Page 49 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Sales & Marketing Training Overview
1) Perceptions of Others – Emotion Driven – Amygdala – Not Logical 2) Attitude – It’s in Your Control – Positivity – You Decide
3) Start Small
a. 20 to 30 small clients
b. Every one of them is a referral source
c. Learn the process at every stage
d. Will create revenue flow sooner
e. Start with your own community vendors
f. Can get some medium clients as well but must get a volume of small clients to build referral
sources
4) Promote Your Suppliers
a. Write a letter of testimony – do it – every week for a different vendor
5) Prospects Evaluate You
a. Do you have industry experience?
b. Do your clients recommend you?
c. What do other professionals in the community say about you?
6) It’s always the answer and/or discussion point a. Money
b. Time
c. Security
d. Knowledge
7) Scripts – You must know them – cold a. Phone
b. Quick intro – Two Liner c. Elevator pitch
d. IT person pitch
e. Fee based pitch
f. EPP
g. Who is Schooley Mitchell
h. Common Service Agreement description i. Envelope Presentation
j. Flaming $100
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