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Cool Buildings & HDL Sales Process (1) Lead sources : (Google Add…
Cool Buildings & HDL Sales Process
1) Lead sources :
Google Add Words
Charles Brook - currently spending £600 per month on GAW. Matt Penny has been engaged £450 per month for 3 months to improve the SEO performance and content of the web page. Jon in the coming months needs to review Google analytics and assess any new content that needs to be created.
Face Book
Thea employed on a 1 day a week retainer (£220.00) to manage marketing process!
Word of mouth
Current strategy - Derry visits all completed builds to ask for client feedback - during this meeting he will ask for referrals to friends and family!
Cool Buildings Website
Currently built and to a fantastic standard (our best digital asset - ongoing efforts being made to improve content and to naturally move up the google rankings
Planning Contact Strategy
Current Activity - Derry accesses the weekly 'granted' planning application list published by 'Wokingham Borough Council' every Friday and adds appropriate projects to the PCS spreadsheet. Jon then reviews and shortlists projects to receive letters. Derry edits letters to make bespoke and then posts out in handwritten envelopes. Any communication is then recorded in the PCSS.
HDL Website
HDL website - largely on the backburner (we do have a cheap mockup from Matt Penny) - next challenge is to get the messaging and content right and then to eventually launch with a backlink to the CB website
2) Qualification Process
Spreadsheet
to record all incoming leads, lead source and other KPI's - Need to check with Derry if this has been set up
Script
(Currently relying on Derry's experience to qualify incoming enquiries). Plan to create script to ensure synergy
3) Appointment 1
(within 1 week of qualification)
A) Derry's presentation
'Tell the storey'
B) Collection of information
- site photos / sketch if required / clients wish list (must haves / nice to haves) Further budget qualification
C) Slide Deck
- Visual aid to further sell on quality of CB / HDL, quiz clients on preferred finishes for example flat roof lanterns vs pitched lanterns!?
D)
Does Jon need to visit?
- If
'yes'
book appointment based on default diary slots (Currently Monday pm and evening / Thursday pm). If
'no'
move to appointment 3!
E) Appointment 3
- Discuss with clients our preferred option of face to face quote delivery to ensure all aspects have been fully understood by both parties - if the client would prefer agree to email quote instead!
4) Appointment 2
(within 1 week of appointment 1)
A) Jon & Derry to visit
- Derry to introduce Jon
B) Technical aspects
- Jon to identify specific project challenges and uncertainties and discuss de-risking package with client
What is the criteria for a Jon visit?