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Sell morenow.




 Define and execute your
key relationship strategies



                                  1
Information for Investors Group


       About Raybec
  1    Our clients and our approach   This file




       Case Stud...
About Raybec
Our clients are passionate about creating value
for their customers




     Customer Value. Right. Now.                  4
 Sales & MarketingStrategies
 Relationship Solutions
    New Customer Programs
                                        ...
Let’s talk relationships.
Your     Is helpful and
Company    responsive.


  Your     Provides feedback
Customer   and insight.

           Uses cus...
Creating Success Isn’t Easy

 Some sales people are executing
  best practices, but it’s complex,
  time consuming, and t...
9
The Relationship Strategy Process

                        Customer Experience
                       Create Customer Valu...
Creating an Optimal Contact Stream

                                                 Define the value
                   ...
Map the Relationship Process   ROI




                                     12
Provide all the tools required to succeed




                              Scripts
                                      ...
Manage Key Relationship Insights and Feedback




                                               Preferences




Needs and...
Provide Push-Button Automated Marketing Support
       Marketing Programs

            New Client Welcome         Client R...
Relationship strategies are powerful when
applied to each stage of the lifecycle.




                                    ...
Raybec’s Relationship Strategy Workshop




                                          17
The Relationship Strategy Workshop
      Scorecard                  Exercises       Cases
1                       2
      ...
Challenge yourself …



                 1     Take the Customer Value Scorecard
                       Free online scorec...
Thank you.




… please see next 2 files


                                 20
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091222 Raybec Presents

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091222 Raybec Presents

  1. 1. Sell morenow. Define and execute your key relationship strategies 1
  2. 2. Information for Investors Group About Raybec 1 Our clients and our approach This file Case Study of Interest 2 Best practices in action Second file A Powerful Relationship Tool 3 Execute your key strategies Third file 2
  3. 3. About Raybec
  4. 4. Our clients are passionate about creating value for their customers Customer Value. Right. Now. 4
  5. 5.  Sales & MarketingStrategies  Relationship Solutions  New Customer Programs Sell More Now.  Customer Value Programs We help our clients define and execute  Relationship Tools their key relationship strategies  SalesLink tool  SalesEffect tool 5
  6. 6. Let’s talk relationships.
  7. 7. Your Is helpful and Company responsive. Your Provides feedback Customer and insight. Uses customer Your feedback to Company create value. Your Is more satisfied, Customer loyal and profitable.
  8. 8. Creating Success Isn’t Easy  Some sales people are executing best practices, but it’s complex, time consuming, and takes away selling time.  Some know what to do, but not how to do it.  Others have little idea of how build their business. 8
  9. 9. 9
  10. 10. The Relationship Strategy Process Customer Experience Create Customer Value Sales Marketing & Engagement Marketing & Support Support Feedback Management Technology Plan – Execute - Manage - Learn 10
  11. 11. Creating an Optimal Contact Stream  Define the value  Optimal contact stream for No Contact engagement Attempt Attempt Follow-up  # attempts  # days apart  Message scripts Pre-call No Contact Attempt Attempt  No contact follow-up Warm-up Follow-up  Pre-call marketing  Pre-call marketing creative, copy, Pre-call Pre-call execution, measurement Attempt Attempt Warm-up Warm-up  Call/meeting support  Approach  Dialogue strategy Pre-call Pre-call Call Call  Call scripts Warm-up Warm-up Follow-up  Objection handling  Feedback management  Call follow-up marketing creative, copy, execution, measurement 11
  12. 12. Map the Relationship Process ROI 12
  13. 13. Provide all the tools required to succeed Scripts Messages Sales Tools Talking Points Objections 13
  14. 14. Manage Key Relationship Insights and Feedback Preferences Needs and Interests Competitive Relationships Objections 14
  15. 15. Provide Push-Button Automated Marketing Support Marketing Programs New Client Welcome Client Referrals Acquire New Clients Competitive Response Needs Review Client Appreciation Seminar Satisfaction Survey Keep in Touch Retention Occasion Cards Client Education Product Launch Business Building Tools Build my Brand Key Support Collateral Micro-sites Target Prospect Lists 15
  16. 16. Relationship strategies are powerful when applied to each stage of the lifecycle. Retain Reactivate Referral Acquisition Cross-sell Up-sell Welcome Prospect Active Customer Inactive 16
  17. 17. Raybec’s Relationship Strategy Workshop 17
  18. 18. The Relationship Strategy Workshop Scorecard Exercises Cases 1 2 3 Opportunity Analysis 4 18
  19. 19. Challenge yourself … 1 Take the Customer Value Scorecard Free online scorecard at Raybec.com 2 Join our Customer Value Forum Join the dialogue 19
  20. 20. Thank you. … please see next 2 files 20

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