Downloaded 20 times
![How to Find , Influence & Convert More Prospects Into Customers Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing](https://image.slidesharecdn.com/2011-3-9rentonchamberluncheondeck-110309182931-phpapp01/75/Find-Influence-Convert-Prospects-Into-Customers-Renton-Chamber-Presentation-1-2048.jpg)
Uploaded byHeinz Marketing Inc
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
The document provides tips on finding and converting more prospects into customers. It recommends engaging prospects early through content publishing and understanding customer needs. It also stresses the importance of a customer-centric approach using various engagement channels to move prospects through stages from initial contact to purchase. The prospect engagement funnel illustrated shows how different channels can be used at each stage to gradually progress prospects toward becoming active opportunities and customers.
More Related Content
Similar to Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
More from Heinz Marketing Inc
Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
- 1. How to Find , Influence & Convert More Prospects Into Customers Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
- 2. Last Slide FirstFind & engage prospects “upstream” before they are active buyers Understand your customer, product & objective before executing Publish your own content to attract prospects Practice customer-centric selling every day Sales & marketing is too important to leave to salespeople and marketers
- 3. Let’s talk aboutyou first…
- 4.
- 5.
- 6. Prospect Engagement FunnelActive Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
- 7.
- 8. Marketing Plan in5 Questions What/who are your targets? What do they care about? What outcome are they seeking? Where do you find them? What or who influences them? How do they want to engage and (eventually) buy?
- 9.
- 10.
- 11. Vertical Groups ActiveRainSHRM ChurchCrunch Focus What are yours?
- 12. What do customerscare about?
- 13. The buying progressionSolution Problem/Pain Objective/Outcome
- 14. 5 tips forbetter customer-centric sales Use “you” instead of “I” Treat the first sales call like an interview Align yourself with existing customer priorities Respect their time Let your current customer sell for you
- 15. Prospect Engagement FunnelActive Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
- 16. Three types ofcontent Proactive Reactive Participatory
- 17. Planning content Theme1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4
- 18.
- 19. Gist as yourdashboard
- 20. Participation Best PracticesShare Don’t sell Be a trusted advisor Don’t sell Connect, recommend, refer Don’t sell
- 21. Why do youneed this? Needs/Qualification Goal: Secure Presentation Presentation Goal: Establish decision date, send proposal Proposal Goal: BUY Approach Goal: Accelerate urgency, timeline to purchase Open/Attempted Goal: Get prospect on the phone Actively Working Goal: Qualify prospect as 30-60 day opportunity LEADS OPPORTUNITIES Lead becomes Active Opportunity
- 22. Why do youneed a pipeline? Most leads aren’t sales ready You can’t focus on everything The right message at the right time Maximum sales, minimum work
- 23. How to approachyour pipeline It’s a pipeline (but your prospects shouldn’t know that) Differentiate from your competitors DO NOT SELL Automate as much as you can
- 24. Keys to effectivepipeline execution Use a lead management system Clearly define lead & opportunity stages Focus on great content Make it easy for prospects to self-select and move forward
- 25. Last Slide LastFind & engage prospects “upstream” before they are active buyers Understand your customer, product & objective before executing Publish your own content to attract prospects Practice customer-centric selling every day Sales & marketing is too important to leave to salespeople and marketers
- 26.