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Sales Reps, get them on the phone

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Presented by Cory Bendixen

Presented by Cory Bendixen

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  • 1. Ignite Your Growth 2012: Small Business Success Summit
  • 2. Cory & Scarlett – Crew & Remington
  • 3. Convert Sales:Get them on the Phone
  • 4. Convert Sales: Get them on the Phone• Lead Capture – Done the Right Way• CRM – Proper Database Management• Online Schedulers – Get them to come to You• Following up with Leads – Inbound Harvesting• Email – Templates that Work
  • 5. Lead Capture:Done the Right Way
  • 6. Lead Capture• Online web forms• QR codes• Events• Networking• Walk ins• Referrals• Call ins• etc
  • 7. Call to ACTION???
  • 8. A little better
  • 9. Call to Action
  • 10. Call to Action
  • 11. Call to Action
  • 12. Call to Action
  • 13. Landing Page – from ppc
  • 14. Infusionsoft’s Lead Capture
  • 15. CRM:Proper database management
  • 16. CRM: Where do your leads go?• Sticky notes• Excel spreadsheets• Email inbox / folders• Outlook contacts• CRM – (salesforce, act, goldmine, etc)• Infusionsoft - CRM
  • 17. CRM: Got to be Organized Segment based on Person Type• Lead• Prospect• Customer• Client• Partner• Affiliate• Vendor
  • 18. Infusionsoft
  • 19. Sales CRM: Opportunity Management• New Lead• LVM 1-2-3• Initial Interest• Educate• Validate• Decide• Closed – Won• Closed – Lost• Long-Term-Nuture
  • 20. Infusionsoft
  • 21. Online Schedulers:Get them to come to You
  • 22. Online Schedulers• Get them to come to you• Make your time Valuable• Eliminates/Minimizes need of Secretary• Ease of use for both parties• Eliminates unnecessary calls
  • 23. Following up with Leads: Inbound Marketing
  • 24. Lost Opportunity 10,000 (audience) 90 Responders Fall through the cracks  Never any follow-up  100 (responders) Theyll buy somewhere else  Its all about TIMING  10 (customers)
  • 25. Take Advantage of Lost Opportunities 10,000 (audience) 100 90 85 80 75 (responders) 10 5 5 5 5 (customers) (new) (new) (new) (new) 30 New Customers – No Additional Cost
  • 26. One Step FurtherX 10,000 (audience) Automate EducationX 100 (responders) 90 85 Automate 80 Follow Up 10 5 5 5 (customers) (new) (new) (new) Automate Workflow
  • 27. It’s all about the Follow-up 3 Basic Must have Campaigns• New Lead Campaign• New Customer Campaign• Long-term Nuture Campaign
  • 28. Email:Templates that Work
  • 29. Email: What affects open rates?• Subject line• Time of day you send• “From” address• Personalization• RELEVANCY !!! -tip: When the subject line is relevent to the recipient, the copy isn’t as important
  • 30. Email: 2 Types of Emails• Educational • Call to Action• Great Value • Raise your hand• No call to action • Buy this• No sales pitch vs. • Attend this event• Tips & Tricks • Schedule this appt• Business building tips • *straight to the point• *no newsletters • *don’t need to be Shakespeare
  • 31. Email: 2 types of Calls to Action• Click a link • Reply to email• Register • Get a response• Information Packets • Engage more• Watch Video vs. communication• Fill out webform• Order
  • 32. Send an Email• After every call, appt, meeting, task, etc.
  • 33. Email: Templates for different Scenarios• Ask for an appt• Missed appt• No Response – never was able to connect• Reengage – lead went dark on you• LVM’s• Information packets• Bad contact
  • 34. Missed Appointment
  • 35. Reengage
  • 36. Can’t seem to Connect
  • 37. LVM
  • 38. No Response
  • 39. Bad Contact Info
  • 40. Information - Click
  • 41. Information - Click
  • 42. Cory Bendixen Office: 480.499.6669 Mobile: 801.318.6881cory.bendixen@infusionsoft.com