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Conversion Tools: Case Presentation Package

Posted by Parthiv Shah on May 23, 2018 1:04:13 PM

Parthiv Shah

While 'Shock and Awe' package is sent to prospect prior to the appointment, the case presentation package is handed to them on arrival and it is used as a conversation prop in the meeting. A digital version of case presentation is created for online meetings. All elements of case presentation package are housed in a 6 x 9 clear plastic envelope.

Audio CD or Video DVD

You can write your own script or hire an expert copywriter to develop script for an Audio CD or a Video DVD. (Copywriter's fees are not included in the fix fee implementation package price.) Once the audio CD is created it can be re-purposed in a video using technology like EasyVSL.com. Typically done as an interview, this is an important element of a case presentation package. The client/patient walks out with the case presentation package whether or not they buy. If they bought your recommended service, this CD/DVD serves as a tool to handle buyer remorse. If they walk out without buying (Appointment no sale) this audio or audio visual element is designed to bring them back for a follow on appointment where you can answer their questions. Frequently asked questions are answered. Objections are handled. And the prospect will have a clear understanding of what they need, what they get and why you are the right choice for them.

Check or Gift Voucher

It is a gift voucher with a face value of substantial amount of money (for example $250) to be used as a gift towards the treatment/program you are presenting. This tells the client that this will be a sizable purchase, today is the day they will be buying and here is a small token of appreciation for spending time with us. This is money in their pocket that they can spend on YOU.

Letter to customer

This is a champion letter from YOU to your customer/patient thanking them for their interest in the specific treatment or program you are selling. It starts with "Congratulations, I am glad you too this step…

Postcard

A Post Card is an 'executive summary document' that describes the benefits of the treatment or program you are proposing. This is visual representation of their life AFTER they go through what you are proposing.

Step By Step Guide

This is a step‐by‐step PROCESS FLOWCHART that details exactly what to expect during the entire process of doing business with you. The purpose is to future‐pace the prospect and get them to see themselves working with you, to set expectations, to define rules of engagement, and more.

Treatment / service options:

In this multi‐page booklet describes (with pictures, illustrations and text) various options the client has available. Options are important. If you don't give them enough options to pick through, they will seek 2nd opinion from someone else and see if YOU are the right option. By giving them option, you are helping them SHOP for their options and make a choice within a controlled environment.

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Topics: shock and awe, Implementation, case presentation package

 parthiv shah

 

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