the power series power prospecting
TRANSCRIPT
PowerProspecting
by Richard Mulvey& Charlotte Kemp
Power Prospecting - FebruaryExceptional Customer Service - MarchThe Power Close - AprilPowerful Sales Presentations - JuneSelling at your Higher Price· - JulyPower Sales Motivation - AugustTelephone Selling - SeptemberPower Selling - Face to Face - OctoberPower Negotiation - November
The Power Series 2015
Customer
Make Contact
Get Face to Face
Uncover Needs
Make ProposalClose
Delivery
RepeatBusinessFollow Up
Referrals
The Sales Cycle
Customer
Close
40
8
20% Strike Rate
80
16
Where do you get new customers from?
AdvertisingReferrals
Cold CallingWalk In’s / Phone In’s
Networking
Where do you get new customers from?
AdvertisingReferrals
Cold CallingWalk In’s / Phone In’s
Networking
Where do you get new customers from?
AdvertisingReferrals
Warm CallingWalk In’s / Phone In’s
Networking
The Appointment“The reason for the call today John, as you may be aware, Niche Training has recently developed an idea on ??????? (feature) for people in positionslike yourself! ! and I would be happy to drop by and give you the opportunity of seeing it.
I am calling today to say I will be in your area tomorrow around three, and I wondered, would you be there for about 7 minutes?”
Where do you get new customers from?
Advertising
ReferralsCold Calling
Walk In’s / Phone In’sNetworking
Referrals Always ask the question
Use the Five Card Trick
Bring Referrals to your Customers
Trade them
Reward them
Set a weekly goal for referrals
RT Gr8 ideas for #newleads #marketing TYVM
@richardmulvey fb.me/HTX452bz
The Marketing Funnel
Where do you get new customers from?
AdvertisingReferrals
Cold CallingWalk In’s / Phone In’s
Networking
Where do you get new customers from?
Social MediaOnlineMobile
Awareness - Blog
Inbound Leads cost 61% less than Outbound Leads.
Outbound Marketing
Inbound Marketing
Tools
Tools
Tools
Tools
Tools
Tools
Tools
The Marketing Funnel
The Itch Beat the Competition Swap Salespeople Become a Customer First Networking
Where do you get new customers from?
