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JULY 2014 27 THE JOURNAL T J Sellick STT80 Tow Forklift has the power to move your manufactured home with ease, comfort and safety. We have been engineering and manufacturing rough terrain forklifts for over 45 years and our nationwide dealer network offers superior support for all your parts and service requirements. Call toll-free or e-mail us today for all your material handling needs. ... SETTING THE STANDARD FOR MOVING MANUFACTURED HOMES! ... SETTING THE STANDARD FOR MOVING MANUFACTURED HOMES! 1-877-SELLICK (735-5425) E-mail: sales@sellickequipment.com No. 16 on Get It Quick Page discovered that its customers were asking for help in developing marketing strategies and tac- tics for retailing their products. It then dawned on management that even high quality and in- novative products were not enough. Their cus- tomers we're looking to them for ways to increase sales. Meeting this need was the first step toward selling more mixes and fillings. 7. Take the lead. While playing it cautious may seem prudent, it's leadership that captures the attention of prospects. There's a lot any business can learn from Subway, for example. The focus on 'fresh,' flavor and 'foot-long' low cost specials hits what young and older adults want today. But when it comes to pace-setting in cus- tomer service Amazon is the winner, not just in its broad range of products, but by having customers answer questions, rate products, sending reminders, making personalized sug- gestions, keeping them informed and offering free shipping, easy returns, and incredibly fast deliveries. All of this sends the message that Amazon cares about customers. A results-based approach Because results are what count, wasting time chasing possible sales, following up on less- than-serious prospects and preparing dead-end proposals doesn't make sense. Spending time trying to find customers — those who fit your profile of buyers — is a futile waste of time and resources. What's required is a strategy that fills the customer pipeline with prospects that can be nurtured so that there is a steady flow of new business from those who know and understand company's capabilities. What's needed is a 'pipeline mentality'. John Graham of GrahamComm is a marketing and sales strategist-consultant and business writer. He publishes a free monthly eNewsletter, "No Nonsense Marketing & Sales." Contact him at johnrg31@me.com, 617-774-9759 or johnrgra- ham.com. Recognized As the Industry Standard for Manufactured Home Community Market Data 2014 JLT Rent Surveys Now Available for Colorado Markets Call 800.588.5426 www.jlt-associates.com • Rents and Increases • Community Rankings • Occupancy Rates JLT Rent Survey Reports provide detailed research on investment grade communities in 72 markets nationwide, including the latest rent trends, occupancy stats, and other valuable management insights. • Amenities & Services • Historical Data • Marketing Programs Visit Our Website for a FREE Sample Report No. 17 on Get It Quick Page