What is a sales blitz? How can it help your business? A sales blitz is a program designed so your staff makes as many sales calls as possible within a period of time, normally 2-3 days. It can really help your business if you have a special program or promotion where you need to see immediate results.
First decide on your unique selling points and your blitz theme. For example a business that wants to promote its restaurant’s New Years Eve party will have an incentive for signing up today (maybe an early booking discount) and perhaps give out party favors (promotional theme)to the businesses when they drop off the information.
Next, decide how many party tickets (revenue goals) need to be sold to make this blitz a success and how many calls need to be made to reach this goal. Rule of thumb, 1 in 20 usually buy, so maybe you need to sell 10 additional tickets… so you need to make 200 calls. Calls can be made on the phone or in a geographic location to make it be cost effective. One person can make about 10 worthwhile calls an hour on the phone. One person can make about 20 decent outside calls a day in a given geographic location. Pick a nice spring day and see how many cold calls your sales team can make in a geographic location, it is amazing how much new business or information you will uncover especially if it is sunny outside!
Then, set your agenda. Example: Day 1- telemarketing calls for business and to set appointments. 5 hours of phone calls should generate 100 leads. Day 2- Assign 20 outside calls per team and if you have 5 teams you will make your quota of a total of 200 calls. Each appointment, telephone call or cold call should have a report that can be entered into a data base including phone, address, email and web site of companies visited.
Don’t Forget! Have your geographic or pre-arranged calls in a database so you can make notes after each call. Set up your blitz bag and include a promotional item (pen, chip clip ect) or treat (this should reflect your selling “Theme”), business cards, promotional material, call to action (coupon or special offering). Review your sales message and go get ’em!
After the blitz you should have a recap report that details total number of companies visited, total revenue booked, total potential new clients, total calls not interested and total cost of the blitz. You should also be able to build a relevant email list or mail list with this updated information. This is a good old fashion way to get in front of new potential customers quickly and effectively with purpose and personal contact. See if it may work for you! Happy Spring Blitzing!
Market Insights, LLC