One of the biggest challenges distributors face is getting past the marketing department gatekeeper. Cleveland-based Proforma is now helping its owners and their sales representatives find another way in to valuable accounts through the human resources department. The newly launched Human Resources (H.R.) Hero Selling System, is designed to help owners and sales reps find an easier point of entry, and identify key prospects to establish relationships within the organization.
“It’s no secret that marketing departments are busy and it is notoriously hard to get appointments with their decision makers,” said Greg Muzzillo, founder of Proforma. “The H.R. Hero Selling System gives owners and their sales reps another avenue to get their foot in the door. This system makes it easier to establish relationships with prospects and ask to be walked down the hall to the marketing manager. That is the best kind of referral.”
The H.R. Hero Selling System offers a step-by-step guide for how to successfully sell to H.R. professionals. It includes a four-page communication log and script, an “H.R. Pete” stress toy with branded mailing materials and a comprehensive 12-page brochure. Each element of the campaign helps owners and their sales reps communicate how Proforma can streamline their recruitment and retention efforts, training, workplace health and safety, recognition programs and more-turning the H.R. Manager into an H.R. Hero.
“With the H.R. Selling System tools, I was able to earn a $150,000 opportunity for an employee recognition program at a major food distributorship,” said Chuck Ely, owner of Proforma Combined Products. “This program gave me the tools to turn a lukewarm relationship into a trusted partnership.”
Within one month of launching the program, Proforma owners have reported more than $400,000 in new opportunities they have identified in Human Resource departments. The H.R. Hero Selling System is one of many award-winning sales and marketing tools developed to give Proforma owners a competitive advantage.
“The H.R. Selling System brochure helped me get an appointment and establish a contact with a new prospect,” said Andy Birnbaum, co-owner of CharlieCo Powered by Proforma. “By showcasing how I can help ‘make H.R. Heroes’ I walked out with a $100,000 sale for an employee recognition program and a new relationship, which is invaluable.”
For more information, visit www.onlyproforma.com.
