Your Sales Journey - The Sales Documentation - Products and Services
Hello
In the prospect research and business presentation exercise, I like to specify the ideal sales path, which I call my sales stages, when there is a purchase of my products and services.
Once my first inventory presentation document has been distributed, whether it is a catalog, a brochure, or a media kit, the second step is to present a specific and detailed document about the product or service in our catalog, meeting the direct need of our prospect.
I produce a Sale document for each product with the details required for the purchase. Of course, we must find a way to present our Sales document and make it look professional, while still being effective. Also, this document must be available for all presentation platforms, both virtual and physical for face-to-face meetings and networking.
In this article, I propose to look at the steps when creating Sales documents for our products and services. This article is the second in the series of 3 reports on Sales and Customer Presentation Documents. Hope it helps!
MusicScore: the research and writing of this paper was done while listening to the excellent new song by Pharrell Williams and Miley Cyrus: Doctor! What a bass line! I suggest listen to it while reading. This is a Happy Song for Work!
Listen to the MusicScore complete list on YouTube! Enjoy the Music At Work!
Presentation of the presentation document
Introducing a sales document into your administrative procedures will be beneficial. In addition to homogenizing your image and sales speech in your company, the sales document can be easily sent as an attachment in an email or saved on the web to create a clickable link to insert into signatures and virtual communications with QR Codes.
I'm going to use the Sales documents from this blog, produced for buyers of advertising space, to show the steps of creation and integration. Since in 2024, a sales document that is not accessible to be distributed in 3 seconds via our mobile between two handshakes during a networking period, is not very... 2024, right?
What to include in a sale document
Have you searched the web for the contents of Sales document? You will deduce the subject is large and many have their own definitions. Let's be logical, Sales document should ensure in our prospecting search, that its distribution makes sure we move from the prospecting stage to the purchase stage.
I then put myself in the shoes of my customers and put together the required information that responds to a purchase request for a prospect, regardless of whether their request comes from the web, in person or through an agency (third-party purchase often seen in the field of advertising).
I then went through the sales document of several companies in the field, to see what competitors put in their sales and presentation document and I checked my course notes from my business start-up training, as I realized that most of the information was in my business plan, sometimes a simple copy/paste.
Anyway, I'm listing here what Sales document should include with some general explanations and where to place the elements of your sales speech and other technical things. Below in this paper, there is an example of this blog Sales documents and I indicate how to upload and disclose this type of document on the web, the best saving time kind of thing for all your staff! My smart guy stuffs.
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Description of the contents of the sales document
The W+M sales document starts with a visual, which is the main image of my product. I only put one visual and I refer to a gallery or the product page for more images. So, my document will be light in terms of weight, so easily attachable in an email. The image is accompanied by the descriptive text of my 150-character product.
Image of the first third of page 1 of the sales document with the visual and the main description and the link to the website to view the product to lighten the document of additional content.
The Magic of the lists
I find myself in the middle of the page where I put the sales text with the incentives for the buyer.
I like to use a list with points, 5 or 6, in order of importance, except for the last point on the list that I reserve for the second most important argument, so that the incentive list ends with a highlight. I often see on other documents the last words of the last bullet point in bold to get the reader's attention, however, my designer side doesn't like it. Keep in mind that the end of the list is a strong point in terms of perception. Maybe it's because we're used to scrolling down a list to see a bill total, for example, or scrolling down our mobile screens.
Example of sales incentive text located in the middle of page 1 of the sales document. This is the most important text in the most important location of your document. Here, a list is used rather than text with the most important points at the beginning and at the last position of the list. For example, for this web integration service, the company's recurring and most paid requests are the Mailchimp integration, followed by the Cookies and subscription terms and conditions policies. Take a good look at where they are placed in the list, in positions 1, 5 and 2.
Finish in style
Of course, the bottom of the first page includes the sales elements, such as the prices and discount or promo and the items required for the contract. I like to put links at the bottom of the page to products related to that product, while others prefer general contact information. The important thing for me is to put clickable links to a product and service that will arouse interest, such as in e-commerce stores that program a gallery of products offered as an additional purchase; You might also like this.
Example of the end of the first page of a sales document with prices and special offers in the last third of the document. Notice the 3 links at the bottom right, leading to additional information on the website, inspired by suggestions for additional products offered before the checkout process in e-commerce.
1 page or 2?
There are several opinions on the length of Sales document and I believe that the product or service to be sold also depends on the length of our documents; a short-sleeved shirt that may be easier to explain than a factory automation service.
In the press industry, for W+M, it is common to see a one-page Sale document without images and with links to more information on websites, so that the documents remain lightweight and easily transferable by email. This field lends itself to this and people in the business are resourceful on the net.
Of course, not every company's target audience is the same and many must do physical documents with an audience that is not familiar with QR Codes. At this point, it might be a good idea to make two versions of your documents, a heavy one to send to print with high-dimensional images and a second light version, with smaller images, for your internal communications and the web, which will make life easier for your sales team, who often have to send documentation on the spot to take advantage of a Momentum to conclude.
The important thing in your sales document is to make it sell. If a second and third page is needed to allow you to add statistics, if your sales department asks for useful additions to your document, let's add the required information on extra pages and let the graphics come up with design solutions. However, let's stick to the principle that the sales document should not include superfluous information, repetition or images that weigh down the document unnecessarily.
At the bottom of the article before the conclusion, in the section Presentation of the W+M Sales Department, I wrote examples of sales texts that can give you ideas on how to properly occupy an additional page of your sales document: description of a related product sold in combo, sales and reach statistics, comment on usage, Google reviews, image to encourage your subscription with reading statistics, etc.
The Sales Documents Serie
3 reports about the documentation for business sales department and entrepreneur to guide your propects research:
Step 1: The Inventory Presentation - Media Kit
Step 2: The Sale Document - product and service
Step 3: The Partnership and long-term relationship Document
Online Here
Distribution of the Sales document
Once your document has been composed, consider putting a printable copy of your file directly on your website, which is very convenient for workers in agencies and purchasing departments, who often have to ask for budget authorizations or take information steps before contacting us.
Here's how I go about making my document visible. I add a button that opens the pdf document on a different page. This way, all workers have access to information and it reduces my management time, in addition to that of my clients.
Additions in web policies
Of course, when a sales service is offered and documentation is public, there are adjustments to be made to the web policies of our sites in order to take into account the billing and sale of products and services according to the laws applicable on the territory of Quebec, since the head office of the company that invoices is located in Quebec, Canada.
In order to continue reading on this subject, the third report on site web policies for sales and billing will be online by the end of May. Check out all these reports via the web policy tag and subscribe to receive this article by email.
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Marketing Blog Descriptions
The advertising display platform is the blog, French and English, of the website referenced jeffmaheux.com. Ads are placed in strategic locations in specialized articles that are read by entrepreneurs and digital workers finding links in search results over the years.
Reader data
History: Since March 3, 2018, the Marketing Blog has been read by an average of more than 1000 unique visitors per year since its creation. In 2023, quite a change happened: on November 30, the number of visits reached 12,000 page reads, doubling the number of visits since the initial publication date in just 11 months, with an average reading time of more than 3 minutes.
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Media Reach
W+M Monthly Social Media Aggregate as of February 29, 2024: 7,500
Monthly overall scope of website visits as of February 29, 2024: 1,502
Total people affected per month: 9000
Conclusion
I hope this post helps you understand and compose your product and service presentation document for sale. It's important to be proud of the documentation we create for our business. This is an important communication that we should have in our pocket at all times via mobile.
I invite you to create a QR code and keep this visual in your phone's image gallery and use this code in your printouts and outdoor advertising.
I conclude by inviting you to visit the next article of these reports on the after-sales and partnership presentation, in order to conclude your sales journey with a tool inviting your new customers to follow you in the medium and long term.
Thank you for reading,
Jeff
Production: W+M Services
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