In order to generate, nurture and qualify leads quickly, I will set
up a marketing database and refine existing direct marketing campaigns.
Every lead will be qualified using the M-I-N-TTM
process. The primary communication media include direct mail, e-mail, fax,
direct-response print advertising and tele-coverage. I often uncover
co-op funds, as I did when convincing Cisco to contribute $12,000 towards
a client's marketing initiative. <top>
Sales Force Automation
Want to enhance your sales force's performance? Are you completely satisfied
with your existing lead-tracking system and follow-up practices? Do you
have high employee turnover, creating a debilitating "reinventing the wheel"
scenario? If so, I can help. I'll create a marketing database that solves
your sales-related staffing problems by allowing any new recruit to pick
up quickly where the previous salesperson left off. In addition, I'll
standardize equipment, reports, letters and proposals, making your sales
force more productive. <top>
Hybrid Account Coverage
To complement the sales force, a Business Development Specialist (BDS)
should be employed. He or she will focus on lead nurturing, inside sales,
opportunity development and follow-up. Hybrid sales teams offer the most
cost-effective way of nurturing leads and enriching relationships with customers.
Furthermore, business and channel partnerships should be explored as alternative
forms of distribution. If you have a drawer full of leads from trade shows,
marketing campaigns, etc., and you want to convert them into sales FAST,
I can help. <top>
Print Advertising
I will generate qualified leads and build databases quickly by using
response-driving advertising. I know how to implement an effective advertising
strategy giving you a competitive edge. In addition, you will drive traffic
to your Website, generating even more business opportunities. <top>
Public Relations
Your own PR contact database allows you—with just the push of a
button—to send timely press releases and other important messages.
You'll share your company's vision with key industry leaders (buyers), and
keep in touch with investors, shareholders, associations and organizations.
You'll eliminate postage charges by using e-mail and faxes. A colleague
of mine published a press announcement which, because it was targeted
at the right market, generated thousands of responses. <top>
Fulfillment Material
Sharpen your sales letters, brochures and marketing fulfillment material
using clear and concise copy. Lower your overall printing costs by creating
custom print-on-demand documents. Most clients have adequate collateral
material which simply needs a face lift. I will create value by combining
brochures, case studies and news clippings into reports. Your Website will
be updated to offer print-on-demand documents such as brochures, price sheets
and news articles. <top>
Networking & Alliances
This is perhaps the fastest-growing area of relationship selling. Recently
The Wall Street Journal published an article attesting to the importance
of networking. You should quickly identify specific associations, organizations
and channel partners with whom you wish to build rapport. Alliances with
the right vendors, suppliers and potential business partners are essential—especially
when they are willing to help fund marketing campaigns. Don't overlook this
co-op money because it can amount to thousands of dollars. <top>
Seminars
Do you need someone to take charge of coordinating and executing your
seminars? I will help you locate a suitable place to host the event,
line up worthwhile speakers and take care of every last detail (including
finding co-op money to pay for the seminar). I'll create an event to exceed
your most ambitious goals, including exploring the possibility of hosting
virtual seminars via the Internet. <top>
Trade Shows
Wouldn't you like more business to result from the trade shows you are
attending? To ensure the right people visit your booth, announcements containing
special offers will be sent. Prospects who want more information but cannot
attend the shows should be given an easy way to respond—Web, fax, e-mail
or telephone. Information collected during the shows is entered into the
database I set up for you and used later for follow-up marketing campaigns.
<top>
Internet Marketing
Are you interested in enhancing your existing Website or building a
new one? Does it lack a certain je ne sais quoi? I will act as
your site strategist and project manager. I'll interface with your existing
advertising agency and in-house personnel. If designed correctly, your site
will enhance communication, generate leads and improve overall customer
satisfaction. Imagine, starting tomorrow, you could receive a text message
via your cell phone every time a visitor is qualified—allowing you
to follow up before your competition has a chance. <top>
