Clearly you understand that you are not likely to be able to walk into the office of the CEO of a fortune 500 company and present the ECA program to them. What you have to do is to follow the chain of command. There is likely to be a gate keeper in the organization affiliated with marketing. This person is likely to be a sales manager or the marketing manager at a first-level management position. This is the person you need to build rapport with.
I would ask for an appointment to discuss the current ways that they are marketing their products because I am an independent marketing director for a company that can not only expand your company's customer base but also cut your marketing costs by 50% or more. Now, I have given the prospect a reason to want to spend 15 minutes with me.
Once I have the appointment, I would study all of the current marketing trends that they are using and at the meeting I would tell the manager that you know this is costing your company x amount of dollars. I want to offer you an alternative to your current product marketing strategy that will cost as little as 15 dollars on every 100 dollars of product that you move. There are no setup costs involved other than a small admin fee for the hosting & licensing for less than $100 bucks. Within 48 hours any of your product offerings will be live on the TripleClicks domain and reaching over 5 million potential customers. Once you go live there are no maintenance costs associated with your account and you only pay 15 dollars on every 100 dollars of product you sell. All the orders are process for you and you will be notified within 24 hours of all accounts receivables for fulfillment.
And, what is even more, you never have to deal with the hassles associated with most merchant accounts. You will have full access to the ECA interface and you can update pics, details, and prices as needed without any extra fees attached!
Now, Mr. Sales Manager, the application process is cut and dry and very short. I just need to ask some simple questions and I am here to help you set up your hosting account with TripleClicks.com where your merchant priviledges are simple and easy. Payments are paid retroactively in a most efficient manner to the account of your choosing for the weeks orders shipped. Is there any reason why you should cut your marketing costs by 50% and expand your customer base simutaneously by over 100%?
I would then wait for their reply and handle objections. Should the salesmanager decide to defer the decision to a member of middle management like Vice President of Marketing or District Manager - you are on the right track. So don't always expect to seal the deal in this case but be patient and knowledgeable of the needs of your prospect. Arrange another meeting and make another stellar presentation of the facts and figures.
Nonetheless sometimes, you will be talking to the decision maker and yes by all means ask them the few questions needed and help them register online right on the spot. Never go to a ECA presentation without your own hotspot and laptop! It's likely they will have internet an computers but don't expect that they will allow you to use them to sign them on. Bring your own, be prepared to close the deal.
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Clearly you understand that you are not likely to be able to walk into the office of the CEO of a fortune 500 company and present the ECA program to them. What you have to do is to follow the chain of command. There is likely to be a gate keeper in the organization affiliated with marketing. This person is likely to be a sales manager or the marketing manager at a first-level management position. This is the person you need to build rapport with.
I would ask for an appointment
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