“Over 21 Easy Ways to Increase Sales and Fill

Your Sales Pipeline with Qualified Leads”

Matt Segawa

VP of Business Development

West Region

Doran Scales Inc.

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“Thank You”

• Attendees of previous webinars:

FC6300, QC Weigh, Production Sentry

“Thank You”

Mark Anderson – Marketing Coordinator

Who is THE expert on scales?

Who is THE expert on scales?

• Give your customer some assurance they are in good hands. Your hands.

• Without totally giving them a 10 minute lecture of your resume, 39 years in the business and your ability to design a fancy, engineered, 48-relay, multi-loadcell, automated, retina reading, 1 part in one gazillion, super extreme high res sticky-icky, funk juiced, doped up checkweighing scale…show them you are confident in yourself, your abilities, your products and your company! Sell yourself as the expert, the “go to guy or gal”! Don’t just tell them. You have an opportunity to show them!

Who is THE expert on scales?

• Build “rapport” – This great thing. Some spend to much effort on building rapport and they don’t build themselves as a credible expert in their field.

• As the EXPERT, know and understand your customers plant, equipment, process and business. Ask questions and learn!

• Why do they use scales?

• What scale functions do they use? Why?

• Save notes on your computer.

Who is THE expert on scales?

• Increase your credibility with your knowledge of scales AND their facility.

• Know and understand their process.

• Make yourself a valued partner.

• This reduces the possibility of them turning toward someone else for scales.

• Make yourself so valuable, you are confident to get top dollar for your products and services.

• “Customers” vs. “Clients”

“Customers” • They are shoppers.

• They call several scale companies looking for the

best deal.

• They may even choose a scale company based on

getting what they want the quickest.

• They typically are not loyal to any scale dealer.

“Clients”

• Those who buy only from you and no one else.

Why?

– Because of your proven expertise and the

fact you are an established partner.

– You have supplied them something that

saved them a tremendous amount of money

or even helped them save a customer.

– You are in there like swimwear; a trusted

partner.

“Clients”

• When it comes to “scales”, you are their “Go

To” person.

• You go out of your way for these and get top

dollar from them.

• What would it be like if you had 20 “clients”

who called you all the time with needs?

New Customer - Keep Your Eyes Open!

The Waiting Room

• What kind of magazines do they subscribe to?

• Read the walls. You may find certificates of approvals, their mission statement which may give vital information on what is important to them. You may also find key contact names.

• “Work the receptionist.” Be kind to her! You may be seeing a lot of her if you make this company a client. She may be a valuable asset to you in steering to the decision makers. (Candy)

• When you sign the visitor’s log, take note of who has visited this customer before you. Take note and respond accordingly, create an opportunity.

New Customer - Walking Through The Plant

• Try not be have “tunnel vision”.

• Keep your eyes open for more opportunities

to provide your customer some solutions to

lower costs and save them money.

New Customer - Walking Through The Plant

(4) Doran 2200 - $3,000 (4) Wired Ethernet - $1,580 (4) Relays - $1,240 (1) Excelerator Software- $395

Subtotal: $6,215 Does not include tank mounts or install/calibration.

New Customer - Walking Through The Plant

The opportunity: (4) 2200CW with Ethernet, Light Towers and alarms, (1) Qc Weigh Software: $11,055 before install/cal costs.

New Customer - Walking Through The Plant

New Customer - Walking Through The Plant

Doran FC6300 Formula Control Scale

$63,575 (before install)

New Customer - Walking Through The Plant

• Once you spot opportunities, write down some notes.

• Talk to your Doran VP for strategy on how to proceed

• Discuss your findings and solutions with your

customer.

• ROI! How much money can you save them per

month.

• Transform these findings into a sales/ quote

opportunity.

• Good salespeople have eyes

to spot sales opportunities.

Communication &

Data Collection • “If you do not measure the process, you

cannot manage the process.”

• “If you do not manage the process, you

cannot improve the process.”

• How do you know he weighed the item?

• Offer to do something with the weight data!

• This can promote the sale of a printer,

communication options, and software.

“Pain”

What is the customer’s pain?

“Pain”

What is the pain for ingredient weighing?

Doran FC6300 Formula Scale

• Missed Ingredients – “Johnny keeps

forgetting the salt! I want to kill him!”

• Overpouring ingredients = massive

giveaway of money.

• Bad Batches – loss of sale and goes to

feed the hogs. Production is halted! Costs

them $15,000 per month.

“Pain”

What is the pain for bread dough balls?

(Doran QC Weigh System)

• Bread is constantly weighing heavy.

• Product giveaway. Maybe $0.42 per

pound.

• Costs them $15,000 per month.

• Employees forget to take samples every

4 minutes.

• Documents are fudged, filled out ahead of

time and are not accurate.

“Pain”

What is the customer’s pain for counting

scales? List Price: $1,500.00

- Six full time employees to count parts

- Labor intensive task using tweezers.

- These aircraft parts are $80 each

- They loose an avg

of 20 parts a month.

“Pain”

- They loose $1,600 a month!

- They buy two of the $1,500.00

counting scales at list price.

- ROI is 9 weeks.

- You are the hero! Why? Because

NOW, they only use 2 people to count

inventory. Time and money saved

there as well.

“Pain”

What is the customer’s pain for a floor scale? -

$3,995.00

- My supplier ships me totes that are up to

120 lbs underweight. That’s $200 each time

he does that.

- Also found 6 other suppliers are doing the

same.

- Potential savings of $1,400.00 per month.

- Need 2nd or 3rd floor scale in the facility.

“Pain”

• Magnify the pain! Keep talking about it!

– Sympathize with them, get them in discussion about

the problems. “Total Submersion”

– You can mention some additional pain that may be

applicable.

– Mention the pain on your proposals/quotes!

– What are they losing without your solution?

Time/Productivity? Efficiency? Profit?

Basic Quote

More Detailed Quote

Quote with PAIN!

Quote with PAIN!

Cover Letter Part #1

Dear Mr. VP of Production

• It’s with great pleasure we provide you with this

proposal for your production floor. Doran’s

Production Sentry System will save you time and

money right away.

• In our site analysis, we found the following:

• 16 of your 40 scales were not weighing correctly

and requires some maintenance and calibration.

These units are giving false weight readings and

could be harming your business.

Quote with PAIN!

Cover Letter Part #2

• Joe said that packers are still shipping out

underweight packages. Your customer has

refused a few of these shipments. Joe estimates

your company loses $2000 each time this

happens. (Freight costs, replacement costs, and

over time paid.) This occurs twice a month.

($4000.00) Apparently your customer has

threatened to drop you as a supplier. Over 58% of

consumers stop using products involved in a

recall or quality issue for over nine months.

Quote with PAIN!

Cover Letter Part #3

• In an effort to avoid underweights, packers are

encouraged to give a little more. Their statement is

“Better to be overweight than to be underweight”.

By doing so, Joe estimates that collectively, the

packers over pack and giveaway about 13,400

pounds per month in product. With your cost being

$0.22 per pound, that’s over $2,948 per month in

product giveaway.

Quote with PAIN!

Cover Letter Part #4 • The Doran Production Sentry will provide you a

middle ground to avoid underweights and reduce

the tremendous product giveaway. You now can

manage all your packers without leaving your

desk.

• You will eliminate labor and costs attached to

refused shipments due to underweight shipments.

• Your company will see a savings of at least $6,948

per month. ROI on this will be 12 months. You will

have an opportunity to retain your business

relationship with your biggest customer. This is

priceless.

Quotes

Send a quote as soon as possible!

• Within 24 hours.

• Avoid the possibility of your customer “cooling down”, before they dismiss your efforts and move on to a more pressing project that does not include you. They also may call a competitor of yours.

• Strike first. Your competitor could be late submitting their quote.

Follow Up!

Call to make sure your contact received and understands the quote. Don’t just email and assume they got it.

Maybe schedule a meeting to go over the quote with the customer? You can read his body language and see what his temperature is.

Follow Up! (Voicemail)

Getting a customer to call you back

- “Call me back please” – NO! Give them reason to call you back.

- Leave a slight amount of pain. (Examples)

- Scarcity or urgency (Good news, price increase…)

- “For email follow up, all the above plus send him some articles that may relate to the “pain” that he is experiencing.

- Control the process, try not to let them control you.

New Prospect: Be Persistent!

• 48% of salespeople never follow up with a

prospect (lead)

• 25% of salespeople make a second contact

and stop

• 12% of salespeople make more than three

contacts

National Sales Executives Association Article Source

Follow Up!

• 2% of sales are made on the first contact

• 3% of sales are made on the second contact

• 5% of sales are made on the third contact

• 10% of sales are made on the fourth contact

• 80% of sales are made on the fifth to

twelfth contact

• Bi-weekly Basis

National Sales Executives Association Article Source

Follow Up!

- Use a tickler, Outlook or CRM (Salesforce) to remind yourself to follow up on the quote in the near future.

- When you do follow up, and your customer says they aren’t ready to pull the trigger; ask “Would it be okay with you if I called you 2 months to follow up again? Great, I will put you into my calendar to remind me to do so. Until then, don’t lose anymore of those $80 parts.” (Rib rib)

• Be Proactive!

• While the competition is sitting there waiting for the phone to ring, do what you can to hustle business.

“Measure Yourself”

• Ask yourself – Does the classic 80/20 rule apply?

• Go through your customer list and find the top 20 customers. Keep close contact with them.

• Poll those repeat customers or clients and ask them what they like about your services. Take that information and apply it to newer customers.

• Turn them into “clients”.

- Ask for referrals!!! This is the easiest way to get leads!

- Ask your customer to “Tee it up” for you by contacting them personally.

- Cold Calls: Again, it takes 8 tries to get a response. Don’t give up. Be consistent in your efforts to make contact. Send him valuable snail mail.

Email Marketing - Be sure to have all of your customer

email addresses in a database. - Send out a simple newsletter every

month. A special on a Doran Scale or an article on calibration or metrology. It’s a way to touch them for free and makes them think of you.

- Be sure to include your contact info and website.

- Out of the office reply

Know Your Territory

- If you have two customers on a street, get

knowledge about the whole street. Try to

pick up other customers in on that street or

area.

- Cold call them. Mention you do work for

their neighbors down the street. Better yet,

mention that you do work for their

competitor. (Tell the truth.)

- Get a contact name(s). If they aren’t

available to talk, leave a brochure behind.

That’s gives you an excuse to call and

follow up to make sure he received it.

Work on improving your game!

• Sales Books, Magazines

• Workshops, Seminars

• Doran Webinars

• Be willing to learn something.

• Network

• Bring applications to your Doran Regional

VP.

Save The Date for Next Webinar

• Wednesday September 25th, 2013

• Doran Scales Communication Options

• Hosted by Peter Siegrist, VP of

Business Development for East Region

Thank You!

We appreciate your business and

your efforts.

Questions?