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?

Send your questions 3 ways:

@connectmembers

Questions Box

The Corner! bit.ly/CornerEvents

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?

Want to hear about upcoming webinars? Sign up on connect.data.com!

More Thought Leadership and Webinars: bit.ly/CornerEvents

Find us anytime @connectmembers!

THANK YOU!