fix sales lead follow up failure with ghost chili promotions
Post on 14-Sep-2014
225 views
DESCRIPTION
TRANSCRIPT
![Page 1: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/1.jpg)
FIXING FOLLOW-UP
FAILURE
Strategies to convert your lead graveyard
into a gold mine
![Page 2: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/2.jpg)
Presented by
![Page 3: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/3.jpg)
Hi! I’m Rhett Hott withGhost Chili Promotions, an Infusionsoft Referral Partner.
Ghost Chili Promotions affiliates have:
•Over 20 years experience in the promotional product industry
•Over 150 years of combined marketing experience
•Work with small mom and pop companies as well as large corporations such as Napa and Samsung
![Page 4: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/4.jpg)
Are your valuable leads
turning to dust?
![Page 5: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/5.jpg)
Follow-up Evaluation
1. Is your lead tracking system disorganized (stacks of business cards, scribbled on notebooks, etc.)?
2. Does it take you longer than a day or two to get back to prospects and clients?
3. Have you ever forgotten to follow-up?
4. Have you ever gotten too busy to follow-up?
5. Have you ever let a hard earned lead slip through the cracks?
![Page 6: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/6.jpg)
Follow-up Evaluation
6. Do you think people will call you back if they're really interested in working with you?
7. Are you afraid of coming across as pushy if you follow-up too many times?
8. Do you mark leads as "dead" before you have contacted them at least 7 times?
9. Do you send the same sales and marketing information to all of your new leads?
10. Do you spend a lot of time educating prospects instead of selling?
![Page 7: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/7.jpg)
Score & Results
• Give yourself 1 point for every “yes” response
• If you scored more than 3 points, you need to:
Fix Your Follow-up Failure
![Page 8: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/8.jpg)
Why don’t companies follow up?
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-up can have on their business.
![Page 9: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/9.jpg)
Follow-up Failure is Expensive
67% of the prospective buyers that tell
you “no” today will be ready to buy in
the next year. —Gartner Research
80% of leads you consider to be
“dead” will buy within 2 years. —Sirius Decisions
![Page 10: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/10.jpg)
How many times should I follow up?
• 2% of sales close on the 1st call
• 3% of sales close on the 2nd call
• 4% of sales close on the 3rd call
• 10% of sales close on the 4th call
• 81% of sales close after the 5th call
![Page 11: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/11.jpg)
When do most companies stop?
• 48% quit after the 1st call
• 24% quit after the 2nd call
• 12% quit after the 3rd call
• 6% quit after the 4th call
• 10% quit after the 5th call
![Page 12: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/12.jpg)
Traditional sales and marketing process
![Page 13: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/13.jpg)
Traditional sales and marketing process
Day Week Year
Total Leads 10 50 2,500
Closed 1 5 250
Warm Leads 1 5 250
Cold Leads 8 40 2,000
Sales($500 / deal)
$500 $2,500 $125,000
![Page 14: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/14.jpg)
What happens with the 2,000 cold leads that your sales efforts don’t focus on?
THEY TURN TO DUST!
![Page 15: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/15.jpg)
Fixing follow-up results In…
Day Week Year
No Contact Leads 8 40 2,000
Nurture (convert 20%)
1 8 400
Sales ($500 / deal)
$500 $4,000 $200,000
% ROI Increase 260%
![Page 16: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/16.jpg)
It’s time to stop letting your prospects and customers slip
through your fingers.
![Page 17: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/17.jpg)
What is follow-up?
• Educating prospects
• Nurturing relationships
• Maintaining ongoing contact
• Building relationships
• Providing long-term value
• Staying top of mind
• Differentiating yourself from the competition
![Page 18: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/18.jpg)
How should I follow up?
• Direct Mail (Flat)
• Direct Mail (Dimensional)
• Phone
• Voice Broadcast
• Fax
• SMS / Text
![Page 19: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/19.jpg)
Example 1: Website (no follow-up)
![Page 20: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/20.jpg)
Example 1: Website (with follow-up)
![Page 21: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/21.jpg)
Ex 2: New Customer (no follow up)
![Page 22: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/22.jpg)
Ex 2: New Customer (with follow-up)
![Page 23: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/23.jpg)
Ex. 2: New Customer
1. Send a “thank you” email or letter.
2. Email a customer satisfaction survey.
3. Email valuable tips.
4. Present cross-sell and/or upsell offer.
5. Ask for a referral.
6. Make “thank you” call.
7. Offer subscription to communications.
8. Put them in a customer nurture sequence.
![Page 24: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/24.jpg)
![Page 25: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/25.jpg)
Case Study: All About Spelling
• Online retailer that sells educational materials to help parents teach spelling
• Owned by Greg and Marie Rippel
• Quit their jobs and started the business out of their home in Wisconsin
• Were prisoners to their business and suffered from “multi-systems” chaos
![Page 26: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/26.jpg)
“We are very customer service oriented, so customer follow-up was
our top priority.
When a customer had a question, we might have to check the shopping cart, email system, paper system, and more
just to find the answer.”
—Marie Rippel
CASE STUDYCASE STUDY
![Page 27: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/27.jpg)
Goal:Double Their Sales
Strategy: Fix Follow-Up Failure
CASE STUDYCASE STUDY
![Page 28: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/28.jpg)
Initial Analysis
• Traffic: Solid SEO but they weren’t capitalizing enough on high-traffic pages
• Lead Capture: Decent thanks to a newsletter form on the website but they couldn’t differentiate between people in the database
• Conversion: 50% drop off between stages
• Customer Marketing: No upsells, no referral program
CASE STUDYCASE STUDY
![Page 29: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/29.jpg)
The Plan
1. Get organized (segment customers and prospects in the database).
2. Change newsletter opt-in to free report offer on the website.
3. Integrate the shopping cart / e-commerce into a follow-up system.
4. Add upsells to follow-up process.
5. Create an automated referral program.
6. Automate process to save time and money.
CASE STUDYCASE STUDY
![Page 30: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/30.jpg)
The Results
• Grew their opt-in list from 5,863 to 10,632 contacts, thanks to free report offer.
• Doubled the # of purchases from 599 to 1,232.
• Increased the average order size by 16%.
• Increased overall sales 149% in 3 months.
• Generated 49 sales from referral partners.
CASE STUDYCASE STUDY
![Page 31: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/31.jpg)
Since everything is centrally located, I don't have to worry about anything
slipping through the cracks.
This has freed me up to work on product development. We win and our
customers win. I love it.”—Marie Rippel
CASE STUDYCASE STUDY
![Page 32: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/32.jpg)
Fix YOUR Follow-up Failure
• Convert more leads into sales.
• Get repeat sales from customers.
• Grow your business without growing staff.
![Page 33: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/33.jpg)
Fix YOUR Follow-up Failure
• Make a commitment.
• Create a follow-up program.
• Find a system to automate your follow-up.
![Page 34: Fix Sales Lead Follow Up Failure with Ghost Chili Promotions](https://reader035.vdocuments.mx/reader035/viewer/2022070300/54169b4d8d7f72356c8b4afd/html5/thumbnails/34.jpg)
For more information:
Contact your Ghost Chili Promotions Affiliate or contact us on our website at:
www.ghostchilipromotions.com
We’ll help you stand out!