expect in 2014.
“Good afternoon. This is Kelly with Moti-Vitality ... No thank you, I’m not in the market for a Disney Cruise at this time.”
I really should learn to ignore the toll-free numbers and the “unknown callers.”
I knew telemarketing calls would be part of the price I would have to pay, however, when I made the decision to use my cell phone as my primary business number so that I could be more accessible to my clients.
I end the call and go back to scouring resumes for a client who asked us to hire a sales professional.
The pros and cons of working with family
Get interested homeowner leads requesting your call. Mac Leads are names and phone numbers of homeowners responding to your exclusive daily water quality surveys requesting a free water test. They are emailed to your office fresh the next day, easy to set into appointments because you know they are interested. They include custom appointment-setting scripts and industry-knowledgeable support, with exclusive territories per dealer. Discount two-week trials are available. References are available, and results are guaranteed.
Ask the average salesperson today what his or her secret to a successful sale is.
You will likely be the audience to yawn-worthy clichés and sales industry jargon that would confuse the best of us.
Most will have a selling style ... and kid themselves with the “good” success rate.
Adapting your selling style to customer’s buying styles
Consider the following changes that are impacting businesses today:
- Changing economic conditions;
- Changing government requirements;
- Social media and technology;
- Multigenerational workforce;
- Customers’ expectations; and
- Different forms of competition.
You may agree or disagree with the specifics of how these changes impact your business, but the important thing is how you deal with them and how your employees react to and adjust to them. Some changes may directly impact you; others may not apply to you at all.
Managing the process of change to improve your business