Download - Sales / Social Media for Women President's Organization

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Page 1: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Winning Sales Processes

How to build an effective sales cycleBuilding sales “tool kits” to support

the sales

Page 2: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Sales

“Creating an environment where an act of faith can take place.”

Page 3: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Ideal sales process:

The process the customer uses to buy.

Page 4: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Key Sales Process Challenges

• Lack of targeting• Lack of follow-through• Boring sales people• Outdated interaction and engagement

tools

Page 5: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

R O I Personal AssetsR O I Personal Assets

TimeTime

EnergyEnergyAbilityAbility

MoneyMoney

ReputationReputation

Page 6: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

CATEGORY

USERS NON-USERS

RETAIN DEVELOP REGAIN GAIN

AAbsolute

BBeneficial

CConvenient

High Yield& LargerInvestment

Lower Yield& SmallerInvestment

Pro-Active &High Relation-ship Selling

Passive &Lower Rela-tionship Selling

The ABC‘s of Targeting

Page 7: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

CorporateGroup

Most Wanted ListPage

A 1 of 1

Date : Product : The Complete Sales Action System Sales Person :

Main Criteria : 200 or more sales people in the company. Person/company responsible for handling training for the company.

Secondary Criteria :

Actually changing from passive to pro/active marketing and selling. Invests more than 500 000 annually in sales training. Volume – 40 million annually/person/company excellent contacts

Heavy UsersRetain

Light UsersDevelop

Non – UsersRegain

Non – UsersGain

D L Causier – CanadaWatkins – USAABSA BankNissan - SABMW – SA

Liberty Life – SASage Life – SAHomenet – SAWakefileds – SAMax Prop – SAAida – SAFraser Real Estate – CanadaSask Ins Corp - CanadaJustin – Avon – SANBS Bank – SAFirst National Bank – SAIBM

Seaboard Life – CanadaManagement Recruitment – USATriple A Employment – USAExpress Services – USAReality World – CanadaColdwell Banker – USAAtlantic Trust – CanadaRemax – CanadaInd Ins Agents of MichiganToronto Dominion Bk – CanadaRoyal Bank – CanadaC/B of CanadaHong Kong Bank of CanadaCalifornia Credit Union League

Sanlam – SAOld Mutual – SAFedlife – SAABSA Brokers – SACentury 21 – CanadaHancounts – New ZealandIan Fitzgerald – ACIMike Perry and AssocAvroy Shlain CosmeticsSA BreweriesDouglas GreenPersetelMecedes - SAToyota - SA

Page 8: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Source: National Dry Good Association (USA) Survey 1999

Why Frequency Works

• 48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling

• 25% make two calls and stop• 15% make three calls and stop• 12% make three calls and continue. These

people are responsible for 80% of all sales

Page 9: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Have a tool-kit of frequency tools• Reasons for calling• Web based interaction, e-mail, blogs etc.• Faxes• How-to’s and Newsletters• VIP functions and seminars• Coffees, lunches, dinners• Gifts• Calls from your team• Networking / Coincidental Encounters

Page 10: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Frequency Goal SheetMy A Client or Prospect

Time Period : One Year

Actions Goals Actual

In person business visits 12 9/12 10/2 11/16

Personal Visits / Lunches etc 2 10/9

Educate / Inform about Opportunity 6 8/9 9/22

Thank-you / Post Card / Seasonal 2 11/12

Telephone Calls / E-mails 6 9/4 10/5 11/20

Functions / Events / VIP 2 9/30

Sub Total 30

Page 11: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Web 2.0 Explained

Page 12: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

A Brand….

…is a promise.

Page 13: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

“The Customer Owns Your Brand”

Page 14: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

• “…the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.”

– Don Peppers and Martha Rogers (Rules to Break and Laws to Follow)

Page 15: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

The Reverse Drip

Page 16: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Summary

• Stay Focused• Have a process for follow-through• Vary your message and medium (Don’t be

boring)• Employ social media engagement tools to

adapt to the new consumer.

Page 17: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

Resources

http://SociableBook.com http://ClosingBigger.net

Page 18: Sales / Social Media for Women President's Organization

© 2008-2009 Shane Gibson – http://closingbigger.net – http://sociablebook.com

More Social Media Resources• Why Blogging is An Important Part of Social Media Strategy [Video]• Integrating Social Media Into Your Sales and Marketing Process

[Podcast/Blog]• Making Social Media Part of What You Do [Video]• Developing a Social Media Calendar and Implementation Plan

[Podcast/Blog]• Sample Social Media Policy [Blog]• What is Social Media Etiquette [Video]• 5 Ways to Build a Twitter Following Organically [Blog]• Twitter for Sales and Marketing [Video] Part 1 and Part 2• Social Media ROI [Podcast]• The Future of Sales and Marketing Social CRM [Podcast]