Introducing ADSPORT Sales Leads on Realistic Budgets

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    Introducing ADSPORT Sales Leads on Realistic Budgets - Presentation Transcript

    1. Does your Marketing Plan Really Deliver Sales? Creating Value for Buyers Introducing ADSPORT Guaranteed Sales Leads on Realistic Budgets
    2. Why are Companies Successful?
      • They Provide an excellent product or service.
      • They Successfully Sell and Support what they produce.
    3. 5 Key factors Influencing Success
      • Lead Generation (Marketing)
      • Converting Leads to Sales
      • Lifetime Customer Value (annualised)
      • Operating Costs (Margin)
      • Reinvesting Profit to foster innovation
    4. Lead Generation (Marketing)
      • Commonly known as Marketing
      • A lead is defined as follows;
        • A person or company that has expressed an interest in you or your product
    5. Converting Leads to Sales
      • What problem or desire does Your product address?
      • What does solving that problem enable them to do?
      • Can the buyer assign a value to that new capability?
      • When do they want to have this new capability?
      • What is the cost of doing nothing?
    6. Increasing Lifetime Value
      • Excellent Service & Support
      • Customer Relationship Management
        • Make it easy for customers to buy and get support, wherever and whenever they want it.
        • Leads to Customer Loyalty
      • Brand Recognition & Value
    7. Increasing margin (optimize costs)
      • Margin = Selling Price – Cost
      • 2 ways to increase Margin
        • Increase Selling Price
        • Reduce Cost of Production and Sales
      • Costs consist of two variables
        • Fixed – constant regardless of production volume
        • Variable - relating to volume and sales
    8. Protect Profit and Increase Wealth
      • Financial
        • Maintain cash flow at optimum cost
        • Reinvest Profits – Strategic Planning
          • R&D – Innovation and diversification
          • Increase production and sales capacity
      • Legal
        • Protect Intellectual Property
        • Mitigate against contrary Conditions
      • HR
        • People are your most vital asset
    9. Focusing on the 1 st - Marketing
      • Marketing - Providing a constant flow of quality leads.
      • Sales – Converting the leads into customers, in the shortest time, with a maximum lifetime value.
    10. Before you spend a cent!
      • Do you know your Target Market?
      • Do you know why they will Buy Your Product?
      • Do you know how they put a value on it?
      • If Not, Don’t spend any money on Marketing – it won’t give you any return!
    11. 250+ Techniques fall into 7 Tactics The spokes in a wheel Support the wheel Keep it Round And Turning Smoothly To Keep Your Lead Generation Running Smoothly And Delivering Results You need 1 Technique From each of the 7 Tactics running All the time Lead Generation's Secret Seven (ADSPORT) Advertising Direct Mail Speaking Publishing Online Referral Telephone
    12. Tactic 1 - Advertising
      • Classic Advertising
        • Print, TV, and Radio
      • New Wave
        • Google, Viral, Banner
      • Innovative
        • Luas Tickets, Space Shuttle, Taxi
      • Promotional
        • POS, Product hand-outs, competitions
      • All Advertising MUST have a “Call-to-Action”
    13. Tactic 2 – Direct Marketing
      • Printed and Personalised
        • Letter, Flyers, postcards, newsletters
      • Electronic and Personalised
        • eZines, Fax, Text, Newsreader
      • Innovative
        • Creative way of delivering targeted message to decision maker
    14. Tactic 3 – Speaking
      • Company Run Seminars
      • Audio Tapes/CDs
      • Training
      • Media Interviews (TV, radio)
      • Guest Speaker
      • Excellent 1 to Many medium
    15. Tactic 4 – Publishing
      • Media Interviews in Print
      • Web Articles, Blogs
      • Press Releases
      • White Papers
      • eBooks
      • Books
        • “ let me introduce you to the guy who wrote the book”!
    16. Tactic 5 – Online
      • Web Presence
      • Marketing and Sales Tool
      • What should it achieve?
        • Sign up for newsletter
        • Avail of Consultation
        • Buy Product
        • Inform your prospects
      • Can it be seen
        • SEO, Page ranking, Blogs, etc
    17. Tactic 6 – Referrals
      • The Ultimate Lead Generation Tool
      • Commonly known as “Word of Mouth”
      • Have a Strategy
        • Always ask
        • Make it easy
        • Reward Referrers
    18. Tactic 7 – Telephone
      • Outbound
        • Cold calling (never)
        • Telemarketing agency
      • Inbound
        • Scripts
        • Interactive Call to Action
        • Don’t Sell – set appointment
    19. Focusing on the 2 nd - Selling
      • Marketing - Providing a constant flow of quality leads.
      • Sales – Converting the leads into customers, in the shortest time, with a maximum lifetime value.
    20. Converting Leads to Sales Prospects Customers Identifying – 10% Valuing – 25% Qualifying – 50% Negotiating – 75% Implementing / Supporting Lead Generation A good sales process ensures best sales practices get repeated
    21. Converting Leads to Sales
      • What problem or desire does the product address?
      • What does addressing that issue enable the purchaser to do?
      • Can the buyer assign a value to that new capability?
      • When ideally do they need this by?
      • What is the cost of doing nothing?
    22. Definition of the 3Rs
      • Solution Payback is expressed in terms of at least one of the following:
        • R evenue Growth
        • R eduction in costs
        • R egulatory Requirements
    23. Sales Cycle 1 – Identifying – 10%
      • Solution payback mapped to 3Rs
      • Champion Identified
      • Timeline to Purchase agreed
    24. Sales Cycle 2 – Valuing – 25%
      • Champion Visualizes 3R payback
      • Agreement to meet Decision Maker/s
      • 3R Stakeholders Identified
    25. Sales Cycle 3 – Qualifying – 50%
      • Decision maker confirms 3R payback
      • Evaluation criteria and plan agreed
      • Method of Finance agreed
    26. Sales Cycle 4 – Negotiating – 75%
      • Evaluation criteria met or exceeded
      • Verbal agreement from DM
      • Contracts with Legal and Purchasing
    27. Closed - 100%
      • You have the signed order and PO Number.
      • Customer is really looking forward to delivery.
      • You deliver and give great service.
      • Customer is now a prospect again!
    28. 3R Sales Process in Operation A good Sales Process means You can Track and Manage all Opportunities In a consistent Fashion. It Ensures that you “ Repeat Success” And “ Avoid Failure”
    29. Can we help?
      • Do People really understand what you provide – We can help by;
        • Assessing your current marketing plans and past campaigns
        • Creating Marketing Messages for you, that ensure prospects understand the value of what you do.
      • Are you getting enough Quality Sales Leads – we can help by;
        • Working with you set up and deliver the ADSPORT Lead Generation Program.
        • Testing, adjusting and measuring all tactics, to maximise return on your spend.
      • Do you want to close more Sales faster without discounts – we can help by;
        • Assessing, training your Sales Teams
        • Managing your Sales Teams
        • Putting in place appropriate sales processes
    30. Thank you for Participating
      • Your Business Growth Specialists
          • Increasing Your Sales
          • Delivering More leads
          • Coaching Leaders for Success
          • Motivating teams and groups
      www.3r.ie

    + Marketing ConsultantMarketing Consultant, 10 months ago

    custom

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