presentation review and notes - liftbusinesssolutions.com overvi… · strategies of prospecting...

Strategies of Prospecting

Getting the Appointment

Becoming the EXPERT

SALES Presentation and SALES Presentation and

ReviewReview

805-267-5502

The LIFTLIFT Difference

More than a “SMART” Card Who is our customer?Company. Business owners,

specifically retailers participating

with the LIFT Network will increase

their sales and profits with our

knowledge of their consumer and

the benefits of connecting and

keeping connected to increase sales

while using new tools and functions

to increase the retention of their

customers and reducing their

marketing and costs of performing

sales.

LIFT is the difference between

gambling with money to produce

new sales, effective marketing of

the business and an easy efficient

way to maximize sales.

Our customer is any business

owner in retail that wants to

increase their businesses sales and

retain their customers.

The average retailer

can now guarantee

their business future

sales and reduce their

overall advertising

costs.

Extraordinary

LIFT is a custom solution for

independent retailers to maximizing

their investment in creating new

sales from their existing customers

and reducing the overall cost in

sales and marketing.

West Coast

555 Airport Way | Suite A

Camarillo, CA 93010

PH: 805-

FAX: 800-381-2870

East Coast:

5010 W. Carmen ST |Suite

3010

Tampa, FL 33609

PH: 813-864-4710

FAX: 727-499-6941

www.liftbusinesssolutions.com

Training & Agent Data Center

Lliftuniversity.com- Web portal

for sales information,

forms, marketing materials,

merchant profiles, training, and

how to.

Agent Data Center (ADC)

Manage your business

with a fast, easy-to-use,

management guide of

your accounts:

Agent Dash Board

Gift & loyalty

Residuals

Payments(accounting)

Downloads

Training

My account

3

Submitting an order:

Fax Delivery: 800800--381381--28702870

Email Delivery:

[email protected]

Creative Services/Artwork

[email protected]

Administrative Support- 805805--267267--55025502

Connie Vega - Xt519 – [email protected]

Kjell Nesen - Xt567- [email protected]

Kinzie Visser- Xt 571 [email protected]

Dyson Barnett-813-864-4710 Xt: 140

[email protected]

POP relationship services-contact your recruiter or

relationship manager

S.E. including NC, SC, GA, FL, LA, AL, MS, TN-William Collins-

813-864-4710 Xt: 141

[email protected]

Central including OH, WI, MN, IA, IL, IN, KY-Mr. Henderson-

330-962-9336 [email protected]

N.E. –Mid-Atlantic – Dyson Barnett 813-864-4710 Xt:140

[email protected]

West-Kjell Nesen 805-267-5502

[email protected]

Support-

805-267-5502 Yvette, Tina, Leslie and Tim are available to

assist and support your merchants and you for terminal and

customer service

Agent support including documents, notes, training please

visit www.liftuniversity.com

Customer information, shipping, and other information ADC-

adc.liftuniversity.com

Contact information

The Make up of a system

LIFT user interface

VeriFone VXX570570

200200 of your Custom cardsof your Custom cards

Acrylic displays

LIFT is for the retailer that just opened their doors, is looking to grow

their business or about to expand their chain of stores. LIFTs’

“Promotional Tender” works for many types of retailers big or small.

LIFT at the Counter

LIFT Data CentersLIFT Data Centers

LIFT Shop&Dine PromotionPromotion Tools

5


PromotionalTENDER Prospecting

Use your PFS to design a road map

Get educated in the presentation

Know the 3 C’s

You’re losing thousands in sales each month

Clover Leafing

Getting content

PFS

The PFS (Planning For Success) should be thought of as a marketing

tool to help you plan your days like events. A quick overview

Pages 1-5 is preparation to planning and strategy of sales

Page 6 is the target markets that we focus on that are most likely

to purchase the LIFT product and services.

Know who and where your retailers are marketing see if you can

find like businesses or the business you have in your PFS in

coupon books, ValPak , online marketing, yellow pages or other

marketing products.

(Planning For Success) is a system designed to keep you on track in

effective prospecting and levering the prospect to build more

opportunities.

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PromotionalTENDERPFS Worksheet review

Complete the worksheet with the business

information of the business you plan to see.

Be sure to attempt to get the businesses

email address as this will help keep your foot

in the door with reminders to your potential

customers about LIFT through email

marketing.

Identify their competitors, this means know who is like the merchant

you are going to see. In other words if their consumer is cheating on

them who would they be spending their money with? COMPETITORS

ARE NOT MAJOR RETAILERS.

Know were they advertise, what their stores are like, mystery shop

them for similarity, signage and so on. This gives you the ability to

present that you know their competition.

Do you know if their store has been sold recently or if the current

owner is a new owner?

Where does this merchant advertise?

How can LIFT increase their sales, take a moment and expand on it

this is important for you to be able to have more depth with your

conversation.

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PromotionalTENDER The Presentation

Knowing your presentation is important just

reading it once is not fully understanding it

and will not allow you to be THE EXPERT!

Be the EXPERT!Read the presentation get to know it in the sense of the flow and your

ability to sound like the EXPERT, be able to perform the exercises,

create a flow to your presentation, take the Promotional Tender

application and match it up to the sales presentation so that you know

when and where you will start designing the card and the program for

your prospect. Learn how to listen to your customer and produce

questions from the presentation so that you are CONTROLLING the

conversation and the flow of the purchase.

Be prepared to respond to issues like I already have a GIFT card

program, I already have a database, I don’t advertise and word-of-

mouth is what drives my business. Develop your conversation and

practice it with your prospects.

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PromotionalTENDER

The 3 C’sCustomers

Every business needs customers to maintain or

increase sales including you.

Cash FlowCash Flow, Revenue either up or down is a major part

of the success of your prospect, customers or your

sales efforts.

CostsYour prospects, customers and you need to decrease

the cost in maintaining and receiving new sales.

Build TRUST You and your prospect have the same needs so you can relate to them

from the very beginning. With 4 steps to your close and their purchase.

Attention, get their ATTENTION with a message that they want to

hear and no trickery.

Interest, you should have their interest in mind at all times.

Desire, do they have a desire to get more sales, know their

customers, and improve the overall business? If so will they…….

Action, take the action to improve, increase and maintain their

business?

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You’re losing thousands in sales each

month

You are losing thousands in sales each month. Not knowing your

presentation, talking it out, having some skin or your message in the

presentation and not visiting your prospect is how you are losing sales.

Each Hour is hundreds and every day can be thousands. Have the same

needs so you can relate to them from the very beginning.

This message is true for you and your retailers.

Your prospect is losing thousands in sales each month. Not capitalizing

on their existing customers, not offering incentives to get rid of the

coupon purchase, not asking their customers to participate, not

building a list of their customers to reduce the cost of marketing and

not saying happy birthday.

Your customers are Cheating on you!

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Getting the APPOINTMENT

Getting the appointment should be easy, YOUR CALLING!

Walk into the merchant, BE THE CUSTOMER ask if you can talk to the

owner about bringing more customers or get their existing customers

to buy more from their store(business) and that you wanted to meet

them and see how we could build a strategy to do that with them and

really just to meet them like you have with other retailers.

Create a message that WORKS FOR YOU!

IDEA: When setting your appointment get the owner to give you a few

cards, write the appointment they set with you on the back and be sure

to give it back to them and ask them to think of something that they

would like to do for their customers or anything that is about their

business that is unique to them.

Your customers are Cheating on you!

Do not set your appointment past 72 hours!

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Clover LEAFING

Once you talk to the business owner go to the other business owners

and tell them you were speaking to the owner of (the business next

doors name) and you were discussing how to get his/her customers to

promote their business and help their business grow. Who is the

owner? Does he/she and the business owner work well together or

help each other? I would like to meet the owner, I am sure we can get

some really good ideas going.

Create a message that WORKS FOR YOU!

IDEA: Use other business owners as opportunities to meet new ones,

ask the business owner if they know other retailers in the area and take

notes. Ask them what they like about their business and how often

they go to their business, write it down and use it as an example this is

better than a referral.

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Promotional TenderPresentation

Be sure the person you are sitting down with is the one that will decide how much, how

often and who will buy from their business if there is anyone else with skin in the game a

partner a husband a wife make sure they are present so that they can reflect on the

business and the STRATEGY you will be discussing; LIFT!.

The PresentationBe yourself!

1. Get there a few moments early

1. Watch the activity of the business

2. Do a customer count (how many went in how many purchased

3. Count the number of sales and write it down

4. Write down man/woman and if you see a trend where one or the other is

buying more.

5. Review your position in the presentation with the owner of this location.

STICK TO THE PLAN----- “THE PRESENTATION”

REMEMBER TO BE HIS/HER CUSTOMER

REMEMBER

THEIR BUSINESS, THEIR NEED, THEIR DESIRE

TO WORK WITH YOU, THEIR ACTION.

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Pg1I asked to meet with you because we (your company and you) have been working with many

retailers throughout the U.S. and have been finding that many retailers are “Are LOSING

hundreds to thousands a month in their sales” and again I appreciate you taking your time

so that I can learn about your business, get to know you and how your customers including

myself can help your business today.”

The PresentationSTICK TO THE PLAN-----”THE PRESENTATION”

REMEMBER TO BE HIS/HER CUSTOMERThere are 27 pages of the presentation, it does not mean that you have

to go through the whole presentation. The presentation is outlined

to keep you on course and be repetitive in the LIFT solution and its

offering to the merchant but you must know when to create the

sale and finalize the purchase.

Thank the business owner(s) for taking the time to visit with you, tell

them you will be talking more about their CUSTOMER than anything

else because they really are the best way to increase sales, foot traffic

and get new customers ASK THEM IF THEY AGREE WITH THAT?

Open your presentation book to the first page.

Turn the page

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Your business?Mr. Merchant the best way for you to grow your business is to monitor it, I know in retail

you have to accept Visa/MasterCard ( know I am not here to talk about that) but the

statements they provide are great tools for you to monitor your business. Do you have 2 or

more of their statements preferably three of them so I can show you what I mean?

STICK TO THE PLAN-----”THE PRESENTATION”

REMEMBER TO BE HIS/HER CUSTOMER

Focus on Page 3As I said we have found that retailers are losing hundreds to thousands

a month in sales, is there anywhere in your sales where you could think

that you could be doing better? (give them a moment to think or state

their opinion) (***be prepared for the response*** keep the

conversation flowing) most retailers

FEEL their not getting enough out of their “WORD OF MOUTH” or where/how

they market their business and they can’t quantify if their new customers are

coming back so they are continuously looking for new customers, Retailers also

FELT their customers could be returning to their store more frequently or that

they are not referring family, friends or colleagues to their business. And Find

their employees to be the best in becoming a sales person in their business

when they ask customers to not just come again but promote the your business

to friends, family, and new customers because they are incented to do it.

Turn the page

Pull out your PG5 worksheet

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Ask the merchant if there is anything they

would like to change or if they feel more

informed about their numbers and their

business?


REMEMBER TO BE HIS/HER CUSTOMERGo to the summary of their credit card statementTake their statements and take an average of their transactions, sales and

average sale. For example :

It is best to use the numbers

from their statements. Be the

Consultant and tell them if you

See a positive or negative trend.

Perform the exercise above and every time you are with a merchant. Ask the

merchant if they would like a copy mailed to them (AFTER YOUR PRESENTATION

AND THEY HAVE SAID YES OR NO).

If the merchant does couponing ask the percentage off the new customers

receive and how many do they receive in a month. Multiply avg sale X the

discount X the number of coupons issued or received.

Turn the page

Month 1 Month 2 Month 3Transactions 500 492 518

Sales $ 15,000.00 $ 17,220.00 $ 15,022.00 Avg sale 30 35 29

Average Transactions 503Sales $ 15,747.33 Avg sale $ 31.33

Coupon discount 20%

Avg Sale 31

# of coupons rcvd 30

total lost in sales 186= (20% of31)*30

Loss if they don't $11,160.00come back annually

Cost to get a customer in the door $ 22.87

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Turn the page

STICK TO THE PLAN----- “THE PRESENTATION”

REMEMBER TO BE HIS/HER CUSTOMER(Your customers name) We have been doing this for many retailers just like you

our story is we are experts in knowing your customers and how they drive your

sales, how to increase your sales and most importantly spend a lot less to

increase your sales.

Let’s FIXFIX the problem(Let us, means you and the business owner, the business owner and their customers and both of our

businesses)

This page easily can be the page where you pull out page 2 of the promotional

tender application and design a birthday, special event or other cards depicting

the programs outlined on this page.

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Be determined to help their business

today or tomorrow


REMEMBER TO BE HIS/HER CUSTOMERThe remainder of the presentation is just a consistent flow of keeping the

merchant following you and helping them make a decision to purchase.

I WANT TO THINK ABOUT IT!

Ask your merchant how many sales will it take you to do for you to see a success

in your program? Take that number and build the expectation on how HE/SHE

will achieve that and attempt to close again.

Remind your customer you will be purchasing their cards as soon as their system

arrives and they issue their first 25 cards,

You will help train their employees and they are Welcome to attend telephone

workshops on How to improve their sales and use of their system.

THEY REALLY LIKE! BUT

What is the objection, how many of their customers need to prepay, have a

birthday or not return before they REALLY LIKE IT? ASK, ASK, ASK, where is

your concern? Are you concerned that this won’t work? Be prepared to answer

their concerns.

I realize you may need to get to know me more. I would like to keep in

touch with you and help your business if we can.

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Need some HELP?????

Contact your recruiter or ask for a

conference call on

GET CONTENTIf your customer buys or not you should be prepared to communicate with them

of how to increase their sales. Always retrieve their email address in the sale or

if they are not ready yet (they have not purchased).

Their email address will be added to the “NOT A CUSTOMER YET” list to

encourage them to grow their sales and tell them how their LIFT system will do it

with a reminder to contact and communicate with you.

Always remember your customer will only buy if you seem informed, if

you are acting on their interest, if you don’t want a sale but want their

business and if you can really help their business.

Your subject!

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