5 step sales process

We match your marketing needs to our marketing programs, including Digital.

1. The five-step sales process

2. The five-step sales process PLAN AND PREPARE EVALUATE NEEDS BUILD THE SOLUTION PRESENT AND CLOSE FOLLOW THROUGH

3. Evaluate needs

4. Learning objectives Make digital marketing services part of the sales process: Based on information found in plan and prepare, build trust and rapport by creating specific questions to ask during the evaluate needs ( smart questions ). Ask methodical questions and find out the current state versus the desired state of the business in each ( 4 key areas and current versus desired) . Once you finish your evaluate needs, summarize with the client and establish next steps ( recap key findings and close for a follow up appointment ).

5. Build trust and rapport Start by connecting the information that got you there in the first place (tie back to your smart statement). Connect with information you may have in common. Be confident and establish credibility. Do not tell, show. Share ideas, best practices, trends you have seen with other businesses. - Refer to findings from your due diligence. - Leverage your local media organization and its role in the community. The key: is engaging them with issues and questions about THEIR business.

6. Utilize smart questions Break into your groups Assume you have set an appointment with each of the accounts on your target list. Use what you learned about their business, their industry (maybe it was even in your smart statement) and prepare specific smart questions for each appointment. How will the questions vary from the existing client versus the new client

7. Uncover current versus desired What is it now? Current State Desired State What would you like it to be? Quantify the GAP!

8. Ask methodical questions Products and services Customers Marketing Strategy Competition 1 2 4 3

9. Ask methodical questions: products and services Learn about all products/services Identify competitive differentiators, average sale values Which products they rely on for growth and which have the healthiest profits Do there products and services differ from online to offline, do some sell better in one area versus the other Is pricing the same online versus offline or are there special prices for one or the other

10. Ask methodical questions: customers Find out about the clients’ customers Who are they? Where do they live? What are their behaviors? Which are the best? Do they differ online to offline? How do they contact you? What are they worth? Are they loyal? How old? How many?

11. Ask methodical questions: marketing Strategy Leverage what has worked and why Learning lessons from what has not worked What is their digital strategy (dig deep) What is their goal in marketing What do they like best

12. Ask methodical questions: competition Top competitors – does it vary by products and services? Do they know who their online competitors are? Identify their competitive distinction Uncover their market position and desires Use information from your due diligence in their category: Show competitors ads/ website Use print outs showing online placement

13. Capabilities (optional) Brief, high-level overview of your offerings This is not a time to showcase everything you have to offer Highlight things items that may be relevant without going into the detail Do not discuss prices Get a feel for which solutions they gravitate to and remember that as you move into your summary and build the solution

14. Summarize with next steps Pull relevant information from your meeting Hit on passionate topics Establish the goal of the next appointment Ensure all involved in decision-making process will be there Assume the close for next appointment Walk away with a set time and day for the present and close

15. Questions?