Continuing on the topic of Sales Collaterals, the marketing materials used to generate sales and draw attention to your products and brand, here are some steps to be considered for successful sales collateral:
- Presentation materials must be clear. PowerPoint presentations, handouts, and notes should be precise and clear enough that the buyers can make sense of them even when they are not there; the sales meeting or presentation.
- Features and Benefits. If aimed towards buyers who use spec sheets or standard checklists, include them in the collateral showing advantages of the product while being honest about what it can do. Some buyers like features as much as benefits.
- Technical Specs. Technical products must have a data sheet of specifications in a clear, precise, and accurate representation that is easily understood by the buyer.
- A Defined Ordering process. Remove all obstacles to the buyer using the client's ordering process. If the buyer prefers to order everything online or over the phone, and not meet with a sales person, then provide that step in the collateral materials.
Successful Sales Collateral materials can range from 5-10 pages.
For tips on creating other sales collaterals such as brochures, case studies, podcasts, product spec sheets, sales presentations, teleseminars, and webinars go to www.frankb2b.com and www.frankb2b.net
There you go. Good luck on your sales efforts. Using these tips will help. Let us know how you do it. Comments are welcomed.
No comments:
Post a Comment