Ben Matteucci has developed a keen sense for relationship selling in an increasingly digital world. Through his company, Zima Marketing, Ben helps his clients, primarily real estate agents, build online campaigns and funnels. But, in three short years, Ben has already figured out the value of building relationships with his clients and helping them really succeed in their business, so that he can succeed in his.
Teaser:
My Guest: Ben Matteucci
Ben Matteucci started his career at age 18 doing door to door sales. He is now the co-owner of Zima, which he founded three and a half years ago. Ben is currently taking care of 68 active clients, of which 40 are real estate agents, and is managing over $1 million dollars in ad spend. He has worked with Seattle’s and some of the country’s biggest brands doing PPC advertising and video production.
Pivotal Moments:
While in college, spent his summer vacation going door to door selling pest control for a company called Aptive.
Was very successful and continued with door to door sales once he had finished college.
Was hit by a car as a pedestrian, leaving him with various injuries that prevented him from walking door to door.
Teamed up with business partner and went into e-commerce.
Opened up ZIMA Marketing, a company that provides all digital marketing services.
Built up his business over three and a half years, to the point he is at today, where he has 68 active clients and has managed over $1 million in ad spending.
The Advice:
Door-to-Door vs. Relationship Sales
Door to door sales are very transactional. You meet the person once, make your pitch, and hopefully sell to them. Once you have made the sale, someone else from within your company takes over to deliver the product or service. You probably will never meet the person again. This type of sales is more typical for bigger corporations.
Small business usually involves relationship sales. With this type of selling, you are in frequent contact with the buyer and you need to build up a relationship in order to close the deal.
Keys to Successful Relationship Sales
When making a proposal for a relationship-based sale, never send over the written proposal without having a meeting to explain it, especially when there is a large price tag attached. Otherwise the lead will take one look at the price tag and throw out your proposal. Make sure to present the proposal during a meeting where you can explain what they are going to get and why they want to take this opportunity. Another option is to send the proposal with an explanatory video attached. In 2019, there are plenty of software packages out there that allow you to record and send videos really easily e.g. Loom.
Following up with leads
Calling a lead within 15 minutes of engagement gives a 300% higher chance of converting lead.
80% of sales are made between the 5th and 13th reach out.
The company that reaches out first is 30% more likely to get the client than any other company.
Making Sales
To make a...
