Sales Lead Conversion WorkshopMichael Halper

Founder and CEO SalesScripter

• 20 years frontline sales, marketing, and customer service experience

• Founder and CEO of Launch Pad Solutions and SalesScripter

• Author of The Cold Calling Equation – PROBLEM SOLVED

• President of the American Association of Inside Sales Professionals Houston Chapter

• ICF Certified Professional Coach

• MBA University of Houston, Masters of Science University of Texas at Dallas

Agenda

• Generating the lead• Following up on leads• Staying in touch

Generating the Lead

Inbound Marketing• Organic SEO• PPC

Process1. Drive traffic to website or landing page2. Have a compelling call to action3. Have an opt-in web form4. Opt-in form connected to your CRM

Generating the Lead

Outbound Marketing• Email marketing• Telesales

Process1. Go to LeadFerret.com and build target list2. Send email campaign through SalesNexus.com3. Track clicks (clicks = leads)4. Targeted phone calls to the clicks

Webinarhttp://www.salesnexus.com/blog/3-ingredients-of-sales-growth

Key Principles

Timely Follow-up • The more time that elapses, the odds of

conversion decrease dramatically

– Inbound leads: Follow-up needs to happen in minutes. Greater than 30 minutes can lead to a 50% decrease in conversion rate.

– Outbound leads: Follow-up needs to be within one to two days.

Key PrinciplesMap out your sales process stages• Ultimate goal: close the sale

• Immediate goal: get commitment to advance to next stage in sales process

• Always stay focused on the immediate goal

Initial Contact

First Call

First Meeting

Cold CallInbound CallEmailEvent

2 to 5 minutes80% on prospect20% on you

Phone CallFace-to-FaceDiscovery

20 to 30 minutes50% on prospect50% on you

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on you

Key Principles

Staying in Touch• No a “No” but “No, not right now”

• Need a way to be there or in mind when the “No” becomes a “Yes”

• Two ways to stay in touch– Drip campaigns

• Informational emails• Monthly

– Periodic check-in calls• Quarterly

Identifying Who to Call

• Inbound leads• Email clicks

Making the Call

What to say?• “We sent you an email, wanted to see:

– if you found the information helpful” – If you wanted more information on

that topic”– If you had any questions on what

you read”

• “I saw that you took a look at [insert subject or title of content]

• Ask pre-qualifying questions– SalesScripter demo

Dealing with Voicemail• You can spend more than 50% of

your time reaching voicemail

• Have a plan

• Don’t expect a call back

• Use your message as commercial to educate

• Follow every voicemail with an email

• Create a multi-touch effect

Post-Call Activities

• Log call

• Follow-up activity

• Send email

• Add to new campaign

Visibility Across the Process• Dashboard• Reports• SN Demo

Need Help?• Helps businesses with prospecting

• Sales coaching, training, and consulting

• Team of telesales resources– Lead generation– Appointment setting– Lead follow-up– Survey/information gathering– Event promotion

• Able to work directly in your CRM

• Pricing– 25 Hours - $750– 50 Hours - $1,500– 100 Hours - $3, 000

Need Help?Sales Ready Lead Starter Kit

Only $780

One year complete subscription to SalesNexus

30 to 45 min. Email Campaign Consultation

Polished 3 email campaign

6000 LeadFerret contacts (500 per month)

30 day SalesScripter.com subscription

60 to 200 qualified leads

Need Help?Sales Ready Lead Starter Kit Premium

Only $1,530

One year complete subscription to SalesNexus

30 to 45 min. Email Campaign Consultation

Polished 3 email campaign

6000 LeadFerret contacts (500 per month)

30 day SalesScripter.com subscription

60 to 200 qualified leads

Telesales Lead Follow-up (25 hours)

Need Help?• SalesNexus Free Trial

– http://try.salesnexus.com/free-trial/

• SalesNexus videos– http://www.salesnexus.com/training.html

• SalesNexus weekly training– http://www.salesnexus.com/training.html

• SalesScripter Free Trial– http://salesscripter.com/cold-call-calling-script/

• SalesScripter videos– http://salesscripter.com/category/training-videos/

• SalesScripter weekly training– http://salesscripter.com/weekly-overview-webina

r/

• The Cold Calling Equation – Problem Solved

– http://www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545/ref=sr_1_1?ie=UTF8&qid=1338310605&sr=8-1

• Lead Follow-up Service – Launch Pad Solutions

– info@lp-sol.com