2. 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.
3. Keep it simple.
Be invaluable.
Align with your
customer’s objectives.
Prioritize your offering.
4. Just Give Me
Your Value
Proposition –
That’s it!
Business Driver + Movement + Metric
5.
6. Sanitation Line
Efficiency
Energy
Changeover Efficiency
Accumulation
7. 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?
8. 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?
MOVEMENT BUSINESS
DRIVER
9. What are the business drivers that Nercon can help with?
Can Nercon increase throughput? By what %?
Can Nercon improve production efficiencies? By what %?
Can Nercon increase energy efficiency? By what %?
Can Nercon increase sanitation efficiency? By what %?
Can Nercon decrease changeover time? By what %?
10. What are the business drivers that Nercon can help with?
Can Nercon increase throughput? By what %?
Can Nercon improve production efficiencies? By what %?
Can Nercon increase energy efficiency? By what %?
Can Nercon increase sanitation efficiency? By what %?
Can Nercon decrease changeover time? By what %?
HOMEWORK:
I want 2 metrics from senior sales
people, and 1 from junior/new
13. 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
14. 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 CST
Register 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%.
15. PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John, Simple
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 CST
Register 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%.
16. PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John, Simple
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 CST
Register 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%.
iNvaluable
17. PROSPECTING EMAIL
SUBJECT: John, Changeover Webinar August 9th
John, Simple
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 CST
Register Here
Align
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%.
iNvaluable
18. PROSPECTING EMAIL
Prioritize
SUBJECT: John, Changeover Webinar August 9th
John, Simple
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 CST
Register Here
Align
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%.
iNvaluable
19. BEST PRACTICES FOR WRITING
PROSPECTING EMAILS
Subject Line:
NO more than 50 characters
Ask a question?
Put priority in the subject line!
Body:
Personalization
Keep it short and sweet – and simple
Emails are scanned – use bullet points
Use a VALUE PROPOSITION
Consider marketing with a soft touch
Add relevant links
A strong call to action
Timing:
Send for events, triggers
Send on a Tuesday morning
23. 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.
24. When is the last time you shared a blog article with a
customer?
25. When is the last time you shared a blog article with a
customer?
When is the last time you forwarded an article?
26. 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?
27. 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?
28. 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?
29. 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?
30. 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.
31. Forward a blog post to a customer.
HOMEWORK: Forward an article or white paper to a
Do two things customer.
on this list!
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)
33. 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.
Editor's Notes
Now I would like to give you a number of ideas for improving your marketing skills and some opportunities to learn from others, but First Things First. We need value propositions. We need to decide which areas and business drivers we help customers with and how we help them.
We have a problem that needs to be addressed. Our website and our main catalog are a glorified product list = a catalog. After listening to SNAP selling, I really starting thinking about these 2 key pieces. To be brutally honest, their content is nothing more than a sea of ME TOO.So, I need some help and some ideas on getting our value propositions to the forefront of these pieces.
So what are the business objectives that we can solve?What I’d like to do is to create some value propositions on some of these topics?Why these topics? Because we already market to these topics and it is a good place to start.
We need to get these stories recorded! Every person in here has sold a job with a metric attached to it. We need to start talking about that metric. I have no idea what those metrics are, but we all need to start paying attention.
We need to get these stories recorded! Every person in here has sold a job with a metric attached to it. We need to start talking about that metric. I have no idea what those metrics are, but we all need to start paying attention.
Without good value propositions to set us apart from our competitors – we are just a ME TOO company.We do sanitary conveyors – we do that…We do changeover options – we do that…And on and on…
So let’s start with communications. Using the methods in SNAP selling. The phone call or email needs to be simple, relevant, aligned and urgent.This one is kind of a funny example, but while it is simple, it is not aligned or relevant.
Send me either an old or a newly created email… I’m going to give it the snap test. We’ll talk about it at the sales meeting.
Nercon’s email marketing news and open rates are 20%.
What would you say is the open rate of your email to a customer?Nercon’s mass email marketing news open rates are 20%. 2 out of 10 customers are getting Nercon’s “mass” email messages via the email campaigns. That’s why we have to reach them in other ways, LinkedIn, Twitter, blogs…Then maybe we pick up a few more – maybe 3 or 4 out of 10 customers are getting Nercon’s messages.Why don’t you help Nercon and help yourself and send personal invites to customers for events…we have at least 3 per year – sometimes more???
Does everyone know how to do this?
We had a nice full page photo and story on the Dairy Industry in PMT magazine in June – did anyone share this with their ice cream customers?
Promote yourself and comment on a post. Our Linkedin activity is down. We switched to postings on Tuesday, which has helped, but work this resource.Are you adding 5 contacts per month? Are you active in LinkedIn?
We had a nice full page photo and story on the Dairy Industry in PMT magazine in June – did anyone share this with their ice cream customers?
We had a nice full page photo and story on the Dairy Industry in PMT magazine in June – did anyone share this with their ice cream customers?
Who has personally invited their customer to the webinar?You all have the extra changeover issue newsletters. Are you handing those out and inviting your customers?
Also at the sales meeting, I want to talk a bit about bringing our Powerpoint slides up to SNAP code.Keeping them simple, but flexible depending on the conversation.Make sure that they align with the customer’s business objectives.Do we have a value message clear in these Powerpoints?
