the 3 secrets to a smooth transition from lead-gen to sales-pipeline by @erikluhrs for...
DESCRIPTION
So your lead generation system worked! You actually got a human to agree to speak with you! You dial. It rings. You wait. They answer. You speak... and within seconds you can FEEL the prospect slipping away! They ask you to "send them something to look over." They say they will "have their assistant reach out to you." Then they "have to jump on their next call." They are gone! What happened? They fell into the gap - the gap that exists between the END of your lead generation process and the START of your sales pipeline. And even though you may think it's tiny, that gap will cost you a FORTUNE. So how can you close the gap? Find out on July 18th during our new webinar: The 3 Secrets top a Smooth Transition from Lead-Gen to Sales-Pipeline. During the webinar you will discover: - The ONE thing you must calibrate immediately before you lose the prospect! - How to get the prospect to tell you how to 'keep a promise' so they are excited! - Why "giving value to the prospect" will slow everything down! - And much more!TRANSCRIPT
Why do my follow up calls to leads seem to fall flat?
When and where exactly did I lose this person? How can I hold on to more of the leads I've generated?
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Erik Luhrs
The 3 Secrets to a Smooth Transition from Lead-Gen Pipeline to Sales-Process
THANK YOU!
1 – The ONE thing you must calibrate immediately before you lose the prospect! 2 – How to get the prospect to
tell you how to 'keep a promise' so they are excited!
3 – Why "giving value to the prospect" will slow everything down! 4 - How to go further
FRONT-LOADED LEAD GENERATION™
‘90% of Sales issues can be handled during the Lead Generation process!’
SECRET #1
Attitude disconnect - between the person doing
follow up and the prospect versus the original person or system
Assume the prospect’s perception is same as yours
Assume the prospect is clear on what you are going to talk about, or what will happen
• Assume the lead gen system has set things up completely
• Trying to talk to people becomes "numbers game"
• Ignore the change of experience for prospect between lead gen and sales process
The REAL Problem
‘Lead leakage’ due to inconsistency of context
WE tell THEM what the context is • change of context creates confusion
Secret #1 = Capture and Calibrate their Context
Context = the set of circumstances or facts that surround a particular event, situation, etc.
We want to know their expectations
BENEFITS TO YOU!
• Eliminate loss of CONTEXT
• We can go with THEIR flow
• Started building the BRIDGE
• TRANSITION begins
PROOF
Client Story
SECRET #2
Confusion • They have expectations of the CTA you don’t meet because you are focused on speed
The illusion is shattered • Different experience
between lead gen and sales
You have not qualified yourself to them before you ask that they qualify themselves to you
The REAL Problem
The CTA promised means something to them • The PROMISE is now compromised
Secret #2 = Reposition the CTA to their current Context
Reposition = to change the marketing strategy of (a product) so as to appeal to a different market
Put the CTA where it creates benefit instead of assuming benefit
BENEFITS TO YOU!
• Client feels in CONTROL
• You are of SERVICE to them
• They will get the BENEFIT they chose
• Speeds flow into the SALES process
PROOF
MY Story
SECRET #3
“More info" means they still see no value
‘Fight or flight’ kicks in - People are self
preservationists - They do not FEEL a
need to reconnect with you
You can be setting up the competition
The REAL Problem
You have not answered WIIFM.
Secret #3 = Get Validation for future activities
Call To Action = To mark with an indication of official sanction
Not "value TO them" instead "value FROM them"
BENEFITS TO YOU!
• They SEE value in continuing • SPEED up the sales cycle
• Eliminate COMPETITION Thoughts
• Build more RAPPORT
PROOF
Client Story
Summary • Capture and Calibrate their
Context
• Reposition the CTA to their Context
• Get Validation for future activities
But Wait There’s
More
CONTEXT – CONTENT – CALL TO ACTION
What You Get • 4 + 2 Video TRAININGS
–4 Basic Videos –2 BONUS Videos
• Mind Map WORKSHEETS for all –No long workbooks & questions
• 30 Minute Implementation Session –I help you PERSONALLY put it all
together
www.guruselling.com/quick
$500 Just $149
WHY?
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THANK YOU!