Marketplace International 2012
Ireland, Partners for Growth
HELPING CUSTOMERS BUY
Closing the Sale -The Follow Up
Growing the success of Irish food & horticulture
Growing the success of Irish food & horticulture
Helping Customers Buy – Closing the Sale
The Follow Up
Content Overview
Revisit stages in Buyer & Sales Process
Identify where you are now
Stages to complete for follow up
Follow up activity for each sales priority type
Sales Collateral – FACT FEATURE BENEFIT
Develop a follow up plan, present and review
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Buyer Process & Sales Process – Where are we Now?
Need recognition and problem
awareness
Information search
Evaluation of alternatives
Make purchase
Post purchase
evaluation
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Stages to Complete
Meeting & Presentation Follow Up
MARKET PLACE Meeting Follow Up Template
Company Overview presented?
Product proposition presented?
Decision-maker identified?
Any other influencers?
Considerations / Objectives:
Replace existing Supplier
Nomination alongside existing Supplier
Breaking new ground
Rank level of interest
Product / Concept presented?
Interest established with Volume / Value opportunity?
Preliminary Commercial Proposition presented?
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Stages to Complete
Proposal/Tender Follow Up
FIRM PROPOSAL COMMUNICATED
FOLLOW UP 1
Verbal?
Email?
Face-to-face?
FOLLOW UP 2
Negotiation / Review of Proposal
FOLLOW UP 3.
Chaser to press for a decision
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Stages to Complete
Outcome
OUTCOME = DECISION-TIME
Written agreement to Trial?
Written agreement to List?
Written agreement for Joint Product Development?
Other positive outcome?
Opening Order Booked
NO PROGRESS LIKELY
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Priorities Prospects for Follow Up
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Assess Value
Assess
Fit/Suitability
Criteria
Assess
Opportunity
Rank Prospect
Types A, B, C
Different level
Communication
Plan for each
CRM Database
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Communications Plan for each Prospect
A,B,C Priorities
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Aramark
Follow Up and
Communications
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Feb 11
Bord Bia Marketplace Sales Presentation
Feb 20
Follow up with Thank You email & send samples
Document
Feb 27
Follow up with ‘did your receive’ email
Process
Feb 15
Invitation in Post to Visit factory
Steps
Feb 30
Phone Call to follow up
Communication
Ideas
March
Invitation to event
April
Press coverage/award/q-mark/business win etc
Follow Up
Who
When
KPI
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Lead Nurturing
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Multi Touch Follow Up
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Sales Collateral Samples – FACT
FEATURE BENEFIT
Website
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Online Brochure, testimonials, case studies, quality awards
SEO, Social Networking, LinkedIn
Newsletter/ezine, press coverage, industry news/article
Sales Presenter
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Product Range , SKU , packaging, pricing etc
Mission-vision/-values / USP / Positioning / Core Sales Messages
Business Card, Corporate DVD - make it different/memorable
Branded pen/notepad/mouse pad etc leave behind
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Follow Up Sales Plan
- Putting it into Practise
Exercise 6 teams of 5
Select 3 products from 3 different companies from your team
Identify 3 buyers from Marketplace you are trying to sell these
products to
Scenario 1. Difficult Meeting – Poor Translator : Follow Up Plan?
Scenario 2. Good Meeting – No commitment : Follow Up Plan?
Scenario 3. Good meeting – Buying Signals : Follow Up Plan ?
Working as a Team, develop a follow up plan to close the sales
FLIP CHART EXAMPLE
Each team will be asked to present their follow up Sales Plan
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