RIBBON BUSINESS-TO-BUSINESS SELLING SCRIPTS · on Amway.ca. Each script offers ... RIBBON BUSINESS-TO-BUSINESS SELLING SCRIPTS ... To learn more about personal selling, check out

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These brief instructional sales scripts complement the Ribbon® Selling Guide and the other tools in the Ribbon® Sales Kit (C1520) as well as the sales training available on Amway.ca.

Each script offers basic guidelines for handling what you may experience during a typical Ribbon® business sales conversation. While they don’t address every situation that could arise, each script gives a general scenario to follow and offers a planned approach to sharing the benefits of Ribbon® Gift Collections.

Remember the two keys to selling:

• KnowtheRibbon® Program.• Knowyourcustomer.

From there, it’s all about having a natural conversation.

Getting Started with Business-to-Business Sales

Congratulations on your choice to build your Ribbon® selling skills.

By now, you’ve likely enjoyed personal and/or group selling. You’re probably feeling more comfortable with your Ribbon® product line and sharing the benefits of choice with others. Now is an ideal time to start selling to businesses and enjoying greater profit potential.

Learning the Ribbon® Selling Scripts will:• Helpyoumakepresentationsinacasual,friendly,tone.• Giveyouastrongfoundationforeffectivebusinesspresentations.• Teachyoutolistenforandrespondtoissuesspecifictobusinesscustomers.• Helpyoutakeontheproblem-solvingrolebusinesscustomersgenerallyexpect.

Other Resources are AvailableBesuretolookattheRibbon® Store for other supporting resources for selling to businesses – there’s a wealth of information, all free and always available.

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RIBBON BUSINESS-TO-BUSINESS SELLING SCRIPTS

Ribbon® The Gift of ChoiceTM administered by Maritz®

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To offer you the most desirable choices, products may be updated.

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Introduction to Ribbon Business-to-Business Sales

Welcome to the Ribbon® Presentation Scripts for Selling to Business Consumers.

Congratulations on your choice to build your Ribbon® selling skills. By now, you’ve likely enjoyed personal and/or group selling. You’re probably feeling more comfortable with your Ribbon® product line and sharing your benefits with others. Now is an ideal time to start selling to businesses and enjoying greater retail profit potential.

Learning the Ribbon® Selling Scripts will:• Make the transition from the casual, friendly tone of family and friend

presentations easy.• Give you a strong foundation for effective business presentations.• Teach you to listen for and respond to issues specific to business customers.• Help you take on the problem-solving role business customers generally expect.

Before Your First PresentationBy now, you should be familiar with the Ribbon® Gift Collections and how the program works. You should also be at ease with selling to family and friends.

To learn more about personal selling, check out the Selling to Friends and Family section of the Ribbon® Selling Guide available in the Ribbon® Sales Kit and as a PDF in the Resource Center. You’ll also want to check out the online training courses, How to Sell Ribbon®, and Selling Ribbon® to Businesses, available in the Learning Center.

When you’re ready to get started selling to businesses, you’ll want to study the Selling to Businesses section of the Ribbon® Selling Guide. You’ll find selling tips and techniques that focus on commercial Ribbon® sales. In addition, make a return visit to the Learning Center, where you can take the online course, Selling Ribbon® to Businesses.

These tools all work together to give you what you need to know for a successful Ribbon® business – and customer presentations.

Remember these two keys to selling:Know the Ribbon® Program.

Know your customer.

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About Knowing Your Customer

Understanding the gift-giving needs of family and friends is simple because you share the same needs in your own life. You know what makes consumers buy and what’s important to individuals in choosing gifts. Commercial and corporate customers have a different perspective and their needs are different. You have to learn to identify them and be a more in-depth problem solver.

Here are some important concepts to use with your business customers:• Learn what you can about the business before you meet.

• Practice your presentation and scripts.

• Display confidence and authority. Look them in the eye and call them by name. Be the professional consultant they’re expecting you to be.

• Introduce yourself if they don’t know, or may not remember, your name.

• Mention any contacts, common associations, or mutual acquaintances.

• Acknowledge that you know they are busy.

• Discover their needs. Ask questions, let them talk, and listen effectively.

• Take notes. The very act of taking notes helps you listen even more effectively.

• Clarify and confirm what you hear. “If I heard you correctly, what you need is a way to gain higher productivity from your staff. Is that right?”

• Be prepared to respond with acknowledgments and the appropriate Ribbon® product choices. Not knowing your products erodes their confidence in you.

• Organize materials for your presentation so you can work efficiently.

• Remember to ask for the sale.

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SELLING RIBBON® TO AN AUTO DEALERSHIP –

ATTRACT NEW CUSTOMERS

YOUR SCRIPT STARTS HERE

Determine their needs.

LISTEN HERE AND JOT DOWN YOUR CUSTOMER’S PRIORITIES.

REPEAT THE PRIORITIES THE CUSTOMER GAVE YOU ABOVE.

Hi, [their name]. I appreciate your time today and as I promised, I will be brief. I’m so impressed with your dealership! And I believe what I have to show you can make it even more impressive. Let me start by asking you two questions.

Of the following two items, which would take first priority:

• Attracting new customers.

• Increasing sales productivity.(Be ready to use Script 2: Auto Dealership – Increase Sales Productivity, if needed.)

So _________ is number one and _________ is number two. Is that correct?

Continue with this script or move to Script 2: Auto Dealership – Increase Sales Productivity, if necessary.

JOT DOWN NOTES ABOUT YOUR CUSTOMER’S NEEDS.

What concerns do you have about attracting new customers? What do you feel is missing in your dealership that does not entice people to visit and shop here?

Script 1: Auto Dealership – Attract New Customers

This is just one example of a business-to-business sales conversation. Be flexible, listen to your customer, and fill their needs – don’t sell them just what you want to sell. You can do it!

Prepare

1. Schedule your appointment with the general manager, human resources manager, or owner. Depending on the company’s size and organization, any one of these people (or others) may be the gift and incentive decision maker. Ask for only 10–15 minutes of their time.

2. Practice your presentation until you know it inside and out! It will become natural and effective.

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Did you say you think you need incentives to get people to come into your dealership rather than visiting the one across/down the street?

Let’s focus on how to achieve your first priority, which is to attract new customers. If you like the results, we can talk about addressing your other concerns at a convenient time for you in the near future.

Now, you’d want to win these new customers with something that is valuable to them at a price worthwhile to you. Is that fair to say?

Start your presentation of the Ribbon® Program and how it can meet the customer’s needs.

I can easily show you how to do that, while setting your dealership apart from the rest, which I heard you say is part of the problem. We can give your dealership something special and unique.

I imagine one of your concerns is the customer who leaves without buying a car. Am I on track with that idea?

So to win the person on their way out the door as a new customer, imagine this. They are walking out – without buying a car …

As they leave, someone gives them a thank-you gift just for taking that test drive – no strings attached. Let me show you what I mean.

Show a Variety Gift Card Ensemble. This is a Ribbon® Variety Gift Collection. The Ensemble comes with a Gift Card and a beautiful album showing a great selection of items for everyone. The recipient simply picks the gift of their choice and it’s shipped directly to them.

Gift selections all ship free to recipients. There’s no charge to you or them. You’ll even get free standard shipping.

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If you were that car shopper and went to several dealerships to shop, which would you remember most at the end of the day?

Definitely all the dealerships that gave you a gift. And I’ll bet [name their dealership] would be the only one. The others might have handed visitors sales literature and business cards, but do you think anyone gave a visitor a gift card? Doubtful.

If they seem skeptical, possibly due to cost.

Yes, that might be a bit too much to do for a small dealership. I can understand that.

But you’d be amazed at how it personally affects people to receive a gift of appreciation, even a small one, particularly in this day and age.

Another approach that might appeal to you more is to entice the people to go ahead and make a purchase. What if you gave them a flier that says, “With the purchase of a new car from [name the dealership], receive a free gift worth $100!” or “… be entered in a drawing to win a free gift worth $500!” for example?

Either of these techniques can be fantastic for your business.

Show the Gift Collections Catalog or view the collections with them on MyRibbonGift.com.

And with every Ribbon® Gift Collection, you do nothing except buy it and give it. We do the rest.

That’s how the Ribbon® Program works. It’s super easy for them as well, and the ordering steps are printed right on the card.

And it’s the perfect way to stand out among your competitors. You’ll be remembered.

Just look at all the great gift selections for recipients. And for gift givers, there are Ribbon® Gift Collections to fit nearly every budget.

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LISTEN HERE; JOT NOTE FOR BUDGET – YOU’LL USE IT TO WRAP UP THE SALE.

Do you have a certain budget in mind?

Make a recommendation. Here is my recommendation, based on your goal of attracting new customers.

Ask for the first part of the sale. First, I suggest you order a series of Variety Gift Collections as part of your marketing plan to attract new customers. They’re easy on your budget and make great “just-because” gifts.

You can use them in several ways:

• Thanks for stopping in.

• Thanks for taking a test drive.

• Thanks for meeting with the sales manager.

You can also win loyal customers by using Gift Collections for other situations, say:

• Something goes wrong in the service department.

• A car takes longer than expected to repair.

• A part doesn’t come in.

Things like that – a little “we care about you” gift.

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Share the Variety 5-pack special pricing (five for the price of four) or offer them at full price. It’s up to you!

(In Canada, this promotion is from August 10, 2015, to December 31, 2015.)

So, for all those reasons, can I sign you up for the Variety Gift Collection 5-packs, maybe ten 5-packs?

They’re ideal to test with 50 potential customers or “we care about you” situations.

And last there’s the idea of welcoming buyers and thanking them with a generous gift. This is meaningful, because you’ve already got their money. They will be impressed by your generosity and will tell others.

Again, you could plan it several ways:

• For those who don’t purchase but say, “I’ll be back,” distribute a flier, offering one of the Gift Collections, or an entry into a drawing for one, with purchase. You can sell more cars while creating a memorable experience.

• Or advertise that the first 10 cars sold this weekend come with a free gift.

You may have other ideas, too.

They’ll all give you a chance to see the customer and their response firsthand.

Do you have any questions?

Display Luxury, Elite, and Ultimate Gift Cards and Albums and/or show them in the Gift Collections Catalog. Also, display your customized price list.

OK. Good. Then the second part of my recommendation is to try a mix of the Luxury, Elite, and Ultimate, our top-of-the-line collection.

If you were the customer, what dollar amount and which type of gift would make you feel special?

The gifts are really luxurious – and brand names, too. What do you think?

For this promotion, I’m thinking you could start with 15 to 20 Gift Collections – and you tell me which ones you’d like. Does that sound reasonable?

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Whatever you decide, all Gift Collections have a 180-day money-back Satisfaction Guarantee for the purchaser.

IF POSITIVE RESPONSE, CONTINUE HERE.

Either way, you do nothing; it’s all on our end, and our service is unsurpassed. Plus, if your customers need any help, you can send them to me.

Great! How would you like to make a payment? Credit card or check?

If you feel you can do so, offer to create fliers and posters.

I can help you make a flier for those “I’ll be back” prospects. Plus, you’ll have the Gift Collections on hand to give when they buy the car.

SHARE A TESTIMONIAL from another business customer if you have one printed and ready to show.

I have a bank customer and a boating store who both use an “I’ll be back” program and thank-you gifts and find them very helpful. In fact, I have a testimonial I could share with you from [name of company].

Go ahead and visit the bank or store and see how it works for them. Sure, they may not be an auto dealership, but they deal with people … possibly the same people who visit your auto dealership.

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Express gratitude and excitement. Leave your business card and a Ribbon® Brochure for business customers.

Thank you so much for your time. You have my contact information. Please call or email me with any questions or concerns while we’re waiting for your order to come in. It’s what I’m here for. It’s been great meeting with you and I’m excited to get you your Gift Collections. I enjoy watching my customers’ reactions when I deliver them.

END OF SUCCESSFUL FULL SALE FORScript 1: Auto Dealership – Attract New Customers

Be sure to follow up after delivery of the customer’s order to see how much they’re enjoyingRibbon® Gift Collections and determine what other needs they may have.

IF NEGATIVE RESPONSE TO FULL SALE, PICK UP HERE.

Sometimes it’s hard to think about just giving away something valuable, not knowing if you’ll get a response.

I’ve seen the positive results, so I’m very comfortable encouraging it. It works. But you have to feel comfortable.

Would you feel better trying a smaller order? You can still see the positive customer response with them, on a trial basis.

Once you’ve gotten some feedback, you can just call me. As I said, I know the success of these, but you need to experience it. Does that sound better?

IF POSITIVE RESPONSE TO SMALLER ORDER, CONTINUE HERE.

OK, let’s select what you’d like to try then. Once you’ve seen the outcome, it’s easy to order more Gift Collections.

Thank you so much for letting me show you the Ribbon® Program. I’ll write this order up. And remember, everything is satisfaction guaranteed, for you and your recipients.

END OF SUCCESSFUL SMALLER SALE FORScript 1: Auto Dealership – Attract New Customers

Be sure to follow up after delivery of the customer’s order to see how much they’re enjoying Ribbon® Gift Collections and determine what other needs they may have.

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IF NEGATIVE RESPONSE TO SMALLER ORDER, CONTINUE HERE. Provide them with your prepared Ribbon® presentation packet. (Find tools and tips for creating one in the Ribbon® Sales Kit.)

Try to set up a specific time to follow up, even if it’s in a few months or next year.

Establish a relationship. Even if you get a “no” now, it could turn into a “yes” later.

How about if I leave you with a few things to look over, and you can visit MyRibbonGift.com and check out all the Ribbon® Gift Collections. You’ll also find a video that explains how Ribbon® has been helping companies like yours for over 40 years.

It’s been great reviewing the Ribbon® Program with you. I appreciate your time and you can call or email me with any questions you have. Here’s my business card with contact info. When can I check in with you again? In a month? Next quarter?

END OF POSSIBLE FUTURE SALE FORScript 1: Auto Dealership – Attract New Customers

Be sure to follow up within the agreed upon time frame to determine if needs have changed or simply to keep in touch. Even if Ribbon® isn’t right for their business, they

may have friends, acquaintances, and other contacts who may be interested.

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SELLING RIBBON® TO AN AUTO DEALERSHIP –

INCREASE SALES PRODUCTIVITY


Determine their needs.

LISTEN HERE AND JOT DOWN YOUR CUSTOMER’S PRIORITIES.

REPEAT THE PRIORITIES THE CUSTOMER GAVE YOU ABOVE.

Hi, [their name]. I appreciate your time today and as I promised, I will be brief. I’m so impressed with your dealership! And I believe what I have to show you can make it even more impressive. Let me start by asking you two questions.

Of the following two items, which would take first priority:

• Attracting new customers.

• Increasing sales productivity. (Be ready to use Script 1: Auto Dealership – Attract New Customers, if needed.)

So _________ is number one and _________ is number two. Is that correct?

Continue with this script or return to

Script 1: Auto Dealership – Attract New Customers, if necessary.

Script 2: Auto Dealership – Increase Sales Productivity


Prepare



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JOT DOWN NOTES ABOUT YOUR CUSTOMER’S NEEDS.

Aside from the obvious, do you mind if I ask why you consider increasing sales productivity to be a priority? I don’t need details. I just want to be sure to find the right solution for you.

Did you know a motivated sales staff is where your profits can grow very quickly? It’s smart to use incentives. Have you considered this?

You have? Great! Today then, I’ll just focus on ways to achieve that priority. If you like the results, we can talk about attracting new customers at another time.

Tangibly rewarding employees based on either a competitive performance goal or personal recognition for on-the-job performance can increase sales for that month.

By the way, I think an important benefit of my program is that it requires no work or follow-up on your part. You just set the parameters and decide what the awards will be; Ribbon® and I will handle the rest.

Start your tailored presentation. The Ribbon® Program has Gift Collections for just about any budget from $40 to $565, so you’ve got a wide range to choose from.

There are General Gift Collections with gifts that appeal to everyone. These may be best for incentives, competitions, and contests – occasions when you’re not sure who the recipient will be. And you just choose collections based on your budget.

There are also Specialty Gift Collections that are particularly nice for individual awards. You can tailor them for a recipient’s lifestyle, interest, or a special life event.

And Ribbon® Gift Collections are so easy to give. You just buy them and give them. Your part is complete. You do nothing else.

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Show how the card folds and fits on the cover of the album, and how the card can be used alone.

This is one of the Ribbon® Gift Collection Ensembles. It comes with this Gift Card and album that shows the available gift selections. See how the card fits nicely over the album cover? Both slip neatly into the silver envelope for a very elegant presentation.

You can also elect to give the Gift Card alone. You just personalize it with “To” and “From” messages and slip it into its own silver envelope. Or enclose it in your own greeting card or award package.

Take your customer to MyRibbonGift.com if a laptop or computer is available.

They just visit MyRibbonGift.com to view their collection online. If you have a computer handy, I can show you the site. You can even view all the Gift Collections.

Show the Gift Collections online or the Gift Collections Catalog.

Your recipients can easily redeem their gift online without involving you. Even their questions come to us, not you. That is the overall program, so you have a better idea of everything we offer. If you want to purchase Gift Collections and also a catalog or two to have on hand, that’s doable.

Start offering solutions to your customer’s needs using the Ribbon® Program.

So, if you offered an employee incentive, you could set it up as a competition, or as recognition, or you could give both kinds of awards.

LISTEN HERE; JOT NOTES FOR BUDGET AND NUMBERS – YOU’LL USE THEM TO WRAP UP THE SALE.

Depending on what you did, how many awards do you think you’d give in a month? Consider the size of your staff. And these are just ballpark numbers.

• 1–5

• 6–9

• 10 or more?

Would you envision the awards being equal in value or do you think you’d prefer various values?

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And what total dollar amount would you envision for a month, assuming that staff members were meeting your criteria?

• $40–$50

• $51–$75

• $76–$100

• $101–$150

• $151–$200

• $201–$250

• $251–$300

• $301–$350

• $351–$565

OK. Based on your answers, you prefer:

[name type of award preferred – competitive, acknowledgment, or both].

You could see presenting [# of awards] of [equal or varying] values each month.

For a total of up to [$ total monthly expenditure].

One more thing. Ribbon® Gift Collections are 100% satisfaction guaranteed or your money back. You still do nothing; it’s all on our end. Our customer service is unsurpassed, and your customers get me with the package. If they need any help at all, send them to me. My personal service comes with every order.

Offer this only if you are comfortable with creating promotional fliers and have the capabilities.

I’d be happy to help you create a flier explaining your incentives and we can discuss how you want to run your program, too.

And if you choose a recognition award, we can make a certificate that’s appropriate to go with it.

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You can either give the Gift Card on its own, or as the Ensemble with the album and large envelope. Either way, it’s the same price.

Do you have any questions?

Provide a recommendation based on their budget and the figures you’ve just obtained, and CLOSE THE SALE.

So based on what you’ve shared, my recommendation to improve your sales productivity is this:

Start with [name Gift Collections and price].

That allows for [#] awards and totals approximately [$ total – must be within their monthly price range!], which is in line with your budget estimate.

Does that sound like a reasonable starting point?

We can work out the particulars, but this package would give you a great trial run, within your budget. May I write it up for you?


You’ll have the Gift Collections within a week or so, and we can put together the details in the meantime.

Does your company prefer credit card or company check?

I can’t wait to talk to you after we get it started. It’s the best part. Thanks again and I’ll place the order right away. Please call me if you think of anything else. I really appreciate your time.

END OF SUCCESSFUL FULL SALE FORScript 2: Auto Dealership – Increase Sales Productivity


IF NEGATIVE RESPONSE, CONTINUE HERE.

You know, it is a lot to think about. I understand that. Another thing to try is a small award, which is surprisingly meaningful and personal.

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Share the Variety 5-pack special pricing (five for the price of four) or offer them at full price. It’s up to you!

(In Canada, this promotion is from August 10, 2015, to December 31, 2015.)

You could try the Variety Gift Collection to thank employees for a job well done, and then when you see the response that brings, you’ll have a better understanding and appreciation for what I’m talking about. Then, we can look at something else. Does that make more sense for you?


OK, great. You can create a lot of goodwill with these and it will give you an idea of the positive results Ribbon® can help bring.

Would you like to use a credit card or another form of payment?

Your order will arrive in about a week. Thanks again for your time. Have a good day! And I’ll be in touch soon.

END OF POSSIBLE FUTURE SALE FORScript 2: Auto Dealership – Increase Sales Productivity



That’s fine. Keep my business card. You can think about it. As you go through your marketing plans, we can always talk once you decide exactly what you’d like to do.

Remember, you may not get a “yes” to a sale, but a “no” could become a “yes” in the future. Work on maintaining a connection or relationship with the prospect.

I appreciate your time, and I’ll keep in touch. Please take this information packet and, of course, if you think of any questions, just give me a call. When is a good time to contact you during the day? Would you like to set up another time to talk in a month or so?

END OF POSSIBLE FUTURE SALE FORScript 2: Auto Dealership – Increase Sales Productivity

Be sure to follow up within the agreed upon time frame to determine if needs have changed or simply to keep in touch. Even if Ribbon® isn’t right for their business,

they may have friends, acquaintances, and other contacts who may be interested.

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Script 3: Real Estate Business

This is just one example of a business-to-business sales conversation. Be flexible, listen to your customer and fill their needs – don’t sell them just what you want to sell. You can do it!

Prepare

1. Schedule your appointment with the general manager, human resources manager, owner, or agent. Depending on the company’s size and organization, any one of these people (or others) may be the gift and incentive decision maker. Ask for only 10–15 minutes of their time.


SELLING RIBBON® TO A REAL ESTATE BUSINESS


Determine their needs. Hi, [their name]. I appreciate your time today and as I promised, I will be brief. I’m so impressed with your business! And I believe what I have to show you can make it even more impressive.

LISTEN HERE AND JOT DOWN NOTES ABOUT YOUR CUSTOMER’S BUSINESS.

Let me start by asking a few questions about your business:

• As a real estate agent, I would imagine the most important element to success is your relationship with your customer. Am I right or would you say it’s something else?

• And it looks like it’s a very complicated business?

• Does a lot of your business come from referrals?

OK. That’s great information, because I think what I have to show you can really set you apart from your competition.

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Start your tailored presentation by explaining how Ribbon® can help them.

I can help you make your customers feel appreciated and valued in a fun, personal way.

Another unique advantage is that the program I have to offer you, Ribbon®, is designed to give more than just a gift.

Ribbon® lets you give a memorable experience with a lasting impact – and that means they remember you.

I’ve seen it with many industries – Ribbon® can help increase referrals and people remember who gave them the Ribbon® gift experience.

LISTEN HERE; JOT DOWN YOUR CUSTOMER’S PRIORITIES AND NEEDS.

Now, do you currently have a system for thanking clients, welcoming them into a new home, or celebrating a sale, that kind of thing?

If you get a new listing, do you currently give a token of appreciation for that?

IF YES Oh, good, I can show you wonderful gift options in every price range, with name brands that would be perfect.

IF NO Let’s keep it in mind as a possible option – a small gift for new listings can really get your name out there in a good way.

People really respond to feeling pampered. And if they have friends who are thinking of listing, it can be a little indicator of what great service you offer.

Your new customer would say, “We listed our house with [agent’s name]. She even gave us a gift just for listing with her. It was really fun – we got to select our own gift from a great gift collection …”

Do you know many real estate agents who give listing thank-yous? And what might be an example if they do? A pen? Or a notepad?

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Do you know any who give gift cards? Doing so can be a true competitive advantage with no risk and a big impact.

You have the chance to be noticed with a unique gift card option that’s very versatile and affordable.

ADD BUDGET INFO TO YOUR NOTES. OK, let’s talk about budgets. Tell me how you decide how much to spend when you give customer gifts – does the home price decide?

Right. OK, that’s helpful.

CONTINUE JOTTING DOWN YOUR CUSTOMER’S PRIORITIES AND NEEDS.

And do you leverage open house attendance by offering a big gift if they buy before a certain date? Or encourage traffic with a gift drawing, anything like that?

IF YES Great, Ribbon® Gift Collections are perfect for that kind of use. And we can talk about offering a flier for your open houses that offers an impressive gift if they meet the terms of your contest. Does that sound OK?

IF NO Let’s put that on a wish list for now. Once you’ve had a chance to focus on your priorities, we can revisit that.

Do you have any staff that might respond to a sales contest?

IF YES Would that be a priority – to boost productivity? Or would that be another conversation?

IF NO OK, then we don’t need to worry about that right now.

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REPEAT THE NEEDS AND PRIORITIES THE CUSTOMER GAVE YOU ABOVE.

So, based on what you’ve shared, you might find several types of gifts beneficial to your business. Would these be your top five?

1. Listing gifts

2. “Welcome to your new home” gifts

3. “Congratulations on selling” gifts

4. Referral thank-yous

5. Open house purchase incentives

CONTINUE NOTING BUDGET INFORMATION AND NUMBERS.

And if you were going to give listing gifts, what would your desired price range be, between $40 and $565?

For the “welcome to your new home” gifts, how about that price range? Are those a little bit bigger gifts?

How about the “congratulations on selling” gifts to agents? Would those be the same as the welcome range, or something else?

OK, good. That gives us a starting point.

Continue your tailored Ribbon® presentation.

By the way, I think another great benefit of the Ribbon® Program is that it requires no work or follow-up on your part. Tell me what you want and I handle the rest. You focus on your sales and I focus on the gifts. Plus, each of your recipients gets to choose their own gift.

Show a Variety Ensemble. So let’s meet the Ribbon® Gift & Incentive Program. I’ll show you how it can meet your needs and how easy it is to use for you and your recipients.


This is one of the Ribbon® Gift Collection Ensembles. It comes with this Gift Card and album that shows available gift selections. Both slip neatly into the silver envelope for a very elegant presentation.

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Your recipients just visit MyRibbonGift.com to view their collection online. If you have a computer handy, I can show you the site. You can even view all the Gift Collections.


Your recipients can easily redeem their gift online without involving you. Even their questions come to us.

Shipping of the gift to the recipient, and the Gift Collections to you, is free.

Show the Gift Collections Catalog and a customized price list.

This gives you a glimpse of the overall program, so you have a better idea of everything Ribbon® has to offer.

One more helpful thing to know is that the Ribbon® Gift Collections you purchase and gift selections your recipients choose are covered under our 180-day Satisfaction Guarantee. And Ribbon® Gift Cards never expire or lose value.

Our customer service is unsurpassed and if anyone needs help, you just send them to me. My customer service comes free with every order.

Do you have any questions so far?


OK, now we’re getting to the point where we can look at getting you started.

Offer appropriate collections, a few from General and Specialty in the listing gift budget range.

Based on what you’ve told me, you’d definitely make a great impression with a listing gift.

My recommendation for that would be [name a General collection or a wide-appeal Specialty collection in their price range].

And if you went with that, would you like five of the same, or different ones?

ADD CUSTOMER’S SELECTIONS TO A LIST.

OK, great. I’ll write that down.

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Offer appropriate collections, a few from General and Specialty in the “welcome to your new home” budget range.

Now for your “welcome to your new home” gifts, you’ve got lots of options. You may want to get a sampling so you have a variety to choose from. I’m suggesting maybe four to six Gift Collections, and you said you’d like to stay around [$ their budget figure for “welcome to your new home” gifts], right?

You could choose from these, for example.


OK, I’ve got those.

Offer appropriate collections, a few from General and Specialty in the “congratulations on selling” budget range.

Next, the “congratulations on selling” gifts. Again, lots of options. For these you wanted to spend about [$ their budget figure for “congratulations on selling” gifts], right?

Would any of these collections make an impression?

Great choice(s)! How many do you think you’d like to start with? Four? Five? More?


Great. I’ll make a note.

Ask about open house incentives. Since we’re looking at these collections, let’s see where you are on the open house incentive. If you bought one of these Gift Collections as a drawing prize for example, it could help draw traffic to an open house, get a visitor to seek your services as a buying agent, or even entice them to purchase the home they’ve come to see. I can even help you set up the drawing and promotion.

Would any of these be worth it?


Wonderful!

And last, referral thank-yous. Would that be along the lines of a listing thank-you or would you want something different?

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IF SAME AS LISTING GIFTS Then maybe we should order a few more of those for referrals.

IF DIFFERENT THAN LISTING GIFTS OK, what price range for these? And how many would you like to try?


Sounds great. I’ve got those added.

Summarize what you have so far. This package would give you a great start, with the Gift Collections staying within your budget, while helping to boost referrals, attract new customers, and build customer loyalty.

You’ll have:

• [#] listing gifts

• [#] “welcome to your new home” gifts

• [#] “congratulations on selling” gifts

• [#] open house “incentive” gifts

• [#] referral thank yous

Plus, you’ll have these Gift Collections on hand when you need them.

Does this sound like a good starting point?

IF POSITIVE RESPONSE I’ll take these notes and write up your order while you think if there are any other questions or things we haven’t talked about, OK?

You’ll have the Gift Cards within a week or so, and we can put together the details in the meantime.

Do you prefer credit card or company check? Of course, commercial credit may also be available to you.

Thanks so much. I’ll place your order right away. It’s so exciting, and your clients will be so appreciative.

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Let’s make a note to touch base to talk about other ways you can use Ribbon® to improve customer response, attendance at open houses, etc., once you’ve tried these. Does that sound OK?

And please call me if you think of anything else. I really appreciate your time.

I’ll follow up with you once the Gift Collections arrive.

END OF SUCCESSFUL FULL SALE FORScript 3: Real Estate Business



You know, it is a lot to think about. I understand that. Would you prefer to focus on the smaller gifts? They are surprisingly personal and meaningful.

Share the Variety 5-pack special pricing (five for the price of four).

*In Canada, this promotion is from August 10, 2015, to December 31, 2015.

You could try the Variety Gift Collection 5-packs to use however you like. And then when you see the response they can bring, you’ll have a better understanding and appreciation for what I’m talking about. Then we can look at something else. Does that make more sense for you?


OK, great. I’ll order those right away. You can create a lot of goodwill with these and it will give you an idea of the positive results Ribbon® can help bring.



END OF SUCCESSFUL SMALLER SALE FORScript 3: Real Estate Business


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That’s fine. Keep my business card. You can think about it. As you go through your marketing plans, we can always talk once you decide exactly what you’d like to do.

Remember, you may not get a “yes”to a sale, but a “no” could become a “yes” in the future. Work on maintaining a connection or relationship with the prospect.

I appreciate your time and I’ll keep in touch. Please take this information packet and of course if you think of any questions, just give me a call.

Thanks again. Have a good day. And I’ll check back with you, too. When would be a good time to contact you again?

END OF POSSIBLE FUTURE SALE FORScript 3: Real Estate Business

Be sure to follow up within the agreed upon time frame to determine if needs have changed or simply to keep in touch.

Even if Ribbon® isn’t right for their business, they may have friends, acquaintances, and other contacts who may be interested.

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Script 4: Financial Institutions


Prepare



SELLING RIBBON® TO A FINANCIAL INSTITUTION


Determine their needs. Hi, [their name]. I appreciate your time today and as I promised, I will be brief. Thanks so much for getting together with me.

LISTEN HERE AND JOT DOWN NOTES ABOUT YOUR CUSTOMER’S PRIORITIES.

Let me start by asking a few questions about your business:

• Would you say attracting new customers or motivating your employees to exceed their goals is more important to your business right now?

• And how would you prioritize capturing loan opportunities? Would that be a primary goal?

• What about bundling products? How important is that to you?

• Do you have a large focus on attracting customers to purchase CDs or invest in other savings instruments?

• What other objectives do you consider a primary initiative right now?

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OK, thank you. That’s great information. Sounds like you’re more interested in making your customers feel special … special enough to keep coming back, right?

I think what I have to show you can really set you apart from your competitors and it’s ideal for a variety of applications, making it perfect for this setting.

LISTEN HERE AND JOT DOWN NOTES ABOUT YOUR CUSTOMER’S NEEDS AND GOALS.

Let’s talk for a minute about your customers. Do you focus on a particular demographic?

Start your tailored presentation by explaining how Ribbon® can help them.

OK, thank you. I think I can help you make your customers feel appreciated and valued in a way that goes beyond offering other gifts they may or may not use, while addressing your budgets and protecting your returns.

Another unique advantage is that the program I have to offer you, Ribbon®, is ideally suited for building customer loyalty. Has that been a focus for you at all?

Ribbon® lets you give a memorable experience with a lasting impact – and that means they remember you.

I’ve seen it with many industries – Ribbon® can help increase referrals and people remember who gave them the Ribbon® gift experience.

CONTINUE TO LISTEN AND JOT DOWN YOUR CUSTOMER’S PRIORITIES AND NEEDS.

Now, do you currently have a system for thanking clients, welcoming them when they open accounts, or take out a loan, or bundle services with you? Or maybe you have other scenarios that you reward. Why don’t you tell me a little more?

If you get a new customer, do you currently give a token of appreciation for that?

29

People really respond to feeling appreciated.

Are you aware of any competitors who have given gift cards for brand-name, high-end gifts? Probably not. What do they give? A pen? Or a notepad? The Ribbon® Gift & Incentive Program gives you a true competitive advantage, with no risk and a big impact.

You have the chance to be noticed with a unique option that’s very versatile and affordable.

REPEAT THE NEEDS AND PRIORITIES THE CUSTOMER GAVE YOU ABOVE.

So would you consider these in your top

five targets?

• New accounts

• Loans

• Bundling services

• CDs/Savings

• Mortgages

IF YES Great, these are perfect for Ribbon® products.

IF NO OK. Tell me which of those should stay, what goes, and what I should add for five marketing priorities.

And do you have any staff that might respond to a sales contest?

And would that be a priority, to boost productivity, or would that be another conversation?

IF YES, SALES STAFF INCENTIVE IS A PRIORITY, GO TO END OF SCRIPT.

IF NO OK, then we don’t need to worry about that right now.

30

LISTEN AND ADD BUDGET INFO TO YOUR NOTES.

OK, let’s talk about budgets. Tell me how you decide a price point for customer incentives.

And is there an incremental scale depending on the amounts involved?

OK, that’s helpful.

RECAP YOUR CUSTOMER’S TOP FIVE. So based on what you’ve shared, you might find several types of gifts beneficial to your business.

And if you were going to offer an incentive, let’s go back and give a ballpark price point for each of the five.

• New accounts

• Loans

• Bundling services

• CDs/Savings

• Mortgages

OK, good. That gives us a good starting point.

By the way, I think another great benefit of the Ribbon® Program is that it requires no work or follow-up on your part. Tell me what you want and I handle the rest. You focus on your bank and I focus on delivering your customer experience and the gifts. Plus, each of your recipients gets to choose their own gift.

Show a Variety Ensemble. So let’s meet the Ribbon® Gift & Incentive Program. I’ll show you how it can meet your needs and how easy it is to use for you and your recipients.


This is one of the Ribbon® Gift Collection Ensembles. It comes with this Gift Card and album that shows them their available gift selections. Both slip neatly into the large silver envelope for a very elegant presentation.

31

You can also elect to give the Gift Card alone. You just personalize it with “To” and “From” messages and slip it into its own small silver envelope. Or enclose it in your own greeting card.

And with either option, it’s easy to slip in your business card or contact information.


Your recipients just visit MyRibbonGift.com to view their collection online. If you have a computer handy, I can show you the site.

You can even view all the Gift Collections.


Your recipients can easily redeem their gift online without involving you. Even their questions come to us, not you.

Shipping of the gift to the recipient, and the Gift Collections to you, is free.

Show the Catalog of Gift Collections and a customized price list.

This gives you a glimpse of the overall program, so you have a better idea of everything Ribbon® has to offer.

One more helpful thing to know is that the Ribbon® Gift Collections you purchase and the gifts your recipients choose are covered under our 180-day Satisfaction Guarantee.

Our customer service is unsurpassed and if anyone needs help, contact instructions are easy to find … right on the card. Plus, my customer service comes free with every order.


OK, now we’re getting to the point where we can look at getting you started.

Offer appropriate collections, a few from General and Specialty in the new account gift budget range.

Based on what you’ve told me, you have five potential uses for Ribbon® Gifts.

My recommendation for new accounts meeting your certain minimum balance would be [name a General collection or an appropriate Specialty collection].

32

And if you went with that, would you like an upgrade for larger minimum balances or just the one Gift Card for all new accounts from the minimum balance on up?


OK, great. I’ll write that down.

Offer appropriate collections, a few from General and Specialty in the new loan gift budget range.

Next, your new loan gifts, with a price point of around [$ their budget figure for new loan gifts], right?

You could choose from these, for example. Does one of them appeal to you?


OK, I’ve got those.

Offer appropriate collections, a few from General and Specialty in the bundling services budget range.

For your next priority, the bundling services (or whatever they’ve identified), you want to offer something in the [$ their budget figure for bundling services gifts] range, correct?

For that, I’d recommend [name Gift Collection recommendation based on budget]. It’s got great items such as [name a few items and/or brands].

Do you think that will work for you?


Great. I’ll make a note.

Offer appropriate collections, a few from General and Specialty in the savings gifts budget range.

And for your savings gifts, with whatever specifics you establish, you wanted to stay around [$ their budget figure for savings gifts], which makes me lean toward the [name a collection in their budget range] Gift Collection.

Would that work?

33


Wonderful!

Offer appropriate collections, a few from General and Specialty in the mortgage gifts budget range.

And finally, for mortgages (or whatever they’ve identified), these are bigger customers, so you’re considering a gift value of [$ their budget figure for mortgages]. That is the perfect chance to offer the [name a collection in their budget range] Gift Collection, with great gifts any new homeowner would enjoy.

How does that sound?


OK. I’ve got those added.

Summarize what you have so far. Now, those options are on target with your budget, and solve the issue of valuing your customers, attracting new ones, and encouraging new business.

Another nice feature is that you won’t have merchandise piled all over your lobby.

You’ll have the Gift Card Ensembles – the one with the album – or if you want your recipients to handle it online, you can just give the Gift Cards by themselves.

Which would you prefer?


We can even print fliers to tell everyone about the great incentives to join [name of bank/credit union/financial institution].

Do you have any questions about the Ribbon® Program or how it works? Have I missed anything, or do you want to take a look at any of the specific Gift Collections we’ve talked about?

IF YES, THEY WANT TO LOOK AT THE COLLECTIONS.

OK, let’s take a closer look at those collections and you can ask any questions you have.

34

CLOSE THE SALE. So this incentive package would give you a great start.

The Gift Collections will help you:

• Stay within your budget.

• Bring in new business.

• Encourage customers to sign up for services that make your job easier.

• Incentivize loan customers to choose your bank over your competitors.

• Foster customer loyalty through a generous, pleasurable experience.

Get a feel for the quantity by asking for a range.

What quantities make sense for the kind of traffic you experience?

• 25 or less?

• 25 to 50?

• 51 to 75?

• 76 to 100?

• More?

If you went with my recommendations for your top five objectives, at these quantities, you could simply see how quickly you go through them. I can always get you more.

Plus, you’ll have Gift Collections on hand whenever you need them.

Is there anything else you’re looking for or can I go ahead and write up your order?

IF POSITIVE RESPONSE You’ll have the Gift Cards within a week or so and we can put together the details in the meantime.

Do you prefer credit card or company check?

Thanks so much. I’ll place your order right away. It’s so exciting, and your clients will be so appreciative.

35

Also, I’ll make myself a note to check back once you’ve seen the response to these. I think for little incentives such as new Direct Deposit signups or automatic loan payment signups, the Variety Gift Collection might be an ideal incentive when you want to change it up a little.

And please call me if you think of anything else. I really appreciate your time.

I’ll follow up with you too. I know this is a completely new program to you. I understand that. Remember, it is completely risk free. Everything you buy is satisfaction guaranteed or your money back. I’ll be calling in a few days to confirm details.

END OF SUCCESSFUL FULL SALE FORScript 4: Financial Institutions



Can you tell me what is making you feel hesitant?

LISTEN FOR THEIR CONCERNS AND DEPENDING ON WHAT THEY ARE, YOU CAN:

• OFFER A LOWER QUANTITY.

• WAIT TO PURCHASE ON A COUPLE OF THE INITIATIVES.

• OFFER A LOWER PRICE POINT.

• TRY FOR A SMALLER ORDER, WITH A REVISIT AT AN ESTABLISHED FUTURE TIME.

Let’s talk about what would make you feel completely excited about getting this off your plate and offering your customers some great gifts.

36


OK, great. I’m glad you’re happy. That’s my goal. And if you want me to explain anything further, I’m happy to stay. I just don’t want to take up too much of your time.

I’ll order your Gift Collections right away. You’ll create a lot of goodwill with these and it will give you an idea of the positive results Ribbon® can help bring.



END OF SUCCESSFUL SMALLER SALE FORScript 4: Financial Institutions



That’s fine. Keep my business card information. You can think about it. Remember Ribbon® and our discussion as you go through your marketing plans. We can always talk once you decide exactly what you’d like to do or if something comes up that would change your mind.

I appreciate your time and I’ll keep in touch. Of course, if you think of any questions, you just give me a call.

Remember, you may not get a “yes” to a sale, but a “no” could become a “yes” in the future. Work on maintaining a connection or relationship with the prospect.

Thanks again. Have a good day. And I’ll check back with you, too. When would be a good time to contact you again?

END OF POSSIBLE FUTURE SALE FORScript 4: Financial Institutions

Be sure to follow up within the agreed upon time frame to determine if needs have changed or simply to keep in touch.

Even if Ribbon® isn’t right for their business, they may have friends, acquaintances, and other contacts who may be interested.

37

FOR SALES INCENTIVE PROGRAMS AS A PRIORITY, START HERE.

A motivated sales staff is where your profits can grow very quickly. It’s smart to incentivize them.

Today then, I’ll just focus on ways to achieve that priority. If you like the results, we can talk about attracting new customers at another time.

Tangibly rewarding employees based on either a competitive performance goal or personal recognition for on-the-job performance can increase sales for that month. If your loan officers or new account managers could participate in that program, I’m sure it would be good news for all of you.

So if you offered an employee incentive, you could set it up as a competition or as recognition, or you could give both kinds of award.

Depending on what you did, how many awards do you think you’d give in a month? Consider the size of your staff. Would it be:

• 10 to 20?

• 25 to 50?

• More?

If I hear you correctly, you may want [#] Gift Collections to reward staff who meet certain loan or new account quotas.

And you’d want these awards to be at a value of [$ their budget figure].

Is that correct?

OK, then my recommendation would be this:

[#] Gift Collections at a total cost of [$ their budget figure] for one month of employee incentive awards, based on meeting the criteria of your contest.

38


I can even help you put together a nice flier to post in the break room to inform your staff how it works and when it’s taking place, not to mention the potential to win a great prize.

How does that sound? Should I write this up, and you’ll be ready to set it up and run with it?

Great. I’m happy to help, whenever you need it. Please hold onto my business card and contact me anytime with questions or concerns.



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