In order to expedite the project set-up, he will create a Strategy Development Team (SDT) which will include all department heads, supervisors and senior management and his strategic partners and his clients team(s). He will provide a strategy meeting outline that focuses on the following agenda:
Objectives & Goals
Unique Customer Benefit
Target Audience
Product/Service
Features & Benefits
Handling Questions and Objections
Qualifiers & Rating System
Rating Actions
Communications Management
Request for Client Data
Project Management and Data Management.
The initial "Needs Analysis" takes from 30-60 days to develop a complete and comprehensive plan. Average initiative set-up typically takes between 10-35 hours per market after the set up of the first five market places. This includes a review of the clients marketing information, developing the scripts, and training each staff member who will be on his project team. The initial focus is generating a list of your prospects that are profitable and have the highest propensity to purchase.
This often includes several test databases, calls, mailers, emails, and faxes in order to identify their prime target audience. Strategizing the project typically takes place in this same timeframe. After completion of the strategy outline, he will have enough information to begin drafting the scripts for his clients projects. He has several mailers, books, color slicks, printed materials, call samples "scripts", ad copy, emails, faxes for his clients to start with.
David’s clients will have full and total control over the message he sends and how he sends it. Training his Project Manager begins with an introduction on your company and history, product education and industry education. He will utilize your marketing materials, website, and information gathered through the strategy meeting, even familiarizing himself on your competition. Each Project Manager must fully understand your product and demonstrate their ability to communicate your message, and will be monitored on an ongoing basis to insure quality standards. The calling phase begins after completion of the training and a "mock" marketing/sales period in order to perfect the presentation. He and his team will transfer appointments and leads daily, and will stay in communication with his clients throughout the project in order to advise them of any trends, additional questions and feedback from their client contacts. |
