In the “Hot Ideas and Where They Come From” section, we talk about the importance of using Brainstorming to develop a Hot Idea. Once you have a Hot Idea, you need to do the rest of the work to turn that into a full Marketing Solution.
In the 3R Selling course, we suggest that you present Half-Baked Ideas to your prospects. We suggested this partnering step because we want you to sell interactively. Partnering—selling interactively—increases the likelihood that you will create a solution your client will buy! There are lots of ways to partner, all taught in 3R Selling. Along with these partnering suggestions, this unit will introduce you to some specific tools that will help you create a marketing solution:
- Results Checklist: A checklist to be sure you are considering everything it takes to deliver outstanding results.
Campaign Planning Form: Focused on helping you produce outstanding Creative. The Campaign Planning Form is ideally suited to help you gather the information needed to produce the creative for the campaign. We realize there are times that you can present a proposal without all the details of the creative worked out and other times when it is key to the solution. Even if you don’t deal with the creative before your presentation, we think it’s a good idea to be thinking about it at this time.
Another important concept as you build the full marketing solution, is to think about the expectations of the prospect. In fact, conversations about expectations should be happening all through the sales process. We like to say that Results are neither good nor bad…except in relation to expectations. We suggest you check out our suggestions on this below.