New Sales and Marketing Launch Guide

New Sales and Marketing Launch Guide

Today we're releasing an updated version of our Sales and Marketing Launch Guide! Version 4.0 has some substantial changes, so please be sure to read the document in its entirety. The focus of the changes is on the process of developing referral relationships and is a direct result of the helpful feedback we've received from some of the newer owners in our system. The new version does a better job of explaining the big-picture strategy for developing referral relationships, starting with a wide funnel of accounts, vetting the accounts for referral potential, and resulting in 20 Golden Accounts on which you focus your relationship-building energy.

We will be discussing this in greater detail during next week's coaching calls, so please read this document and be prepared to execute on the instructions. We ask that all locations identify and tag their 20 Golden Accounts by the end of May.

A few other points to highlight:

  1. Here are instructions for how to tag your golden accounts in CRM.
  2. We've scrapped the metric for total outreaches each week (previously that was set to 50). The focus for open locations will be to make however many contacts are necessary to vet your accounts and decide on the top 20 by the end of May. From that point forward, your metrics will be to simply communicate with your referral contacts at each of the 20 Golden Accounts each week.
  3. The metrics dashboard has been updated to reflect this change. We've also included some new metrics like "Contact Rate" to better align with the information in the Launch Guide.

Finally, please remember to also make use of these other great tools available to you:
  1. The Intake Call Guide is referenced in the Launch Guide and is also available in the Launch Guide folder on the support portal. This is a wonderful in-depth walk-thru of how to properly conduct a sales call with a prospective client.
  2. The AI Sales Trainer is a useful tool for getting some practice enacting the strategies laid out in the Intake Call Guide. Remember, if you aren't sure of your password, just click "Forgot Password", enter your email address, and it will allow you to set a new password.