At 03:11 AM 3/26/99 -0600, Michael A. Stone so eloquently stated:
>
>i sat in a meeting late last year with a group of corporate
>sales reps who wanted to know if the online dep't could /please/
>give them printed 3-ring binders of sample content from various
>client sites. many of the possibles they were calling on
>didn't have much for 'net access, and even if they did there
>were the inevitable issues of software problems, leaning over
>someone's shoulder to point at the screen, getting a display into
>a conference room that people could see without crawling onto the
>table in front of it, etc.
>
>for them, binders had a lot of advantages over live online
>content. it's possible that your client may have similar needs
>they haven't considered thoroughly in their excitment to move to
>a new technology. at very least, it sounds like you should
>handle this one with care.
>
We still use them. Approx four years ago I did our first "pitch
book" and it has been expanded ever since. It contains the whole
story (in pictures) of what the Net is all about and how it
benefits the prospect. Even if we do an online presentation, we
start with the book as it is a good outline (we also have it as a
power Point presentation). . The books contain:
1. The World Wide Web and You (what it is, when it started,
growth, surfer profile, who advertises on the Net, etc.)
2. GAP Enterprises, Ltd (who we are, what we do, where we do
it, why we're so damn good, when we do it).
3. A Guided Tour of the World Wide Web:
a. Home pages and what they are
b. Hypertext
c. Search engines and links
d. Products presentation (sample retail, professional, etc --
geared to prospect)
e. Shopping cart
f. Order forms and payment options
g. Company history and the importance
h. Policies and "mission statement"
i. Intriguing stories that capture attention
j. Catalog buttons and how they link
k. Site search and site map
l. Feedback forms
m. Survey forms
n. Media coverage
o. What's new
p. Auto responder
q. E-mail
p. Marketing possibilities, i.e., e-mail, banner ads,
classifieds, links, etc.
After this presentation, we then go into the specifics of what
the client is seeking. They are more attentive and understand
what we are trying to tell them using this approach. The above
presentation takes not more that 20-30 minutes depending on questions.
George
_______________________________________________________
George Matyjewicz, C.M.O. mailto:[EMAIL PROTECTED]
GAP Enterprises, Ltd. http://www.gapent.com/
Marketing Your Web http://www.gapent.com/myweb/
Automated Press Releases http://www.gapent.com/pr/
CyberSolutioning (tm) http://www.gapent.com/cybersol/
"How-to" Guides http://www.gapent.com/howto/
Affiliates Program http://www.gapent.com/gapptr/
____________________________________________________________________
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