Michael Halper

Co-Founder – Sales Growth Hub

Founder and CEO – SalesScripter

Sales Growth Hub Webinar Series

What is the Sales Growth Hub?

Trusted Experts in Growing Businesses!Webinars, Videos, Articles, eBooks, all FREE!

Community where businesses and sales and marketing leaders meet.

Areas of Expertise

• Lead generation• Search engine optimization• Social media• Web design• Web development• Sales consulting• Sales coaching• Sales tools and software• Customer relationship

management

• Sales training• Sales management• Marketing consulting• Email marketing• Branding• Video production• Public relations• Pay-per-click advertising• Digital marketing

Hub Members

Webinar Schedule4/23: How to Build an Over-Achieving Sales Force

– Sean Piket

5/7: How to Build Landing Pages that Convert

– Chris Burres – CEO, E-Webstyle

5/21: The Future of Data-Driven Sales and Marketing

– Forest Cassidy, Founder and CEO - LeadFerret

6/4: How to Lead a Successful Discovery Sales Meeting

– Mike Faherty, Founder and CEO – ProSales Connection

6/18: Earn New Prospects, Convert Existing Prospects Through Multi-Touch Marketing

– Bill Corbin, Founder and CEO – Enfront Micro-Marketing

7/9: How to Ethically Steal Content

– Kate Frank, Owner – Kate Writes Right

Craig Klein

Co-Founder – Sales Growth Hub

Founder and CEO – SalesNexus

Designing Email Campaigns that Generate Leads

Webinar Schedule• CEO and Founder – SalesNexus.com• CRM and Email Marketing

• 20+ years, hiring, training,• Managing sales people in Energy &• Technology.

• Author of Grow Sales with Emails, The Magic 5 of Content Based Email Marketing….

Agenda

• Big brands and small businesses all struggle to create email

marketing content that is compelling and engaging AND not

spammy.

• We'll discuss the fundamental principals of what works and what

doesn't work in email marketing in 2014

• Describe a simple process to create campaigns that engage

customers and pre-qualify them for sales contact or movement to a

2nd or 3rd tier of email campaigns.

What are most brands doing now?

• Newsletters – links to blogs, staff & product updates, etc.

• Event Invitations – trade shows, luncheons, webinars, etc.

• Specific Calls to Action – sign up now, buy now, save now, etc.

Why It’s Not Working?

• Your Emails look the same as everyone else’s.

• Mobile! – 50% +

• Wrong people, wrong message, wrong time

• It’s all about you.

Campaign Segments

Cold Leads – old leads, purchased lists, industry group memberships - Educational and Informative Content

Referrals, Networking - Educational and Informative Content

Web Leads - Competitive Comparisons, Case Studies, CTAs

Qualified Prospects in the Pipeline - Case Studies, Testimonials, CTAs

New Clients - How To, Best Practices, Upsell/Cross Sell

Existing Clients - Upsell/Cross Sell, Surveys, Content

Former Clients - Educational and Informative Content, Surveys

Campaigns

New Leads Qualified Prospects Cold Leads New Clients

Why It’s Not Working?

Lead Conversion

I don’t have a problem!I’m not trying to fix it!

New Lead

Qualified Lead

Closing

$ Customers $

Bad Timing

Why It’s Not Working?

1 hr or less

1 to 2 hrs

24 hours

0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0%

30.0%

4.3%

0.5%

Odds of Qualification

Easy Win!

80% Not Closed

X 20% close rate

16% Customers Later!

80% increase in Sales!

Customers20%

Qualified30%

Contact20%

No Contact30%

Lead Results

Customers

Qualified

Contact

No Contact

Sales Pitches Don’t Work

Opt Out Accelerates Turn off most of your leads before

they’re ready to buy

Why It’s Not Working?

Lead Conversion

Don’t try and sell me what I don’t think I need!

New Lead

Qualified Lead

Closing

$ Customers $

Creating Your Campaign

1. Write down 4 Pain Questions

2. Find your content

3. Write the emails

Educational & Informative

Finding Content

Business Pain

• Revenue• Costs• Customers

Low revenue / market share / close rateHigh cost of goods sold / labor costPoor delivery of services

Personal Pain

• Income• Career• Work Environment

Low bonuses, commissions, compensationNo recognition, no promotions / career pathHigh workload, poor work–life balance

Technical Pain

• Processes• Systems• Employees

Slow, broken, or manual processesPoor system or employee performanceLack of reliability

Educational & Informative

Email Example

Case Studies & Testimonials

Finding Content

Write the Email

• Subject Line – #1 most important factor.

• Focus on Pain

• Keep it short

• Video – 2x click rate!

Creating Your Campaign

• Write down 4 Pain Questions

• Find your content

• Write the emails

Making the Call

Make the Call

Sooner is better!

Great: 4 hours

Good: Same day

OK: Next day

Don’t bother: 2 or 3 days

Takeaways

1. No Content = No Long Term Relationship

2. Don’t Sell Until You’re Asked To

3. Everyone Has a Campaign – Increase Sales!

4. Try SalesScripter.com to identify Pains and Content

Topics

5. Try LeadFerret.com to build your list.

Next Steps

1. Start a free LeadFerret account.

2. Get a SalesScripter account – identify your Pains.

3. Get a SalesNexus free trial send 1000 emails during

the trial.

4. Get 500 free contacts with email addresses!

Our Next Webinar!

• How to Build & Develop a Highly Productive Results-Driven Sales Team

• Receive a copy of Sales Integrity’s new White Paper authored by Sean Piket with the same title as the webinar: “How to Build & Develop a Highly Productive Results-driven Sales Team”.

• Presenter: Sean Piket, Founder and CEO – Sales Integrity

Date : April 23, 2014Time: 1:00 PM to 2:00 PM CST

Register at: http://salesgrowthhub.com/how-to-build-an-over-achieving-sales-force/