Sales and marketing are two things in every business that go hand in hand. However, it is primarily and ultimately the sales team that is responsible for increasing a company’s revenue through their methods and practices when working with potential customers on a day-to-day basis.

At AHMC, our sales team goes through extensive weekly training to work on negotiation skills, how to convert leads, how to build relationships with potential sponsors and keep lasting relationships with old ones… the list goes on.

While all jobs and career paths require some form of ongoing education, sales is an area of business that needs it more extensively than most. With consumer trends always changing and a fluctuating economy, sales managers and directors need to stay on top of their company representatives making sure they are as educated as they can be in all circumstances.

We recently came across an article written by a member of Ahern & Associates, LTD; a management consulting firm that specializes in transportation. Being that AHMC’s primary form of business is on some of the busiest highways across the country, we have subscribed to their blog for a different take on some of these sales and marketing perspectives that we’ve been looking into ourselves.

The main topic of the article is “How do you strengthen your sales and negotiation skills?” but the article itself is filled with a lot of really good information about the power to success and how sales is all about attitude and being prepared to build lasting relationships with customers through the humility of saying “thank you” and showing appreciation for their time and efforts.

A couple key points that really stood out to us from the article and some things to really consider when taking a different approach to our company’s sales efforts are listed below:

• Failure is never a failure.

It is only a learning experience in which negative feedback is simply there to help us change our approach or course of action when working with current or potential customers. You must change your attitude toward the word “no” so that rather than seeing it as a form of failure, you see it as an opportunity to play to win by taking a better approach that will work the next time.

• One thing you must learn to be successful, not only in sales, but also in life… is to always say “Thank You.”

By treating a customer with nothing less than 110% of your efforts, lets them know that they are important to you and your business. (Let’s face it, without customers there would be no business!) Saying thank you shows a customer that you don’t take them for granted and the day you stop doing this, is the day that your business will start losing customer loyalty, customer relationships, and ultimately… sales.

At AHMC we try very hard to show our Sponsors that we appreciate their business in as many ways possible. Without them, we would not be the company that we are today and it is important that there is always a win-win for every relationship we build with our Sponsors.

From providing “Sponsor Highlights” on our blog and Facebook, to sending out personally written Christmas and Thank You cards, we want our Sponsors to know that they are appreciated and their business means something to us.

So in conclusion I borrowed a quote from the article that I thought was quite fitting:

“Never take advantage of a relationship… because it takes years to build one and seconds to lose one.”

Thank You to all of our Sponsors! Thank You to everyone who reads our blog! And Thank You to everyone who continues to support AHMC year after year!

For more information about Ahern & Associates, LTD visit their website here.

To read the full article click here.

It’s been a long run, but industries, businesses, and consumers are finally starting to creep out of the lows that were a result of the recession here in the US. With unemployment levels dropping and businesses beginning to thrive once again, things are looking positive for 2013. And for small companies like us, we’re curious as to which businesses and industries are coming out on top going into the New Year.

In April, IBISWorld published a report with a compiled list of standout industries in 2012 based on a number of different factors… Things like their contributions to the economy, revenue growth, and performance expected over the next four years were all included. These industries are some of the highest producing going into 2012 and are projected to far outperform the rest of the economy in the upcoming years.

… And you may be a little surprised as to which industries they are.

Below is a list of the Top 10 Fasted Growing Industries according to IBISWorld:

1.) Generic Pharmaceutical Manufacturing

• As a result of the recession, consumers have been finding new ways to cut back on spending and the availability of generic brands in consumer goods is becoming more and more popular. Pharmaceutical drugs alone, is a fast growing industry… but the ability to buy less-expensive generic versions of the more expensive name brand drugs is a major plus for consumers.

2.) Solar Panel Manufacturing

• If you aren’t familiar with solar panels, you may have seen them places without even realizing it. They are becoming more common in green households where people are placing them on their roofs to power their homes. Companies are even using them on their parking structures to power the lighting at night. This is a less expensive alternative to electricity and businesses as well as individuals are starting to take advantage of this money saving, environmentally friendly advance in today’s technology.

3.) For-Profit Universities

• College tuition doesn’t come cheap these days, but the demand for higher education in today’s society is greater than ever, and with the ability to get student loans and scholarships, people are continuing to pursue higher forms of education regardless of tuition costs. Therefore, For-Profit Universities are expanding and growing more than before.

4.) Pilates & Yoga Studios

• I think it’s safe to say that people are always looking for inventive ways to stay healthy and fit whether through exercise or diet. Not only are Pilates and Yoga coming to the forefront as new forms of exercise and meditation, but they are becoming a way of life for many consumers. Pilates and Yoga Studios are gaining a loyal customer base of people who are attending their classes on a weekly and sometimes daily basis to stay fit.

5.) Self-Tanning Product Manufacturing

• With the development of new and improved skincare products that give consumers the ability to “tan” without putting their body and skin in harm’s way of the sun, people are seeking self-tanning products now more than ever. With the demand to maintain a “young” appearance, self-tanning products are helping consumers achieve that by giving them an alternative to harsh UV Rays.

6.) 3D Printer Manufacturing

• Imagine a future in which a device connected to a computer can print a solid object... that’s 3D printing. And with the ability to have tangible goods or services delivered right to your desktop is not only convenient, but becoming more and more popular in the world of technology and manufacturing. It’s still a concept that we are trying to fully understand, but it sure is cool!

7.) Social Network Game Development

• Individuals and businesses that have Facebook accounts or that are familiar with social networking sites will more than likely recognize the growing popularity of online games within each of these different networks. Games like “FarmVille”, “Texas HoldEm Poker”, and “Bubble Safari” are among some of the most popular on Facebook, and companies are continuing to expand on this concept of online gaming within social networks.

8.) Hot Sauce Production

• We thought this was the biggest shocker of all! Who would have thought that hot sauce production not only outperformed other industries in 2012, but is projected to continue its growth as one of the Top 10 producing industries through 2017? Kudos to them!

9.) Green & Sustainable Building Construction

• Environmental sustainability is becoming more and more prominent as people are actively trying to “Go Green.” In fact, people are now building what are called “Green Homes” which are helping sustainable building construction companies flourish. Not only are these companies using recycled materials and materials that are better for the environment, these new construction projects are creating homes that require less maintenance and have lower utility costs. What isn’t appealing to consumers about that?

10.) Online Eyeglasses & Contact Lens Sales

• Contacts and eyeglasses can add up substantially for those who need them and ordering through your optometrist isn’t always the cheapest direction to go. Consumers are turning to online companies to purchase their eyeglasses and contact lenses because they are able to get the same products at a better value and it’s more convenient having them shipped directly to their homes vs. having to pick them up at the doctor’s office.

We spent some time thinking about what kinds of features and characteristics it takes for a particular industry to come out on top and in our opinion, some of the fastest growing industries are simply the ones that have a unique edge on the competition. The ones that have found a special appeal to consumers who have quickly become loyal and long lasting customers. Each of the industries listed above has accomplished just that… A loyal customer base that will not only outlast other industries, but will outperform and outgrow them in the future because of new and repeat business.

At AHMC it is always our goal to provide our current and potential Sponsors with a product or service that they wouldn’t be able to get elsewhere for the same or better value. We are always providing high visibility advertising at a price that’s hard to beat, and our service to the environment helps keep roadways and communities clean.

Like many, we are still a small business in a struggling economy, but we are optimistic to see that industries like the ones listed above are thriving along with many others. There’s a lot of opportunity to be had in 2013 and we look forward to all of the years to come!

Happy New Year Everyone!

For more information visit http://www.IBISWorld.com

To read the full article published by IBISWorld click here.

Charlie Cook’s Marketing for Success Blog, is an entertaining and insightful resource for small businesses alike. With his primary goal bringing YOU more business… his blog as well as his website (click here), are a great source for marketing tips and tricks.

Recently AHMC came across an article on Charlie’s blog called “The Top 5 Online Marketing Myths Busted” and thought it was definitely worth a share…

While Adopt A Highway is primarily a source for Out of Home Media (OOH), as a small business our self, we are often faced with challenges when it comes to our own forms of marketing. All small businesses struggle with the proper way to market their products or services and with technology advancing at such a high rate, people are turning more and more to online media as a way to attain that goal.

While some of these online marketing beliefs do in fact work for some larger more established businesses, for small businesses like us… these beliefs could very well not be true! ;)

1.) Build It and They Will Come:

No matter how great your product or service may be, that alone is simply not enough.  

Identifying the proper target market for your product or service and coming up with an optimization and content strategy for your website is the first step in improving your online marketing.

2.) The Purpose of Your Website is to Sell:

Charlie makes an excellent point here in saying,

“Unless you’re a large retailer like Amazon.com with a big fat reputation to match, expecting your website to be your marketing and sale department all rolled into one is a big mistake.

… Expecting people to take a quick look at your site and then whip out their credit card – rarely works.”

Not all businesses provide a specific product that can be sold online and this is often confused when trying to “sell” to a potential consumer. Your website should be a source of information that allows someone to get to know you and your business, establishing an interest in your product or service, and hopefully in the end… generating a lead.

3.) Traffic is the Solution:

People often look at numbers to gauge positive results coming from their website, when in reality; the numbers don’t really mean anything if no one is actually contacting you.

The challenge small businesses often face is not only getting someone to visit their site, but getting them to read the content provided, and then forming enough interest to where they utilize that information to contact you by phone or email. Once you have done that, your foot is already in the door and all you have to do is follow up to establish that direct relationship.

4.) Your Website Can Close the Sale:

Many small businesses believe that their website can close the deal without any additional interaction from them, whether in person or over the phone. While a good website can do a great job of pre-selling a product, many small business owners don’t realize that rather than buying your product or service, potential consumers are actually buying YOU.

Taking a more personal approach will set you way ahead of your competition and will provide more positive selling results.

5.) It’s Quality that Generates Repeat Sales

DING, DING, DING! This is one of our favorite myths!

Your business could provide the best quality products and have the most amazing services, but with the amount of information people are receiving on a day to day basis for services similar to yours, regular reminders to increase their awareness and remind them to buy from you is always a good idea.

Things such as email are an easy way to keep in touch and put your company at the forefront when it comes to the high demands for your type of product or service.

Breaking your business of these myths and learning the best ways to market online will help keep you one step ahead of your competition. AHMC is repeatedly looking for ways to improve our products and services as well as our marketing strategy. Charlie Cook’s website and especially his blog are a great way to learn a different perspective on successful marketing.

 To read more of his blog click here... Or to view this full article click the link below:

"The Top 5 Online Marketing Myths Busted"

Enjoy!

Cook, Charlie. “The Top 5 Online Marketing Myths Busted” Charlie Cook’s Marketing for Success Blog. 6 June, 2012.

• 80% of consumers are willing to switch from one brand to another if that Brand or service is associated with a cause. 
• 64% of global consumers believe that companies must incorporate causes in to their everyday business.
• 61% of consumers will try a new brand/service if it is associated with a good cause.