You have been selected for the unique exposure opportunity
One of the selling methods we frequently encounter as a company is the selling of the unique opportunity for exposure to an industry audience.
Being selected for the unique opportunity of addressing the decision makers of your target market, should be an irresistible offer.
Opportunity knocks
A service company contacts your company with the message the company has been selected for a unique opportunity.
The unique opportunity is related to a well-known industry body or a respected organization having a highly valuable audience that meets your needs: the decision makers of your target market.
For one reason or another, your company stands out as an example in the industry.
The organization or industry body wants to present your success story to their members as an example, which should be stimulating during this recession.
This opportunity should be the once in a life-time chance for the company for getting such an exposure.
However there is just one thing that stands between you and the opportunity: an article, a presentation, a page in a directory or a video.
This is where the service company will help you to achieve the best exposure possible as they have the experience and the expertise on these matters. Help: means at a certain fee.
As a matter of fact, the goal of the call is to sell the writing, production and editing of the required format: an article, a presentation or a video which of course comes at an expense.
As the quality standards of the organization need to be met, you cannot produce the content yourself.
In order to sell the potential business the exposure holds is being compared with the expense of the production of the content.
However it is still an important amount of money for marketing purposes on a project beyond your control.
The tricks of this sales trade are:
- The honor of being selected
- A unique exposure to your industry audience
- Professional marketing service by professional people
The questions to ask are:
- Why are you selected as a company amongst so many?
- Is there a real opportunity?
- Are their members interested in your offering?
- What’s the reason the decision makers have become members? Probably not for getting exposed to a sales pitch.
- Why does the service company decides and controls the format?
- Why does the agency decide on the content?
- Why is this agency, instead of the Industry body, contacting you?
- Will there be a guaranteed exposure to the members?
- Will they pay any attention?
- How many sales pitches are presented every month to the members of the organization?
- Will your content be approved or is there a jury or selection committee from the Industry body?
- Is the exposure free or comes it at an additional cost?
This method of selling the unique opportunity has existed since long.
It used to be in print with industry catalogs or directories, now it is online with video.
Old wine is a new bottle.
How frequently is your company selected for the unique marketing exposure opportunity?
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