Converting Your Leads Into Sales

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Sales Lead Conversion Workshop Michael Halper Founder and CEO SalesScripter

description

Michael Halper takes us through the sales process from qualifying to closing your leads with the help of Salesscripter and SalesNexus online crm software and email marketing solution.

Transcript of Converting Your Leads Into Sales

Page 1: Converting Your Leads Into Sales

Sales Lead Conversion WorkshopMichael Halper

Founder and CEO SalesScripter

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• 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

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Agenda

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

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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

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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

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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.

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Key Principles

Map 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

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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

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Identifying Who to Call

• Inbound leads• Email clicks

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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

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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

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Post-Call Activities

• Log call

• Follow-up activity

• Send email

• Add to new campaign

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Visibility Across the Process

• Dashboard• Reports• SN Demo

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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

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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

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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)

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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

[email protected]