Process-Sales

This covers the process of sales at herbal papaya - how we find and convert wholesale and retail leads into customers.

SALES PLAN

Click her to view most recent sales plan (2017 draft)

SALES COLLATERAL

https://drive.google.com/drive/u/0/folders/0B0eTo5sJhufpZm1lYzN6NXVkTE0

This is the folder where we have all our sales collateral including our Sell Sheets:
Brochures, media kits and post cards.

SALE AND SAMPLE KIT REQUEST FORM

https://www.herbalpapaya.com/pages/sample-sales-kit-request-form

EVENT & SALES PROMO PACKAGE TEMPLATE (SXSW SAMPLE)

Click Here for SXSW Event Planning & Sales Promo Package

CHANNELS

1. Independent retail 
2. Brokers and Distributors
3. Mass Retail
4. Colligiate 
5. Partners & Associations
6. Events & Tradeshows


OUR SALES EFFORTS
a. Cold calling related and target customers that we find through our lead generation efforts.  Create (and utilize) our sales script based on user audience. Sales scripts located: https://drive.google.com/drive/folders/0B7VozIbr7qgvV1RuMkdwWWc0czQ

Target customers include chiropractors, integrative clinics, natureopathic doctors, homeopathic doctors, compounding pharmacies, health clinics, health coaches, fitness centers, natural health stores......

b. Reaching out to target customers on Linkedin utilizing our professional Linkedin account.

c. Continuous and automated marketing and sales to convert leads utilizing our AgileCRM automation campaigns.

d. Providing samples to interested customers to try and taste.

e.. Providing research materials around our product claims - Found here.

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HOW WE GENERATE LEADS:

1. Internet research to generate leads - we use;
 
(a) Paid services and purchase lists from databases as InfoUSA.com, Data.com based on our target customers.

(b) We find professional associations in our target customer group, such as Association of Chiropractors.

Professional Associations we are interested in include: AANP, IFT etc etc. Click this document to see list of these associations..**** Jess, pls link to document with associations names and their websites**

They usually have a listing of members on their page with contact information (eg address, phone number, email). We then scrap this information manually from their website or we call them and ask for their list of members of they will share. To scrap manually we sometimes hire contractors from Fiverr, elance etc to help. Data is saved into excel files that can be uploaded into our CRMs.

HOW WE REACH OUT TO LEADS
1. Cold calling and telemarketing always works. We use sales scripts found here:

2. We use email outreach through professional networks such as Linkedin through an employee (or CEO) account.

FOLLOWING UP WITH LEADS

A: WHEN LEADS WANT MORE INFORMATION:
Here is a sample email which you can send to leads who want more information
1. Include our whole sale price list found here.
2. Include our MAP found here.
3. Include more information about us including our Media Kit and Brochure...

B: WHEN LEADS WANT SAMPLES
We have sample packs of the following products

- All flavors of our teas, Our green papaya powder, Papaya Seed powder, 1 oz papaya leaf extract, 1 oz papaya seed extract, Papaya leaves (dried, cut and sifted).
We can send samples free as well as some marketing materials. Obtain their mailing address and send samples or forward this information to the person on  our team responsible for sending out samples.

HOW WE SIGN UP LEADS AS CUSTOMERS:

Read this document to learn how to set up as wholesaler account:
 https://drive.google.com/drive/folders/0B7VozIbr7qgvLXdLcUJiX1plTXM

Things to note:
1. Wholesale customers must provide us with their Sales Tax ID (Since we do not charge them tax, assuming they will resell the product) and with a signed copy of our Minimum Advertised Pricing (MAP) stating that they promise not to sell our product below the suggested retail price on our price list and/or website. 

It is best to sign up a wholesaler who is interest in purchases on the spot, asap. Help customers fill this form http://www.herbalpapaya.com/pages/become-a-retailer and get their payment information while you have them on the phone.


CRM - MANAGEMENT OF OUR LEADS AND CUSTOMERS

We utilize 2 CRM systems for our wholesaler leads and customers

1. Zoho CRM is here. Login and study how to set up new leads in ZOHO CRM and always update information on what outreach has been done for them. Only add warm to hot leads in Zoho CRM. Login as sales@herbalpapaya.com.

1. AgileCRM is here. You will receive login information 

 Verify contact data in current Prospects and export any old data in Prospects to this location: https://drive.google.com/drive/folders/0BxiFpF34ZXjbLS1OS1ZKbmVORmc

3: Hire Telemarketer and/or make cold calls to leads. Approx 600-800 per week and update Zoho CRM with prospects status ie: VMS, Contact in future, Appt Set, Uninterested, Requests Email, Contact in Future, Dead Lead, etc.

 

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7: Send contact samples via USPS or ask if they have a Fedex or UPS account available to use to send samples from.

8: Follow up with sending an e-mail including the following:

9: Close Deal

9: After Sale Follow Up:
Here is after sale follow up ideas

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Learn about Herbal Papaya company - This is crucial before embarking on sales, so as to give customers confidence and be able to answer any questions they may have. To learn more about our company read through in details everything in STEP 4 of this information page.

Learn about each of our product lines, individual products within those lines, best sellers, what benefits they provide and who is buying them and what they use them for. Click here to view our product overview sheet.


1. Go through Step 4 of "New Team Member page" - Scroll down to review our brochure, media kit and watch the Youtube videos about us.
2. Read through our Annual Sales Plan Document.
3. Peruse our Frequently Asked Questions.
4. Watch our training video on placing orders on our Shopify back end and providing discounts.
5. Watch our training video on looking for customer orders on our fulfillment back end.