• Like

Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads

  • 20,833 views
Uploaded on

Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads …

Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads

Mind-blowing stats that prove marketers and salespeople have been getting it all wrong when it comes to acquiring new customers.

More in: Marketing , Sales
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
No Downloads

Views

Total Views
20,833
On Slideshare
0
From Embeds
0
Number of Embeds
55

Actions

Shares
Downloads
185
Comments
6
Likes
79

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. Mind Games & Misconceptions How Marketers & Salespeople Irritate Their Leads.
  • 2. For years, marketers & salespeople have been getting it ALL WRONG.
  • 3. Mistakes are being made that are costing them PROFITABLE NEW RELATIONSHIPS ...
  • 4. ... MISTAKES THAT ARE NOT UNLIKE THOSE BEING MADE IN THE DATING WORLD.
  • 5. SO IN AN EFFORT TO PROTECT ALL HUMANKIND FROM THE MIND GAMES AND MISCONCEPTIONS THAT STIFLE OUR LONG-TERM RELATIONSHIP SUCCESS ...
  • 6. READ ON, CONSUME, IMPLEMENT, AND FOR THE LOVE OF MARKETING ... SHARE!!! THIS SLIDESHARE!
  • 7. Mind Game: Success comes when you make them wait 24 hours or more to hear from you. They’ll think you’re totally busy, right?
  • 8. WHEN IN REALITY ...
  • 9. THE ODDS OF MAKING CONTACT WITH A LEAD INCREASES 100 X IF CALLED WITHIN 5 MINUTES, AND ...
  • 10. ... THE CHANCES OF QUALIFYING A LEAD ARE 21 X BETTER IF CALLED WITHIN 5 MINUTES. Source: lead response management study
  • 11. RESEARCH SHOWS THAT 35-50% OF SALES GO TO THE VENDOR THAT RESPONDS FIRST. Source: InsideSales.com
  • 12. Misconception: Tell them all about what you do and why you do it. They’ll love hearing your passion for your product or service. Heck, they’d be crazy not to buy!
  • 13. WHEN IN REALITY ...
  • 14. ONLY 1 IN 50 DEALS ARE STRUCK AT A FIRST MEETING. Source: Marketing Donut
  • 15. 63% OF PEOPLE REQUESTING INFORMATION ON YOUR COMPANY TODAY WILL NOT PURCHASE FOR AT LEAST THREE MONTHS - AND 20% WILL TAKE MORE THAN 12 MONTHS TO BUY. Source: marketing donut
  • 16. THE FIRST CALL OR MEETING IS ABOUT UNDERSTANDING YOUR PROSPECT AND THEIR BUSINESS - NOT SELLING. ASK QUESTIONS AND BE CURIOUS ABOUT WHAT THEY WANT TO ACHIEVE AND WHAT CHALLENGES THEY’RE FACING. “ ” SEONA BRESLIN SALES MANAGER, HUBSPOT Talk to a HubSpot Salesperson
  • 17. DOING YOUR RESEARCH BEFOREHAND WILL BUILD TRUST AND OPEN THEM UP TO SPEAKING TO YOU IN MORE DETAIL ABOUT THEIR CHALLENGES. Download our ebook for prospecting tips
  • 18. Misconception: Ask for committment early! No point waiting around; if they’re not interested in signing the dotted line, you have other interested parties!
  • 19. WHEN IN REALITY ...
  • 20. COMPANIES THAT EXCEL AT LEAD NURTURING GENERATE 50% MORE SALES-READY LEADS AT 33% LOWER COST... Source: Forrester Research
  • 21. ... AND NURTURED LEADS MAKE 47% LARGER PURCHASES THAN NON-NURTURED LEADS. Source: Aberdeen Research
  • 22. WHICH IS WHY WE NEED TO NURTURE OUR LEADS WITH PERSONALISED AND RELEVANT CONTENT UNTIL THEY’RE READY TO BUY. Download this ebook to learn how to set up your lead nurturing
  • 23. Mind Game: Send the same, generic message to ALL OF THE LEADS! They have no way of knowing it’s not meant for just them.
  • 24. WHEN IN REALITY ...
  • 25. THE PERCENTAGE OF SPAM IN EMAIL TRAFFIC AVERAGED 64.8% IN JUNE 2014.
  • 26. PERSONALISED EMAILS IMPROVE CLICKTHROUGH RATES BY 14% AND CONVERSION RATES BY 10%. Source: HubSpot
  • 27. 68% OF MARKETERS SAY PERSONALISATION BASED ON BEHAVIORAL DATA HAS A HIGH IMPACT ON ROI...
  • 28. ... AND 74% SAY IT HAS A HIGH IMPACT ON ENGAGEMENT ...
  • 29. ... BUT ONLY 19% DO IT! Source: HubSpot
  • 30. Misconception: Don’t follow up after the first conversation. You’ve done your bit. They’ll come to you if they’re interested.
  • 31. WHEN IN REALITY ...
  • 32. 2% OF SALES ARE MADE ON THE FIRST CONTACT,
  • 33. 2% OF SALES ARE MADE ON THE FIRST CONTACT, 3% ON THE SECOND,
  • 34. 2% OF SALES ARE MADE ON THE FIRST CONTACT, 3% ON THE SECOND, 5% ON THE THIRD,
  • 35. 2% OF SALES ARE MADE ON THE FIRST CONTACT, 3% ON THE SECOND, 5% ON THE THIRD, 10% ON THE FOURTH,
  • 36. AND 80% OF SALES ARE MADE ON THE 5TH TO 12TH CONTACT AFTER THE FIRST MEETING.
  • 37. BUT 44% OF SALESPEOPLE GIVE UP AFTER 1 FOLLOW UP. Source: The Marketing Donut
  • 38. Misconception: Showing up on social is enough. You have all the profiles set up -- let the leads flow! Your competition can’t steal your leads now ...
  • 39. WHEN IN REALITY ...
  • 40. 93% OF BUSINESSES AND MARKETERS HAVE PROFILES ON SOCIAL MEDIA. Source: Beta21
  • 41. BUT IT ’S NOT ENOUGH TO SHOW UP TO THE PA R T Y.
  • 42. ON AVERAGE, COMPANIES RESPOND TO ONLY 30% OF SOCIAL MEDIA FANS' FEEDBACK ...
  • 43. ...BUT APPROXIMATELY 46% OF ONLINE USERS RELY ON SOCIAL MEDIA WHEN MAKING A PURCHASE DECISION. Source: Nielsen
  • 44. DON’T LOSE OUT ON A GREAT OPPORUNITY TO GENERATE BUSINESS ON SOCIAL. Download our ebook to learn about social selling.
  • 45. Mind Game: Tell them you’re something you’re not. If they have a problem that needs solved, your product or service can totally do it ... even if you know it can’t.
  • 46. WHEN IN REALITY ...
  • 47. NOT EVERYONE YOU SPEAK TO IS GOING TO BE A GOOD FIT FOR YOUR PRODUCT OR SERVICE.
  • 48. WHICH IS WHY YOU NEED TO UNDERSTAND WHO YOUR BUYER PERSONA IS AND THEN ATTRACT, CONVERT, CLOSE, AND DELIGHT THEM.
  • 49. 41% OF MARKETERS DO NOT USE BUYER PERSONAS SOURCE: HUBSPOT & LINKEDIN SURVEY 2014
  • 50. HAVING THE WRONG PERSON BECOME A CUSTOMER CAN LEAD TO LAWSUITS, NEGATIVE PR, ANGRY SOCIAL CONVERSATIONS, BAD REVIEWS, REFERRALS, AND MORE SCARY STUFF.
  • 51. Mind Game: Sign them up without consent. They want you, they just don’t know they want you.
  • 52. WHEN IN REALITY ...
  • 53. USING CONTENT TO ATTRACT YOUR PERSONA TO YOUR WEBSITE IS A GREAT WAY TO GROW YOUR MARKETING FUNNEL. HOWEVER...
  • 54. IT’S NOT OK TO THEN CALL THAT LEAD AND TELL THEM THEY REQUESTED A SALES CALL WHEN THEY DIDN’T.
  • 55. THIS IS A REALLY GOOD WAY TO P**S OFF YOUR LEADS AND LOSE THEM FOREVER.
  • 56. Don’t p**s off your leads. Learn what not to do in our ebook: How to Lose a Lead in 10 Ways Download ebook