. . . there are just two types of equipment buyers: those who buy a lot and those who buy less. We are interested in those who buy a lot and call them Ideal Customers. Those who buy less are Non-Ideal Customers.

Below is a condensed version of one of our client’s customer lists, including annual purchases, sorted in descending order. In this example, our client’s Ideal Customers spent an average of $173,598 on equipment and aftermarket products and services, while during the same period, their Non-Ideal Customers spent an average of $5,877 each. The Sales Ratio between their Ideal and Non-Ideal Customers is 30 to 1. The takeaway is it takes thirty Non-Ideal Customers to equal the purchases of just one Ideal Customer. This is why we are interested in Ideal Customers, and we believe you should be too.

(1) Annual Sales Analysis for any 12 months (2) Sort the Sales Results in Descending Order (3) Ideal Customers = the Top 20% of Customer Sales (4) Non-Ideal Customers = the Bottom 80% of Customer Sales (5) Determine the Sales Ratio by Dividing the Average Ideal Customer Sales by the Average Non-Ideal Customer Sales

While the sales results would differ, if we analyzed your business’s sales results, we’d see much the same, including a comparable sales ratio. Further, we’d see the same pattern if we analyzed your competition’s customers. It’s your competition’s Ideal Customers who represent the opportunity for your business to sell substantially more equipment than ever before.

You see, we know how to:

• Get a list of your competition’s Ideal Customers regardless of the size of your sales territory,
• Find out when your competition’s Ideal Customers plan to add to or replace their existing equipment,
• Learn who is servicing their equipment or from whom they are buying parts from, etc., and . . .
• Get your competition’s Ideal Customers to switch, buy from you, and remain loyal, dependable customers.

Here are two other things you ought to know about us:

• We will not interfere in any way with your existing marketing or sales program. They are working for you, so keep doing it. We are not salespeople! We are a marketing support organization, and our clients use us as a supplement or an addition to what you are already doing.
• Because you are unfamiliar with our service, we offer it Risk-Free. What we mean by Risk-Free is that unless you are delighted with our service, you won’t owe us a dime.

You might be asking what services are included in the Risk-Free portion of our Engagement Agreement. Here’s a partial list:

• We will analyze 12 months of your company’s sales results and provide a report identifying your Ideal and Non-Ideal Customers. We will also compute the sales ratio between your Ideal and Non-Ideal Customers.
• If you wish, we will identify your competition’s Ideal Customers and determine the number of them in your sales territory.
• We will design a project together, and Gro365 will provide a Project Script.
• Gro365, at our expense, will demonstrate the project’s effectiveness and provide you with sales leads and marketing and sales information to evaluate.

We create it using the statistical characteristics (the key demographics) of your Ideal Customers. If you want to know more about this, it’s one of the subjects we cover in our 15-minute demo.

That is the easiest part of the entire process; we have conversations with them, ask them, and they tell us. It really isn’t any more complicated than that. The average cost of contacting one of your competition’s Ideal Customers is about $4.75. We can reach out to about 18,000 of them annually for $86,000.

One of the things our prospects enjoy most is listening to our BDRs’ (Business Development Representatives) actual conversations with our clients’ prospects. You’ll be amazed by how much prospects will tell you if you use the right approach. It isn’t unusual for our clients to ask us how we got the specific information they needed. Our reply is always the same, “We asked them.” Oh, and we even have a process for getting your competition’s Ideal Customers’ email addresses.

We’re sorry, but that answer is proprietary, and we hope you understand why we aren’t comfortable putting it down on paper here on our website. But if you schedule a 15-minute demo, we will gladly share that information. Here’s a piece of the answer. Getting them to switch and buy from you is our job; keeping them is yours, and when we meet, we’ll candidly talk about that, too.

Here is something else you need to know about that. One of the critical elements in our Engagement Agreements is a paragraph entitled Exclusivity. In it, we agree not to provide our service to any entity within your sales territory that competes with your business. We hope that will satisfy your curiosity until we can speak together.