1. Sell morenow.
Define and execute your
key relationship strategies
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2. Information for Investors Group
About Raybec
1 Our clients and our approach This file
Case Study of Interest
2 Best practices in action Second file
A Powerful Relationship Tool
3 Execute your key strategies
Third file
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3. About Raybec

4. Our clients are passionate about creating value
for their customers
Customer Value. Right. Now. 4

5.  Sales & MarketingStrategies
 Relationship Solutions
 New Customer Programs
Sell More Now.
 Customer Value Programs
We help our clients define and execute
 Relationship Tools their key relationship strategies
 SalesLink tool
 SalesEffect tool
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6. Let’s talk relationships.

7. Your Is helpful and
Company responsive.
Your Provides feedback
Customer and insight.
Uses customer
Your feedback to
Company create value.
Your Is more satisfied,
Customer loyal and profitable.

8. Creating Success Isn’t Easy
 Some sales people are executing
best practices, but it’s complex,
time consuming, and takes away
selling time.
 Some know what to do, but not
how to do it.
 Others have little idea of how
build their business.
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9. 9

10. The Relationship Strategy Process
Customer Experience
Create Customer Value
Sales
Marketing & Engagement Marketing &
Support Support
Feedback
Management
Technology
Plan – Execute - Manage - Learn
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11. Creating an Optimal Contact Stream
 Define the value
 Optimal contact stream for
No Contact engagement
Attempt Attempt
Follow-up  # attempts
 # days apart
 Message scripts
Pre-call No Contact
Attempt Attempt  No contact follow-up
Warm-up Follow-up
 Pre-call marketing
 Pre-call marketing creative, copy,
Pre-call Pre-call execution, measurement
Attempt Attempt
Warm-up Warm-up
 Call/meeting support
 Approach
 Dialogue strategy
Pre-call Pre-call Call
Call  Call scripts
Warm-up Warm-up Follow-up
 Objection handling
 Feedback management
 Call follow-up marketing creative,
copy, execution, measurement
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12. Map the Relationship Process ROI
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13. Provide all the tools required to succeed
Scripts
Messages
Sales Tools
Talking Points
Objections
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14. Manage Key Relationship Insights and Feedback
Preferences
Needs and
Interests Competitive
Relationships
Objections
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15. Provide Push-Button Automated Marketing Support
Marketing Programs
New Client Welcome Client Referrals
Acquire New Clients Competitive Response
Needs Review Client Appreciation
Seminar Satisfaction Survey
Keep in Touch Retention
Occasion Cards Client Education
Product Launch
Business Building Tools
Build my Brand Key Support Collateral
Micro-sites Target Prospect Lists
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16. Relationship strategies are powerful when
applied to each stage of the lifecycle.
Retain Reactivate
Referral
Acquisition
Cross-sell
Up-sell
Welcome
Prospect Active Customer Inactive 16

17. Raybec’s Relationship Strategy Workshop
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18. The Relationship Strategy Workshop
Scorecard Exercises Cases
1 2
3
Opportunity Analysis
4
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19. Challenge yourself …
1 Take the Customer Value Scorecard
Free online scorecard at Raybec.com
2 Join our Customer Value Forum
Join the dialogue
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20. Thank you.
… please see next 2 files
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