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Quality Leads begin with Quality Preparation. Here are the steps to serve up quality leads: 1. Defining your targeted audience(s) (forget cold calling) 2. Create your target message(s) (Engaging and Relevant) 3. Create you message templates (scripts, email and elevator pitch) In this presentation we will show you how to create your target message and attract more leads.
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Creating Your Target Message(s)
A Readiness Education Element for Sales Lead Generation
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Our Agenda
● Why have a Target Message?● The value and necessity
● The 5 Most Common Target Messages● Match EXACTLY what you say to each target
audience● Create Your Own Target Message(s)
● Message Framework● Examples
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The 5 Most Common Target Messages
● 5 Common Messages● I can improve efficiency● I can reduce risk● I can effect positive change● I can increase revenue● I can reduce cost
● The key is knowing which to lead with and when to initiate the remaining● Also which to leave out
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The 5 Most Common Target Messages
● Efficiency Message● Defensive play● Improve output per employee
● Risk Message● Defensive play● Minimize exposure
● Change Message● Offensive Play● Proactive move to gain tactical advantage
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The 5 Most Common Target Messages
● Revenue Message● Offensive Play● Grow market share – extend competitive lead
● Cost Message● Defensive Play● Decrease cost per transaction
● The trick is in determining whether to play offense or defense
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Offense or Defense?
● Check for signs of life● Internet can provide intelligence
● Press releases● Are the hiring or making acquisitions (offense)● Are the closing locations or consolidating (defense)
● Industry articles● Is there industry under siege (defense)● Is their industry seeing growth (offense)
● WEB site is not a credible resource● Putting on a good face
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Create Your Own Target Message
● Choose a message template based on your research● For this exercise I will use the Efficiency message
● Then begin by Repurposing● Start with your own marketing● “Our headset technology has proven to increase productivity
by 23.5% per employee.”● Spice it up
● Include current events (Be engaging)● “Increasing use of mobile business devices offer the greatest
opportunity for increased productivity through the use of our headset technology. Our customers have seen increases by as much as 23.5%.”
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Create Your Own Target Message
● Finish it Off● Make them Think (be Relevant)● Efficiency in the Agile Business Age: The Simple
Genius of Quiet● This is your Core Message
● Try altering this message for a Revenue message● We will adapt this core message to match our
target audience in the next activity
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Extraordinary Life Altering Content and Education
● Learn more at:● My programs● www.cnvrg.com/readiness-education
● Read more at:● My blog● www.cnvrg.com/readiness-content
● Become a member at● www.cnvrg.com/membership
Since 2005
