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Double Your Sales
- 1. WHAT DIFFERENTIATES YOUBUSINESS FROM THE MOST SUCCESSFUL IN YOUR INDUSTRY? ANSWER - YOU NEED MORE MEETINGS WITH PROSPECTS THAT LEAD TO BETTER OUTCOMES TAKING THE FIRST STEP IS CRITICAL . BEGIN THE KIND OF CHANGE THAT CREATES SIGNIFICANT RESULTS HERE ARE TWO GIFTS FROM OUR TEAM TO YOURS TO GET STARTED (a free 1½ hour strategic sales lead or sales management analysis session) MANAGEDFORCE ZOOM TEAM-EVAL SALES & MARKETING One hour sales Lead team evaluation Generation and strategy Strategy assessment Session Contact: Bruce Rossiter Contact: Greg Holsen [email protected] [email protected]
- 2. DOUBLE YOUR SALES LEADS LEADS T h e Q u a l i t y a n d R e s u l t s o f Yo u r S a l e s L e a d s i s V i t a l To Yo u r S e l l i n g S t r a t e g y
- 3. Your Presenting Team BruceRossiter • President – Zoom Industries – Private Equity Acquisition Company – Zoom Sales & Marketing - Sales Lead Generation • Silicon Valley AMA – Chairman & Host of the Emerging Media Morning Forum – Board of Directors • Certified Social Media Strategist Greg Holsen • Principal & Founder – ManagedForce – Transforming sales teams to compete with the global top 2%. • Founder – Quorum Forum – Best Practices for Selling Professionals • Appearances – Good Morning America, – 60 Minutes, and – Numerous local media outlets
- 5. We show youhow this translates into double your income Using traditional and digital sales and marketing processes. D o u b l e Yo u r S a l e s L e a d s
- 6. The Three Lanesfor Sales Lead Generation Mastery • Telephone prospecting • Email prospecting • Social Media prospecting D o u b l e Yo u r S a l e s L e a d s
- 7. Will start withthe telephone to create more leads. D o u b l e Yo u r S a l e s L e a d s
- 8. Two important callstrategies 1. Make as many dials as you can in a set time period. D o u b l e Yo u r S a l e s L e a d s
- 9. Two important callstrategies continued 2. Pursue each call in-depth. D o u b l e Yo u r S a l e s L e a d s
- 10. Consultative Versus “Featuresand Benefits” Selling Psychologist + Consultant Think more like a Newspaper Reporter • Who • What • Why • Where • When • How “Let Me “Tell Me More Tell You” About That” Prospect Your Needs Offering Product Focused Need Focused Lower Margin Higher Margin Consultative Features & Benefits D o u b l e Yo u r S a l e s L e a d s
- 11. Dealing with thethree most prevalent problems in telephone prospecting 1. Turning the pervasive fear of “no” into a positive feeling: D o u b l e Yo u r S a l e s L e a d s
- 12. Turning around thefear of “no” There are a few techniques I’ve found very helpful to make sure I pick up the phone and start calling: – Remembering the saying “He who has begun Has half done. Dare to be wise; Begin” Horace D o u b l e Yo u r S a l e s L e a d s
- 13. Turning around thefear of “no” Looking at things from a positive frame of mind D o u b l e Yo u r S a l e s L e a d s
- 14. Turning around thefear of “no” One successful practice - Welcome each “no” as bringing you that much closer to “yes”. D o u b l e Yo u r S a l e s L e a d s
- 15. Start with theeasy calls Prospects coming from a referral are some of the best qualified leads • They prospect knows and trusts the referral source. • You probably will have learned more about the basis for a call from your referral source, so you are better prepared. • The likelihood of the prospect needing your product or service is much higher based upon the referring source’s estimates. D o u b l e Yo u r S a l e s L e a d s
- 16. Turning around thefear of “no” Another Successful Practice • Calculate the value of each dial and then enjoy picking up the phone and counting all the money you make with each dial, irrespective of it being a “no”. • We will show you how to calculate this dial- value at the end of the presentation. D o u b l e Yo u r S a l e s L e a d s
- 17. 2. Reaching adecision maker when you’re not ready to leave a voicemail message • Can you page him/her please? • Is there someone sitting near his office that can see if he’s there? • Can you give me his “business” mobile number? D o u b l e Yo u r S a l e s L e a d s
- 18. 3. Getting throughthe electronic gatekeepers D o u b l e Yo u r S a l e s L e a d s
- 19. It Takes 8-14Attempts to Reach Someone Through Voicemail on Average How many do most make prior to quitting? 3 Attempts Reason it takes so long? FAIL TO LEAVE A COMPELLING MESSAGE D o u b l e Yo u r S a l e s L e a d s
- 20. Leaving Successful Voicemails The result of your emails is highly depended on these six factors: 1. Your ability to created firm, controlled excitement in your voice. 2. Your timing in regard to their need. 3. How compelling your voicemail is to them. 4. How long it is 5. How often you contact them. 6. Getting admin support. D o u b l e Yo u r S a l e s L e a d s
- 21. Dealing with the3 Death Questions • “What’s this regarding?” • “Is he or she expecting your call?” • What company are you with (or what do you do)?” D o u b l e Yo u r S a l e s L e a d s
- 22. Getting a prospect’s Key Factors attention with a better value proposition 1. Focus on the competitive pains in YOUR PROSPECTS industry 2. How will what you do increase revenue for the prospect? 3. Can it pay for itself? 4. Know your competitors and how they sell! 5. It is best to guide the prospect to having THEM tell you what your unique value proposition really is . 6. They have heard the sell – help them understand the core “why” by focusing on what others saw in your product that induced them to buy. D o u b l e Yo u r S a l e s L e a d s
- 23. The Important Call What to know about this technique Pro: It can net as high as 80% callbacks Con: 1 out of 10 executives will be a little miffed at your use of the technique. This technique should be used when you have something that is critical to the prospects business. How the Call Works First understand the method of delivery.. Quick yet relaxed delivery with authority and no level of undo excitement. What is said: Bruce, ’ Greg Holsen –(Pause) important we talk – call me at 408-xxx- xxxx. (Hand Up) If executive gets miffed say I told you it was important but it wasn’t urgent. If you give me a half a minute I’ll tell you why I called and you can determine if I should have made the call. D o u b l e Yo u r S a l e s L e a d s
- 24. The 1st mistake:Not Researching Before Making the Call If you call a prospect without knowing what they do, then you're wasting everybody's time. The 2nd Mistake: Opening the Call with "How Are You?" Asking "How are you?" when making a cold call is like sending a 30 second advance warning for a nuclear strike. You might think you're being considerate, but all you're doing is alerting the poor prospect to their impending "death by cold call“. Ways to The 3rd Mistake: Technical Jargon and Acronyms It's easy for salespeople to flaunt industry jargon and buzzwords, but it Make often alienates and confuses prospects. Sure Your The 4th Mistake: The One-Way Conversation There are three kinds of communicators: the bore: they talk about Cold Call themselves, the gossip: they talk about others and the brilliant conversationalist... they talk about you. Stays The 5th Mistake: The Premature Meeting Invitation Calling a stranger and asking for a face-to-face meeting in the first 30 Cold seconds is like asking somebody out on the first date. a date right after being introduced D o u b l e Yo u r S a l e s L e a d s Source: Michael Schell
- 25. Finding Pain Pointsand Key Factors Knowing What to Do With Them 1. Pain comes from questioning • Consultative Approach 2. Pain comes from similar people with similar challenges 3. People need to resolve pain to justify spending money. 4. Don’t miss pain – if it uncovered it is DEADLY to miss it in the sales process. 5. Run the Pain Funnel D o u b l e Yo u r S a l e s L e a d s
- 26. Handling Objections Welcome objections- • That means that the person you’re speaking with is engaged. • Ask them if they’ll consider your proposition if you can successfully address the objection. • Make a list of likely objections and their best answer. D o u b l e Yo u r S a l e s L e a d s
- 27. Articles about handlingobjections. • Objection-handling process: The overall process for handling objections • LACE: A four-part handling method. • Tip the bucket: Ask for all remaining objections. • Types of objection: Common categories of objection. • Objection-handling techniques and methods • Boomerang: Bouncing back what they give you. • Objection Chunking: Taking a higher or lower viewpoint. • Conditional Close: Make closure a condition for resolving their objection. • Curiosity: Don't be sad, be curious. • Deflection: Avoid responding to objection, just letting it pass. • Feel, felt, found: A classic way of moving them. • Humor: Respond with humor rather than frustration. • Justification: Say how reasonable the objection is. • LAARC: Listen, Acknowledge, Assess, Respond, Confirm. • LAIR: Listen, Acknowledge, Identify objection, Reverse it. • Objection Writing: Write down and cross out objections. • Pre-empting: Handle them before they happen. • Pushback: Object to their objection. • Reframing: Change their cognitive frame. • Renaming: Change the words to change the meaning. • Reprioritize: So ones you can't handle are lower. • Writing: Write down objections then cross them off as you handle them. D o u b l e Yo u r S a l e s L e a d s
- 28. Handling “Just sendme your information and I’ll look at it” D o u b l e Yo u r S a l e s L e a d s
- 29. Using direct mailor an Email to warm up a prospect If your list of prospects satisfy the opt-in requirement, sending out emails that have a call to action can substantially warm up leads. D o u b l e Yo u r S a l e s L e a d s
- 30. The importance ofthe “Subject: or title of the email and the “From” line • Crafting the title to your email will make a major difference in you open rate, as will who you list in the “From” line. • Experts believe that the open rate from tweaking these two variables can make a difference of 50% in the open rate. See http://bit.ly/hZ0Pbr D o u b l e Yo u r S a l e s L e a d s
- 31. Using Email inlaunching a new social media enhanced website D o u b l e Yo u r S a l e s L e a d s
- 32. Using Social Mediato Generate Sales Leads The main purpose of a well is to designed social media enabled website is to drive prospects to you instead of you having to search them out as you do with telephone calls and emails. D o u b l e Yo u r S a l e s L e a d s
- 33. Thought Leadership The maidway to establish yourself as a company or person sought out by prospects is to have developed a significant presences as a thought leader. This means, at the heart, blogging. D o u b l e Yo u r S a l e s L e a d s
- 34. Why is ablog important? In a nutshell, a blog allows several things to occur: • Show your expertise through your writings, • Develop trust when readers experience you as an expert, • Reader’s to engage with you through their comments, • Unlike newsletters, blogs can be linked to hundreds if not thousands of other sites and platforms, • Blogs increase your websites visibility and ranking, • Blogs help you dominate the results on a Google search, • Unlike ads, blogs live on for years, constantly giving you exposure in the topic areas of your articles. D o u b l e Yo u r S a l e s L e a d s
- 35. Most small businessesdo not blog Websites 2.0 that are Social Media Enabled Websites Web 2.0 Blog 1 No No 2 No No 3 No No 4 No No 5 No No 6 No No 7 No No 8 No No 9 No No 10 No No 11 No Yes 12 Yes Yes D o u b l e Yo u r S a l e s L e a d s
- 36. • “I don’thave time to blog” is the most often response when discussing initiating a blog. • Yet we have time to go to networking events once and sometimes twice a week to hunt for prospects. Blogging is networking on steroids. D o u b l e Yo u r S a l e s L e a d s
- 37. The numbers tellthe story • If a person goes to 1 networking event a week to meet prospects, the net result for a month would probably look like this: – Met 7 new people per event, with two that look like good ones to stay in touch. That means 2 prospects per week or 8 prospects per month or 96 per year. – The actual number of closed business from these prospects ranges from 1 to 2, on average. D o u b l e Yo u r S a l e s L e a d s
- 38. The investment oftime networking events is prohibitive from a sales yield standpoint • If one goes to 48 networking events a year and the average event lasts 1.5 hours plus travel back and forth of 1 hour, the investment of time is 2.5 hours * 48 or 120 hours. • If the billing rate for the principal going to these events is $125/hour, the investment to get 1 to 2 sales was $15,000. D o u b l e Yo u r S a l e s L e a d s
- 39. The payoff fromsocial media for this same investment is much greater “I'm not Irish but I'm a pretty lucky person. This is a good day to start this blog. I've been chasing around in the digital education market for some time now and have so much to share. My venue arrived this week in the form of this blog. Now I have room to grow! I feel like I've climbed out of the box. Every day I read about something new in digital education. Avid research is something I really enjoy. Figuring out the puzzle of tech tools is fun for me. I can make it easy for you. Stop by often!” D o u b l e Yo u r S a l e s L e a d s
- 40. Or one couldwrite 24 researched articles, one every two weeks and publish 100 conversational ones. D o u b l e Yo u r S a l e s L e a d s
- 41. • By spendingthis time blogging instead of exclusively networking, one can reach thousands of prospects instead of few hundred. • The quality of the prospects will be much higher than from networking. Instead of meeting networkers who are looking for business, you’ll find prospects who are looking for suppliers like you. D o u b l e Yo u r S a l e s L e a d s
- 42. Influencer Marketing targetsInfluencers to pass on the message to their network. D o u b l e Yo u r S a l e s L e a d s
- 43. eCairn’s readership increased1000% when they started optimizing their blogs • Readership increased from 150 average users to 1,500 average readers. • eCairn had two blogs that spiked at over 6,000 readers. • Their traffic rank puts them at 30,000 out of 234 million blogs. D o u b l e Yo u r S a l e s L e a d s
- 44. Video is agrowing influence in digital marketing D o u b l e Yo u r S a l e s L e a d s
- 45. D o ub l e Yo u r S a l e s L e a d s
- 46. In 3 YearsMore People Will Be watching The Internet Than Reading It. People are watching 2 billion videos a day on YouTube and uploading hundreds of thousands of videos daily. In fact, every minute, 24 hours of video is uploaded to YouTube. D o u b l e Yo u r S a l e s L e a d s
- 47. YouTube is bigger than Yahoo D o u b l e Yo u r S a l e s L e a d s
- 48. Ideally How ManyVideos Should I Produce Per Month? ONE RULE:123 To THREE D o u b l e Yo u r S a l e s L e a d s
- 49. TOP 12 VIDEOHOSTING SITES D o u b l e Yo u r S a l e s L e a d s
- 50. If we don’tall adapt to our practices to embrace Social Media methods, our competitors will teach us how. But only after they own most of the market. D o u b l e Yo u r S a l e s L e a d s
- 51. Video properly optimized with keywords, unique Title tags and Meta content often times get first page rankings within hours. Automates the distribution process and saves time. D o u b l e Yo u r S a l e s L e a d s
- 52. D o ub l e Yo u r S a l e s L e a d s
- 53. As promised, hereare two demonstrations that show the power of telephone marketing D o u b l e Yo u r S a l e s L e a d s
- 54. Zoom’s “Zcalculator program” Usesindustry and Zoom’s experiential caller-results algorithm and company supplied information. Of interest to us today is to show: • Overall sales generated from a program • The value or worth of each individual dial D o u b l e Yo u r S a l e s L e a d s
- 55. Calculating the Valueof 1 Dial Table 1 Calculating the value of each dial Dials-to-Contacts: 10% Contacts-to-Appointments: 20% Appointments-to-Sales: 25% Pre-tax profit margin: 35% Average Annual Order Amount ("AAOL") $ 15,000 If a caller makes 1 dials to reach a decision maker, this results in 0.1 contacts, which result in 0.02 appointments, which result in 0.005 sale(s), times the AAOA, produces $75 in sales per dial, times the pre-tax profit margin produces $26.25 in value to you for each dial D o u b l e Yo u r S a l e s L e a d s
- 56. What can thisprocess do for your company in reaching its goals? D o u b l e Yo u r S a l e s L e a d s
- 57. Smaller companies nowknow what to do to meet their projections Sales & Caller Calculator "Your Company" Year 1 Year 2 Year 3 Company's Projected Sales $1,000,000 $1,500,000 $2,000,000 New sales from Zoom's Program $379,078 $712,555 $964,299 Recurring sales from each prior year's sales $208,626 $380,401 Total Sales from Zoom's Program $414,693 $756,135 $1,013,982 Less: Zoom Program expenses ($35,615) ($43,580) ($49,682) Net sales from the Program $379,078 $712,555 $964,299 Percentage contribution to projected sales 41% 50% $0 Maximum Cumulative Net Loss (Month loss occurs in adjacent cell) No Loss NA Yearly Return on expenses of the Program 349% 521% 612% Number of Dials 5,529 7,122 8,041 Number of Contacts 553 712 804 Number of Appointments 111 142 161 Number of new Clients per year 28 36 40 Number of Callers at Year End 1 1 2 Revenue earned from 1 Dial $182 D o u b l e Yo u r S a l e s L e a d s
- 58. Wrapping Up • Ouremphasis has been on telephone prospecting and social media prospecting, with some assistance from email. • A combination of telephone calling and emailing can double or more ones sales, • Social Media generates leads by establishing oneself as a thought- leader in your industry. • Blog writing is the primary tool. • One can leverage blogging significantly over traditional networking meetings. The audience will be mostly seekers of your services, not seekers of clients like your doing. • We observed how Influencer Target Marketing can increase one’s blog readership by 1000%. • Finally we looked at how to calculate one’s per-dial value and the value to a company of running such a program to meet their projections. D o u b l e Yo u r S a l e s L e a d s
- 59. Thank you forjoining us today Bruce Rossiter President and CEO Zoom Sales & Marketing 408-260-5249 [email protected] Greg Holsen Principal & Founder ManagedForce (408) 260-5326 www.managedforce.com [email protected] D o u b l e Yo u r S a l e s L e a d s