There's an app for that

     When I was growing up, my dad, who worked for over 25 years as an account executive and sales professional, kept a small notebook in his car to record his mileage to report his weekly business expenses. He also kept every receipt ever placed in his hands by a waitress, dry-cleaner, hotel clerk, parking garage attendant, or (insert business expense here.) Of course, this was in the day before the iPhone or Android and the term "apps" wasn't even part of our lexicon. After he passed away I found a box of receipts from the last year he worked before retiring. Not sure why he kept them. I suppose out of habit. 
     Nowadays there are many downloadable apps to help you track and report your business expenses to the IRS. And of course, almost all sync with your PC or laptop. Some work with GPS technology to record your milage, others allow you to take photos of receipts and stores them accordingly to subject.  Here is a list of recommended apps you might consider. Each has their own strengths and weaknesses and it may be worth giving a few of them a trial run. 

Todd Hollst, Art Coordinator

Why the delay?

     Recently I was confronted by a sales representative wondering what was causing a production delay with one of their bags. A client had contacted them curious of the status and of course they came to me to get answers. 

     I explained when a bag is turned in with missing art work it takes time to track down the creative. Clients often promise to email their logo or ad copy but many fall short in completing this task in a timely manner or at all. Other times the business owner or marketing person isn't sure what they want to advertise and this also causes a delay. And finally, as I've personally encountered recently, the person who originally signed the agreement is no longer employed by the business and no one there has any clue when we inquire about art work. These are just a few of the roadblocks we encounter on a weekly basis. 

     Then, after all of this leg work to get the information needed, the ad still needs to be created, proofed, edited for corrections, reproofed, and finally approved. And that's just for one of the ads. Imagine if there are ten more on the bag. 

     This particular rep had none of these issues with the bag in question. 

     The other challenge occurs when we receive contracts with missing or incorrect contact information. If the client's email address isn't written on the contract we are left to contact them by the phone. As most of us have experienced, reaching someone on the phone isn't as easy today as it used to be. With voicemail, email, and texting technology, people aren't as willing to answer a call from an unfamiliar phone number. We are left leaving voicemails and those too are often routinely ignored. Quite often it isn't until we've left a number of voicemails or a polite but stern message, someone finally takes the time to call us back. And when they do call back, frequently we have to remind them of the program's details and what is required on their end of the deal. Once this is covered, only then can we begin the process of securing the creative and producing a proof for review. 

     This wasn't the case with this particular rep's bag, either. They had all the correct contact information and all the art was included when they turned in the bag. Perplexed, they asked why then their bag was delayed. It's a fair question but for every bag that has all the correct contact information or appropriate artwork, there are a dozen or more which do not. The bottom line is when we have to chase down the information needed to complete a bag it delays every other bag in the production line. 

     The Medibag office staff has no interest in holding onto bags longer than necessary and we certainly don't want to upset our clients. So the next time you wonder why the delay, consider whether or not you've provided all the correct contact information on your agreements or all the art with your bag layout. A lot of small delays here and there in the process can equate to bigger delays in our production time which ultimately affects everyone involved.

Todd Hollst, Art Coordinator

Six virtues to simplify your sales pitch

Virtue #1: Qualifying at lightening speed

Sitting around waiting for a answer from a prospect can be frustrating. Sitting around waiting to be told “NO” is downright brutal. We can't always control an outcome but we can control how we spend our time before getting to the dreaded waiting period. Some prospects are more likely to show interest than others. Have you taken the time to learn the criteria between those who will likely say “YES” opposed to “NO.” If not, you may be wasting time and spinning your wheels targeting the wrong prospects. Learn the criteria of the customers who most often buy our unique service.

Virtue #2: Motivating Prospects

For over 25 years we have developed relationships with almost every time of business and it could be argued all business types would benefit from our service. However, not all prospects will be equally motivated using the same criteria or “sales pitch.” As you go through the qualifying process with a prospect look for the “problems” they are struggling to overcome. Endeavor to understand and articulate their challenges and then guide them to discovering how we can help solve their problem.

Virtue #3: Tell them a story

Is your sales presentation leaving prospects compelled or repelled? The key to selling anything is in the story. It might sound silly to some but becoming a good storyteller will increase your potential as a sales professional. George Lucas, creator of Star Wars, once said, “Storytelling is about two things; it's about character and plot.” Your prospect is the character and the plot entails how they overcome an obstacle or challenge and are crowned an hero in the end. Weave yourself into the story as the one who is there to help them shine.

Another great storytelling tool are testimonials. A few short lines from some of your best customers will go a long way in helping convey the story of Medibag. Have a brief anecdote for how our service helped each of those businesses that provided you testimonials. This gives you credibility and will demonstrate even further to the prospect how we can help solve their problems. 

Virtue #4: Don't be afraid of commitment

Ultimately, a “Sale,” to use a romantic metaphor, is like the first kiss between two people at the beginning a relationship. Beforehand, commitments are made of varying degrees and if these commitments are favorably met by both parties, quite often the natural outcome will be a “first kiss.” It's the same with sales. Taking small, incremental steps, will build trust, give the business relationship integrity, and make the final reward that much sweeter to all parties involved. Plus, laying down a strong foundation early will likely lead to a long term mutually beneficial partnership. And remember your breath mints. 

Virtue #5: Every kind of person is your kind of person

Not only do prospects generally prefer to buy from people they like, it's also much easier to sell to people we like. Often when we encounter someone who we might not share an immediate good rapport, we tend to discount them out of hand and quickly move on to the next “more agreeable” prospect. Instead of bailing right away, next time push yourself to identify the challenging prospect's communication style and learn to reflect it back. It may be in their speech patterns, mannerisms, physical stature (as in, how they carry themselves), and even their facial expressions. This is really how people learn to communicate with each other, though it is typically done unconsciously.

Be a chameleon who is willing to step outside the comfort zone and look for an opening to make an emotional connection. Since deciding to buy something is mainly an emotional event, connecting with a prospect on an emotional level is imperative. Find commonality and use this to lay down a friendly foundation before attempting to "sell them something."

Virtue #6: Leave a voicemail too hard to ignore

It's the sad truth but the vast majority of sales call made on the telephone will end up in the vast wasteland of voicemail. Therefore, it is vital your message be succinct, focused, and offer the prospect a real benefit. Think of your message as a short personalized radio commercial tailored just for them. Also remember to be customer-centric in the words and phrases you use. It's about their needs, not yours. Avoid mentioning hard deadlines, making pushy demands, or other manipulative phrases like, “If I don't hear from you,” or “Time is running out.” These phrases make it too easy for them to simply press delete. Instead, say something like, “Our program is very limited to only a few local businesses—it'd be great if you were one of them, exclusively.” This message conveys the program is time-sensitive, is limited in the number of participants, and gives the air of inclusiveness.

Everyone has their own style and approach when it comes to a sales pitch. You have to find one that is comfortable and gives you a greater than 50/50 chance of success. That being said, much like being a parent of several children, one must not approaching raising all of their children the exact same way. Each child may require a different approach to achieve success and the same goes for sales prospects. 

Todd Hollst, Art Coordinator

HAVE A SAFE HOLIDAY WEEKEND 

FROM THE MEDIBAG HOME OFFICE!

Show Me The Money!

A "SALE," by definition, is the "exchange of a commodity for money; the action of selling something." Without money, there is no such thing as a sale. If we are not collecting a customers payment, we are effectively giving our product away for free. No business will stay open if they are continually forced to give away their product. If the client is refusing to pay, they are guilty of stealing our product. This puts both the company and the sales person in the unenviable position of having to take extreme measures to collect the debt. Ultimately, the sales person is responsible for dropping the ball in both scenarios. In our business, closing a sales includes asking for and receiving payment. 

As a courtesy, Medibag allows hospitals and nursing homes to be invoiced for their payment. This is because many large businesses and organizations require extra time to process a check. This is understandable. However, all other types of businesses should be ready to at least make a downpayment the day the reservation agreement is signed. This is a mutual act of good faith--we're reserving a space for them on a bag and they are putting down earnest money. The agreement is also clear; there is space for a down payment and to notate the amount paid, the date paid, and a check or credit card number. The terms also clearly explain when the remaining balance is due; at the time a client receives a proof. 

As much as everyone enjoys a good chase, the Medibag accounting department would prefer not pestering customers for payment. It is vital for all Medibag sales representatives to handle money collection before the bags are produced, preferably when the agreement is signed. Too often customers cannot pay or refuse to honor their end of the agreement and charge backs are NEVER preferred. Often Medibag will pay out a commission on an agreement which has no accompanying payment. We do this because we want to give the sales person and the customer the benefit of the doubt. However, making an effort to collect all or at least a portion of a payment promptly will go along way towards keeping all parties content.

Todd Hollst, Art Coordinator

New Medibag Pharmacy Restrictions List

Do You Have an Elevator Pitch?

What is an elevator pitch?

An elevator pitch is a :30 second persuasive speech you should be able to pull out at a moments notice about your business and deliver comfortably to a prospect. The term "elevator pitch" comes from the notion of pitching an opportunity to a prospect while taking a short ride in an elevator. However, in today's world or shorter attention spans, it could mean trying to get people to focus on something other than their mobile phone, tablet or other electronic gadget is becoming harder and harder.

What are the key elements?
An elevator speech should focus on three key elements: 1) succinctly conveying what you or your company does. 2) communicate your unique selling position and main problem solving feature. 3) engage the prospect with an open ended question.

How to create your own pitch?

The create you own pitch, start by writing down your goal. What message do you want to convey? Then, write 3 to 4 sentences for each of the key elements listed above. Once completed, put them together in the form of a paragraph and you'll have a rough outline. Now read through the paragraph several more times and delete anything not imperative. Now, grab a stopwatch and attempt to deliver your pitch in under :30. If you're having problems doing under the time limit, cut it down some more. Realistically, you should be able to deliver your pitch in about 5-7 sentences. The shorter, the better! Here's an example to get you started:

My company produces the finest quality pharmacy prescription bags in the industry and count some of the top national and regional chains as our clients. Through our program, we also provide affordable advertising printed directly on these bags which gives nearby businesses repeated exposure to thousands of pharmacy patrons. We put the advertisement directly in the hands of potential customers. How do you target your customers on the local level?

Any performance requires rehearsal
After you've honed down your pitch to a :30 script it now time to practice, practice and practice. The more you practice the more comfortable you will become delivering your pitch. Also, be aware of your body language as you make your pitch. This can tell the prospect more about you than the words you say in your pitch. 

Curtain time
So now that you've got your elevator pitch ready, where should be go to deliver your performance? In a word, anywhere. You never know who you're going to meet at any given moment. Maybe the waiter has uncle who owns a nearby business; perhaps the mom who runs your child's scout troop is a media buyer for a hospital; maybe the person you're sitting next to at the hotel bar manages a local car dealership. The point is, almost everyone knows someone who owns a business. Prospects are everywhere, so be ready, smile, look them in the eye, and show them you know your stuff!

Todd Hollst, Art Coordinator

System Versus Strategy

Do you know the difference between a system and a strategy? A "system" is a prescribed, often rigid, step-by-step formulae, for completing a task. A "strategy," on the other hand, is an artfully structured approach, customized to move one towards achieving a goal. 

General George S. Patton once said, "Never tell people how to do things. Tell them what to do and they will surprise you with their ingenuity." What the General was talking about, is allowing people to create for themselves the path which will lead to their eventual success. This individual success translates into success for the whole. 

If you're entrenched in a sales "system" that stifles more than it liberates, perhaps its time to create your own path to success. Here are few idea starters for building your own sales structure: 

• As every good sales professional knows, the customer buys you before they buy your product. Set aside your product and work to make a genuine connection with the prospect on the human level. By doing so, you are not only creating a rapport, but you're also finding common ground to begin your negotiation. 
• Be a sincere helper interested in raising other people up. When you help other people realize their goals and aspirations, you became more than a sales rep--you become a trusted friend. Be interested in their success and they will be interested in yours. 
• Engage them by SHOWING THEM THE VALUE of what you are selling. Psychologically, people have a greater fear of losing something than they have a desire of gaining something new. Clearly demonstrate your product's value and you will make it easier for them to make a positive decision.
• Think legacy. You're not trying to win this prospect only for the immediate, you're trying to create a longterm customer, referral and ally who will be compelled to buy every time you ring.
• Have fun doing what you do. When you're at ease and visibly enjoying what you are doing, your prospect will pick up on this and feel more comfortable climbing on board with you. If you can't find the enjoyment in your job, perhaps you are in the wrong profession. 

Clearly, there are many sales and marketing books and websites vying for your attention. Whatever you might read along the way, ask yourself if they are promoting a "system" or "strategy" for success. 

Todd Hollst, Art Coodinator

Renewals: How to keep them returning

One challenge many salespeople face is turning new customers into repeat customers. This process begins the first moment you make contact with them. Here are a few tips to keep your renewals returning year after year:

1. Manage expectations: having a realistic understanding of the process and product will go a long way. Your inclination may be to promise the moon, but if instead you deliver a moon pie your chance of keeping them as repeat customer shrinks drastically. Seek to prevent disappointment by Under Promising and Over Delivering--not the other way around. This doesn't mean setting the bar low, it means set the bar at an attainable and reasonable level. 
2. Keep your promises: do what you say and say what you mean. People rarely remember being satisfied in a business transaction, but most certainly you can count on them remembering feeling short changed.
3. Two words: FOLLOW UP. Make Sure you contact them during and after the sale to make sure they were taken care of in a satisfactory manner. Even if it's only an quick email or voicemail, they'll appreciate you reaching out to make sure they are taken care of. If you encounter an issue, take ownership of the outcome and take the steps necessary to rectify the situation. 
4. Be accessible: you may have moved on to another market, but this doesn't matter to your customers. Advertisers are not paying only for the ad space, but also the customer service they receive. Make it easy for them to get a hold of you and they'll likely make it easy for you at renewal time. 
5. Resolve problems quickly: the customer may not always be right, but they are always the customer. As a salesperson, you must walk the tightrope between being an advocate for both your customer and the company. Do what you can to make it a "win win" for all parties involved. Again, manage expectations properly in the beginning and you'll usually find a positive outcome. 

Todd Hollst, Art Coordinator

Thought for the weekend

A sale is not something you pursue;

it's what happens to you while 

you are immersed in 

serving your 

customer. 

Why Prospect!

Prospecting is easier than panning for gold

Prospecting can make difference between completing your bag in three or four days versus a week or more. The best candidates for your prospecting efforts are those who have already advertised with Medibag or elsewhere. Seems like a "no-brainer," but too often we hear of sales representatives who make it harder on themselves by skipping this important step of the sales process. While cold canvasing is sometimes necessary, many qualified prospects are already right under your nose. 

Besides a renewal list, here are few places where you can find prospects:

Go to the library and thumb through back copies of the local newspaper. Do you see a few businesses who consistently advertise each week? That's a great place to start. 

Another great resource are local church bulletins. Stop by the local Catholic church and ask if they have a extra bulletin you can have. You can usually find one from the previous week's service.  

Prospects are everywhere. As you drive around town, if you see a little league field take a look at the home run fence--see any advertisements? How about the local high school football field? Bus stop benches? Billboards? The radio? Grocery carts and receipts? They are every where you look! 

A local Mexican restaurant near the Medibag Home Office has about 40 advertisements printed and laminated on the top of the table. With a notepad or camera phone you can build a prospect list in no time. 

Ask, ask, ask! Even those prospects who might not be interested can often be a great resource for leads. And honestly, everyone you meet can probably give you a decent lead. And if you're working in a small town, just about everyone probably knows a business owner or two.

Talk to the pharmacist at the pharmacy you are working. They often know many business owners and decision makers and are a great source for prospects. 

And finally, visit the local chamber of commerce. Typically they'll have a printed business directory with a map. Or, they may have a directory posted on their website you can print out at the local library. Plus, the administrator or secretary will probably give you a few business leads to get you started.

Prospects are everywhere. Keep your eyes and ears opening and you're bound to find them. 

Todd Hollst, Art Coordinator

Thought for the day

"People will buy what they help create." 

When people are involved in the creative process, they are more likely to "buy in" to the idea they are considering. 

The steps of the creative process:

Discovery: develop a sound partnership by not simply showing your customer the possibilities, but leading them through the discovery process as though you are making the discovery along with them. This technique builds trust.

Research/Design: every business owner likes seeing their company's name in lights. With your guidance, let them make the first brush stroke of an idea or ad. If they're uninterested in the process, ask them questions like "if you could sum up your service or product in one sentence, what would you say?" There's your starting point. 

Production: build up the idea our art department exists to facilitate their vision. Our role is to take their idea to next level and produce a professional looking ad they will be proud to have their name on.

Review: reassure them they have final approval of the ad. Ultimately, this gives them complete ownership of the entire creative process.  


TH

The Pharmacist is your Friend

     Besides the customer, one of the most important players of our program is the pharmacist. Keeping the pharmacist and the pharmacy staff "in the loop" can be the difference between getting a sale or leaving a business empty handed. 
     Over the years, too often we've heard this tale: a Medibag sales representative calls to set up an appointment with a potential customer, the customer calls the pharmacy ahead of time to verify the program, an uninformed pharmacist or staff member says they know nothing about the program, the sales rep shows up for appointment and has to convince the business owner Medibag is in fact a legitimate company. What's more, the sales rep has to work doubly hard to get sale--if at all.
     The lesson: an uninformed pharmacy can hurt you as much as a misinformed customer. 
     Make it easy on yourself: before you begin a new program, inform the pharmacist and encourage him or her to keep the pharmacy staff in the loop. Make them an ally in your efforts to complete the program. In many small towns, people are on a first name basis with the pharmacist and staff. Use this to your benefit when meeting with potential advertisers. It will help you establish credibility and reassure the customer you are a professional salesperson providing a top notch service. 

Todd Hollst, Art Coordinator

Welcome

Welcome to the Medibag Company Blog. Myself or Todd will be posting items here you might find helpful, interesting, or entertaining. Please let us know if you have any suggestions for topics. 

Thank you,

Gus