Re-posted on popular demand "How to get Sales Leads from the Internet"

Hi Friends-

Sorry for the long wait. We will discuss about “Sales-leads from the internet today”. A lot of people have the opinion that sales leads from the internet are worthless because everybody has access to them”.That is bullshit with a capital “B”. 

Yes, if you want to be spoon fed, then I agree. But, spoon feeding has become obsolete today. If you are selling high value capital equipment and want some leads and if you are willing to use your head a little, the net is a goldmine for “SALES LEADS”.

Let me illustrate. Let’s say that you are selling Stainless Steel Fittings all as per API. Now, when you are selling high value equipment, you get only one chance i.e. when the new plant/project comes up. Because you haven’t the chance to make repeat sales within a month like someone selling welding electrodes, the cycle is get in first-convince customer and get your order. People coming in last usually don’t get the orders. It's the early bird which catches the worm (though personally, I don't much like worms)

Get two orders and maybe you are on the way to a comfortable bonus. So-what do you do. Make sure you get these two orders by targeting 8 customers. If getting in first at 8 customers dosen't  result in two orders, may be you are not thinking hard enough, or maybe you disagree with this blog. Its'a free world-ladies and gentlemen-you do have the right to disagree with me. The catch is that you won't get your orders that way. You can't sell a product on which you do not have the confidence. So, just how are you going to get your leads without that confidence in me. So, don't waste your time here (in fact all those who disagree leaving will make those people who agree all the more likely to succeed).

But where are these 8 leads going to come from-not just sales leads but authentic requirement based sales leads. (By selecting 8 potential customers, you are also in line with the 75:25 law This is a modified form of the Pareto Principle)...From a site called processregister.com (that’s one way).Process register.com is a free info site for people like us that is those that are selling high value capital equipment.

A screen shot of the site is below.

Study the site until next time friends, when we will study how this site can help generate our sales-leads i.e 8 nos potential sales leads. This site can make you rich forever!. So study it friends till the next part and,

Until then,

its love from

BILBO

Selling to the Public Sector: LIMITED AND OPEN TENDERS

Before I proceed, I want to say that I do not advocate winning tenders by paying bribes. In in my career, I have indeed gifted bottles of scotch and a book on one occasion (a copy of Pirsig's “Zen and …. Maintenance”), but not as a bribe. Any person can win an order by paying a bribe. The challenge lies in getting the order and keeping the process within ethical boundaries. This blog does not condone or advocate bribery or canvassing in any form.With that out of the way, let us now come back to our subject. If you want to do business with the Public Sector, the  first thing you should know that is the chain from the requirement identification stage to the tender stage and then the Purchase Order stage.

P

ublic Sector Tenders are of two types-Open or Limited. What are these? Open is the tender as we know it. Limited tenders are actually quotation requests. They are  sent to specific OEM’s/Traders who are registered with the Materials Department and are asked to quote for items within a particular date. There is no earnest money involved, as the Materials Department knows you are in earnest. A limited tender may be sent to your competitor and not to you.   There are two main differences between Limited and Open Tenders.

1.   1.      You are not allowed to be present when the offers are opened, and ...

2.  The tenders may not be opened at a particular date specified, but postponed by a day, 2-3 days even a week (depending upon the convenience of the officers who are required to be present).

 Once everything is alright, the offers are opened and the prices, commercial terms are listed, and the file is sent to the indentor. The indentor goes through the offers, rejects offers which he does not have technical confidence in and returns it back to Materials, who then sends it to Finance for clearance. Finance checks out the proposal and vetts it and sends it back to Materials. The Materials head then signs the file and deputes his assistant to release the PO, who gets it made, checks and signs it, gets it countersigned and releases the PO.

Why are some tenders limited and some public? It depends on the value (landed) of the offer.  Limited tenders can be floated only when the total cost estimate does not exceed a fixed sum which may differ from organization to organization.



Although the process looks complex, it is actually simple. Read it again and you will get the drift of sense coming out of that allegedly complex mumbo-jumbo.

Till next time then? 

Ja?

Auf Widersehen

Bilbo