Tsl marketing rel sell

© 2011. TSL Marketing. Proprietary and Confidential.

RelSellSales Through Relationships


Our World View

Selling is based on relationships

No Relationship, No Credibility = No Sales

“Buy or Die” is not a sustainable sales or marketing strategy

Awareness: You can’t sell to people who don’t know you exist.

Credibility: You can’t sell to people who don’t trust you

Commitment: It takes time to build all of the above


Continue?

If you strongly disagree with any of the preceding statements please end this

presentation now!


OK, Let’s Get Into It

RelSell is smarter marketing designed to achieve the following goals for you:

Identify & engage target contacts at your target companies (your Prospects).

Prospects agreeing to a call with you to discuss your solutions and their needs.

Your Prospects not just being aware of you and your company, but knowing that you are thought leaders in your industry.


Relationship = Sales


How Do We Do This?

We achieve this through a combination of social media, digital marketing and content marketing... and TSL Best Practice!


The Process


Plan

A weak profile kills the project before it startsTSL creates mirror profiles for your sales person on all platforms – does not interfere with existing profile

TSL uses tested best practice profiles to build one that will work for your campaign

You approve this before we use it

A weak message kills the project before it starts

Messaging based on TSL tested best practice

You approve before we use

Weak targeting means a pointless campaign

Must identify target titles at target industries & Geo’s


Target

TSL builds your profiles across all major B2B platformsTwitter, LinkedIn, Google+, Xing

Talk to us is you prefer us to use your existing accounts

Talk to us if you also want to use YouTube etc

You and TSL agree the target:

Geographies

Industries

Company Size

Titles


Engage

TSL implements research to identify best Prospects

TSL connects with Prospects across all platforms

Generates new connections with target people at target companies across:


Build Trust

Now you move from just Contacts to Relationships

Establish credibility through existing marketing contentWhite papers, case studies, articles (not sales material)

If you don’t have any, talk to us – we can help

We promote this marketing content across all channels to

Establish you and your company as a “thought leader” in your industry – the key to closed deals!

We send “time to speak?” requests to your contacts


Time for you to Sell !

A certain percentage (9%+) of connections will typically agree to a call, because:

They have an impending project this year, or

They want to know about you and your company if a need arises

They are contacting you to agree to a call !

You have already been given permission to sell

You need a sales process – don’t try and close a deal on the first call (obviously).

You or your internal team can also follow up with all of your contacts via telemarketing at any time.

Also invite to events, webinars, workshops, etc.


Maintain Momentum

Continue to build credibility and enhance your relationships with new prospects through thought leadership updates

Most marketing activities fail because of “buy-or-die” mentality by Vendors

When a project arises with a Prospect:

You will already have credibility

You will already have some relationship

They will get an “update” and it reminds them to invite you to bid


Your Workload

Designed to have very small “footprint” on Clients

TSL manages entire process

You focus on your business

No Content?We can “own” content development for you

Additional £350 per month

1 semi-technical white paper

1 semi-technical article

1 case study


Summary

Every month we will develop at least 100 new connections for you across one or more platforms

Guaranteed or pro-rata refund

Of these, at least 9 will reply back to you agreeing to a call

Guaranteed or pro-rata refund

At this point we hand over to you, you have responsibility to progress the sales process

These Prospects will all receive a “thought leadership” update from you across all platforms every month

Guaranteed

Not just Contacts – You are building relationships and establishing credibility with your future customers.


How much?

A lot cheaper than trying to do it yourself !

Setup: £800Includes all elements of “Plan” and “Target”

Monthly: £850

At least 100 new Contacts and Connections per month

At least one thought leadership update per month

At least 9 acceptances for calls per month

All above guaranteed or pro-rata refund

No Content: Additional £350 per month = TSL “owns”


Terms

Setup: £800Due in advance

Monthly: £850

Pay into Escrow.com

Fund three months in advance

Release each month as we deliver

If you are not happy, end agreement, do not release funds

If you are happy to continue after three months

5% monthly discount if you approve a quote and case study


Finally…

Can’t I or my team just do this internally?Of course – just as you can do direct mail, email, tele, design, strategy, printing in-house, but first ask yourself:

1. Why haven’t you done it so far?• What has changed so that you will do it consistently, day

in and day out now?• What about month end? Quarter end? Client deadlines?

2. Is this really the best use of your time?

3. Can you guarantee yourself results, or don’t pay?!

4. Have you actually calculated that it is cheaper to do this in-house? We think that will work out more expensive…


Thank You!

Tsl marketing rel sell

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