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WWW.CNVRG.COMCreating Your Target Message(s)       A Readiness Education Element for            Sales Lead Generation     ...
WWW.CNVRG.COMOur Agenda●   Why have a Target Message?    ●   The value and necessity●   The 5 Most Common Target Messages ...
WWW.CNVRG.COMThe 5 Most Common Target Messages●   5 Common Messages    ●   I can improve efficiency    ●   I can reduce ri...
WWW.CNVRG.COMThe 5 Most Common Target Messages●   Efficiency Message    ●   Defensive play    ●   Improve output per emplo...
WWW.CNVRG.COMThe 5 Most Common Target Messages●   Revenue Message    ●   Offensive Play    ●   Grow market share – extend ...
WWW.CNVRG.COMOffense or Defense?●   Check for signs of life    ●   Internet can provide intelligence●   Press releases    ...
WWW.CNVRG.COMCreate Your Own Target Message●   Choose a message template based on your research    ●   For this exercise I...
WWW.CNVRG.COMCreate Your Own Target Message●   Finish it Off    ●   Make them Think (be Relevant)    ●   Efficiency in the...
WWW.CNVRG.COMExtraordinary Life Altering Content and Education        Since 2005●   Learn more at:    ●   My programs    ●...
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Influence - Creating Your Target Messages

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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.

Published in: Technology, Business
  • This presentation is part of my INFLUENCE Sales Readiness Education program. If you would like to view the INFLUENCE program in its entirety please go to my web site www.cnvrg.com and click on the PROGRAMS tab
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Influence - Creating Your Target Messages

  1. 1. WWW.CNVRG.COMCreating Your Target Message(s) A Readiness Education Element for Sales Lead Generation Email me at: learn@cnvrg.com
  2. 2. WWW.CNVRG.COMOur 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 Email me at: learn@cnvrg.com
  3. 3. WWW.CNVRG.COMThe 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 Email me at: learn@cnvrg.com
  4. 4. WWW.CNVRG.COMThe 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 Email me at: learn@cnvrg.com
  5. 5. WWW.CNVRG.COMThe 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 Email me at: learn@cnvrg.com
  6. 6. WWW.CNVRG.COMOffense 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 Email me at: learn@cnvrg.com
  7. 7. WWW.CNVRG.COMCreate 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%.” Email me at: learn@cnvrg.com
  8. 8. WWW.CNVRG.COMCreate 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 Email me at: learn@cnvrg.com
  9. 9. WWW.CNVRG.COMExtraordinary Life Altering Content and Education Since 2005● 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 Email me at: learn@cnvrg.com

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