Converting Your Leads Into Sales

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Michael Halper takes us through the sales process from qualifying to closing your leads with the help of Salesscripter and SalesNexus online crm software and email marketing solution.

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Converting Your Leads Into Sales

  1. 1. Sales Lead Conversion Workshop Michael Halper Founder and CEO SalesScripter
  2. 2. • 20 years frontline sales, marketing, and customer service experience • Founder and CEO of Launch Pad Solutions and SalesScripter • Author of The Cold Calling Equation – PROBLEM SOLVED • President of the American Association of Inside Sales Professionals Houston Chapter • ICF Certified Professional Coach • MBA University of Houston, Masters of Science University of Texas at Dallas
  3. 3. Agenda • Generating the lead • Following up on leads • Staying in touch
  4. 4. Generating the Lead Inbound Marketing • Organic SEO • PPC Process 1. 2. 3. 4. Drive traffic to website or landing page Have a compelling call to action Have an opt-in web form Opt-in form connected to your CRM
  5. 5. Generating the Lead Outbound Marketing • Email marketing • Telesales Process 1. 2. 3. 4. Go to LeadFerret.com and build target list Send email campaign through SalesNexus.com Track clicks (clicks = leads) Targeted phone calls to the clicks Webinar http://www.salesnexus.com/blog/3-ingredients-of-sales-growth
  6. 6. Key Principles Timely Follow-up • The more time that elapses, the odds of conversion decrease dramatically – Inbound leads: Follow-up needs to happen in minutes. Greater than 30 minutes can lead to a 50% decrease in conversion rate. – Outbound leads: Follow-up needs to be within one to two days.
  7. 7. Key Principles Initial Contact Map out your sales process stages • Ultimate goal: close the sale Cold Call Inbound Call Email Event • Immediate goal: get commitment to advance to next stage in sales process • Always stay focused on the immediate goal 2 to 5 minutes 80% on prospect 20% on you First Call Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you
  8. 8. Key Principles Staying in Touch • No a “No” but “No, not right now” • Need a way to be there or in mind when the “No” becomes a “Yes” • Two ways to stay in touch – Drip campaigns • Informational emails • Monthly – Periodic check-in calls • Quarterly
  9. 9. Identifying Who to Call • Inbound leads • Email clicks
  10. 10. Making the Call What to say? • “We sent you an email, wanted to see: – if you found the information helpful” – If you wanted more information on that topic” – If you had any questions on what you read” • “I saw that you took a look at [insert subject or title of content] • Ask pre-qualifying questions – SalesScripter demo
  11. 11. Dealing with Voicemail • You can spend more than 50% of your time reaching voicemail • Have a plan • Don’t expect a call back • Use your message as commercial to educate • Follow every voicemail with an email • Create a multi-touch effect
  12. 12. Post-Call Activities • Log call • Follow-up activity • Send email • Add to new campaign
  13. 13. Visibility Across the Process • Dashboard • Reports • SN Demo
  14. 14. Need Help? • Helps businesses with prospecting • Sales coaching, training, and consulting • Team of telesales resources – – – – – Lead generation Appointment setting Lead follow-up Survey/information gathering Event promotion • Able to work directly in your CRM • Pricing – – – 25 Hours - $750 50 Hours - $1,500 100 Hours - $3, 000
  15. 15. Need Help? Sales Ready Lead Starter Kit One year complete subscription to SalesNexus 30 to 45 min. Email Campaign Consultation Polished 3 email campaign Only $780 6000 LeadFerret contacts (500 per month) 30 day SalesScripter.com subscription 60 to 200 qualified leads
  16. 16. Need Help? Sales Ready Lead Starter Kit Premium One year complete subscription to SalesNexus 30 to 45 min. Email Campaign Consultation Polished 3 email campaign Only $1,530 6000 LeadFerret contacts (500 per month) 30 day SalesScripter.com subscription 60 to 200 qualified leads Telesales Lead Follow-up (25 hours)
  17. 17. Need Help? • SalesNexus Free Trial – • • http://salesscripter.com/cold-call-calling-script/ – • – http://salesscripter.com/category/training-videos/ http://www.amazon.com/The-Cold-CallingEquationProblem/dp/1468173545/ref=sr_1_1?ie=UTF8&qi d=1338310605&sr=8-1 Lead Follow-up Service – Launch Pad Solutions – SalesScripter videos http://salesscripter.com/weekly-overviewwebinar/ The Cold Calling Equation – Problem Solved http://www.salesnexus.com/training.html SalesScripter Free Trial – • • SalesNexus weekly training – • http://www.salesnexus.com/training.html SalesScripter weekly training – http://try.salesnexus.com/free-trial/ SalesNexus videos – • info@lp-sol.com
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