Rapid Sales System Presentation

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Rapid Sales System™

A 3-Step Process To Generate SalesPresented by Lawrence KirschMarketing & Management ConsultingFaculty Member – University of Phoenix

760-845-1633www.LawrenceKirsch.com

Rapid Sales System™A process to quickly

generate salesIncludes Three Steps:

1. Customer Analysis (reviewing data)2. Sales Message Development

(customized)3. Methods to Communicate Your Message

The Focus for Rapid Sales

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The Low Hanging Fruit

Current CustomersPast Customers

The Focus for Rapid Sales

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Current Customers:

Easier to ReachFamiliar with youMay have some

degree of loyaltyGreater likelihood

of repeat purchase

The Focus for Rapid Sales

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Past Customers:Familiar with youMay not be aware of

new products / services

If re-connected – increase likelihood they will purchase again

The Focus for Rapid Sales

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Objective:To Identify the Most

Promising Sales Opportunities

Step 1 – Customer Analysis

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Useful Tool:Customer Analysis

Spreadsheet – used to drill down and discover sales opportunities

Step 1 – Customer Analysis

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Step 1 – Customer Analysis

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Handout: Customer Analysis Spreadsheet

Let’s take a look.

Objective:Develop individual

messages for targeting current & past customers

Step 2 – Sales Message Development

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Stage 1: Company Analysis Discussion

Facilitate a discussion to determine the specific value to your customers

Step 2 – Sales Message Development

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Stage 1: Company Analysis Discussion

Owners / Key StaffSpecial meetingTake notes / Type

them up

Step 2 – Sales Message Development

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Handout: Company Analysis Worksheet

Let’s take a look

Stage 2: Developing the Sales Message Review notes from the Company Analysis and the Customer Analysis Spreadsheet

Step 2 – Sales Message Development

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Looking for…

Resonating Value Message New topics to discuss New products / services to

introduce

Another Useful Tool:Sales Message

Spreadsheet – building the elements of your customized sales message

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Step 2 – Sales Message Development

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Handout: Sales Message Spreadsheet

Let’s take a look

Step 2 – Sales Message Development

Stage 2: Developing the Sales Message

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Step 2 – Sales Message Development

Stage 2: Developing the Sales Message

Sales Message Spreadsheet – Filled In

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Step 2 – Sales Message Development

Stage 2: Developing the Sales Message

Possible Reasons For Outreach – Your Messages:

Possible Reason for Outreach

Items to Discuss

Current Customer – Recent Order

Thank them – Discuss Products

Current Customer – Opportunities

New Services / New Products

Haven’t heard from in a while

Checking in – New Products / Equipment

Inactive Customer - Lost Touch

Re-introduce Company. Discuss past work / Products / Equipment

Inactive Customer – Past Problem

Re-connect. Corrected problem

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Step 2 – Sales Message Development

Stage 2: Developing the Sales Message

Exercise: Consider one of your past or current customers

Determine the elements of a customized message to motivate the company to purchase more

Objective:Determine the most

effective method to communicate to your current & past customers

Step 3 – Sales Activities

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Face to Face Meetings:

Tends to be the most effective method

Use all senses to “read” the customer

Ask about upcoming projects / discuss details

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Step 3 – Sales Activities

Telephone Call:An efficient way to

share ideasAsk questions to

reveal their painCapture email

address for future communication

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Step 3 – Sales Activities

Email Marketing:Extremely cost-

effectiveCan discuss

capabilities / projectsCan show examples

of past / current projects

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Step 3 – Sales Activities

Direct Mail - Postcards:

Relatively cost effectiveAttention gettingCan direct reader to

website or phone number for more information

It’s visual

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Step 3 – Sales Activities

Growing Your Business:Use a systems approachBuild and update your

databaseTry new marketing tactics

and measure Communicate value that

resonates

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Rapid Sales System™

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Questions

Feel free to ask any questions

Visit my website at:

www.LawrenceKirsch.comLawrence KirschMarketing & Management Consulting760-845-1633