Visibility Engage Nurture Sale Deliver Up-sell Referrals

How are you attracting attention? Advertising: trackable? Direct Sales: inc. telemarketing, email, leaflets Exhibitions Networking

Digital: Website: organic - pay per click Social Media: what strategy - what results Facebook Linkedin Youtube Pinterest Twitter Instagram

How are you measuring results?

What is the LTV of your client?

Visibility

Visibility Engage

Contact Details - Data Capture - Your List

Organic or Purchased

How are you collecting data?

What are you doing with that data?

82% sales take place after the 7th touch

How are you engaging with potential customers?

Engage

Visibility Engage Nurture

How do you stay in touch?

How do you nurture relationships?

What value could you add at this stage?

Ideas: articles, blogs, courses, newsletter

Nurture - Relationship Building

Visibility Engage Nurture Sale

How good are you at sales?

Ratios - do you track?

What does NO mean to you?

How do you handle abandoned/lost sales?

Sale

Visibility Engage Nurture Sale Deliver

What does service mean to your customer?

How do you WOW?

What could you do to stand out from competitors?

Deliver and Satisfy?

Visibility Engage Nurture Sale Deliver Up-sell

How do your clients know of your other services?

Reliable/trusted Referral Partners. How many?

Cross-Sell

Up-sell

Visibility Engage Nurture Sell Deliver Upsell Referral

What percentage do referrals represent?

When/how do you ask for referrals?

Do you/should you reward referrals?

Referrals

How are you Growing your Referrals?

Visibility Engage Nurture Educate Referral Feedback Reciprocate

ReferralsEveryone knows they work, but no one has a plan!

Who could be referring business to you, but isn't?

How often do you meet referral partners?

How well do you know what they want?

How well do they know what you want?

Referrals

How do you see the next twelve months panning out for you?

What issues/challenges is your type of business facing just now? Do you have any thoughts on how you are going to approach the year?

Referral Hubs - are all about questions

‘questions lead to answers lead to understanding’

Describe a Typical Client - the sort you would like to have more of.

What do they ‘Sound Like’ - ie. what might they say that would flag up an opportunity

How do you make a difference with this sort of client?

Referral Hubs - are all about questions

‘questions lead to answers lead to understanding’

Who Can I Help Connect You With (client or referral partner) Name 3 individuals - companies - type of companies (get very specific)

What is the best way to approach them? (teach me what to say)

Referral Hubs - are all about questions

‘questions lead to answers lead to understanding’

joined-up social marketing

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