Post on 20-Oct-2014
description
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Sales and Marketing Tool Box
A FlackVentures Process Example
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Marketing Tool Kit
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Simplified Marketing Process
• Research Potential Clients• Client Planning• Reviewing Clients
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Researching Potential Clients
• Identifying and Selecting Potential Clients– There are four levels that will help to identify target clients and to decide
where best to invest marketing efforts – Partners, People, Process, and Public.
• Making Contact– Introductory letters to get the client’s attention before a Call.
• Gaining Access– Select an approach that is most appropriate for the executive under
consideration– Plan your approach– Create the message(s) you want to get across
• Initializing Relationships– To listen, you must get the other person to talk.
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Client Planning
• Mission Setting• Evaluating Sales Campaign
– The Situation Snapshot will help you evaluate the current status of a sales campaign to determine where attention is most urgently required.
– Creates a very useful way of discussing the progress and next activities of a sales campaign with the rest of your sales team, your sales management and even with friends within the client.
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Reviewing Clients
• Reviewing and Planning– Appreciate where you are now with this client, and if your plan is to take
the client from A to B. A will be described in the information you have acquired.
– Assess how the client regards your company. • Resource Commitment
– Determine what type of assistance you need to achieve your client plan. • Client Satisfaction Surveys
– Determine the satisfaction of the clients and use this information to achieve client plans.
• Capitalizing on Relationships– The ideal basis of your relationship will not necessarily be a highly
valued personal and business relationship. It is more important that you understand where the relationship is, and how you as a team can effectively deal with this.
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Sales Tool Kit
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Simplified Sales Process
• Qualification Stage• Selection Stage• Closure Stage
– Major transition points divide the three stages of Qualification, Selection and Closure.
– The transitions are generally identified by a reduction in communication between the buyers and the sellers.
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Qualification Stage
• Selling Side– Fact Finding– Qualifying– Defining
• Buying Side– Exploring Interest– Checking Viability– Justifying
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Selection Stage
• Selling Side– Verifying– Proposing
• Buying Side– Comparing– Selecting
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Closure Stage
• Selling Side– Confirming– Agreeing– Contract Closing
• Buying Side– Accepting– Negotiating– Contract Finalizing
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ClosureSelectionQualification
Selling Side Process Flow
FactFinding Qualifying Defining Verifying Proposing Confirming Agreeing Contract
Closing
FlackVentures
You
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Selling Side Lifecycle
FactFinding
FactFinding
Contract Closing
Contract Closing
AgreeingAgreeing
ConfirmingConfirming
ProposingProposing
VerifyingVerifying
DefiningDefining
QualifyingQualifying
YouYou
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Buying Side Lifecycle
ClosureSelectionQualification
ExploringInterest
CheckingValidity Justifying Comparing Selecting Accepting Negotiating Contract
Finalizing
FlackVentures
Your Client
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Buying Side Lifecycle
ExploringInterest
ExploringInterest
Contract Finalizing
Contract Finalizing
NegotiatingNegotiating
AcceptingAccepting
SelectingSelecting
ComparingComparing
JustifyingJustifying
CheckingValidity
CheckingValidity
YourClient
YourClient