Winning More Appointments

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Winning More Appointments

  1. 1. © 2010 Relational SalesPro, LLC It’s All About Relationship ® Deborah Miller, President 800-893-1578 • www.relationalsalespro.com Welcome Learn how our clients are building stronger relationships, winning more appointments, and closing more sales! “ We are amazed at our appointment results with SALESPRO. We booked 18 new appointments in just 45 days!” - Pennsylvania Client 2010
  2. 2. What to Expect <ul><li>Who are we? </li></ul><ul><li>Why nurture prospect relationships? </li></ul><ul><li>What solutions we offer? </li></ul><ul><li>What makes SALESPRO Opportunity Builder unique? </li></ul><ul><li>What additional services do we provide or outsource? </li></ul><ul><li>What is your investment? </li></ul>“ Always remember that your own resolution to succeed is more important than anything else.” – Abraham Lincoln © 2010 Relational SalesPro, LLC
  3. 3. Relational SalesPro, LLC <ul><li>Developer of MarTech MAPS Systems; SALESPRO’s predecessor </li></ul><ul><li>Equipped 100’s of producers gain more appointments </li></ul><ul><li>Developed web-based application , retired PC based software </li></ul><ul><li>18 years in insurance agency sales and management </li></ul><ul><li>6 years in sales consulting for an independent carrier </li></ul><ul><li>14 years in insurance nurture marketing consulting </li></ul><ul><li>Highly skilled developers and support staff </li></ul>What the mind of man can conceive and believe, the mind of man can achieve. - Napoleon Hill © 2010 Relational SalesPro, LLC
  4. 4. The Days of Chasing Every Lead Are Gone <ul><li>Causes you to work harder for less. </li></ul><ul><li>Calling a list of cold suspects or, pressing business advocates for referrals will never be enough to weather market changes. </li></ul><ul><li>It is impossible; the odds of cultivating a “sufficient number” of “warm prospects” to recover lost revenues are simply against you. </li></ul><ul><li>Longer sales cycle, price focused. </li></ul><ul><li>You must continually prospect for new business and make it their priority. </li></ul>© 2010 Relational SalesPro, LLC
  5. 5. Why Nurture Prospect Relationships? <ul><li> 80% of all sales close after 5-7 contacts </li></ul><ul><li>Yet only 10% of all producers have an automated means to stay in contact with key prospects beyond the 7 th contact. </li></ul><ul><li>With an automated marketing system 10% of all producers close 80% of all sales. </li></ul><ul><li>Without the means to stay in touch, 90% of all producers are frantically scrambling to write their share of only 20% of the sales to be made . </li></ul>“ Unless you're just lucky, and you find that extraordinary salesperson with the ability to find opportunities everywhere and build their book, an agency needs something like this that's a system to keep you focused, directed and moving forward.” – Tom Kansas Client © 2010 Relational SalesPro, LLC
  6. 6. Gaining Confidence <ul><li>It is a proven fact that most people react negatively to high-pressure sales . Regardless of your product or service, people buy for emotional reasons, and they buy from people they like and trust. </li></ul><ul><li>Your prospects must recognize your name and logo and equate it with your expressed desire to do business with them. </li></ul><ul><li>Your prospect must have an opportunity to form an opinion of your honesty and reliability to gain confidence sufficient to rely on you. </li></ul>© 2010 Relational SalesPro, LLC
  7. 7. Building Key Advocates <ul><li>Referrals have a 67% close ratio because trust is transferred from the referring party to you. </li></ul><ul><li>“ WOW” your best clients. Identify your top 20 clients and implement a strategy to exceed their service and relational expectations. Advocates are those who sing your praise and become a valuable source of referrals . </li></ul><ul><li>Ask your centers of influence for referrals The key is to develop “reciprocal” relationships with between 10 to 12 &quot;core&quot; influencers by taking them to lunch regularly, and send referrals their way. </li></ul>© 2010 Relational SalesPro, LLC
  8. 8. Taking a Road Less Traveled <ul><li>80% of sales are made after the 7th contact. </li></ul><ul><li>Without a centralized-prospecting method designed to communicate with prospect, clients and centers of influence through all the stages of relationship, building a winning pipeline could be impossible. </li></ul><ul><li>Cultivating a warm pipeline of prospects is neither, a quick, or an easy task. </li></ul><ul><li>When developing a pipeline from scratch, expect to see results between 6 th and 8 th month. Years 2 – 5 generate increased results. </li></ul>© 2010 Relational SalesPro, LLC Nothing in the world can take the place of persistence. Talent will not; nothing is more common that unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent . -Calvin Coolidge
  9. 9. Income Producing Tasks vs. Non-Income Producing Tasks <ul><li>The decision is yours - - - - </li></ul><ul><li>Do you know the average salesperson spends only 20% of their available time performing income-producing tasks. </li></ul><ul><li>31% - administration </li></ul><ul><ul><ul><li>18% - travel time </li></ul></ul></ul><ul><ul><li>17% - non-productive downtime </li></ul></ul><ul><ul><li>14% - problem solving </li></ul></ul><ul><ul><li>10% - active selling </li></ul></ul><ul><ul><li>10% - prospecting </li></ul></ul><ul><ul><li>Resource: Annual sales force effectiveness study, 2006 </li></ul></ul>© 2010 Relational SalesPro, LLC For the resolute and determined, there is time and opportunity. - Ralph Waldo Emerson
  10. 10. How Much is Your Time Worth? $500,000 annual commission revenues = $277.78 per hour $400,000 annual commission revenues = $222.22 per hour $300,000 annual commission revenues = $166.67 per hour $200,000 annual commission revenues = $111.11 per hour $100,000 annual commission revenues = $ 55.55 per hour $ 50,000 annual commission revenues = $ 27.78 per hour Calculations based on 1800 hours per year © 2010 Relational SalesPro, LLC
  11. 11. Not All Software is Created Equal <ul><li>Contact Management systems , such a ACT and Goldmine that allows you to track information. </li></ul><ul><ul><ul><li>Total Reactive – the user tells it to do and when to do it </li></ul></ul></ul><ul><ul><ul><li>The user must create all communication before the system can be launched. </li></ul></ul></ul><ul><li>CRM systems , such as SalesForce, focus on internal client relationships, analysis, tracking and reporting. </li></ul><ul><ul><ul><li>Partially Reactive – track, analyze and forecast from data. </li></ul></ul></ul><ul><ul><ul><li>The user must create communications, set up when to send. </li></ul></ul></ul>© 2010 Relational SalesPro, LLC
  12. 12. <ul><ul><li>Relationship Managers - more proactive then reactive . </li></ul></ul><ul><ul><ul><li>The marketing process is automated thus doesn’t require the users instructions until human contact is required. </li></ul></ul></ul><ul><ul><li>Two types of Relationship Management systems ; </li></ul></ul><ul><ul><ul><li>Systems requiring the user to write, install all communications and build the campaigns before launch . </li></ul></ul></ul><ul><ul><ul><li>SALESPRO Opportunity Builder , completely proactive, turnkey, pre-built with communicates, campaigns, strategies, ready for prospects and launch. </li></ul></ul></ul><ul><ul><ul><ul><li>Yet, totally customizable by user preferences . </li></ul></ul></ul></ul>Not All Software is Created Equal © 2010 Relational SalesPro, LLC
  13. 13. Successful Marketing is Based On One Important Premise — <ul><li>You MUST be in front of prospects when they are </li></ul><ul><li>ready to buy not, when you are ready to sell. </li></ul>This is the foundational objective from which RSP developed and supplies its’ series of insurance specific, web-based Relationship Marketing Automation SALESPRO Opportunity Builder .   © 2010 Relational SalesPro, LLC
  14. 14. SALESPRO Opportunity Builders <ul><ul><ul><li>SALESPRO for Commercial Lines New Business </li></ul></ul></ul><ul><ul><ul><li>SALESPRO for Employee Benefits New Business </li></ul></ul></ul><ul><ul><ul><li>SALESPRO for Bond New Business </li></ul></ul></ul><ul><ul><ul><li>SALESPRO for Personal Lines New Business </li></ul></ul></ul><ul><ul><ul><ul><li>Available Per User or Per Agency; With or Without a Coordinator </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Integrated Call Center Portal </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Turnkey, Ready to Import Leads and Launch to include; </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Introduction • Nurturing • Appointment • Proposal • Client Retention </li></ul></ul></ul></ul><ul><ul><ul><ul><li>New Prospect • Former Client • Referral • Chance Meeting </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Quoted, No Sale • Past Relationship • Drop By </li></ul></ul></ul></ul><ul><ul><ul><ul><li>5 years of Nurture Communication </li></ul></ul></ul></ul><ul><ul><ul><ul><li>3 years of Client Retention </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Centers of Influence Building </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Email Appointment Notification </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Advanced Reporting </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Key Performance Indicators </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Easily Customizable and Easy to Use </li></ul></ul></ul></ul>© 2010 Relational SalesPro, LLC
  15. 15. SALESPRO Saves Time and Money Hundreds of letters, emails or faxes strategically chained together allowing you uninterrupted personal communication with hundreds of contacts simultaneously and with little effort. No more forgotten contacts! SALESPRO alerts when action is needed! © 2010 Relational SalesPro, LLC
  16. 16. Create Your Plan – Work Your Plan <ul><li>Marketing with SALESPRO </li></ul><ul><ul><li>Producer controlled processing with no phone assistance </li></ul></ul><ul><ul><li>Producer controlled processing with phone assistance </li></ul></ul><ul><ul><li>Coordinator as the internal marketing arm for agency producers </li></ul></ul><ul><ul><li>Fulfillment </li></ul></ul><ul><li>  </li></ul><ul><li>Start up as delivered with existing prospects: time allocation approximately 8 hours </li></ul><ul><li>Start up with customizations based on user reply time </li></ul><ul><li>Task List </li></ul><ul><ul><ul><li>Letters are emailed for edits or alterations (time depending upon producer’s desire to alter letters) </li></ul></ul></ul><ul><ul><ul><li>Existing prospects are exported into RSP’s Excel template and emailed to Relational SalesPro, LLC </li></ul></ul></ul><ul><ul><ul><li>New leads are sent to user for cherry picking </li></ul></ul></ul><ul><ul><ul><li>New and existing prospects are imported into SALESPRO </li></ul></ul></ul><ul><ul><ul><li>Report sent to user for data cleanup, review and duplicate check </li></ul></ul></ul><ul><ul><ul><li>Prospects are system launched based on desired intervals. </li></ul></ul></ul><ul><ul><ul><li>Training: 3—one hour on-line sessions and practice database freely available </li></ul></ul></ul><ul><ul><ul><li>User unique set-up </li></ul></ul></ul><ul><li>Start up with Marketing Assistant </li></ul><ul><ul><ul><li>New user intake </li></ul></ul></ul><ul><ul><ul><li>Target market identification </li></ul></ul></ul><ul><ul><ul><li>Assistant begins calling to pre-qualify warm leads and calling for appointments within desired lead time. </li></ul></ul></ul><ul><ul><ul><li> </li></ul></ul></ul><ul><li>  </li></ul>© 2010 Relational SalesPro, LLC
  17. 17. It’s All About Relationship ® <ul><li>80% of all sales are made after 5-7 contacts but, ONLY 10% of all producers have a means to continue communication to nurture prospects; </li></ul><ul><li>The salesperson who nurtures enough relationships will close the most business, retain the best quality business, and be the most successful. </li></ul><ul><li>  </li></ul>© 2010 Relational SalesPro, LLC
  18. 18. Fee Structure <ul><li>Commercial • Employee Benefits • Bond • Personal Lines </li></ul><ul><li>SALESPRO Fee Structure </li></ul><ul><li>Preferred Payment Method: Debit or Credit Card Debit </li></ul><ul><li>$2500 initial set up fee* </li></ul><ul><li>$250 per month, per user subscription fee (2 modules same user + $125 per month). </li></ul><ul><li>Exclusive pipeline included </li></ul><ul><li>Fresh leads included </li></ul><ul><li>* For groups of four or more enrolled users, a 25% reduction in initial fees will be given </li></ul><ul><li>It’s All About Relationship ® </li></ul><ul><li>  </li></ul><ul><li>“ Our commissions jumped from $470K to $728K in one year.” </li></ul><ul><li>Barb </li></ul><ul><li>Wisconsin Client </li></ul>© 2010 Relational SalesPro, LLC
  19. 19. © 2010 Relational SalesPro, LLC Deborah Miller, President www.relationalsalespro.com It’s All About Relationship ® Thank you for your interest. Call today; we’ll help you see results by the 3 rd quarter! 800-893-1578

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