Gro365 is not suggesting you change anything . . .
When asked why he robbed banks, Willie Sutton, a notorious criminal from the 1930s, explained he robbed banks because that’s where they kept the money. Gro365 takes the most lucrative customers away from your competition and delivers them to you for the same reason: that’s where the money is! These customers are not just any revenue source, they represent your business’s most profitable new revenue source.
You might not be aware, but the top 20% of your competition’s moneymakers spend $16 on the equipment and services you sell for every $1 spent by the remaining 80%. If you aren’t familiar with this fact, we’ll gladly walk you through the proof. This means a HUGE amount of new revenue for YOU.
Our marketing activities are laser-focused on your competition’s coveted top 20%.
Gro365 uses the Pareto Principle: The top 20% of your customers generate 80% of your revenue. Which means the same for your competition. That’s why we target the top 20% of your competition’s customers and woo them over to you. Yes, we take away their customers to increase your revenue. And we do it every day.
With our proven expertise, Gro365 cannot only identify these customers, but we will also engage them in meaningful conversations, gather their contact information and purchase plans, and even find out who is servicing their equipment or from whom they buy parts. Our service is not only affordable and reliable, but also a unique opportunity for you to experience a new type of service. We will even demonstrate its effectiveness. And if you aren’t satisfied, you won’t owe us a dime. We call this Risk-Free.
Another idea worth considering is that by systematically taking your competition’s most valuable customers away from them, you are not just strengthening and enriching your company, but also gaining a significant competitive advantage. Your company is becoming stronger while your competition is weakening because of their declining average deal size, decreased employee productivity, shrinking margins, and reduced profits.
There are five steps to taking your competition’s most valuable and profitable customers away from them and turning them into your permanent, loyal customers. We are fully qualified to deal with four of them, but we recognize the crucial role your commitment and help play in succeeding with Step Five. Your involvement is key to our mutual success.
Step 1
The List of Your Competition’s Top 20% MONEYMAKERS!
While creating a list of your competition’s customers is complicated, describing it isn’t. After we sign a non-disclosure agreement with you to protect your business information, we will undertake and complete an 80/20 analysis of your customers. We will provide you with a list of your customers who qualify to be included in the Top 20%. Assuming the information is available in your accounting software, you’ll receive lists showing which customers buy the most equipment, services, and parts. Once we’ve isolated the customers that qualify for inclusion in the Top 20%, we’ll study their demographic characteristics. Using our resources, we will determine each of your customer’s SIC or NACIS Codes, annual sales volume, the number of employees they have, the number of locations, etc. Once we’ve completed that, we’ll generate a list of the businesses in your sales territory that match those demographics. After that, we will remove your Ideal Customers from the list, and what’s left will be a list of your competition’s Ideal Customers. That list will constitute our Target List!
Step 2
Gathering Marketing and Sales Information
With the list in hand, we will contact each business on it. We will determine their purchase process, who is involved in decision-making, and gather their contact information. We’ll find out the type/class and amount of equipment they have, when they bought it, who services it, who provides their parts, training, etc., and their future purchase plans. We’ll find out how many shifts they work weekly and anything else you’d like to know. The cost of collecting this information and entering it into the Marketing and Sales Database we will create for you is about $4.50 per contact.
A word about equipment life cycle: Suppose the equipment you sell has a useful life of 10,000 hours, and the prospect works one shift per day, five days per week. That business will be ready to replace the equipment, on average, about every five years. If they work two shifts, about every 2 1/2 years, and if they work three shifts, about every 15 months. That information makes it possible for us to know how often they need to service their equipment and how to design training programs for them, assuming you offer training, parts inventory volumes, etc. Part of our business philosophy is that you can’t manage what you don’t measure. We’ll record the date we made the contact and all subsequent contacts. We’ll also make notes of each conversation, and so on. We’ll ensure they understand that we want to earn their business by providing superior service and attention to detail.
Step 3
Mining the Marketing and Sales Database
We want you to understand and see that your Marketing and Sales Database is a dynamic marketing window into future sales opportunities. For instance, in just a few years, you can forecast how many pieces of new equipment will be purchased and by whom in your upcoming fiscal year. The window will also allow you to plan and create qualified lists for upcoming equipment and service campaigns, and more. You will also be able to balance and align sales territories accurately.
Step 4
Identifying Qualified Sales Leads
Our clients will tell you that their salespeople work with our leads first because they are highly qualified and timely. Over eight years, one of our clients, a John Deere dealer in California, increased his sales staff from 3 to 19 people because of the lead volume we generated for them. We expect our clients to specify what qualifies as a qualified lead, and then we deliver based on their specifications. We’re flexible, too, because clients have different needs. Where requested, we are glad to schedule and confirm sales appointments. Afterward, if approved by you and as directed by your sales team, we can even follow up, schedule, and confirm future sales meetings. As requested, we can conduct customer satisfaction surveys and deal with and resolve most customer complaints.
Step 5
Impeccable Customer Service
We can efficiently perform the first four steps for you, but we need your help and commitment to improve Step Five. With your help with Step 5, your business’s growth will exceed your greatest expectations. Whatever your company’s customer retention rate is, our five-year goal is to significantly increase it through high-touch customer service. Too often, customers only hear from their vendors when it’s time for them to buy. We have several low- or no-cost customer service projects. We can also have great ideas about how you can convert the expense of customer service into an income stream. At first, your competition will not notice that they are losing their most lucrative customers. Oh, they’ll see fluctuations in sales, but the shrinkage will be hard to measure or detect because we’re taking customers from all of your competitors. And then, they aren’t going to know to whom their customers are migrating. It may take a couple of years to notice that they are losing their most valuable customers. And if you don’t tell them how you’re doing it, we promise not to tell them either! Even when they figure it out, they will be powerless to stop you.
Gro365 has 25 years of experience addressing growing and successful companies’s marketing and sales needs.
YOU select projects and set your qualifying criteria. We then have conversations with those prospects and customers.
Since you’ve probably never worked with anyone like Gro365, what follows is a HIGH ALTITUDE OVERVIEW of what we do.
If you’d like a closer look, access several insightful articles such as “The Value of No,” “A Simple to Increase Profits by Controlling Deal Size,” learn more by clicking here.
See if Gro365 is the right fit for you!
