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salesXchange Business Club Strategy |
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salesXchange is a business club strategy aimed at bringing together like-minded business people who are determined to provide the highest level of service and support to their customers, through their commitment to integrity, honesty, ethical working and professionalism.
The benefit to the members is similar to that of any business networking environment, which is to exchange genuine business-to-business leads. Anyone can set up a salesXchange in their area and there is no limit to the number of salesXchange groups in an area. For the same reason Ecademy, BRX, BNI, Chambers of Commerce and other networking organisations exist for any business, so can the salesXchange methodology. It is highly likely that your group has more than one web designer or accountant, therefore multiple salesXchange groups can be set up to accommodate anyone and everyone who wants to become involved. The benefit to the member business is the knowledge that behind each member company or organisation are a host of businesses who are intent on the customer achieving the highest ROI from any of the products or services offered. Unlike other networking schemes or groups that exist to generate joining fees etc, salesXchange is open to any business. There is no joining fee or ongoing charge; however, each member must be personally involved in generating new business through actively cold calling, marketing, advertising and so on. The objective is for all members to be reassured in the knowledge that each associate is actively generating new business and also keeping them in mind. Consider - when one cold call is made, it's possible that it can impact on twenty other people. The power of one appointment is multiplied by the number of members in salesXchange. The meetings can also be slightly different. Whilst your company name is important to you, the type of business or products you sell is important to everyone else. Therefore members only need to ensure that each other member knows what they do. Personal introductions happen over time. No name tags are needed, only 'business tags', i.e. Telecoms, Audio Visual Equipment and so on. salesXchange is greater than the sum of its parts and therefore can market itself autonomously. Businesses are constantly looking for a 'one-stop-shop' but without the financial handcuffs, i.e. the weariness that is associated with one organisation being capable of coping with so many diverse areas. salesXchange traverses that 'question' as each company is independent. |
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How to set up a salesXchange group |
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How to set up a salesXchange group: salesXchange is the marketing equivalent of business networking without the pressure of providing leads or referrals for others in a group. salesXchange looks to harness the marketing potential of businesses with similar client bases by bringing them together through joint marketing ventures.
Initially, the first phase is to identify the businesses who would make up your salesXchange group, then for each member to display a banner of the other member companies on their website. Members actively promote other members' companies when talking to existing and prospective customers. Joint marketing ventures via newsletters, direct mail or any other agreed media will support your salesXchange group. Any form of marketing that makes reference to the other members of the group contributes to exposure. By having a link from another salesXchange member’s site, your business has the potential to reach more prospective customers than if they had just visited your site alone. The more links you have, the more potential business is likely and the higher your ratings will be on the internet search engines. Your exposure increases by the number of potential customers your salesXchange partners have, not just by the number of potential customers you have. It is more than simply sharing web links; it is a method of harnessing the resources of a group of companies to increase the marketing exposure for every company involved both online and face-to-face. Can anyone set up a salesXchange group? Yes. The idea is that non-competing companies form their own salesXchange groups. For example: A residential group could include a builder, electrician, double glazing, decorator, plumber, carpeting, estate agent, financial advisor, cleaner, handyman, window cleaner, carpenter, car valet, child carer, gardener, mechanic, personal trainer, music teacher etc. A business group could benefit from the following:
Basic Requirements It would be helpful but not essential if one of the members of the group has experience with managing websites and graphics. At least one member needs to have the drive and determination to make the group work. The financial rewards can be exceptional, especially as this strategy is a win/win for everyone involved. salesXchange Marketing Apart from the web links, here are a few of the suggested marketing directives which will depend on the financial contribution from members:- * Joint newsletters - paper ot html * Local newspaper advertising * eMailshots * Regular mailshots * Inviting prospects to events * Sponsorship of local community events Meetings 1-2-1, breakfast or social, whichever you feel will be the most effective you should do. The objective is to generate new business which is our lifeblood. The more effective we are, the more revenue can be earned. Meetings or brainstorming sessions enable members to capitalise on information others have to help attract the type of customers they want. Customer Seminars or Events Joint events can be arranged to promote services to prospective customers. It is far more attractive to businesses if a variety of services are being presented rather than a single product. Funding an event can be divided equally between all participating members. Attendance would be the combined prospects of all salesXchange members. salesXchange Profiles Below is a list of company types that could form a salesXchange group:- Accountant Advertising & Copywriting Audio Visual - Plasma Screens, Projection, Sound Systems Branding Consultants Business Telephone Answering Services Cleaning & Maintenance Coaching - Life, Business, Relationship Computer Consultancy - Advice, Project Management etc. Computer Hardware - Servers, PCs, LANs WANs, Wi-Fi Computer Software -  CRM, Accounting, Security, MS Office Computer Consumables - Networks, Maintenance & Support Computer Training - Software, Hardware Corporate Travel Specialists Designers - Graphic, Office Estate Agents - Commercial & Private Facilities Management - Health & Safety, Building Maintenance Financial Services- Pensions & Keyman Freight Forwarding & Couriers Insurance - Contents & Indemnity, IFA Leasing & Finance Marketing - Telephone, Web, Direct & Consultant Office Equipment - Copiers, Printers, Franking Machines etc Office Furniture - Desking, Seating, Fit Out Promotional, Incentive, Events and Gifts Public Relations Publishers - Books, Magazines Recruitment - Temporary, Permanent & Headhunting Security - Alarms, CCTV Signs & Displays Stationery Printers - Letterhead, Business Cards etc. Stationery Suppliers - Via Catalogues etc. Training - Sales, Management and Personnel Travel Agents - Corporate & Personal Vending Machine Suppliers - Water Coolers, Food, Snacks Web Services - SEO, Designers, eCommerce, Visual, Intranet & Extranet Typically, the target markets which each of the above companies would want to sell to would be similar, however, none of the above would necessarily be in competition with each other. The above list is not exhaustive, however if salesXchange strikes a chord with you, then contact us for more information. |
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Consultancy 
