M-SMC Agents Register, tips for hunting Sales Agents succesfully

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Suggested tactics to employ when hunting Sales Agents

Thankfully, you will not require a bow and arrow, or the services of the SAS. After all, after you have invested in the services of M-SMC, all you have to do is make the most of the Agents’ shortlist.

With the M-SMC Agents Register, you have the comfort of knowing that we will supply you with more Agents details if your first short-list is unsuccessful. Please bear in mind that with each subsequent list we supply, we are moving away from the ideal candidate. In other words, we feel that the first list has the best potential Agents for your circumstances and the opportunities presented by that list should be maximised, to give you the best possible outcome.

Don’t fall into the trap of believing that if you let the Agent know you have an Agency available, they will fight each other for the honour of carrying your lines. Many companies have told me that they are very disappointed that so few Agents responded to their letter, so they obviously are not interested. This need not be true. Many Agents, especially the successful ones, like to be wooed. Unfortunately, this probably means that your ideal candidate is the very one who will not respond directly to your letter.

I would always suggest you write to all the Agents at once, enclosing a catalogue or other product information. Then follow the letter with a telephone call three to four days later. Please remember that the best time to speak to Agents’ is in the evening, or at the weekend. If you get an answering machine, leave a message but don’t rely on the Agent phoning back, call them again.

The main advantage of providing some product information with your covering letter is that the Agent will then be able to discuss your proposal with a far better understanding than would otherwise be the case. If they are unsure of what you are offering, many Agents will simply say they are not interested, when they may well have been perfect for you. It is important to remember that Agents are not usually short of Agency offers. It is up to you to ‘sell’ your proposal as positively as possible, listing the benefits to the Agent in carrying your product line.

Once you have agreed to appoint the Agent, and they are prepared to start, move quickly. Agents can quickly become disillusioned if they expect to get started, yet find they are still waiting for samples and paperwork to arrive three weeks later. Once they have gone ‘off the boil’ you may find it impossible to get them fired up again!

Sales Agents will normally accept a product range in the belief that they will sell it successfully, yet be very aware that they cannot be certain how ‘right’ it is for them until they start showing it to the buyer. This is why many Agents will drop a new line within the first twelve weeks. In my experience only 50% of newly appointed Agents will get past this twelve-week barrier. Don’t be too disappointed when this happens to you, as it appears to be a common fact. You are far better off losing an Agent too soon, than having one who holds on to the Agency for far too long without ever achieving any worthwhile sales.

Please remember that if you want to discuss anything, you are welcome to contact Peter McRobert.

Finally,

good hunting.

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