Loss Prevention & Business Development Consultants
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Table of Contents:
Part I What You Need To Know
Pg. 9 Introduction
Chapter 1 Who Are You and How Do You Fit The Pg. 11 Marketplace?
Find out how you fit into your role in your business community. Learn about three basic business models. Use this information to grow your business! Chapter 2 Marketing 101 Pg. 29
Learn about some important marketing concepts that can bring profits to you! Use our tips to plan your marketing strategies. Learn how to measure your success. Chapter 3 Finding Out What Your Customer Really Needs Pg. 37
Learn the best way to survey your customer’s operations. Find out how much and why they are experiencing losses. Match your products and services to reduce your customers loss exposure! Upgrade your service and grab bigger sales!
Learn why you should build a PM program into every proposal. It’s all about recurring income! Should you sell the whole program or just Member Service discounts? Find out how PM programs can help you to control your own costs. Use you PM programs to control Tech activities during slow times of the year. Use your PM visits to identify more customer sales opportunities!
Chapter 5 Putting Together Your Recommendations Pg. 69
Show your customers how to use lost profit dollars to pay for prevention! Learn how to make sure you are including all of your key products and services. Don’t just write it down, show them a picture of what they are getting! And more!
Chapter 6 Proposals That Sell Themselves Pg. 77
Put
together professional proposals with photos and diagrams to illustrate
all of the benefits of your equipment and services to your customers. All the elements of Show and Tell! Keep your customers from using your proposal to shop prices with your competitors! Chapter 7 Presenting Your Proposal- It’s Show time! Pg. 85
Learn where and how to present your proposal to control distractions. Learn the best ways to explain the cost of equipment and installation.
Overcoming objections and the lost customer profits on the table that
pays for the program. Agreeing on an implementation timetable. Closing the deal!
Chapter 8 Partnering With Professional Service Providers Pg. 97
Learn how to become your customers’ key partner to identify and sub-contract professional services that you don’t provide. Finding ASIS International board certified loss prevention professionals Get help with the policies and procedures your customers need to manage their loss prevention program.
Chapter 9 Event Oriented Marketing Pg. 105
Find out what is it and how it can work for you. Build your professional standing in the business community with keynote speakers. Get more “face time” with your existing customers. After Your Marketing Event – Now What? Learn how to follow up on what you have learned from your customers. Use your customer face time to trigger sales proposals. Survey attendees and learn how to make the event even better next time!
Chapter 10 Keep Your Customers With Newsletters And Pg. 113 E-mail Programs
Find out why newsletter programs can help you retain your customers. Educate your customers on new products and services.
Inform your customers about current crime trends in your community and
show them how they can reduce their exposure! Grab new customers With Direct Mail What is the best type of direct mail? Learn about mailing lists. What should you expect as a return on your investment? How do you measure success?
Chapter 11 Build Relationships That Last Pg. 121
Beyond the newsletter!
Learn about some of the things that you can do to create a long-term
Business Partnership. Learn about what the academic experts say about Relationship Marketing. And More!
Part II Implementing Change & Deciding To Take Action
Chapter 12 Transitioning To Proactive Marketing Pg. 135
Special: How To Build A Successful Company! Planning for change. Highly focused marketing and selling! Developing the plan. Deciding what functions you need to operate! Identifying accountabilities - Who is responsible? You need SMART Planning! And More!
Chapter 13 Selection, Care And Feeding Of Your Sales Pg 161 And Marketing Department
Creating a plan & create a job description. What should the employment ad say to capture the best candidates? Identifying key position attributes to guarantee plan success! Interview questions to sort out “good, better and best” hires. Does your business environment support the plan? Learn about Your Leadership Behavior! You must do a background check! Joey D’s Lessons Learned!
Chapter 14 The Training Program that you need to succeed! Pg. 181
Set up a written training plan! Measure learning using quizzes and practical exercises. What about using source books and materials? Joey D’s Lessons From Successes - Training
Chapter 15 Measuring Your Success - Was It All Worth It? Pg. 189
You’ve done the planning, put it in writing, budgeted the funds and rolled out the program. Learn how to measure your success.
How you can analyze your company performance and put your best assets
into overdrive! . Chapter 16 The Famous Last Words Pg. 199
Call to ACTION! What we hoped that you learned. Learn about us and where to find resources to help you plan and succeed! Find out about forms and tools that we have available and seminars to learn more.
What Are you Waiting For? Now is the time for PROACTIVE Marketing and Sales Strategies!
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