Focus:
- Engage
- Advance
Objective:
- Position & seed insight-based conversation
- Position our TPOV and value proposition in a holistic manner while avoiding the "we-do's"
- Demonstrate our authority on the subject (of the scorecard)
- Begin the transformation from latent and/or chronic pain to explicit and/or acute pain
Overview & Introduction:
Please watch this video to understand the strategy & psychology behind the scorecard and how to best use it.
How It's Used:
Where do we begin? The Diagnostic Scorecard is one of the most powerful tools in the demand generation & selling toolkit because it can be used in a variety of different ways. Here are some:
- As a downloadable offer that highlights the improvements that you make and seeds your key insights
- As a sales tool:
- Account entry - position your conversation, seed areas of concern
- Connect to authority - use with a non-authority contact to elicit feedback from authority persona or to introduce authority persona
- Leave behind - a strong educational piece that can be used by lead/prospect in the future
- Sales exercise - have individual(s) complete scorecard and facilitate conversation
- A simple, yet powerful homework assignment - homework is a key component of a sales advance and the scorecard is a powerful and simple & easy use
The Process
- Choose who will participate
- All participants watch the video
- All participants individually create 5-10 sample statements
- Combine statements
- Review statements & discuss
- The focus of the discussion is on key themes
- Rewrite statements based upon discussion
- Narrow statements (ideally to 15 - 20)
- Vote on statements
- 1 -Must, 2 -Good, 3 -Nice
- Determine the final 10 statements
- Confirm all key areas are covered
- Determine the "qualitative question" that goes at the bottom of the scorecard
- Name the scorecard
- Create fillable pdf
- Finalize