Slides from the Power Series Business Breakfast

1. Getting New
Customers
by Richard Mulvey

2. The Power Series 2019
Feb - Getting New Customers
Mar - Selling over the Telephone
Apr - Sales Presentations
May - Handling Objections / Closing the sale
Jun - Sales Negotiation
Jul - Key Account Management
Aug - Double up
Sept - Selling at your Higher Price
Oct - Selling Face to Face
Nov - Creating Raving Fans

3. Customer
Close
40
8
20% Strike Rate
80
16

4. Where do you get
new customers from?
Advertising
Referrals
Cold Calling
Walk In’s / Phone In’s
Networking

5. Where do you get
new customers from?
Advertising
Referrals
Cold Calling
Walk In’s / Phone In’s
Networking

6. Where do you get
new customers from?
Advertising
Referrals
Cold Calling
Walk In’s / Phone In’s
Networking

7. Where do you get
new customers from?
Advertising
Referrals
Warm Calling
Walk In’s / Phone In’s
Networking

8. Where do you get
new customers from?
Advertising
Referrals
Warm Calling
Walk In’s / Phone In’s
Networking

9. Referrals
Always ask the question
Use the Five Card Trick
Bring Referrals to your Customers
Trade them
Reward them
Set a weekly goal for referrals

10. Where do you get
new customers from?
Advertising
Referrals
Warm Calling
Walk In’s / Phone In’s
Networking

11. Getting New
Customers
by Richard Mulvey

12. Linked In
Becoming the Expert
You Tube
Direct Marketing
The Selling Revolution

14. “The Rule of 7”
It takes seven exposures on
average for a message to reach a
target and for the target to make a
purchase.

15. Sales Statistics
48% of sales people never follow up a prospect
25% of sales people make second contact only
12% of sales people make third contact only
Only 10% of sales people go beyond three
Source: US National Sales Executive Association

16. Sales Statistics
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on
the fifth to seventh contact
Source: US National Sales Executive Association

17. The Itch
Beat the Competition
Swap Salespeople
Become a Customer First
Where do you get
new customers from?

18. How do you keep
your Customers?
Make Close Personal
Friends with them
Knowledge / Contact

19. How do you keep your
customers?
The Customer Profile
Name
Notes
A B C
Address
Phone E-Mail
Spouse Children
Hobbies Sports Culture
Likes/Dislikes Birthday
Home Address Car

20. How do you keep your
customers?
The Contact Organizer
A B C
Visit
Phone Call
Social Media
E-mail
Lunch
Factory Visit
Mail Shot
Birthday
Secretary’s Day
12/12 6/12 1/12
3/12
12/12
6/12
x
1/12
2/12
1/12
1/12
12/12
6/12
2/12
1/12
4/12
1/12
1/12
12/12
6/12
1/12
1/12
3/12
1/12
1/12 1/12 x

21. Who do we want to do business with?

22. 1. Company - contact details, turnover, etc.
2. Who are the Decision Makers?
3. Who are the Influencers?
4. Who is their current supplier?
5. Why?
6. What is the business worth now? / In the future?
7. When will the decision be made? / Tender due?
8. What experience of us have they had in the past?
9. What is their current project?
10.What are their major challenges?
11.How can we add value to their team?
12.What additional benefits can we offer?
What do we need to know?

23. Getting New
Customers
by Richard Mulvey