The document discusses engineering ideal sales conversations. It emphasizes building trust with customers in both real life and online interactions. It also stresses the importance of understanding customer needs and pain points in order to propose appropriate solutions that provide good value. The document presents five ingredients for creating a "magical moment" in the sales process: the solution must be irresistible, cash must change hands, value must outweigh price, the solution must be incomplete, and delight requires surprise. It concludes by advertising an inbound marketing workshop.

1. Customer Value Journey
Engineering the Ideal Sales Conversation
2/22/2019 © 2012-2017, allies4me, All rights reserved 1

2. 2/22/2019 © 2012-2017, allies4me, All rights reserved 3
Can I give you
money to solve
this problem for
me?
Yes

3. 2/22/2019 © 2012-2017, allies4me, All rights reserved 4
No
Can I have some of
your time to give
you a sales pitch?

4. 2/22/2019 © 2012-2017, allies4me, All rights reserved 5

5. 2/22/2019 © 2012-2017, allies4me, All rights reserved 6
If it doesn’t work in real life . . .
. . . It doesn’t work online either

6. 2/22/2019 © 2012-2017, allies4me, All rights reserved 7

7. 2/22/2019 © 2012-2017, allies4me, All rights reserved 8
It takes intentionality to build trust . . .
. . . in real life
. . . and online

8. 2/22/2019 © 2012-2017, allies4me, All rights reserved 9

9. 2/22/2019 © 2012-2017, allies4me, All rights reserved 10
Can I give you
money to solve
this problem for
me?
Yes

10. 2/22/2019 © 2012-2017, allies4me, All rights reserved 11

11. 2/22/2019 © 2012-2017, allies4me, All rights reserved 12
Example:
Managed water
service that
reduces water
use 70%

12. 2/22/2019 © 2012-2017, allies4me, All rights reserved 13

13. 2/22/2019 © 2012-2017, allies4me, All rights reserved 14

14. 2%
4%
11%
83%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Finite Resource
Multi-FamilySaving Tips
Request Demo
LEED Overview
New Leads
2/22/2019
© 2012-2017, allies4me, All rights reserved
15

15. 2/22/2019 © 2012-2017, allies4me, All rights reserved 16
BUT!
They’re not a LEED
Certification Company

16. 2/22/2019 © 2012-2017, allies4me, All rights reserved 17
BUT!
The people who care about LEED
certification . . .
. . . also care about water conservation

17. 2/22/2019 © 2012-2017, allies4me, All rights reserved 18
Can I give you
money to reduce
my water
consumption to
help me achieve
LEED
Certification?
Yes

18. 5 INGREDIENTS TO CREATE THE MAGICAL MOMENT
2/22/2019 © 2012-2017, allies4me, All rights reserved 19

19. 2/22/2019 © 2012-2017, allies4me, All rights reserved 20

20. Must be Irresistible
2/22/2019
© 2012-2017, allies4me, All rights reserved
21

21. Cash Must Change Hands
2/22/2019
© 2012-2017, allies4me, All rights reserved
22

22. Must Be Delivered Quickly After Cash Exchange
2/22/2019
© 2012-2017, allies4me, All rights reserved
23

23. Value Must Significantly Outweigh Price
2/22/2019
© 2012-2017, allies4me, All rights reserved
24

24. Solution Must Be Incomplete
2/22/2019
© 2012-2017, allies4me, All rights reserved
25

25. Delight Requires Surprise
2/22/2019
© 2012-2017, allies4me, All rights reserved
26

26. 2/22/2019 © 2012-2017, allies4me, All rights reserved 27

27. WORKSHOP
2/22/2019 © 2012-2017, allies4me, All rights reserved 28

28. ALLIES4ME INBOUND MARKETING
Craig Andrews, Principal Ally
allies4me
Craig.Andrews@allies4me.com
+1.512.333.1533
2/22/2019 © 2012-2016, allies4me, All rights reserved 31