CCOB Presentation Aug 19 2010

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How to Go From Business Card to Client

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CCOB Presentation Aug 19 2010

  1. 1. From Business Card to Big Deal<br />Tom Wieczorek<br />sales automation specialists<br />South Elgin IL<br />specializing in databases for marketing & sales<br />8/11/2010<br />1<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  2. 2. You know the routine . . .<br /><ul><li>You attend a networking event or trade show
  3. 3. You collect a bunch of business cards
  4. 4. You (sorta) remember who would be a good prospect
  5. 5. After the event you dump the batch of cards on your desk
  6. 6. And . . . there they sit!</li></ul>8/11/2010<br />2<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  7. 7. Did you know that MOST leads are never followed up?<br />“What if you took 80% of the cash in your wallet right now and ran it through the shredder? That, in essence, is how many companies treat their … leads. A recent report by Sales & Marketing Management magazine indicated that “80% of the leads generated will never be followed up.<br />If you haven’t already followed up on every single one of your past…leads, you could be losing sales by the second.” – www.promatshow.com<br />8/11/2010<br />3<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  8. 8. Are you . . .<br /><ul><li>Leaving money on the table?
  9. 9. Letting potential sales slip through the cracks?
  10. 10. Missing out on valuable business opportunities?
  11. 11. Not identifying valuable relationships with other “power partners”?</li></ul>8/11/2010<br />4<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  12. 12. How about an easy and (fairly) foolproof method of snagging new sales?<br />8/11/2010<br />5<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  13. 13. How about an easy and (fairly) foolproof method of snagging new sales?<br />WOW!<br />8/11/2010<br />6<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  14. 14. USE A DATABASE!!!!!<br />8/11/2010<br />7<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  15. 15. What!!!!!!! You’re not using a database??????<br />8/11/2010<br />8<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  16. 16. Well, here’s how the system works . . .<br /><ul><li>Review the business cards IMMEDIATELY after the event (type them in or use a card scanner)
  17. 17. Tag them as:
  18. 18. A real possible sales prospect
  19. 19. A suspect that may need to be vetted in the future</li></ul>8/11/2010<br />9<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  20. 20. Well, here’s how the system works . . .<br /><ul><li>Tag them as:
  21. 21. A real possible sales prospect
  22. 22. A suspect that may need to be vetted in the future
  23. 23. A vendor – you might buy from them
  24. 24. A good “power partner” candidate
  25. 25. A “connector” – they “get it”</li></ul>8/11/2010<br />10<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  26. 26. <ul><li>Tag them as:
  27. 27. A real possible sales prospect
  28. 28. A suspect that may need to be vetted in the future
  29. 29. A vendor – you might buy from them
  30. 30. A good “power partner” candidate
  31. 31. A “connector” – they “get it”
  32. 32. A loser! Toss it!</li></ul>8/11/2010<br />11<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  33. 33. Well, here’s how the system works . . .<br /><ul><li>Enter the 1st 5 types into your contact database:
  34. 34. ACT!
  35. 35. Outlook
  36. 36. Goldmine
  37. 37. Zoho
  38. 38. Whatever!</li></ul>8/11/2010<br />12<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  39. 39. Well, here’s how the system works . . .<br /><ul><li>Notate the entry with some type of identifier – categorize them
  40. 40. (We’ll focus on Prospects today)
  41. 41. For firms that have a long sales cycle – it’s a good idea to use “drip marketing”</li></ul>8/11/2010<br />13<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  42. 42. The Sales CycleHow long does it take to make a sale?<br />8/11/2010<br />14<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  43. 43. Once the Prospect is in your database, you can easily – efficiently and effectively – maintain contact until you make a sale – without being a pest or a pain in the <br />8/11/2010<br />15<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  44. 44. We’ll use ACT! (big surprise!) as our example of a marketing and sales database<br /><ul><li>Most databases let you create Events or Activities in your calendar</li></ul>8/11/2010<br />16<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  45. 45. In ACT! We’ll set up a series of events called an “Activity Series”<br /><ul><li>Perhaps the initial contact after the event could be:
  46. 46. A phone call – but it could be a:
  47. 47. Postcard
  48. 48. Email
  49. 49. Free sample
  50. 50. Etc.</li></ul>8/11/2010<br />17<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  51. 51. In ACT! We’ll set up a series of events called an “Activity Series”<br /><ul><li>A week later – send a letter – “Nice meeting you” – here’s what we do</li></ul>8/11/2010<br />18<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  52. 52. In ACT! We’ll set up a series of events called an “Activity Series”<br /><ul><li>A week after that – send an email – perhaps with a white paper attached – or a link to an article that would interest them
  53. 53. Make sure you always include a link to your website!</li></ul>8/11/2010<br />19<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  54. 54. In ACT! We’ll set up a series of events called an “Activity Series”<br /><ul><li>A week after that, perhaps phone them and invite them to a cup of coffee or a tour of your office or facility
  55. 55. Offer to add them to your newsletter mailing list (remember to let them opt in – to avoid spam laws)</li></ul>8/11/2010<br />20<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  56. 56. In ACT! We’ll set up a series of events called an “Activity Series”<br /><ul><li>With each event – or activity – whatever’s appropriate for your business – make notes in your database about the results of your communications and what – if anything – should be the next step</li></ul>8/11/2010<br />21<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  57. 57. In ACT! We’ll set up a series of events called an “Activity Series”<br /><ul><li>Reviewing the history will be valuable as to connect with the prospect and develop rapport
  58. 58. You learned about their hobbies, children, likes/dislikes, preferences, etc.</li></ul>8/11/2010<br />22<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  59. 59. These periodic communications are “drip marketing” – an ongoing, automated way of staying in touch and in contact in order to avoid sales from slipping through the cracks.<br />8/11/2010<br />23<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  60. 60. The database provides a way of managing all of the potential sales in your pipeline – without getting too frazzled and frustrated<br />8/11/2010<br />24<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  61. 61. It also lets you select out the “winners” from the “losers” – so that you can concentrate your efforts on that “low hanging fruit” that’s out there<br />8/11/2010<br />25<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  62. 62. Contact Management products with automation:<br /><ul><li>Outlook – no automation at all
  63. 63. ACT! – some automation (new features coming out in the fall)
  64. 64. InfusionSoft – highly automated
  65. 65. Others </li></ul>8/11/2010<br />26<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  66. 66. Q & A<br />8/11/2010<br />27<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />
  67. 67. Thank you!<br />8/11/2010<br />28<br />Copyright 2010 - Sales Automation Specialists - All rights reserved<br />

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