GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

11. Presenting Marketing Solutions A GMS presentation is not a product pitch — it is a prescription. You have diagnosed the business challenge during discovery. Now you are delivering the solution.

Presentation Framework (P-R-E-S) • Problem: Restate the specific challenge the prospect shared in their own words. • Recommendation: Present the specific GMS campaign you are recommending. • Evidence: Share a relevant case study, testimonial, or data point that proves results. • Solution Summary: Recap the campaign, timeline, and expected outcome before presenting investment. Example Recommendations For a restaurant within 5 miles of residential neighborhoods: "Based on what you shared about wanting to grow weekday dinner traffic, I'd recommend a 5,000-piece EDDM postcard campaign targeting households within a 3 mile radius, combined with updated window graphics promoting your weekday specials. This type of campaign typically generates a 2-4% response rate — that's 100-200 new visits."

For a dental office seeking new patients: "For a practice your size targeting families in the surrounding zip codes, I'd recommend a 'New Patient Welcome' postcard campaign of 7,500 pieces with demographic targeting for households with children under 18. Given that a new patient is worth $800-$2,000 in annual revenue, the ROI on this campaign pays back within the first 5-10 responses." Visual Presentation Tools Always present using physical samples or a digital presentation that includes: • A printed campaign sample relevant to their industry • A simple ROI calculation built around their business metrics • A timeline showing production, mailing, and expected response window

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