Targeted Business Development

Integrated, multi-touch sales and marketing campaigns targeted precisely to the prospects most likely to buy.

Now your company can significantly reduce the costs of sales and marketing by focusing on the people most likely to buy. Selling Communications Inc. specializes in targeted, integrated, permission-based sales and marketing strategies that help you:

• Identify and database your best prospects.
• Support your effort with the best possible message and sales tools, including Web sites, PDFs, and presentations.
• Build a relationship with your prospects over time through effective communications.
• Periodically telephone prospects to get appointments and continually update your database.

SCI starts by understanding your business, its objectives, culture, and opportunities, and then builds a strategy based on branding your business and stimulating your sales as precisely as possible, so that you don’t pay vast sums to reach people who will never buy.

In order to leverage client costs, SCI strategies carefully integrate whatever tactics make the most sense, including:

• Building a precise database of most likely prospects to focus your efforts.
• Sending out a series of letters, postcards, e-mails and newsletters, to build your credibility and brand.
• Following up with telephone calls to get appointments and additional data, including e-mail addresses.
• Continually managing the database of your most likely prospects so that you gain an invaluable long-term asset for ongoing sales and marketing.

Founded in 1996, SCI is a pioneer in cutting-edge new business development strategies that identify and focus on the people most likely to buy.

Success Starts With Clear-Cut Goals

SCI is a performance-based company that seeks to provide clients with the most measurable programs possible. Every program begins with clear-cut, attainable goals that everybody feels comfortable with.

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Strategy Before Tactics

SCI’s greatest asset is its ability to understand your business and its opportunities and to develop the most cost-effective, measurable program possible. SCI looks at all of the factors that could affect the success of your program, including: company history, management strengths, weaknesses, opportunities, challenges, competition, distribution, employees, and more. This assessment helps us determine precisely which tactics to use in order to have the best chances of achieving your goals.

Tactics Tailored to Your Needs

Unlike many traditional agencies, SCI is a new business development company utilizing precisely the strategies most likely to achieve success for your organization, including:

• Database compilation to identify the people most likely to buy.
• Integrated marketing campaigns to build your brand, get permission and generate leads, including use of sales letters, post cards, newsletters, and e-mail.
• Professional telephone sales to follow up communications, generate appointments, and further qualify prospects and get permission.
• Continual database management to make sure your permission list is as up to date as possible.
• Promotions to generate response or additional information or more permissions.

SCI has no preconceptions: it will recommend and implement whatever tactics make the most sense for your objective and strategy.

Linking Marketing to Sales

Every SCI program is designed to have a direct link to the sales organization, so that the source of business, as well as the ability of your sales organization to follow up, can be tracked. SCI recognizes that a failure to link marketing to sales can be the downfall of even the best strategy.

SCI provides the Kigale Lead Tracker System to help you make sure all leads get followed up and tracked.

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Full-Service Implementation

SCI gives your organization the advantages of a completely staffed inhouse marketing organization without the fixed overhead of multiple employees.

Case Study:

Rewards Direct by Maritz
This leading incentive company has created a new, brands-only division. It turned to SCI to help with all aspects of the launch, including:

• Strategy design—SCI supported the design of a highly measurable business plan that began generating a return on investment within weeks of the Web site going live.
• Message development—We helped craft the unique selling benefits and identify the best message to convey to the market and media.
• Sales tool development—SCI created and optimized the division’s new Web site in a way that began generating results in the first week.
• Database management—SCI set up a customized CRM system for tracking, communicating with, and managing all prospects and customer relationships.
• Integrated direct marketing and sales—SCI developed and implemented an integrated marketing strategy that included direct mail, sales letters, and phone calls to generate leads and signups to a newsletter for ongoing e-communications and marketing.
• Results measurement—SCI provides a call-center operation which enables the client to track every lead. The entire first year of the marketing plan will be covered by the leads generated in the first month of the program. The new business received coverage in over a half-dozen targeted trade publications within months of the program’s release and has helped propel a new way of looking at rewards.

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