Timing Your Sales Just Right
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1 Timing Your Just Right Sales
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How many times have you called a prospect only to hear, "I already renewed my contract with another company. I wish you would have contacted you sooner."In sales, timing is everything. During this FREE Small Business Marketing 101 webinar, our CEO Jim Eggleston will help you uncover the triggers to be get the customer and the sale. He'll discuss • How to capitalize on triggers.• How to think like a journalist• How to personalize your pitch for maximum results.
Transcript of Timing Your Sales Just Right
1
Timing Your
Just Right
Sales
Lora UllerichDigital Media Specialist
Session Framework
Jim EgglestonPresident & CEO Cole Information
Session Framework
•What is trigger marketing?
•How you can time your approach just right?
• Wrap it all together with five action points to start on today!
Session Framework
•Cole Directory published in 1947.
•Crisscross directory of addresses & phone numbers.
•Invaluable information for a number of industries:•Insurance
•Real Estate
•Home Services
•Today, web-based lead generation for businesses.
Background
Features:• Webinars• Marketing
Playbook• Industry
Articles• Buddy’s Blog• Dozens of
Resources
Marketing Campaign
•Defined your ideal customer.
•Determined how to reach them.
•Set your budget (and have counted your $).
•Created content/scripting.
•Tracking and monitoring…but
•You’ve come up with the perfect plan:
Time Your Sales Just Right
•Timing: •The ability to deliver an offer when the consumer is likely to be most interested.
•Relevant: •Respond to the customer’s unique needs, desires, preferences, attitudes, etc.
•Personalized: •Tailor it to your ideal customer.
•Five emotional triggers:
•Sight
•Sound
•Feel
•Taste
•Smell
Triggers
•Well known•Taste:
•Grocery food sample stations.
•Smell:
•New car dealers; new car smell.
Triggers
•Five triggers that involve senses:
•Sight
•Sound
•Feel
•Taste
•Smell
Triggers
Sight
•Keep an eye on the sky•Insurance agent: claim resolution.
•Home service: roof damage/fallen tree check.
•Real estate agent: advice/recommendation.
*about.usps.com/who-we-are/postal-facts/
Sight
•Just Listed/Just Sold •Enlist the neighbors to find buyers (Just Listed).•Pick up additional Listings (Just sold).
•New Movers•41.5 million movers in 2010.*•Home-improvement spending averages $9,400.•Be the first in the door with a welcome. •Décor, furniture, appliances.
Sound
•Home services •Prepare free estimates for the neighbors of every job site.
•Insurance agents •Prepare free estimates to cover home additions.
flickr via justinbaeder
Feelings •Life Events•Birthdays•Marriage •Home purchase date•Retirement
•Congratulations•Keeps your agency/business/service top of mind.•Builds relationships.•Shows you are proactive & organized.
Flickr via Will Clayton
Think Local
•Be aware of what’s happening
in your local community.
•How does it relate to your
business/service?
•Differentiate yourself from
national/regional service
providers.
You are here
• Trigger resources• www.Colexdates.com • www.Colelists.com • Social Media• Google Alerts • Local media
• Tracking tools• Contact Management Software• Email/Outlook
Track & Monitor
• Think like your customer.
• Be flexible with marketing plans.
• Find your voice.
• Daily customer interaction!
• What’s working?
Five Action Points
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