Page 246 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Steps & Commitments
Building Your Franchise
8) Establish a paid referral relationship with a Chamber of Commerce in your area. Not all will participate but some will – if not a Chamber, some other group that influences members.
9) Arrange to do at least one seminar or lunch-and-learn for a client every six months. Researching a topic of interest to them and their staff will take a couple of hours of work and can create significant goodwill. This can be done for groups of clients as well if you feel comfortable doing so.
10) Arrange to do a joint seminar with other Centers of Influence.
11) Select one vertical market and commit to go deep and wide in that vertical.
12) Commit to obtaining one new client every week – no excuses – no matter how small that client is it will build your business. As part of this strategy, you must commit to setting four or five appointments every week and don’t stop doing what you need to do until that goal is achieved.
13) Commit to meeting two other business professional for coffee (or visit their office) every week. Review the role play video in the The Warehouse (Sales & Marketing)
Commitments to Success
14) Commit to using the Schooley Mitchell CRM program – every client. That includes a Welcome Letter, the Pulse, the SMARRT Relationship Builder, handwritten note cards, and sending the client Distinctive Value items (personal and business related). Not only will this help create a much better and deeper relationship that delivers value to your client, it will also increase referrals and establish your claim as a professional that not only provides a service but also helps your clients succeed. Using these relationship strategies will also significantly enhance the likelihood of renewal with your clients at contract-expiry time.
15) Commit to adding a minimum of three people to The Pulse every week. The discussions you will have to make this happen will be invaluable to your Franchise and the ongoing benefit of the ‘drip’ campaign cannot be overestimated – both with clients and contacts.
16) Learn the elevator speeches cold so you can deliver your best 30 seconds at any time. You must know the basic optimization/contingency message cold as well as the messages related to an IT/Telecom techie that may get thrown in front of you at any time.
17) Learn the Lettuce Story so you can present it when time is an issue. Learn the Envelope Presentation that demonstrates our program, our value, and our lack of risk for our clients.
Manual Revised: April 3 2025 Confidential
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