www.SalesAutomationSupport.com

How to Develop a Proven, Repeatable,

Sales Process

!2

• How to automate & mobilize marketing • How to anticipate objections • How to streamline team-based sales • How to close deals faster

Our Plan

WHAT ARE YOUR PIPELINE CHALLENGES?

• Getting more leads with a leaner staff? • Competing with all the new social media? • Finding a way to drive people to your website or phone? • Branding yourself over everything else on the web? • Setting more appointments with fewer resources? • Keeping new staff satisfied that your firm is keeping up? • Positioning against increasing competition? • Securing new appointments?

Once upon a time

• There was a midsize regional computer company… • They were a Data General computer reseller of mine… • They were consistently beating larger competitors…

Sales Automation Support was born in 1998!

• The Business Manager Had a Process – She documented the selling cycle better – Superior Direct Mail opened the doors – Superior Proposals closed the competition out

• She Took Her Process and Launched SAS

Marketing Communications Objective

Reduce the •Cost •Time •Effort

!To Out-position the Competition!

Sales Process Best Practices• The Product Matters

whether you push it or pull it • Timing Matters

e.g. markets are changing constantly • Your List is Critical

cultivate it like a garden & grow

The Message Makes it Happen – 3 key elements !

– The Headline – attracts attention – The Meat – reasons to take action now – The Action Item - Measurable

Best Practices Continued• Make it Irresistible – many options here so test & retest • Many forms of Direct – in-person, phone, postal, email, combination • Build the Brand – make an impression with your logo • Keep it Personal – from their personal “throat to choke” • Have it Hand Signed – consider a picture too (Not just R/E!) • Repetition – convince the recipient you mean business • Segment Your Market – keep the messages germane • Can The Spam! – identify yourself & always maintain email opt-outs

What Is Mobile Marketer?

!Mobile Marketer is different from any other product or service on the market today! !Unmatched fulfillment since 2002.

The Puppeteer’s of Direct Mail!

What Is Mobile Marketer?

Mobile Marketer operates as an automated Secretary for everyone on your sales team. Your contacts never know they’re part of an automated marketing process.

How Does the System Correspond?

Mobile Marketer uses two automated channels to correspond with your contacts

One-to-One Printed Correspondence

One-to-One eMail Correspondence

What would happen to your sales results if every representative sat down and prepared a well-written personal communication, then signed it, with all their contact information, and sent it out to the prospect or customer - in a timely manner, every time they knew that’s what they should do?

Hypothetical Question?

Corresponding Professionally….

• Differentiates you from competitors !• Commands the attention professionals deserve !

• Opens doors to greater opportunities !

• Keeps your value message in front of your customer

Knock, knock. May I come in?

So… Why Don’t We?

Takes too long – particularly with compliance !Not sure of exactly what to say !Too many pressing matters at the moment !It’s a real world, and look boss…I’m real busy

Modern Automation Solves These Problems!

Place an order in less than a minute from your PC or a PDA.

From the Internet

From your Smartphone, PC, Laptop, or Tablet

Leasing Options

Services Provided: !The Mobile Marketer Internet Contact Management System !Assigned Campaign Managers & Writers !On-Demand Assistance from competent Campaign Coordinators !On-demand correspondence fulfillment – orders queued up immediately for production within one business day !Automated Weekly Activity - Call Reports (Individual as well as Management Roll-Up every Monday morning) !!

One-to-One Sales Campaign Automation

• Warm / Cold Introduction Campaigns • Referral Source Campaigns • Dislodge Competitor Campaigns • Develop New Business Campaigns • Customer Continuous Appreciation Campaigns • Image Building Campaigns • End of Life Cycle Campaigns • Parts, Spares, and Maintenance Campaigns • Event Promotion Campaigns • Monthly Personal Contact and Specials Programs • Plus TEAM SELLING CAMPAIGNS!

On-Demand Personal Documents

• Chance Encounter Letter • After Meeting Follow-Up • Account Review Requests • Customer Appreciation Letter • New Customer Letter from President / CEO • Sample Request or Literature Cover Letter • Cross Referral Letter & Referral Thank You • Special Event or Sale Announcement • Collections Letters

On-Demand Personal Greetings

• E-Mail or hardcopy • Birthday Cards • Anniversary Cards • Holiday Cards • Congratulatory Cards • Specialty Item Fulfillment

Prospect Personalization Name Title Company Address City State Zip Salutation !

Sincerely, !!!!Warmest Regards, !!!

Localizes Customizes

& Personalizes !

On-Demand Direct Mail – Fully Personalized

Time Tested!

Cloud-based application

Anytime anywhere ease of use.Mobile Web Application Integrated

Best Practices Summary• Goal = Proven, Repeatable, Sales Process • Proven – It works, the elements need monitoring • Repeatable – New reps brought up to speed fast • Sales Process – Easy to correct any element • Direct Sales Provide the Key to Open the Door • Solution Oriented Proposals Close the Door to Keep

the Competition Out

Use a Proposal App to automate / streamline

business proposal creation

Enter proposal name

Choose your template from our 35+ industry-standard ones or create your own!

Pick your client

Click Step: Price

Step 1: Start

Here is where you build your Catalog items to send to your client.

Offer your clients Optional services or quantities

Click on Green + button to add a service

Step 2: Price

The important bit, where you convince your clients you offer them a solution

Drag-n-drop content blocks, HTML, slideshows, photos, videos, links, signature blocks, PayPal forms

Click: Finalize

Step 3: Edit

Customize your email message (making sure to keep Proposal link.)

Double-check with Preview the Proposal

Choose if you want to enable: PDF, electronic signature/RightSignature, password protection, expiration date, attach files. Hit Send!

Step 4: Finalize

Read prospects’ minds

What your clients are asking themselves:

• How does this proposal solve my problem?

• What makes this business different (cheaper) than others?

• Is this business reliable to get job done?

• How will this business work with my team?

Common Objections

“We can get it done cheaper with someone else.”

“We have an established relationship with another company, and we would like to stay with them.”

“We have tried your company in the past, but didn’t like the result.”

• Know right away when your client opens your proposal, comments on, or signs

• Know which sections they are looking at most

• Scorecard helps you improve for next time

Overcome Objections

Step 1: Hear them out.

Step 2: Decide if real.

Step 3: Address directly.

Step 4: Focus on them.

Step 5: Get an edge with Quote Roller!

Selling a team-based service gives you an edge over

competition.

It says “We’re happy to help!” and client-focused.

It’s Legal! It’s Safer! It’s Cheaper! It’s Faster! It’s More Organized!

Close Deals Faster with Electronic Signature

Most countries look at electronic signature as legally equal

Legal…?

85% Identity Theft is Offline

Greater Confidentiality

Maintain Secure Records

Harder to forge eSignature

Safer…?

Printer Ink costs more than champagne or blood!

Average worker wastes 10,000 pieces of paper per year = $80

No more clunky fax machines, copiers, scanners, printers = saved space + money!

Saves money…?

Your worldwide staff can sign off from anywhere

Negotiate deals in real time on document

Faster…?

And your clients can say YES from

anywhere!

Cloud allows you to find anything quicker = search engine for docs

10 mins wasted looking for each doc = 6 weeks a year!

One DVD holds 28 filing cabinets

Organized…?

Average time it takes to create a quote with Quote Roller = 15 minutes

Average win rate increase with Quote Roller is 28%

www.SalesAutomationSupport.com

www.QuoteRoller.com

Sign up for Quote Roller and Sales Automation Support today!

The perfect pair to streamline & automate your sales!