Rural Marketing

A rural sales team cannot keep generating business if it has to start from scratch with every prospect. Reps can spend hours driving between farms, making calls and following up with existing [...]

A new rural sales rep is given a company vehicle, a territory, a list of customers and a sales target. They’re expected to get out there, build relationships and start bringing in business. [...]

A rural sales representative finishes a customer visit, climbs back into the ute and heads towards the next appointment. There is a quotation to prepare, a phone call to return and another [...]

A salesperson finishes a customer visit, returns to the office and updates the CRM. The next appointment is already waiting. Another quote needs to be prepared, a customer needs a call back and [...]

The pipeline is thin. A few quotes have gone quiet. The team is travelling plenty, answering messages and staying busy, but new conversations are not appearing at the rate the business needs. [...]

At my gym, I see inconsistency in its full form. New people arrive for class fired up, ready to change their lives. They do a couple of sessions. Then they disappear. Sales teams do the same [...]

It usually doesn’t look dramatic. It looks like the phone call you meant to return but didn’t. It looks like the driveway you meant to turn into on the way home Friday afternoon, but talked [...]

How often have you bought the cheaper version of something, only to regret it when it failed? I have. This summer I bought five plastic water timers. They were $9.99 each. Cheap enough to feel [...]

Most rural sales reps eventually hit what I call the OK Plateau. They do just enough to justify their salary, keep their sales manager off their back and stay comfortably employed. They [...]