FollowI first heard the term “trigger events” from Jill Konrath, author of Selling to Big Companies and Snap Selling. Jill writes about trigger events in her books and says that when you focus on trigger events you can “literally pull sales out of thin air”.
So what’s a trigger event? It’s anytime a company is going through a change or a new strategic initiative, or any event that triggers decision makers to have a need for your products or services. Trigger events are all around us: new product launches, company mergers, changes in management, product safety issues, trade show participation, awareness campaigns or new employee recruitment – and that’s just to name a few.
How can you possibly know about all these trigger events? The easiest way is to set up a Google Alert with the names of your best prospects and clients. Google will automatically send you an email when news about your client or prospect is mentioned. That way, you’re the first to know what’s going on in their company and can be one step ahead of your competition with promotional ideas related to the trigger event. And that’s how you can “pull sales out of thin air”.
Want more savvy tips for staying one step ahead of your competitors? Last week I hosted a fantastic “Skyrocket Your Q4 Sales” webcast with industry experts who had a plethora of new ideas to help you sell more now. If you missed it, or would like to listen again, you can download the MP3 audio, along with my Promo Biz Sales-Boost kit at my website: https://www.promobizcoach.com.
I would love to hear from you! Are you using Google Alerts? Have you been able to get sales by focusing on trigger events? Please respond in the comments box below.
© 2012-2013 Rosalie Marcus
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Rosalie Marcus, The Promo Biz Coach ™ is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes! Get a FREE special report: 10 Big Mistakes Promotional Professionals Make and How to Avoid Them and a FREE Skyrocket Your Sales audio download at http://www.promobizcoach.
Reach her at Rosalie@promobizcoach.com or 215-572-6766.
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