The Tuchin Group - The Process

The Process

The Tuchin Group helps coordinate the following components in order to help assure that your message reaches your intended audience. Our process includes:

Business/Needs Analysis

•	Identify your needs through diagnostic questioning and relate the right features/benefits
•	Understand your industry, organization, culture and challenges
•	Recognize personality types, each of which has a preferred pattern for receiving information and making a purchase decision, to enable us to prepare and deliver key information on your behalf
•	What is your product theme or value identity?

Volvo = safety… Mercedes = luxury…Your Company = ?

Identifying your Market

What are some of the key characteristics of your "perfect prospect"?

•	Geography – counties, metropolitan areas, zip codes, radius
•	Specific Industries, SIC or NAICS codes
•	Employee size? Annual revenue? Age? Credit rating?
•	What other criteria may be important to you?
•	Depending on your specific needs, we can acquire a prospects list from multiple sources such as InfoUSA, SalesGenie, Dunn & Bradstreet, Hoovers, Lexis-Nexis, Harte-Hanks, OneSource and others.

Identifying Decision Makers

•	What are their titles and/or roles?
•	What motivates them to buy? What is their pain?
•	What types of messages or value statements typically catch their attention?
•	Should messages be Conservative? Cutting Edge? Why?

Determine & Communicate Value Proposition

•	What is the goal of this program? Is it to generate face-to-face appointments, drive attendees to a seminar, webinar or workshop, conference call, get prospect to call you or stop by your place of business, gather information, other?
•	Do we want to start by developing a targeted mail campaign? If so, we will work with you to create a customized piece for each prospect and decision maker identifying your values and focusing on what motivates them.

Networking

•	Networking is the very valuable and, often overlooked, sales technique and one that takes many years to develop and refine
•	Knowing many key people in many organizations nationwide transforms us from an outsider to an insider. We have a vast list of quality contacts we can turn to for information, referrals, and suggestions, giving us a competitive edge and the ability to produce results for you in any area of business
•	We give presentations and attend conferences, seminars, workshops, and other events. These events have increased our knowledge, helped develop skills, and provided an excellent opportunity to meet people and develop lasting business relationships

Execute Program

•	Whatever your needs may be or what, together, we determine to be the most effective route to reach your audience – direct mail, outbound appointment setting, networking, kiosks, etc. we will work closely with you to generate new sales and business opportunities on an ongoing basis.