stand out

Stand Out!

Review the SNAP methodology

Work on value propositions

Work on prospecting emails that stand-out

Things you can do to market yourself.

Prevent Powerpoints from the D-Zone.

STAND OUT

Keep it simple.

Be invaluable.

Align with your customer’s objectives.

Prioritize your offering.

Just Give Me Your

Value Proposition

–That’s it!

Business Driver + Movement + Metric

Sanitation

Changeover

Accumulation

EnergyEfficiency

Line Efficiency

What are the business drivers that Nercon can help with?

Can Nercon increase throughput?

Can Nercon improve production efficiencies?

Can Nercon increase energy efficiency?

Can Nercon increase sanitation efficiency?

Can Nercon decrease changeover time?

What are the business drivers that Nercon can help with?

Can Nercon increase throughput?

Can Nercon improve production efficiencies?

Can Nercon increase energy efficiency?

Can Nercon increase sanitation efficiency?

Can Nercon decrease changeover time?

BUSINESS DRIVER

MOVEMENT

What are the business drivers that Nercon can help with?

Can Nercon increase throughput?

Can Nercon improve production efficiencies?

Can Nercon increase energy efficiency?

Can Nercon increase sanitation efficiency?

Can Nercon decrease changeover time?

By what %?

By what %?

By what %?

By what %?

By what %?

What are the business drivers that Nercon can help with?

Can Nercon increase throughput?

Can Nercon improve production efficiencies?

Can Nercon increase energy efficiency?

Can Nercon increase sanitation efficiency?

Can Nercon decrease changeover time?

By what %?

By what %?

By what %?

By what %?

By what %?

HOMEWORK: I want 2 metrics from senior sales people, and 1 from junior/new

CALLS…EMAILSUSE THE SNAP METHOD

Use those Value Propositions!

Sam,

I’ve made repeated attempts to contact you and I’ve decided that:

A) You don’t want to talk to me, or

B) You are pinned under a file cabinet and are unable to come to the phone.

If your response is B, then text me at 920-379-3268 and I’ll come to your aid.

Sincerely,Funny Guy

PROSPECTING EMAIL

SUBJECT: John, Changeover Webinar August 9th

John,

I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for conveyor line changeover from manual to automatic solutions, as well as pricing and man hours for each type of solution.

August 9th, 1:00 pm CSTRegister Here

If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.

PROSPECTING EMAIL

SUBJECT: John, Changeover Webinar August 9th

John,

I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.

August 9th, 1:00 pm CSTRegister Here

If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.

Simple

PROSPECTING EMAIL

SUBJECT: John, Changeover Webinar August 9th

John,

I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.

August 9th, 1:00 pm CSTRegister Here

If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.

Simple

iNvaluable

PROSPECTING EMAIL

SUBJECT: John, Changeover Webinar August 9th

John,

I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.

August 9th, 1:00 pm CSTRegister Here

If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.

Simple

iNvaluable

Align

PROSPECTING EMAIL

SUBJECT: John, Changeover Webinar August 9th

John,

I wanted to invite you to our live webinar on Conveyor Changeover Technology. We’re going to talk about the best practices for changeover technology from manual to automatic solutions, as well as pricing and man hours for each type of solution.

August 9th, 1:00 pm CSTRegister Here

If you can’t attend the live event, you can take the webinar on-demand. Feel free to call me with any questions about how we can increase your changeover efficiencies by as much as 60%.

Simple

iNvaluable

Align

Prioritize

BEST PRACTICES FOR WRITINGPROSPECTING EMAILS

Subject Line: NO more than 50 charactersAsk a question?Put priority in the subject line!

Body:PersonalizationKeep it short and sweet – and simpleEmails are scanned – use bullet pointsUse a VALUE PROPOSITIONConsider marketing with a soft touchAdd relevant linksA strong call to action

Timing:Send for events, triggersSend on a Tuesday morning

HOMEWORK: SEND ME YOUR EMAILS

Market Yourself!

Stand Out!

The Marketing Department is already doing the marketing–

so I don’t have to.

What do you think is the open-rate from one of your emails by one of your customers?

99% - - is that fair?

Nercon’s marketing email open rate is currently:

20% - - industry standard.

When is the last time you shared a blog article with a customer?

When is the last time you shared a blog article with a customer?

When is the last time you forwarded an article?

When is the last time you shared a blog article with a customer?

When is the last time you forwarded an article?

When is the last time you commented on a LinkedIn post?

When is the last time you shared a blog article with a customer?

When is the last time you forwarded an article?

When is the last time you commented on a LinkedIn post?

Has anyone written a LinkedIn endorsement or reference?

When is the last time you shared a blog article with a customer?

When is the last time you forwarded an article?

When is the last time you commented on a LinkedIn post?

Has anyone written a LinkedIn endorsement or reference?

Are you Linking In with everyone who gives you a business card?

When is the last time you shared a blog article with a customer?

When is the last time you forwarded an article?

When is the last time you commented on a LinkedIn post?

Has anyone written a LinkedIn endorsement or reference?

Are you Linking In with everyone who gives you a business card?

Who has personally invited a customer to the webinar?

BEST PRACTICES FOR PROMOTING YOURSELF

Let the blog be a trigger for you to:

Share the blog post with a customer

Share the blog on LinkedIn

If the blog is promoting a white paper, share it.

If the blog is promoting a webinar, share that link.

Tuesdays are LinkedIn day - let that be a trigger to:

Make a comment, share an article.

HOMEWORK: Do two things on this list!

Forward a blog post to a customer.

Forward an article or white paper to a customer.

Comment on a LinkedIn post.

Write a LinkedIn reference for a customer. (Extra Credit)

Connect with 5 people on LinkedIn.

Invite your customers to the Changeover Webinar! (Extra Credit)

Death by Powerpoint

What can we do to bring our Powerpoint slides up to SNAP code?

Homework Review

• 2 Business Driver Metrics from Senior Sales People, at least 1 from Junior / New Sales People

• Send me your best prospecting email and we’ll see if it passed the SNAP test

• Promote yourself in two different ways before the sales meeting and share what you did with the group.

• Be prepared to discuss your trials and tribulations with giving presentations.