Date post: | 10-Sep-2014 |
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Sales Lead Conversion WorkshopMichael Halper
Founder and CEO SalesScripter
• 20 years frontline sales, marketing, and customer service experience
• Founder and CEO of Launch Pad Solutions and SalesScripter
• Author of The Cold Calling Equation – PROBLEM SOLVED
• President of the American Association of Inside Sales Professionals Houston Chapter
• ICF Certified Professional Coach
• MBA University of Houston, Masters of Science University of Texas at Dallas
Agenda
• Generating the lead• Following up on leads• Staying in touch
Generating the Lead
Inbound Marketing• Organic SEO• PPC
Process1. Drive traffic to website or landing page2. Have a compelling call to action3. Have an opt-in web form4. Opt-in form connected to your CRM
Generating the Lead
Outbound Marketing• Email marketing• Telesales
Process1. Go to LeadFerret.com and build target list2. Send email campaign through SalesNexus.com3. Track clicks (clicks = leads)4. Targeted phone calls to the clicks
Webinarhttp://www.salesnexus.com/blog/3-ingredients-of-sales-growth
Key Principles
Timely Follow-up • The more time that elapses, the odds of
conversion decrease dramatically
– Inbound leads: Follow-up needs to happen in minutes. Greater than 30 minutes can lead to a 50% decrease in conversion rate.
– Outbound leads: Follow-up needs to be within one to two days.
Key Principles
Map out your sales process stages• Ultimate goal: close the sale
• Immediate goal: get commitment to advance to next stage in sales process
• Always stay focused on the immediate goal
Initial Contact
First Call
First Meeting
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Key Principles
Staying in Touch• No a “No” but “No, not right now”
• Need a way to be there or in mind when the “No” becomes a “Yes”
• Two ways to stay in touch– Drip campaigns
• Informational emails• Monthly
– Periodic check-in calls• Quarterly
Identifying Who to Call
• Inbound leads• Email clicks
Making the Call
What to say?• “We sent you an email, wanted to see:
– if you found the information helpful” – If you wanted more information on
that topic”– If you had any questions on what
you read”
• “I saw that you took a look at [insert subject or title of content]
• Ask pre-qualifying questions– SalesScripter demo
Dealing with Voicemail• You can spend more than 50% of
your time reaching voicemail
• Have a plan
• Don’t expect a call back
• Use your message as commercial to educate
• Follow every voicemail with an email
• Create a multi-touch effect
Post-Call Activities
• Log call
• Follow-up activity
• Send email
• Add to new campaign
Visibility Across the Process
• Dashboard• Reports• SN Demo
Need Help?• Helps businesses with prospecting
• Sales coaching, training, and consulting
• Team of telesales resources– Lead generation– Appointment setting– Lead follow-up– Survey/information gathering– Event promotion
• Able to work directly in your CRM
• Pricing– 25 Hours - $750– 50 Hours - $1,500– 100 Hours - $3, 000
Need Help?Sales Ready Lead Starter Kit
Only $780
One year complete subscription to SalesNexus
30 to 45 min. Email Campaign Consultation
Polished 3 email campaign
6000 LeadFerret contacts (500 per month)
30 day SalesScripter.com subscription
60 to 200 qualified leads
Need Help?Sales Ready Lead Starter Kit Premium
Only $1,530
One year complete subscription to SalesNexus
30 to 45 min. Email Campaign Consultation
Polished 3 email campaign
6000 LeadFerret contacts (500 per month)
30 day SalesScripter.com subscription
60 to 200 qualified leads
Telesales Lead Follow-up (25 hours)
Need Help?• SalesNexus Free Trial
– http://try.salesnexus.com/free-trial/
• SalesNexus videos– http://www.salesnexus.com/training.html
• SalesNexus weekly training– http://www.salesnexus.com/training.html
• SalesScripter Free Trial– http://salesscripter.com/cold-call-calling-script/
• SalesScripter videos– http://salesscripter.com/category/training-videos/
• SalesScripter weekly training– http://salesscripter.com/weekly-overview-webina
r/
• The Cold Calling Equation – Problem Solved
– http://www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545/ref=sr_1_1?ie=UTF8&qid=1338310605&sr=8-1
• Lead Follow-up Service – Launch Pad Solutions