Download - Stand out
Stand Out!
Review the SNAP methodology
Work on value propositions
Work on prospecting emails that stand-out
Things you can do to market yourself.
Prevent Powerpoints from the D-Zone.
STAND OUT
Keep it simple.
Be invaluable.
Align with your customer’s objectives.
Prioritize your offering.
Just Give Me Your
Value Proposition
–That’s it!
Business Driver + Movement + Metric
Sanitation
Changeover
Accumulation
EnergyEfficiency
Line Efficiency
What are the business drivers that Nercon can help with?
Can Nercon increase throughput?
Can Nercon improve production efficiencies?
Can Nercon increase energy efficiency?
Can Nercon increase sanitation efficiency?
Can Nercon decrease changeover time?
What are the business drivers that Nercon can help with?
Can Nercon increase throughput?
Can Nercon improve production efficiencies?
Can Nercon increase energy efficiency?
Can Nercon increase sanitation efficiency?
Can Nercon decrease changeover time?
BUSINESS DRIVER
MOVEMENT
What are the business drivers that Nercon can help with?
Can Nercon increase throughput?
Can Nercon improve production efficiencies?
Can Nercon increase energy efficiency?
Can Nercon increase sanitation efficiency?
Can Nercon decrease changeover time?
By what %?
By what %?
By what %?
By what %?
By what %?
What are the business drivers that Nercon can help with?
Can Nercon increase throughput?
Can Nercon improve production efficiencies?
Can Nercon increase energy efficiency?
Can Nercon increase sanitation efficiency?
Can Nercon decrease changeover time?
By what %?
By what %?
By what %?
By what %?
By what %?
HOMEWORK: I want 2 metrics from senior sales people, and 1 from junior/new
CALLS…EMAILSUSE THE SNAP METHOD
Use those Value Propositions!
Sam,
I’ve made repeated attempts to contact you and I’ve decided that:
A) You don’t want to talk to me, or
B) You are pinned under a file cabinet and are unable to come to the phone.
If your response is B, then text me at 920-379-3268 and I’ll come to your aid.
Sincerely,Funny Guy
PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John,
I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for conveyor line changeover from manual to automatic solutions, as well as pricing and man hours for each type of solution.
August 9th, 1:00 pm CSTRegister Here
If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.
PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John,
I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.
August 9th, 1:00 pm CSTRegister Here
If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.
Simple
PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John,
I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.
August 9th, 1:00 pm CSTRegister Here
If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.
Simple
iNvaluable
PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John,
I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.
August 9th, 1:00 pm CSTRegister Here
If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.
Simple
iNvaluable
Align
PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John,
I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.
August 9th, 1:00 pm CSTRegister Here
If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.
Simple
iNvaluable
Align
Prioritize
BEST PRACTICES FOR WRITINGPROSPECTING EMAILS
Subject Line: NO more than 50 charactersAsk a question?Put priority in the subject line!
Body:PersonalizationKeep it short and sweet – and simpleEmails are scanned – use bullet pointsUse a VALUE PROPOSITIONConsider marketing with a soft touchAdd relevant linksA strong call to action
Timing:Send for events, triggersSend on a Tuesday morning
HOMEWORK: SEND ME YOUR EMAILS
Market Yourself!
Stand Out!
The Marketing Department is already doing the marketing–
so I don’t have to.
What do you think is the open-rate from one of your emails by one of your customers?
99% - - is that fair?
Nercon’s marketing email open rate is currently:
20% - - industry standard.
When is the last time you shared a blog article with a customer?
When is the last time you shared a blog article with a customer?
When is the last time you forwarded an article?
When is the last time you shared a blog article with a customer?
When is the last time you forwarded an article?
When is the last time you commented on a LinkedIn post?
When is the last time you shared a blog article with a customer?
When is the last time you forwarded an article?
When is the last time you commented on a LinkedIn post?
Has anyone written a LinkedIn endorsement or reference?
When is the last time you shared a blog article with a customer?
When is the last time you forwarded an article?
When is the last time you commented on a LinkedIn post?
Has anyone written a LinkedIn endorsement or reference?
Are you Linking In with everyone who gives you a business card?
When is the last time you shared a blog article with a customer?
When is the last time you forwarded an article?
When is the last time you commented on a LinkedIn post?
Has anyone written a LinkedIn endorsement or reference?
Are you Linking In with everyone who gives you a business card?
Who has personally invited a customer to the webinar?
BEST PRACTICES FOR PROMOTING YOURSELF
Let the blog be a trigger for you to:
Share the blog post with a customer
Share the blog on LinkedIn
If the blog is promoting a white paper, share it.
If the blog is promoting a webinar, share that link.
Tuesdays are LinkedIn day - let that be a trigger to:
Make a comment, share an article.
HOMEWORK: Do two things on this list!
Forward a blog post to a customer.
Forward an article or white paper to a customer.
Comment on a LinkedIn post.
Write a LinkedIn reference for a customer. (Extra Credit)
Connect with 5 people on LinkedIn.
Invite your customers to the Changeover Webinar! (Extra Credit)
Death by Powerpoint
What can we do to bring our Powerpoint slides up to SNAP code?
Homework Review
• 2 Business Driver Metrics from Senior Sales People, at least 1 from Junior / New Sales People
• Send me your best prospecting email and we’ll see if it passed the SNAP test
• Promote yourself in two different ways before the sales meeting and share what you did with the group.
• Be prepared to discuss your trials and tribulations with giving presentations.