But that’s not why businesses retain our services; the reason is that we help them sell a lot more equipment (and make more money).

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 and Non-Ideal Customers spend an average of $173,598 annually, while Non-Ideal Customers spend an average of $5,877. The Sales Ratio between the two types of customers is 30 to 1. Another way of saying that is that it takes thirty Non-Ideal Customers to equal the annual spend of just one Ideal Customer.

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

Equipment manufacturers and distributors who focus on their competition’s Ideal Customers have a great opportunity to sell substantially more equipment, increase their pre-tax profits, and be the dominant brand in their sales territory. We want to explain how we can help you accomplish this.

You are likely unfamiliar with the application of information you are learning here, so we offer our service Risk-Free. That means we will demonstrate our service in your sales territory, and if you are not satisfied with the results, you won’t owe us a dime. How’s that for Risk-Free?

Before providing an overview of our service, we want you to know that we will not suggest you abandon any part of your existing marketing and sales program. It’s working for you; keep doing it. We are not salespeople! We are a marketing support organization, a supplement or an addition to what you are already doing. Our expertise is limited to the activities surrounding these four skills. 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.
  • Get your competition’s Ideal Customers to switch, buy from you, and remain loyal, dependable customers

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 overviews.

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.