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Needs Analysis & Value Calculators

While the salesperson won't know all the specific touch points for a prospect, asking the right questions will make a huge difference in your prospect conversion rate. This works at three different levels:

  • Your questions showcase your interest, insight and understanding of their business to the prospect.
  • Your questions will provide the vital raw material for the S3 Value Calculator.
  • By questioning all the decision makers and influencers, and subsequently returning to verify elements of your proposed solution with each of them, you are "aligning the forces" for the Solution Presentation.
Value Calculators
Created in the familiar Microsoft Excel workbook format, each Strategic Solution Sales Value Calculator uses formulas developed by Caslon & Company. These formulas are based on solid experience with customized messaging and its ability to drive greater profitability into a digital print campaign. In many cases, the Value Calculator will be your most persuasive sales argument. Each Value Calculator includes a short PDF user guide embedded on the first page.

Tools & Templates
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Needs Analysis Guide and Questions
What are your client’s real business drivers? They may need prompts to help them articulate their goals for any campaign. This set of questions guides you through the Needs Analysis stage. It helps you pinpoint the client’s problems, while also providing data for the Value Calculator.
Value Calculator: Collateral Management
The challenge for print service providers is to convincingly convey the benefits of electronic collateral management to clients and especially to marketing departments. Caslon’s Collateral Management Value Calculator explains the cost savings that are possible, as well as the potential revenue enhancements. This Value Calculator will be your most persuasive argument for getting clients to adopt electronic collateral management via customized, on-demand printing.
Value Calculator: Direct Order Campaign
The benefits of variable data printing are not always apparent, especially to traditional print buyers who tend to focus on price alone. Your challenge is to quantify the bottom-line benefits you will be providing, and Caslon’s Direct Order Value Calculator will help your client understand the true sales potential of a relevant marketing campaign. The calculator lets you present realistic financial benefits of personalized print and creates a real incentive to work with your company.
Value Calculator: Lead Generation
By creating an attractive, affordable package for relevant messaging, variable data printing significantly increases leads for your client's sales team. The challenge for print service providers is to quantify this benefit for their clients. If you can measure the value, your sale is halfway home.
Value Calculator: Nurture-Loyalty Campaign
Nurture-Loyalty campaigns are about motivating customer commitment for future purchases and cross-selling activities. The Value Calculator considers anticipated sales value of leads based on established purchase behavior, as described by your client.
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