How To Attract Sales Prospects - Tactics to Help Find Qualified Clients


Published on

Jeffrey Gitomer Little Book of Leadership Extra Webcast - May 25

Do you want to learn about numerous free or inexpensive tactics you can use to draw qualified sales leads to you?

On May 25th at 1 PM EST, Chris Hamilton from Sales Tip A Day and Kersten Kloss from Refreshed IT will show you a whole bunch of online and real world tactics you can use to attract potential clients.

In this web cast you will learn:

- What 1 thing influence 66% of all sales, yet only 18% of sales people and companies do
- How to book up to 20 X's more meetings
- How to find more qualified sales leads
- How to close more business in less time 
- One tactic that will drive hundreds of sales leads per year

Published in: Business, Education
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

How To Attract Sales Prospects - Tactics to Help Find Qualified Clients

  1. 1. Jeffrey Gitomer’s Little Book Of Leadership Extra <ul><li>Tactics to Attract Qualified Sales Leads </li></ul>Presented By: Chris Hamilton Sales Tip A Day Kersten Kloss Refreshed IT
  2. 2. Agenda <ul><li>Online </li></ul><ul><li>Offline - Real World </li></ul><ul><li>Tactics that can be used with your strategies </li></ul>
  3. 3. Disclaimer <ul><li>This is not a “how to” presentation but instead a “Possibilities” presentation </li></ul><ul><li>Not every thing - but a starting point </li></ul><ul><li>Not everything here works for everyone </li></ul>
  4. 4. Purpose <ul><li>Find Sales Leads </li></ul><ul><li>Generate Sales Leads </li></ul>
  5. 5. Online
  6. 6. Google <ul><li>71% of all searches </li></ul><ul><li>40% are Local </li></ul><ul><li>89% on the 1st page </li></ul><ul><li>80% of all Google users do local searches </li></ul><ul><li>You Tube is 5 th most visited site and 2 nd most visited social networking site </li></ul>
  7. 7. Google Statistics <ul><li>In 40% of searches a location is used </li></ul><ul><li>82% of people using a location in their phrase are in buy mode & either: </li></ul><ul><ul><li>Browse the site </li></ul></ul><ul><ul><li>Contact the business </li></ul></ul><ul><ul><li>Or Leave </li></ul></ul><ul><li>33 people out of 100 will buy a product or service like yours if you are found on Google </li></ul>
  8. 8. Google Places <ul><li>Internet Yellow Pages </li></ul><ul><li>Potential 1st page ranking </li></ul><ul><li>Targeted Local Results </li></ul><ul><li>Emphasis for Google </li></ul><ul><li>Claim your listing today </li></ul><ul><li>Several key things need to be done to your listing </li></ul>
  9. 9. Google Merchant <ul><li>Sell Stuff online? </li></ul><ul><li>Have a retail location? </li></ul><ul><li>Great way to get high rankings </li></ul><ul><li>Now adding location results with quantities - Want it now! </li></ul>
  10. 10. Google Alerts
  11. 11. You Tube <ul><li>2nd largest search engine </li></ul><ul><li>Multiple dips - blog etc. </li></ul><ul><li>Keep video to 2 to 3 minutes </li></ul><ul><li>Keyword target </li></ul><ul><li>Location target </li></ul><ul><li>53X more effective </li></ul><ul><li>“ How To” works well </li></ul>
  12. 12. Online Video <ul><li>Currently 69% </li></ul><ul><li>By 2013 - 90% </li></ul><ul><li>80% vs. 10%/20% </li></ul><ul><li>Not the wave of the future - It’s the here and now! </li></ul><ul><li>Don’t wait to start </li></ul>
  13. 13. Executives Online Frequency which US Executives view work related videos online Source:
  14. 14. Behaviour of Executives Source: Behaviour of Executives after viewing online content
  15. 15. Blogs <ul><li>Google loves fresh content </li></ul><ul><li>Speak to your audience </li></ul><ul><li>Should write at least weekly </li></ul><ul><li>Industry thought leader </li></ul><ul><li>Use other forms to engage - Twitter Facebook etc. </li></ul>
  16. 16. Commenting on Blogs <ul><li>Great way to get noticed </li></ul><ul><li>Do not be “salesy” </li></ul><ul><li>Leave name and contact info </li></ul>
  17. 17. Twitter <ul><li>Use it to help engage </li></ul><ul><li>Push and pull </li></ul><ul><li>Target on keywords/location </li></ul><ul><li>Use to promote other areas - Blog, seminars events </li></ul>
  18. 18. Twitter Advanced Search
  19. 19. Social Networks <ul><li>Facebook </li></ul><ul><li>LinkedIn </li></ul><ul><li>Flickr </li></ul><ul><li>Connect and Share </li></ul>
  20. 20. SlideShare / Scrib’d <ul><li>Upload Presentations </li></ul><ul><li>Upload video (SlideShare) </li></ul><ul><li>Include contact info </li></ul>
  21. 21. Mobile Marketing <ul><li>97.2% of retailers do not use mobile coupons </li></ul><ul><li>89.3% of retailers do not promote sales or specials </li></ul><ul><li>27% of Americans who receive alerts go on to buy </li></ul><ul><li>Texts are viewed 70% to 100% </li></ul><ul><li>Mobile coupons are redeemed at 10X’s the rate of normal coupons </li></ul>
  22. 22. Email Marketing <ul><li>Use your existing clients </li></ul><ul><li>Get new clients from website </li></ul><ul><li>Targeted </li></ul><ul><li>Continual marketing </li></ul>
  23. 23. The Math <ul><li>100 visitors per day </li></ul><ul><li>2% sign up </li></ul><ul><li>6% uptake on offers </li></ul><ul><li>Weekly newsletter or offer </li></ul><ul><li>453 sales leads per year! </li></ul>Image: jscreationzs
  24. 24. How to Capture Names <ul><li>Give something of value </li></ul><ul><li>Top 10’s or lists </li></ul><ul><li>Educational based </li></ul><ul><li>Solve problems </li></ul><ul><li>Coupons </li></ul>
  25. 25. WOM <ul><li>Add This </li></ul><ul><li>Tell a Friend </li></ul><ul><li>Email links </li></ul>
  26. 26. Social Netcasts <ul><li>Your own TV station </li></ul><ul><li>Build Trust </li></ul><ul><li>Webinars suck </li></ul><ul><li>Add Social CRM </li></ul><ul><li>Deeper visibility </li></ul>
  27. 27. Website Fixes - SEO <ul><li>Simple to do </li></ul><ul><li>Meta description acts as advertisement </li></ul><ul><li>Titles & Keywords </li></ul><ul><li>Analytics </li></ul><ul><li>Flash is a killer </li></ul><ul><li>New Content </li></ul><ul><li>CONTACT FORM!!!!!!! </li></ul>
  28. 28. Article Submission <ul><li>Written article that can be picked up </li></ul><ul><li>Write a blog? </li></ul><ul><li>Submit twice </li></ul><ul><li>Articles get picked up </li></ul>
  29. 29. Event Listing <ul><li>Craigslist </li></ul><ul><li>Kijiji </li></ul><ul><li>LinkedIn </li></ul><ul><li>Facebook </li></ul><ul><li>EventBrite </li></ul><ul><li>Your website - Blast to world </li></ul>
  30. 30. Press Releases <ul><li>Promote events, new products, services </li></ul><ul><li>Free </li></ul><ul><li>Get high search engine results </li></ul>
  31. 31. Your Email <ul><li>Add information in your signature line </li></ul><ul><li>Promote products/services </li></ul><ul><li>Entice people to take action </li></ul>
  32. 32. Purpose <ul><li>Search results drive visitors </li></ul><ul><li>Visitors become prospects </li></ul><ul><li>Prospects become clients </li></ul>
  33. 33. Real World
  34. 34. Referrals <ul><li>Ask </li></ul><ul><li>40%+ vs. 2% </li></ul><ul><li>18% for 66% </li></ul><ul><li>All built on trust </li></ul><ul><li>Referral programs on Customer correspondence </li></ul>
  35. 35. Networking <ul><li>Meetups </li></ul><ul><li>Chamber Events </li></ul><ul><li>Your own networking events </li></ul><ul><li>Go where the clients are </li></ul>
  36. 36. Write a Book <ul><li>Lulu </li></ul><ul><li>Small </li></ul><ul><li>Inexpensive 100/100 $6.80/ea </li></ul><ul><li>Be an industry leader </li></ul>
  37. 37. Public Speaking <ul><li>Lots of organizations are looking for speakers </li></ul><ul><li>Free to paid </li></ul><ul><li>Educational in nature </li></ul>
  38. 38. Your Business Card <ul><li>Are you using the back? </li></ul><ul><li>Is your card unique </li></ul><ul><li>Can you make it a coupon? </li></ul><ul><li>A Loyalty Card? </li></ul>
  39. 39. Your Voicemail <ul><li>Leave product information </li></ul><ul><li>Entice people with offer </li></ul><ul><li>Change frequently </li></ul>Image: Suat Eman
  40. 40. Seminars <ul><li>Hold a seminar </li></ul><ul><li>Educate people </li></ul><ul><li>Free or Paid </li></ul><ul><li>Educational in nature </li></ul>
  41. 41. Customer Appreciate Event <ul><li>Hold on a regular basis </li></ul><ul><li>Make it fun </li></ul><ul><li>Bring a friend </li></ul>
  42. 42. Tell Everyone You Know <ul><li>Let people know what you do </li></ul><ul><li>Get a 30 second pitch down </li></ul><ul><li>Make it grab attention </li></ul><ul><li>Practice </li></ul>
  43. 43. News <ul><li>HARO </li></ul><ul><li>Tv </li></ul><ul><li>Radio </li></ul><ul><li>Newspapers </li></ul><ul><li>Have a story </li></ul>
  44. 44. The Point This is a marathon, not a sprint!
  45. 45. Final Thought: Go Where The Fish Are <ul><li>Figure out your ideal client </li></ul><ul><li>Go where they are </li></ul><ul><li>Give them value </li></ul><ul><li>Make them happy </li></ul><ul><li>Keep them for life </li></ul>
  46. 46. Starting Point
  47. 47. Upcoming Net Casts <ul><li>For upcoming Net Casts: </li></ul><ul><li> </li></ul><ul><li>or </li></ul><ul><li> </li></ul><ul><li>Email us to get receive updates of our weekly events </li></ul>
  48. 48. Upcoming <ul><li>Sales Boot Camp for Sales Leads </li></ul>Contact Chris to be included
  49. 49. Special Offer <ul><li>10% off services this week </li></ul>Contact Chris to find out more <ul><li>Includes: </li></ul><ul><li>Sales Portals </li></ul><ul><li>Marketing/Sales Plans </li></ul><ul><li>Business Coaching </li></ul>
  50. 50. Contact Chris to get your copy
  51. 51. Thank You & Please Tell A Friend or 2
  52. 52. How to Reach Us: <ul><li>Kersten: </li></ul><ul><li>[email_address] </li></ul><ul><li>403-775-6969 Ext. 2 </li></ul><ul><li>Chris: </li></ul><ul><li>[email_address] </li></ul><ul><li>403-775-6969 Ext. 1 </li></ul>