All the electronic files of the worksheets — simple
Word tables —from
the workbook are contained on Toolshed, a CD. We urge you to print
all of them and put them in a three-ring binder.
You can edit each
to suit your individual requirements or style: increase or decrease
the size, add or subtract columns, work them
on your computer, scrawl away on the hard copy or both.
The steps
and worksheets lead you to build your process brick-by-brick.
Take
an Inventory of Your Marketing & Sales Knowledge
and Experience
 EARLY
BIRD CANDIDATES/IDEAS FOR DEALS
SOURCE/NOTES
WHAT
WORKED, WHY THEY BOUGHT/WHAT FAILED, WHY THEY WALKED
BENEFITS/FEATURES
COMPETITIVE
ANALYSIS
YOUR
STRENGTHS & WEAKNESSES
Think About Resources, Prepare
a Simple Plan
TASKS/POSSIBILTIES
See
Step 12 for Timelines
Content: Lay The Groundwork
For A Business Case Sale
DETERMINE
YOUR POSITIONING
Content: Your Copy Platform
BRAIN
DUMP
YOUR
COPY PLATFORM
Test Market: A Letter, A Script,
A Flyer, A Short List, and Cold Calls
INTRODUCTION
TO SAMPLE DIRECT MAIL/STANDARD RESPONSE LETTER
SAMPLE
STANDARD RESPONSE/DIRECT MAIL LETTER
INTRODUCTION
TO SAMPLE TELEMARKETING SCRIPT
SAMPLE
TELEMARKETING SCRIPT
The Right List
VENDOR/SELECTIONS/FORMAT/QUOTE
Communications Matrix
COMMUNCATIONS/MATRIX
Lead Tracking
SALES
PIPELINE REPORT
Relationship
Building Through Database Marketing
ACTIVITY/PRO/CON
PROJECTS
AND MILESTONES
Simple Project Management
Tools
TIMELINES
MONTHLY
PROJECT UPDATES
SALES
REVENUE FORECAST |
