converting your leads into sales
DESCRIPTION
Michael Halper takes us through the sales process from qualifying to closing your leads with the help of Salesscripter and SalesNexus online crm software and email marketing solution.TRANSCRIPT
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