The packs that you have sent out need chasing by phone and we found that was best done by outsourcing to a marketing company. We use a small one that does not tell fibs and have delivered on every promise they made to us. They can be contacted at sales@zest4.biz. I would also get chatting to the procurement officer at your local council and ask for a specification of tendered work. All government bodies will look for sustainability and also financial security, you can do this by offering trade and bank references and aiming to put in the procedures and requirements so you can go for a tender when you are ready fully informed. Have you also thought about CCTV for domestic use? To discuss this further please contact us at info@limeone.com Lime One Ltd www.limeone.com 0870 240 4325
------------------------
LawHound Limited www.lawhound.co.uk
01244 300413

THANKS EMPLAW, I WILL GET IN TOUCH WITH ZEST4
------------------------
VISUAL SURVEILLANCE SOLUTIONS LTD

Hi There I think that was emplaw said about needing to follow-up by telephone on your information packs is exactly right. Robert Allen in his book, One Minute Millionaire, talks quite a bit about 'the third rejection.' Most people don't purchase until they have been approached or have had contact with a business at least three times. According to him, most sales people give up after being turned down the first time. Basically, it means that you have to anticipate people saying no at least twice before they say yes. Repeatition is key. You can contact people in a variety of ways. Your info packs is the first appraoch. Your telephone calling should be the second. Then with all the people who say no in the telephone call, you should still follow that up with a third approach. Perhaps you could send them a letter to simply say thank you for their time in talking to you. When I read about this in One Minute Millionaire, it had quite a profound impact on me, and has certainly changed the way that I approach my own marketing. Why not give it a shot? Regards Tamara Assess the current state of your marketing. FREE Marketing Scorecard online at www.tamaralyster.com
------------------------

TamaraLyster Online
www.tamaralyster.net">href="http://www.tamaralyster.net">www.tamaralyster.net

A marketing concept for businesses focussed on health, wellness, personal development and human growth.

• Strategic Brand Development


• High Impact Business Writing


• OnDemand "Cost-Per-Query" Marketing
  

I agree with Emplaw and Tamara, there is no substitute for persistence. Also, you would do well in getting advice on dealing with objections. For instance, if someone says they are not interested, what you need to establish is why. Is it that they don’t need CCTV, or that your proposal is too expensive or is there some other reason. This gives you the opportunity to deal with their objection, whether price or utility. Also, make sure you keep them as prospects, even if you have got nowhere, just ask if you can keep them up to date periodically as things change, because they always do, and if they are ever looking for a CCTV system they will think of you first. Your services are definitely of their time, keep at it, and remember, “Sometimes we have to keep running just to stay where we are”.
------------------------
AsMustard

JUst A thought.... Why dont you target some private housing area's offering a package that would enable a group of peaople to purchase a CCTV package!!!! One of the best markets is also farmers and stables, with the way that things manage to walk on there own. Speak to your local insurance brokers and find out if the eqipment you are selling is approved by any insurance companies and if so, what kind of discounts are your clients likely to get through buying your kit. If your kit isnt covered then why not and which products do offer discounts... Over all the offering you have wants to be based on the what you think is your clients main drivers. If farmers, ease of use, full support, savings against insurance pol and also ask how many break ins that they have had and the cost of those. One thing that you must always keep in mind is all the other security products that could compliment your offerings. For example, you might offer datatags and security markings for Stables or offer data tag for motorbikes etc etc. Try any way possible to get your foot in the door and start building a relationship and a database of contacts. Offer finance packages or just charge a monthly amount that covers the Kit as well as annual support. You need to have a way that will enable you to keep going back to those prospects that may be able to be developed into larger accounts. Make a point of which markets are more responsive or profitable to you. Start doing this buy visiting some construction sites to see if you you can find out about any future projects they have and what you need to do to get a quote in. Keep in contact with these people. Try visiitng some horse shows or Gala event with some flyers that bullet point your offerings. Bloodhound Hunts are a nice target area with the nuymber of both Farmers and Horsey people about. AND if you love your company so much, get your arse out on the street and do some door to door. Its crap but it pays, why do you think these double glazing companies still keep ticking on. Hope things go well and remember to do as little as poss for as much as poss and persistance is the key!!!

THANKYOU ALL FOR YOUR TIME AND INPUT WITH REFERENCE TO MY PROBLEM,ALL YOUR IDEAS HAVE AND WILL BE ACTIONED AND LETS HOPE FOR MY SAKE THAT THEY PAY OFF IN THE LONG TERM. HAPPY TRADING.
------------------------
VISUAL SURVEILLANCE SOLUTIONS LTD

This is the first time i've entered the forum and your dilemma caught my attention. Hope you don't mind but I wanted to add a few things to this topic myself, here goes.. 1. These companies you've already targeted, did you do a little research beforehand to make sure these people are your targeted audience? If so and they are, then perhaps you need to re-do a sales letter. It's no good whatsoever sending out material without a good sales letter. You need to capture a potential customers eye with the first paragraph. 2. I personally would'nt go dredging the streets touting for customers, makes you look desperate for work. As well as that from what you say you don't seem to be after household customers, so forget them. 3. Don't rely on the yellow pages for work, yes it's a good idea to get listed in there but this in itself will only bring in the odd customer. 4. Don't get discouraged from your lack of response so far, do not give up. Once you get your first customer others will soon follow. 5. With your sales letter, try to offer something in your services that your competitors don't. 6. Press release. The simplest of all and believe me the best form of advertising (at no cost toyou). Try to come up with an angle, get someone who runs their own company to say how thrilled they are with the cost effective service you have provided them with. This will also benefit them. Send the release to your local papers. If you don't know of any businesses that would assist, let me know. My company would be happy to oblige. I run a Public Relations and Marketing consultancy and these are problems that every single start up faces (ourselves too initially). I could go on forever actually but I won't.

Hi, Most of us are in the same boat. I launched 6 months ago and im still really struggling. However every month i get more orders and if my customers are happy they then tell there friends. So word of mouth is very important. ive found press releases are an excellent way of getting brand awareness. Last week Ooh La Laa was featured in the Telegraph, it was only a small piece but the response has been amazing. Tomorrow im doing a radio interview for a london station. And im in the Times weekend supplement in two weeks time. All of this for free. I would suggest you get networking, cold calling and knocking on peoples doors. Think about who you know and how they can help you or you help them. Think of stories that are relevant to your services and products and write features. Contact the local media and keep calling make a name for yourself. Most importantly dont give up. Work at what you believe in and it will work. Ask for help. You would be amazed at who i have contacted and what i have asked for but if you dont ask you dont get. Hang on in their and Good luck Elena
------------------------
Elena Souto
Ooh La Laa
Stunning lingerie
http://www.oohlalaa.com

Elena, Can I ask how you managed to get into the Telegraph and Times supplement? I can't imagine this is an easy thing to do. Also just looked at your site and will be passing the URL directly over to my wife, she has been searching for such a site for ages. Message to JUSTINVSS I guess that goes to show you that potential customers can come from the most unlikely sources - if I hadn't looked at this posting i wouldn't have seen http://www.oohlalaa.com. Regards Mark
------------------------
Copious Ltd - Interactive Design Agency
http://www.copious.co.uk

Hello Mark, Keep networking. Think about the people you know and who they know. Eventually with time this will pay off. Contact the papers. Keep sending releases eventually when they are doing a feauture they will get back to you. Ask your business advisors, business sites for help. If you dont ask you dont get. Keep battling away. Elena
------------------------
Elena Souto
Ooh La Laa
Stunning lingerie
http://www.oohlalaa.com

We were involved in a campaign for a domestic CCTV installation which worked through the domestic TV for a company, they used it for the disabled, elderly, and as a sophisticated baby alarm. It grew into a massive campaign quite quickly, have you thought about adapting your product into this growth area?
------------------------
Emma Thorpe Zest4 www.Zest4.biz 01244 300858