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"The average leasing company spends a lot of money
hiring the most talented sales people available…. And then
fails to provide them with the tools they need for success."
MARKETING
"Marketing is about creating prospects who know you and who
would tend to do business with you before you call."
Marketing is the ingredient in the success formula most often overlooked or
neglected by growing companies. It is also the first area cut back when difficult
times hit and they're trying to control costs (a huge mistake, by the way).
Marketing can make the difference between mediocrity and excellence
and it can make everyone's job easier.
The goal of a good marketing program is that when one of your salespeople
encounters a prospect in any of your target industries, that person
will know who you are and will be favorably disposed toward doing
business with you.
We review your overall marketing approach and design fully integrated
packages that include such elements as advertising, promotion, event
marketing, a powerful web presence, public relations, a newsletter
(electronic or print) and a trade show program – all designed
to make you both well known and well regarded.
"We make sure that the people who should know you, get to
know you."
Why can we do this better than you can? Two reasons...
- We have over 30 years experience working with small to medium sized companies
in the leasing industry and have helped a number of them to growth and profitability
beyond expectations – included in that list are three who made the "Inc.
500" (two of them twice each).
- If you did know all the techniques, you're probably too busy
running the company – and "fighting brush fires"
- to devote the time to doing it right. The result is that it
doesn't get done at all.
Do your prospects know you? - or is
each new contact a cold call?
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TRAINING
"If your people don't know the latest techniques
for success, they have the traditional tools for failure."
The second most overlooked ingredient is that in a great organization their
people are both knowledgeable about their products and skilled in persuading prospects
to do business with them.
Do you and your sales people know: At least a dozen ways to raise
the yield on a lease without changing the payment; twenty five different
ways to close a sale; the most effective colors to use in presentation
and attire; the twelve "high persuasion" words that add
impact to every mail and phone communication; neurolinguistic selling
skills that enable you to "read" your prospects and lead
them to buying from you; how to get your message across to anyone
in less than 30 seconds; how to network your way to solid vendor
and referral source relationships?
At Goodman & Associates, we offer a full range of training
programs customized to your needs. This ranges from short seminars
on specific sales or leasing topics (telesales, pricing, prospecting,
negotiation skills, networking, trade show marketing and advanced
closing techniques) to a full five day leasing course that covers
every aspect of leasing and sales knowledge. For more information
about our training products, please click here: Seminars
& Training.
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MANAGEMENT CONSULTING
"The problem with managing on a day to day basis
is that it is easy to get so close to the forest that you can't
see the trees."
Organizations often grow by hiring people as specific needs arise,
with little or no long term planning. A few years later, the resulting
conglomeration doesn't have the right combination of people, and
the structure isn't meeting the evolving needs of the enterprise.
Some talented people have become underutilized – and others
loaded up with work so they are always behind schedule. As a result,
the overall team is not working together as efficiently as possible….
And that leads to ineffectiveness and morale problems.
Using proven organizational concepts, we gather information from
your people (who will tell us what's going on more readily than
they'll tell you what's going on), evaluate your present structure,
discuss future goals and needs, and put together a plan to make
you better as you go forward.
Then we can bring in an experienced executive coach to help you
and your team learn to communicate and work more effectively together.
When was the last time you were far enough away from the forest
to clearly see the trees?
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E-COMMERCE & THE INTERNET
"You can't just sit there. You need
to drive traffic to your site in order to get the most out of it"
You are not using the web effectively.
By this time, most companies know that they need to have a website.
That is because people no longer take you seriously if you don't
(sort of like not having a fax number 25 years ago). So they put
up a small informational site with the obligatory "Why Lease?"
and "Why We're Great" stuff and stop right there.
Proper internet use can give you a lot more than just an electronic
brochure. It can bring business in the door.
The internet is simply the greatest advance in business technology
since the telephone. It has already begun to change the way we buy
things and will soon change the way we finance things as well. In
twenty years, people will be saying, "You mean you actually
did a lease by signing documents on paper? What's wrong with you?"
Twenty years, by the way, is about how long it took us to go from,
"I'm not trusting my money to some darn machine in a wall.
I want a real bank teller." to "You want me to actually
waste time going into the bank and waiting on line when this ATM
does it all for me? What's wrong with you?"
We can show you a number of ways to put the internet to work to
attract prospects to you; to get information to those prospects
and to your existing clients as well; as a more efficient document
processing tool; and to close more sales – all at lower cost
than doing it the conventional way.
What are you waiting for?
See also "Graphic & Web design".
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BUSINESS & MARKETING PLAN DEVELOPMENT
"If you ever try to raise investment funds for
growth, no one is going
to listen to you if you don't have a business plan."
Rumor has it that Moses wandered the desert for 40 years because
he didn't have a business plan. A business plan is a roadmap. Without a roadmap,
you can't find your way. Worse yet, you have nothing to measure your progress
against. Neither you nor others who need to know will have a clear view of your
progress.
Do you have an up to date plan, or are you just "winging it?"
If you're just winging it, now would be a good time to start thinking about
what business you want to be in after this one.
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RESIDUAL PORTFOLIO MANAGEMENT
"Residual revenue can produce more net profit
than you made on
writing the lease in the first place - and without the overhead cost."
There is gold in your residual rights, even in fixed price purchase options
and, if you're like most companies - you're giving it away. That's partially because
your sales people are weak and can only sell $1 options (see Seminars
& Training now) and partially because no one ever showed you how to handle
this asset correctly.
Do you know how to maximize the return on a part of your business
that can double your bottom line?
If you don't, you're leaving a lot of money on the table and putting
yourself in jeopardy. Many companies survived the last few tough
years with the cash thrown off by their residual portfolios; other
similar companies who did not have this source of funds didn't make
it.
A few years ago, we managed one multi-million dollar portfolio
of small ticket, fixed option leases that returned over 450% of
its booked value. And, we have had similar successes since.
We can handle the entire residual administration function for you
and, if we do…
We guaranty to you a return in excess of your booked values - or
you pay us nothing.
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