Automated Marketing Plan

Two major sales challenges that we all face include:
     1. Business Development - Bringing new business in the Front Door
    2. Customer Care - Keeping the Back Door closed to competition 

Balancing these critical areas is not easy but Market Mentor will make it easier by automating the steps of the process.

Most Sales Automation programs have the potential to help address these challenges, but in order to take advantage of their capabilities you first have to; 1) flow chart & design your sales processes, 2) write all the sales letters & email documents, 3) test to make sure it works properly. Another option is to pay a software consultant several thousand dollars to do it for you. But that still takes a lot of your time (and money) to educate the consultant on what you want, especially if they don't know your industry. Market Mentor is a ready-to-use, Automated Business Development & Customer Care Plan that works with ACT, GoldMine, TeleMagic and SalesLogix to automate your entire sales and marketing process. 

It has taken over 200 hours and 8 years to develop Market Mentor to it's current version. Hundreds of companies are using Market Mentor to manage sales campaigns, lead generation and customer care. It contains 150+ pages of “how to” relationship marketing advice, marketing flow charts, 50 letters and email templates, 8 pre-designed sales tracks to help you get started and guide you through every step of the relationship selling process.  So that you never have to make another cold call!

 Brochure
 PowerPoint Presentation

Market Mentor Contents

Chapter 1 - Introduction to Relationship Management
Chapter 2 - Flow Charts

Chapter 3 - Prospecting Track

Chapter 4 - Interested Track

Chapter 5 - Not Interested Now Track

Chapter 6 - Lost Sale Track

Chapter 7 - Customer Care Track

Chapter 8 - Installation Instructions

Chapter 9 - Appendix

Prospecting  
Most first and second calls on a new prospect are introductory, rapport building sessions. This is a necessary step in the sales process but it is both expensive and time-consuming.

We've prepared a series of three letters designed to professionally introduce your company and representatives to your suspects and prospects. Once all three letters have been sent, the system places a reminder on the sales administrator's calendar to ensure proper follow up.

A phone call to the suspect and assuming they make contact, only three things can happen:
    1. They are interested
    2. They are not interested right now
    3. They are not interested at all

Based on their response, you would re-assign the contact to the appropriate follow up track.

Pre-written documents and steps

     Letters: 4 steps – 3  letters & envelopes + follow-up reminder

     Email:   4 steps – 3 email messages + follow-up reminder  

Interested

The Interested Track will move the prospect through the steps to ensure prompt and professionals follow up. Interested responses fall into 2 categories:
    1. Interested and qualified – Appointment set
    2. Interested and qualified – No appointment
    3. Not Interested now and qualified

Pre-written documents and steps

     With Appointment

        Letters: 7 steps – 6  letters/faxes & envelopes + follow-up reminder

        Email:   4 steps – 3 email messages + follow-up reminder

      Without Appointment

        Letters: 7 steps – 6  letters & envelopes + follow-up reminder

        Email:   7 steps – 6 email messages + follow-up reminder  

Not Interested

Studies have found that up to 63% of all leads turn into a sale for somebody within a year. If it takes 6- 8 contacts to make the average sale and 80% of sales people give up after the 3rd contact, there’s a lot of business out there for the taking if you have a structured lead management plan in place to ensure that good opportunities don’t fall through the cracks just because of a timing issue. 

This track is designed to help you "stay on your prospect’s minds" without "getting on their nerves" …automatically! And, without wasting valuable sales time on good prospects who just are not ready to buy right now.

Pre-written documents and steps

     Letters: 4 steps – 3  letters & envelopes + follow-up reminder

     Email:   4 steps – 3 email messages + follow-up reminder

Lost Sale

This track is designed for those cases when you‘ve done your best but lost the sale. One far too common response to losing a sale is to react emotionally, criticize their decision and run the risk of closing the door for any future business. Another response is the one we suggest in the "lost sale" track. Used properly, it will establish you as a professional and keep the door open in case . .
    1. The solution they selected is not quite as great as expected
    2. The sales rep does not service the account as promised
    3. They leave and need a product like yours at a different company

Pre-written documents and steps

     Letters: 7 steps – 6  letters & envelopes + follow-up reminder

     Email:   7 steps – 6 email messages + follow-up reminder

Customer Care:  
This track is designed to ensure that we
    1. Thank new customers for their business

    2. Follow up after-the-sale to make sure they are happy with their decision
    3. Minimize "buyer’s remorse"
    4. Stay in touch without getting in the way
    5. Cross-sell other products to a happy customer
    6. Gain referrals
    7. Retain the customers we’ve spent so much time and money on while acquiring them.

   
New customers will always receive 3 letters and a phone call within the 1st month. Afterwards, each customer will receive a thank you letter every 45 days to remind them that you’re interested in their success, offer your assistance and thank them again for their business.

Existing customers will receive 4 letters over the course of a year. Once they get over the initial shock of receiving thank-you letters, the phone should start ringing with repeat orders from them and referrals that they've been meaning to tell you about but haven't heard from you.

 

Pre-written documents and steps

     New Customer

          Letters: 4 steps – 3  letters & envelopes + follow-up reminder
          Email:   4 steps – 3 email messages + follow-up reminder
     Existing Customers 
          Letters: 5 steps – 4 letters & envelopes + follow-up reminder
          Email:   5 steps – 4 email messages + follow-up reminder

Nurture
This is an extra track that we've pre-designed to allow you to cut & paste any information you want into the 12 blank Word documents and email templates. Some of our clients use this track to automatically print or email a monthly newsletter. We use it to send a monthly sales training article to anyone who requests to be placed on our email list. 

 

Pre-written documents and steps

Letters: 13 steps - 12 letters
Email:   13 steps – 12 email messages

Copyrights: All of the Market Mentor Automated Marketing Plan documents, sales campaigns, programs and hardcopy documents are copyrighted by Office Automation Consultants, Inc. Market Mentor customers are authorized to use the Market Mentor program on one PC or server.  You may not reproduce the documents, automated processes, programs, hard copy printouts, etc. and any portion of the program without the express written permission of Office Automation, Inc. Additional user licenses are available from Office Automation Consultant, Inc.