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1、Workshop,In Just 17 stepsCreate Your Marketing MessageThat will double qualified leads,Experience Sales SuccessSales ManagementLead GenerationCRM Process,17 Steps to a tag line that sells?,What does your dream company produce?ProductServiceWrite it down on a piece of paperWe will select one at rando
2、m and create the marketing message for that company,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Pre Workshop Research,A list of all customers and for each you need:What they boughtThe value of each item and the margin on each itemA testimonial and/or value statement from those
3、 customersWhere they are geographically basedThe industry they are inTheir size and turnoverA list of your competitors and their products.Industry magazine that your customers readThe Mission statement of your top 5 customers,Experience Sales SuccessSales ManagementLead GenerationCRM Process,MMC-Ste
4、p 1,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Clearly define what your product or service does List at least 10 thingsAt this stage features are fineSometimes if they are innovative enough they get includedWhat is ceramide?,MMC-Step 2,Experience Sales SuccessSales Management
5、Lead GenerationCRM Process,Now for each feature,list clearly the problems desires That are addressed by each,MMC-Step 3,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Match your list of solutions with those of your competitors Identify at least three unique solutions.,MMC-Step 4,
6、Experience Sales SuccessSales ManagementLead GenerationCRM Process,Using your customer demographics,and any other market research,clearly articulate your target market the firms that you will sell to.,MMC-Step 5,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Now identify who in t
7、he organisation will benefit the most having these problems solved.This would be the titles of the decision makers or key influencers,MMC-Step 6,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Define what people in each of these positions will be enabled to do,once you have helped
8、 solve their problems.You should pick at least three.They should match the three solutions already identified,MMC-Step 7,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Now put a value on the new capability that your customers will get.Use any testimonials you may have.If you can
9、not do this,you will need to go back to your customers and ask them.Sometimes the value may be intrinsic such as desire.,MMC-Step 8,Experience Sales SuccessSales ManagementLead GenerationCRM Process,How long does it take for the value to become apparent or measurable?Sometimes referred to as Return
10、on InvestmentToday we look at Total Value of Ownership,MMC-Step 9,Experience Sales SuccessSales ManagementLead GenerationCRM Process,What is the status quo of your prospects?In other words,what are they likely to have in place right now?Remember that,the status quo is your biggest competitor.,MMC-St
11、ep 10,Experience Sales SuccessSales ManagementLead GenerationCRM Process,List reasons for people to act.Examples might be a competitors accounts package,not able to handle changes in the budget,or an approaching holiday,like Christmas.,MMC-Step 11,Experience Sales SuccessSales ManagementLead Generat
12、ionCRM Process,List at least 10 industry specific words that are common in your“Target Markets Industry”These would be taken from the industry magazines and/or the mission statements.,MMC-Step 12,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Using the three solutions that you id
13、entified in step 6Rewrite them for each of the positions identified Using at least 3 of the industry specific words.,MMC-Step 13,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Now add a quantifiable benefit to each solutionThis will come from step 7How much does it save?How much
14、extra revenue will it generates,how much further will your drives go?Etc.,MMC-Step 14,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Now add the length of time it takes to achieve this goal This will come from step 8After 5 minutes,in three months,in one day,etc.,MMC-Step 15,Expe
15、rience Sales SuccessSales ManagementLead GenerationCRM Process,Create 3 headlines that have each of the 3 key elements above.Then create a 3-4 line subhead that ensures you overcome the criteria identified in step 9 Status Quocapitalise on step 10Reasons to Act,MMC Workbook Page 1,Experience Sales S
16、uccessSales ManagementLead GenerationCRM Process,MMC Workbook Page 2,Experience Sales SuccessSales ManagementLead GenerationCRM Process,MMC Workbook Page 3,Experience Sales SuccessSales ManagementLead GenerationCRM Process,MMC Workbook Page 4,Experience Sales SuccessSales ManagementLead GenerationCR
17、M Process,MMC-Step 16,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Ensure that all of your testimonials has one of the three marketing messages included in them.,MMC-Step 17,Experience Sales SuccessSales ManagementLead GenerationCRM Process,Once you have created your marketing
18、messages as above you will need to Test,Adjust Measure All lead generation campaigns,such as ADSPORTThe best place to start is with your existing customers.,www.3r.ie,Subscribe to:Free Monthly NewsletterFree Sales&Marketing Book Your:Assessment with Your Customised Report,Experience Sales SuccessSales ManagementLead GenerationCRM Process,
