Document Scanning Sales Defining: Who, What, When, Where and How PRESENTED BY: WILL RUSS 1.866.490.4372 WWW.CRMI- ONLINE.COM About Us Primary Service Area Greenville NC: Population 90K Pitt County: Population 175k 70-90 mile radius 1
Competition Scanning Bureaus Record Storage Companies Shredding Companies Client s who choose to scan in house But also... EHR Companies Software Providers Content Management Systems IT Companies Copier/Office Equipment Vendors Who should you be targeting? determine you niche what kind of jobs are you able to take on? where are you currently finding success? small scale vs. large scale jobs what kind of jobs are right for your company determine potential markets Who should you be targeting? specialist vs. generalist saturate vertical markets share success stories reference others in their industry seek associations for industries you want to work in who else have you done work with keep it high level running list of big names customers close/contact info closer 2
Who should you be targeting? Are you following RFPs in your state? market indicators potential opportunities geographic qualifications Do your sales people know the purchasing agents that matter? hospitals universities government entities Are there companies out there that can compliment your service offering? Would a partnership with that company be an advantage? What sets your company apart? What doesn't set you apart... secure solutions cost effective been in business for 40 years 100 employees the best at what we do been doing this longer than anyone whatever it takes to earn your business manage your records more effectively the best customer service high customer satisfaction full service one source for all of your data management needs 3
What sets you apart from the competition? learn your competitors know as much about your competitors as you do about your product knowledge understand their pricing models most importantly know how to sell against it know the names of the contacts and companies in your market get your customers talking about experiences with the competition I m in the business of creating educated buyers address things client s should consider forecast challenges identify potential hidden cost provide apples to apples understanding the advantages of pricing models What sets you apart from the competition? needs assessment high level overview of everything inventory of the potential work only discuss the topic at hand differentiating yourself through your proposal presentation turnaround time are you ensuring that your decision maker is in the room have you provided enough information for a final decision maker to make an educated decision on your proposal providing options 3 options 3 price points does your proposal identify alternative options cost saving initiatives best practices listing alternative options and scheduling What set you apart from the competition? Who are you bringing to the table in your presentations? do you have thresholds is distance an issue for your client are you talking about the level of involvement that your team had in putting a proposal together The demo an investment or unnecessary expense? purpose process cost timeline manage expectations /proof of concept returned container due diligence 4
When to contact prospects? Where should your touches occur? fiscal year - when are your prospects discussing budgets? where are your touches occurring? phone email face to face cold calls booking services associations speaking engagements Cold Calls Massachusetts Institute of Technology (MIT) Study 1. Thursday 2. Wednesday 3. Friday 4. Monday 5. Tuesday Wednesday and Thursdays were 50% more successful for calling prospects Thursdays were 19% better than Fridays Cold Calls 5
Cold Calls Lead Response Time Lead Response Time 6
Lead Response Time Where should your touches occur? What are you trying to achieve through your marketing efforts? build rapport create a story build familiarity within a particular market share success of others provide information become someone people look to for advice Email marketing I closed a major scanning job from our email marketing campaign -said no one ever follow-ups sharing stories creating awareness How to present a winning solution Recognize the client s need capitalize on that need communicate your understanding of those needs to the client create a compelling case and bring to light things they may not have considered as being a need Demonstrate how you have solved similar problems share similar success stories of how you ve helped other clients don t sensationalize your success stories Pricing and Timing the goal of buying is value value is the difference between the benefit and the price provide a business case (costs, benefits, timing, and financial impact of your solution) get in early in the proposal process 7
How to present a winning solution Presentation format face to face email GoToMeeting Additional Information Background Pictures Management Team Scope of Work Detailed Scope of Work Additional Cost Steps for implementation How to present a winning solution Communicate Innovation www.crmi-online.com 866.490.4372 8