Marketing Toolkit

Marketing Toolkit

Let’s Talk Goals Getting Prospects into the Marketing/Sales Funnel WRITE YOUR TITLE HERE SALE MaaS IGA INITIAL APPROVAL BUSINESS CASE CLIENT NEED/FIT FIRST MEETING CENAGLLA-GTOE-MAECNTTION EDUCATION AWARENESS The goal of this marketing toolkit is to help help you get established in your new territory and build your opportunity pipeline. It will focus on the early part of the funnel, and prioritize three main stages of the sales journey: Awareness Education Engagement Build brand awareness in Help K-12 districts in your How can we drive action your sales territory. This sales territory to understand from prospective clients includes the Schneider the benefit of our services and get the next meeting on Electric brand and your own for their district and the books? personal brand. community.

Work with your sales manager and think about your sales goals. What types of outcomes from using this toolkit do you hope to achieve? List somespecific goals below that you hope to acheive through marketing. Goal #1 Goal #2 Goal #3

Market Introduction Mailer Maintain and modernize your facilities Never underestimate the power with your existing utilities budget. of snail mail. Generate a list of prospects in your state that you We find hidden energy and operational savings in nearly any operating would like to target. This can be a budget and help you reinvest it back into your district where it broad list; in fact, its better to cast matters most. The results are lower utility bills, reduced maintenance a wide net here. Use the templates expenses, and better facility performance. linked below to create a mailer that can be sent to your prospects. The In the unlikely event the project doesn’t generate the savings we idea is to introduce yourself and forecast, we’ll write you a check for the difference. Your return on Schneider Electric to the market. investment is guaranteed. The template demonstrates who we are, what we do, and even includes Notable Neighbors a photo of you and your contact information. Arkansas Missouri • Rogers Heritage High School • Maysville School District • North Little Rock Schools • Lesterville School District • Arkansas Department of • Bunker School District Human Services (Little Rock) Texas • Arkansas Department of • Gunter ISD Human Services (Haskell- • Commanche ISD Benton) • Breckenridge ISD • Brock ISD Mississippi • Scurry-Rosser ISD • Hays CISD • Stone County School District • Clyde CISD • Nettleton School District • Peaster ISD • Lowndes County Schools • Sunflower County Unified School District • Neshoba County School District • Western Line School District se.com/us/enable editable PowerPoint templates can be downloaded here Awareness Digital Business Card Digital business cards serve primarily the same purpose as Awareness is often the first step in a customer’s visit thehaystackapp.com for more information physical busines cards, but help journey. Think of awareness as the base of the you stand out in an increasingly pyramid. At this stage, it isn’t about generating leads virtual world. Most of us are on so or setting meetings, but it is simply about building the many platforms (LinkedIn, Twitter, Schneider brand, and your own personal brand in Instagram, and more) that it can be the marketplace. People who are aware of Schneider overwhelming to share all of those Electric and have heard your name before are much details at once. That’s where virtual more likely to take a phone call from you or agree to business cards shine. The point of a meeting, so this is an important step in helping you an e-business card is to create a get on your prospect’s calendars. While marketing single, simple, shareable file with is always working to build our brand awareness at all of your contact details. That a national level, here are some ways to help you do way, the recipient has no friction to something more localized. follow your account on social media or contact you directly.

Social Selling As you think about building your own brand in your sales territory, visit the perspectives hub to browse sharable content social media plays an important role. It is your opportunity to become an influencer in the digital Work with your sales manager to think about ideal targets for space, and to assert your thought you. What characteristics do they have in common? What types leadership to a broad audience. On a national level, we are constantly of prospects stand the benefit the most from your offering? creating content, so it is simple for you to access vetted, relevant content to share via your social channels from our perspectives hub. Watch the traning video below to learn how to become an expert social seller.

Conference Toolkit Conferences are a great place to generate both brand awareness, conference toolkit can be downloaded here and start some initial conversations with potential customers. Our conference toolkit containts the print-ready files for the display materials that will make your booth stand out, and get conversations started. Also included are sample giveaways and booth activities that can get conversations started. Education Email Campaign Use the power of email to educate your prospects, and learn what Education is important for helping potential customers Let’s talk budget-neutral infrastructure projects is important to them at the same understand the benefit of our services. At this stage of time. A custom email campaign the customer’s journey, we need to appeal to a need, contact your regional marketing manager to get started can deliver a series of emails with and educate the customer about our potential solutions relevant content to prospects, and expertise. and track what pieces of content they interact with. If a prospect shows a certain level of interest over multiple email sends, they are considered a “sales-ready” lead. That way, you can feel confident when you reach out to them that they are aware of our offerings, and have some level of interest.

Say it With Video Looking for a way to stand out when cold calling? Video messges visit Loom.com to get started from Loom.com might help you do just that! Use Loom to record personal messages right from Work with your sales manager to think about ideal targets for your computer, and send them to you. What characteristics do they have in common? What types prospects. You can give a quick explanation of your offering, of prospects stand the benefit the most from your offering? demonstrate your local knowledge or ask for a meeting. Loom has tracking features that make it easy to see who has viewed your video, and for how long so you can keep track of who might be interested. Watch the video tutorial below to learn more.

Engagement Market Leave-Behinds We know that cold calls often mean talking to gatekeepers and Engagement with a potential customer is the next step download editable leave-behinds here not your target prospect. Whether in the buying process. This can be an exchange of you run into a gatekeeper or are emails, a phone conversation, or a short conversation A Personal Gift lucky enough to chat briefly with in-person. Often, once you have seen some form of your target, we have created leave- engagement from a potential customer, the next step visit thnks.com for more information behind templates that you can is asking for a meeting or a follow-up appointment. In customize and print in advance of this section, we have provided mateirals to accompany your first trip. you on your cold-calling trips to help turn these quick engagements into a meeting or a more structured Send your prospects an conversation. unexpected gesture of gratitude in digital form! Thank them for their time, or just use a digital gift as a way to stand out and ask for a meeting. THNKS allows you to send a cup of coffee or gift card that they can redeem right from their phone. Use the THNKS app to send something digitally, or browse this box folder for examples of in- person gifts.

Sharpening Your Powerpoint Skills download the sales slides PowerPoint template here Are you looking for ways to spice up your sales presentations? We’ve got you covered with some tips and tricks for making your presentations and sales materials stand out. Watch the video below where we’ll talk briefly about Schneider brand standards and best practices, and help you better utilize the power of storytelling in your presentations. Work with your sales manager to think about ideal targets for you. What characteristics do they have in common? What types of prospects stand the benefit the most from your offering?

An Example Customer Journey Below is an example of what a customer journey might look like using some of the touchpoints in this toolkit. A customer journey map is a visual way to depict the journey a prospect takes as they become a customer. It helps to show the different touchpoints along the way, and the influence that they have on the buying decision. We know that everyone’s sales style and every potential customer takes a different path in their decision making. We encourage you to determine which of the touchpoints in this toolkit make the most sense for you and your sales territory, and build out plan on the following page. AWARENESS EDUCATION ENGAGEMENT MEETING BUSINESS CASE Business Case Initial Meeting A Personal Gift Customer Sentiment Loom Video Leave-Behind With Gatekeeper Connect on Email Nurture Social Media Campaign

My Marketing Plan