More Sales

7 Simple Steps

First work out how many sales leads you want

Second Generate them using a system that works

For example

Step 1- What’s your monthly profit goal?

For exampleStep Sales Lead Calculator Example

1 Profit Goal per month £6,000

2

3

4

5

6

7

Step 2- What’s your monthly overhead cost

For example

Step Sales Lead Calculator Example

1 Profit Goal per month £6,000

2 Monthly overhead £12,000

3

4

5

6

7

Step 3- Calculate required gross profit by adding step 1 & 2 together

For example

Step Sales Lead Calculator Example

1 Profit Goal per month £6,000

2 Monthly overhead £12,000

3 Gross profit required £18,000

4

5

6

7

Step 4- What is your average sales value – (Average monthly sales divided by average number of invoices generated per month)

For example

Step Sales Lead Calculator Example

1 Profit Goal per month £6,000

2 Monthly overhead £12,000

3 Gross profit required £18,000

4 Average sales value £2,000

5

6

7

Step 5- Calculate the number of sales invoices needed to deliver the goal - Divide step 3 by step 4

For example

Step Sales Lead Calculator Example

1 Profit Goal per month £6,000

2 Monthly overhead £12,000

3 Gross profit required £18,000

4 Average sales value £2,000

5 Number of sales invoices 9

6

7

Step 6- What’s your conversion rate. For example if you win 1 in 4 it would be 25%

For example

Step Sales Lead Calculator Example

1 Profit Goal per month £6,000

2 Monthly overhead £12,000

3 Gross profit required £18,000

4 Average sales value £2,000

5 Number of sales invoices 9

6 Conversion rate 25%

7

Step 7- Calculate the number of sales leads required by dividing step 5 by step 6

For example

Step Sales Lead Calculator Example

1 Profit Goal per month £6,000

2 Monthly overhead £12,000

3 Gross profit required £18,000

4 Average sales value £2,000

5 Number of sales invoices 9

6 Conversion rate 25%

7 Number of sales leads 36

How To Generate 36 Leads

7 Simple Steps

Step 1- Decide how may leads you want per month

For example 36 leads per month

Lead Generation Activity

1 Client Referrals 2

2 Networking Events 4

3 Web Site 4

4 Seminars/Training Events 6

5 Referral Partners 4

6 Direct Mail 2

7 Social Media 6

8 PR – Articles 2

9 PR – Case Studies 2

10 Joint Venture 4

Total 36

Step 2- Decide on the lead generation activities and results you want from each activity

For example

Output template

Input template

Step 3- Develop the processes

For example

Id WHAT WHO WHEN HOW

(1)Investigate networking groups

Marketing Assistant

Setting up the process Carry our a internet search

(2) Select the best groupsMarketing Assistant

On completion of the networking list

Select the best networks that suit the target audience profile

(3) Seek out attendeesMarketing Assistant

Before each eventBefore each event speak to the organiser and obtain the attendee list

(4) Attend the event Networker On the dateSelect people on the attendee list to see during the event. Ask questions from the top ten prospect template. Ask if the attendee knows any of your top 10

(5) Obtain referrals NetworkerDuring the conversation with other networkers

Before moving onto the next person show the connection the list of people you know. This is to obtain referral for people you know, who will then seek out referral for you

(6) Obtain business card NetworkerDuring the conversation with other networkers

Ask for the person you are talking to for their business card. If they are a hot prospect ask for a future appointment. At the end of the event complete the prospect score card

(7) Enter data into CRMMarketing Assistant

On return of the networker to the office

Obtain the prospect score card and business card from the networker and input into the CRM system

(8) Make an appointmentMarketing Assistant

After sending out a communication

Select one of the three options from the process and obtain an appointment

(9) Attend appointment Salesman On the appointment date Use the needs analysis presentation process

Each process has resources

allocated to it

Step 4- Make it idiot proofFor example

Hi, my name is Jane. My job is to run our 12 lead generation processes and manage our

senior people to deliver 36 leads per month for the sales team to

convert into new business. I report my results to my director

who reports to the board

Your team delivers the results

Step 5- Train your team to run the processes

Your Lead Generation Training Manuals

Be in control and then ….

Step 6- Use a dashboard to control the results

Step 7- Improve the processes to make them more effective

and then ….

Work on your Lead conversion processes

3.1 Lead Conversion

3.1.1 Sales strategy and planning

3.1.2 Appointment making

3.1.3 Appointment needs presentation & proposal

3.1.4 Sales appointment presentation

3.1.5 Follow up and tracking

3.1.6 Customer service

We have some good news

Marketing Sales Operations Finance

Leadership & management

Market research

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Lead Conversion Production

Office management

ManagementSystems

Finance

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We can systemise your whole Business for you

Over 100 process maps

5 Core Processes

Over 100 How to do it training manuals

A control dashboard

Over 100 templates & tools

A business development programme

and when complete you can……

Focus on the bigger picture

Or even have a stress free holiday

It doesn’t cost a fortune

We can make it fit your budget

If you think process mapping can add value

to your business then let me arrange an

appointment so you can learn more

Call me on 07896 246 224