Many business owners network in their smaller circles of familiar faces and with long time business associates, never really venturing outside their zone to seek out new clients.
There are plenty of reasons for this and plenty of excuses. Whether your are a creature of comfort, not a real “people” person or just too damn busy, the fact remains that if you want your business to grow, you need to keep prospecting. At the very least, 20 percent of your day should be reaching out to new potential clients.
The solution can be as simple as retaining the services of an industry representative, an expert that can grow your sales and market share and can be a great resource to take your company to the next level.
Our interview today is with Paul Anthony Susca, Founder & CEO of Pace Equities in NYC. Paul’s area of expertise is in the commercial and residential real estate development market.
A master networker, he took time out to share what he believes to be the key benefits of hiring an industry representative that will deliver new business opportunities to support and strengthen your sales growth strategy.
Market Council: What’s the number one benefit of hiring an industry representative?
Paul: One of the biggest benefits of hiring an independent representative is that you will spend a lot less money on advertising and overhead trying to grow your business. This is a very direct and personal form of marketing and proven to be the most cost effective. Depending on the size and scope of the project, our clients pay us an average of 5 to 20 percent of what we bring to the table, when the contract is signed. It’s that simple. Not very complicated at all.
Market Council: What does a business owner need to do to support the relationship and help their representative meet sales goals for success?
Paul: Provide proper training, useful and current marketing collateral and of course impressive proposals to the prospective business partners we deliver. If you are considering hiring an industry representative you need to realize that it’s still a team effort. Communicating any changes within the company, new services offered, new target markets to prospect, etc. I meet with clients on a regular basis to make sure we are on the same page and kept up to date.
Market Council: How long does it take before a business owner can expect to see sales growth? Is there a set up timeframe that should be considered?
Paul: Anywhere from one to six months. There are a few factors to consider, and it really depends on the type of business and the length of training and whether it be legal, financial or real estate or any other b2b representation. Deals aren’t made over night, but they should always be in development.
An excellent source of business know how, we will be visiting Paul again about this form of smart network marketing.
In the meantime, if you have a question, you can email Paul at P.firstname.lastname@example.org or leave a question below.