Hogan & Associates Direct Marketing Services

..........fter having served as a navigator in the Navy,
........... I realized the discipline I learned in the military
could be effectively applied to strategic planning for
business clients. While most business owners and/or
sales and marketing professionals set quantifiable
year-end goals, they often overlook setting specific
in-between objectives. Knowing precisely where
you are in the achievement of objectives is critical in
the event "course corrections" are required.

For example, one of the most costly mistakes any
sales manager can make is to ask skilled sales people
to make cold calls. Yet it happens frequently. Three
critical things generally occur:

1. Those being called on usually resent cold calls
because sales people stopping by unannounced
implies that they have no respect for others’
schedules. When this happens, sales people reduce
their chance of ever meeting these prospective
customers.

2. Sales people who have worked elsewhere where
qualified sales leads were provided usually don’t
stay long when they’re not offered the same. They’ve
been spoiled! They’re simply not as productive as
before. Even the very best sales people aren’t willing
to tolerate high levels of rejection indefinitely.

.3. Your overall marketing costs are much higher
than other companies where less expensive,
effective media are used to identify and qualify
sales prospects.

Contact Hogan & Associates, and we’ll prove to
you how we’ve successfully identified and qualified
prospects for companies in a wide variety of
businesses. After opening prospects’ doors, these
companies’ sales people use their skills to effectively
negotiate and close more sales.

With good planning and by integrating direct mail
and/or direct response advertising with phone
follow-up and face-to-face sales calls, we’ve been
able to help many companies realize increases in
overall sales productivity by 25% and more in
less than one year.