Page 46 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Distinctive Value
Business Distinctive Value
To All Consultants:
There was a question on the Prospecting webinar yesterday related to Business Distinctive Value. The Warehouse CRM system has a spot to record Personal DV as well as Business DV.
Personal DV would include things like personal interests, hobbies, sports, etc. Business DV would include things like business stresses, issues, problems, and concerns, as well as interests and opportunities.
The point of recording these types of things is that they are fully searchable. As a result, if you come across a good article about golf, you can call up all your contacts that have golf as an interest and send them the information.
An example of business DV, might be if you came across an article, book, website, video, or other resource or referral that related to any subject you have recorded in the database such as – staff retention, employee motivation, office politics, interested in international markets, distribution problems, etc. As you can see, there can be all kinds of subjects, stresses, and interests recorded here so you can address them or provide related information as you are able to do so.
This type of information can be gold to you. The CRM system is the spot to record the information so it can be queried at any time in the future for you to take action. Those interests and issues will always be recorded in your contact’s record, and can also be queried by subject or keyword etc.
Dennis
Manual Revised: April 3 2025 Confidential
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