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This dynamic, three-step system is designed for companies interested in quickly generating sales by focusing on current and past customers (the low-hanging fruit).
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Rapid Sales System™
A 3-Step Process To Generate SalesPresented by Lawrence KirschMarketing & Management ConsultingFaculty Member – University of Phoenix
760-845-1633www.LawrenceKirsch.com
Rapid Sales System™A process to quickly
generate salesIncludes Three Steps:
1. Customer Analysis (reviewing data)2. Sales Message Development
(customized)3. Methods to Communicate Your Message
The Focus for Rapid Sales
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The Low Hanging Fruit
Current CustomersPast Customers
The Focus for Rapid Sales
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Current Customers:
Easier to ReachFamiliar with youMay have some
degree of loyaltyGreater likelihood
of repeat purchase
The Focus for Rapid Sales
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Past Customers:Familiar with youMay not be aware of
new products / services
If re-connected – increase likelihood they will purchase again
The Focus for Rapid Sales
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Objective:To Identify the Most
Promising Sales Opportunities
Step 1 – Customer Analysis
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Useful Tool:Customer Analysis
Spreadsheet – used to drill down and discover sales opportunities
Step 1 – Customer Analysis
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Step 1 – Customer Analysis
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Handout: Customer Analysis Spreadsheet
Let’s take a look.
Objective:Develop individual
messages for targeting current & past customers
Step 2 – Sales Message Development
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Stage 1: Company Analysis Discussion
Facilitate a discussion to determine the specific value to your customers
Step 2 – Sales Message Development
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Stage 1: Company Analysis Discussion
Owners / Key StaffSpecial meetingTake notes / Type
them up
Step 2 – Sales Message Development
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Handout: Company Analysis Worksheet
Let’s take a look
Stage 2: Developing the Sales Message Review notes from the Company Analysis and the Customer Analysis Spreadsheet
Step 2 – Sales Message Development
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Looking for…
Resonating Value Message New topics to discuss New products / services to
introduce
Another Useful Tool:Sales Message
Spreadsheet – building the elements of your customized sales message
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Step 2 – Sales Message Development
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Handout: Sales Message Spreadsheet
Let’s take a look
Step 2 – Sales Message Development
Stage 2: Developing the Sales Message
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Step 2 – Sales Message Development
Stage 2: Developing the Sales Message
Sales Message Spreadsheet – Filled In
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Step 2 – Sales Message Development
Stage 2: Developing the Sales Message
Possible Reasons For Outreach – Your Messages:
Possible Reason for Outreach
Items to Discuss
Current Customer – Recent Order
Thank them – Discuss Products
Current Customer – Opportunities
New Services / New Products
Haven’t heard from in a while
Checking in – New Products / Equipment
Inactive Customer - Lost Touch
Re-introduce Company. Discuss past work / Products / Equipment
Inactive Customer – Past Problem
Re-connect. Corrected problem
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Step 2 – Sales Message Development
Stage 2: Developing the Sales Message
Exercise: Consider one of your past or current customers
Determine the elements of a customized message to motivate the company to purchase more
Objective:Determine the most
effective method to communicate to your current & past customers
Step 3 – Sales Activities
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Face to Face Meetings:
Tends to be the most effective method
Use all senses to “read” the customer
Ask about upcoming projects / discuss details
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Step 3 – Sales Activities
Telephone Call:An efficient way to
share ideasAsk questions to
reveal their painCapture email
address for future communication
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Step 3 – Sales Activities
Email Marketing:Extremely cost-
effectiveCan discuss
capabilities / projectsCan show examples
of past / current projects
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Step 3 – Sales Activities
Direct Mail - Postcards:
Relatively cost effectiveAttention gettingCan direct reader to
website or phone number for more information
It’s visual
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Step 3 – Sales Activities
Growing Your Business:Use a systems approachBuild and update your
databaseTry new marketing tactics
and measure Communicate value that
resonates
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Rapid Sales System™
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Questions
Feel free to ask any questions
Visit my website at:
www.LawrenceKirsch.comLawrence KirschMarketing & Management Consulting760-845-1633
