0
Why do my follow
up calls to leads
seem to fall flat?
When and where
exactly did I lose
this person?
How can I hold
on to ...
Send your questions 3 ways:
@connectmembers
Questions Box
The Corner!
bit.ly/CornerEvents
Erik Luhrs
The 3 Secrets to a Smooth Transition from
Lead-Gen Pipeline to Sales-Process
THANK YOU!
1 – The ONE thing you must calibrate
immediately before you lose the
prospect!
2 – How to get the prospect to
tell you how...
FRONT-LOADED
LEAD  GENERATION™
‘90%  of  Sales  issues  can  be  handled  during  the  
Lead  Generation  process!’
SECRET
#1
Attitude disconnect
- between the person doing
follow up and the prospect
versus the original person or
system
Assume  the...
• Assume the lead
gen system has
set things up
completely
• Trying to talk to
people becomes
"numbers game"
• Ignore the c...
The REAL Problem
‘Lead  leakage’  due  to  inconsistency  of  
context
WE tell THEM what the context is
• change of contex...
Secret #1 = Capture and
Calibrate their Context
Context = the set of circumstances or facts that surround a
particular eve...
BENEFITS TO YOU!
• Eliminate loss of CONTEXT
• We can go with THEIR flow
• Started building the BRIDGE
• TRANSITION begins
PROOF
Client
Story
SECRET
#2
Confusion
• They have expectations
of  the  CTA  you  don’t  
meet because you are
focused on speed
The illusion is shatte...
The REAL Problem
The CTA promised means something to
them
• The PROMISE is now compromised
Secret #2 = Reposition the
CTA to their current Context
Reposition = to change the marketing strategy of (a
product) so as...
BENEFITS TO YOU!
• Client feels in CONTROL
• You are of SERVICE to them
• They will get the BENEFIT they chose
• Speeds fl...
PROOF
MY
Story
SECRET
#3
“More  info"  means  
they still see no value
‘Fight  or  flight’  kicks  in
- People are self
preservationists
- They do ...
The REAL Problem
You have not answered WIIFM.
Secret #3 = Get Validation
for future activities
Call To Action = To mark with an indication of official
sanction
Not "val...
BENEFITS TO YOU!
• They SEE value in continuing
• SPEED up the sales cycle
• Eliminate COMPETITION Thoughts
• Build more R...
PROOF
Client
Story
Summary
• Capture and Calibrate their
Context
• Reposition the CTA to their
Context
• Get Validation for future
activities
But
Wait
There’s  
More
CONTEXT – CONTENT – CALL TO ACTION
What You Get
• 4 + 2 Video TRAININGS
–4 Basic Videos
–2 BONUS Videos
• Mind Map WORKSHEETS for all
–No long workbooks & qu...
www.guruselling.com/quick
$500
Just
$149
WHY?
Want to hear about upcoming webinars?
Sign up on connect.data.com!
More Thought Leadership and Webinars:
bit.ly/CornerEven...
THANK YOU!
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers
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The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers

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So your lead generation system worked! You actually got a human to agree to speak with you!

You dial. It rings. You wait. They answer. You speak... and within seconds you can FEEL the prospect slipping away!

They ask you to "send them something to look over." They say they will "have their assistant reach out to you." Then they "have to jump on their next call." They are gone!

What happened? They fell into the gap - the gap that exists between the END of your lead generation process and the START of your sales pipeline. And even though you may think it's tiny, that gap will cost you a FORTUNE.

So how can you close the gap? Find out on July 18th during our new webinar: The 3 Secrets top a Smooth Transition from Lead-Gen to Sales-Pipeline.

During the webinar you will discover:
- The ONE thing you must calibrate immediately before you lose the prospect!
- How to get the prospect to tell you how to 'keep a promise' so they are excited!
- Why "giving value to the prospect" will slow everything down!
- And much more!

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Transcript of "The 3 Secrets to a Smooth Transition from Lead-Gen to Sales-Pipeline by @erikluhrs for @connectmembers"

  1. 1. Why do my follow up calls to leads seem to fall flat? When and where exactly did I lose this person? How can I hold on to more of the leads I've generated?
  2. 2. Send your questions 3 ways: @connectmembers Questions Box The Corner! bit.ly/CornerEvents
  3. 3. Erik Luhrs
  4. 4. The 3 Secrets to a Smooth Transition from Lead-Gen Pipeline to Sales-Process
  5. 5. THANK YOU!
  6. 6. 1 – The ONE thing you must calibrate immediately before you lose the prospect! 2 – How to get the prospect to tell you how to 'keep a promise' so they are excited! 3 – Why "giving value to the prospect" will slow everything down! 4 - How to go further
  7. 7. FRONT-LOADED LEAD  GENERATION™ ‘90%  of  Sales  issues  can  be  handled  during  the   Lead  Generation  process!’
  8. 8. SECRET #1
  9. 9. Attitude disconnect - between the person doing follow up and the prospect versus the original person or system Assume  the  prospect’s   perception is same as yours Assume the prospect is clear on what you are going to talk about, or what will happen
  10. 10. • Assume the lead gen system has set things up completely • Trying to talk to people becomes "numbers game" • Ignore the change of experience for prospect between lead gen and sales process
  11. 11. The REAL Problem ‘Lead  leakage’  due  to  inconsistency  of   context WE tell THEM what the context is • change of context creates confusion
  12. 12. Secret #1 = Capture and Calibrate their Context Context = the set of circumstances or facts that surround a particular event, situation, etc. We want to know their expectations
  13. 13. BENEFITS TO YOU! • Eliminate loss of CONTEXT • We can go with THEIR flow • Started building the BRIDGE • TRANSITION begins
  14. 14. PROOF Client Story
  15. 15. SECRET #2
  16. 16. Confusion • They have expectations of  the  CTA  you  don’t   meet because you are focused on speed The illusion is shattered • Different experience between lead gen and sales You have not qualified yourself to them before you ask that they qualify themselves to you
  17. 17. The REAL Problem The CTA promised means something to them • The PROMISE is now compromised
  18. 18. Secret #2 = Reposition the CTA to their current Context Reposition = to change the marketing strategy of (a product) so as to appeal to a different market Put the CTA where it creates benefit instead of assuming benefit
  19. 19. BENEFITS TO YOU! • Client feels in CONTROL • You are of SERVICE to them • They will get the BENEFIT they chose • Speeds flow into the SALES process
  20. 20. PROOF MY Story
  21. 21. SECRET #3
  22. 22. “More  info"  means   they still see no value ‘Fight  or  flight’  kicks  in - People are self preservationists - They do not FEEL a need to reconnect with you You can be setting up the competition
  23. 23. The REAL Problem You have not answered WIIFM.
  24. 24. Secret #3 = Get Validation for future activities Call To Action = To mark with an indication of official sanction Not "value TO them" instead "value FROM them"
  25. 25. BENEFITS TO YOU! • They SEE value in continuing • SPEED up the sales cycle • Eliminate COMPETITION Thoughts • Build more RAPPORT
  26. 26. PROOF Client Story
  27. 27. Summary • Capture and Calibrate their Context • Reposition the CTA to their Context • Get Validation for future activities
  28. 28. But Wait There’s   More
  29. 29. CONTEXT – CONTENT – CALL TO ACTION
  30. 30. What You Get • 4 + 2 Video TRAININGS –4 Basic Videos –2 BONUS Videos • Mind Map WORKSHEETS for all –No long workbooks & questions • 30 Minute Implementation Session –I help you PERSONALLY put it all together
  31. 31. www.guruselling.com/quick $500 Just $149
  32. 32. WHY?
  33. 33. Want to hear about upcoming webinars? Sign up on connect.data.com! More Thought Leadership and Webinars: bit.ly/CornerEvents Find us anytime @connectmembers!
  34. 34. THANK YOU!
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