First Conversation
- Strategy:
- The G4 Way
- Have all the information we need to generate the Quote with lowest friction for customer
- Consultative customer
- Transactional customer: name, full address, full amount or qty, decoration needs, shipping information
- Goal: Guarantee the largest order at time of purchase, even if it means shipping later.
- Tactics:
- Curious Questions
- Link to Keg Calculator downloadable asset
- Validate we’re speaking with decision-maker
- Considering Leasing
- Pricing Options
- Decoration Needs (lead time for embossing queue)
- Curious Questions
- Call-to-Action:
- 1-2 Quote Requests (Cash Sale and Leasing)
- ** It’s possible that a Quote is not generated at this stage
- When they want to make a decision; schedule next follow-up; connect with Contact via LinkedIn
- 1-2 Quote Requests (Cash Sale and Leasing)
- Next Step: Log in Zendesk
Follow-up Protocol
Follow-up #1
Within 3-days
- Phone call preferred
- Sample Message - Quote
Hi {First Name},
I’m reaching out to follow-up on our conversation and keg quote. G4 is here to help ensure you have your kegs by {insert date}. Please give me a call this week to answer any questions, help you make decisions and start processing your order.
Thanks!
- Sample Message – No Quote
- Messaging that leverages known urgency or timelines
Follow-up #2
Within 7-days from Follow-up #1
- Phone call preferred
- Sample message - pair with new information (relevancy) recent offer, news of upcoming event, industry announcement, etc.
- Follow-up #3 – within 7-days of Follow-up #2
- Phone call preferred
- Sample message – Offer to update the Quote with current offers
Zendesk Protocol – Emma
- Tag to notate different stage for canned quote vs. customer quote