First Conversation

1. 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.
2. 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)
3. 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
4. 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