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3 Steps to Qualify Leads and DecideHow To Follow Up With Them In Less           Than 1 Minute      Presented by: Erik Luhr...
Ask your questions via Twitter  Tweet: @datadotcom #jigsawcontactsOr in the Question’s box on your screen
Do you spend more timesorting and qualifying leadsthan contacting them andmaking sales?Do you wish leads hadsome kind of c...
Erik LuhrsWWW.GURUSelling.com
3 Steps to Qualify Leads and Decide How to Follow Up with Them in Less than 1                 Minute
THANK YOU!
1 – One obvious thing that  youre ignoring that causes  your lead qualifying to be too  long and often wrong       2 – One...
How did I learn this?         They spent very little         time sorting through         LOTS of leads and         very l...
OVERVIEW – Refer to your tool   www.guruselling.com/4etoolFirstElement 2 – Qualification - ConstitutionSecondElement 3 – H...
ISSUENUMBER  ONE
• Activity - like send an email• Get replies• Review the reply to see  what it says, who its from,  are they viable (in ou...
Problems you’re not aware of              • Wasting time                you cant get                back              • Re...
Why you do this…It’s what theytaught you todoThey taughtyou nothingand youcopied others
What is the REAL problem?• You have not PRE-built  qualification and follow up  into a system - The more you are involved ...
Solution?    Build a mini-system• Choose an activity –Sending emails
How-To• Break into all phases   – send – response – sort – follow up• Automate sending• Build the response levels into the...
BENEFITS TO YOU!• Save time• Can measure effectiveness of more  pieces of system• Allow people to sort themselves out  mor...
How do I know it works?            • This is probably what              you and your company              do already, but ...
ISSUENUMBER  TWO
What do we normally do?• Look at follow up  list• Sigh• Pick up phone, send  email...all blah• Find something else  to dis...
Problems you’re not aware of             • Putting off sales             • You are enabling               negative feeling...
Why you do this…• Follow up is not  fun• You dont like  being blown off  or told NO• Follow up feels  like a losing  battle
What is the REAL problem?You are         •You areexpecting a      creating itbadoutcome, a       by notnon-sale, a      do...
Solution?     Create excitement through         ease and assurity• Reverse engineer  – How would you most like to follow u...
BENEFITS TO YOU!• Less time• More fun for you• Easier sales• Better state of mind so you  are more effective
Does it work?   • This is the basic                  framework for internet                  marketers                • Th...
www.guruselling.com/videoweekly  Front-Loaded Lead Generation  Weekly Video Training Program
BONUSFirst 5 people to sign up right now get a one-on-oneLead Generation Problem /Solution Session with me        www.guru...
ISSUENUMBER THREE
Hold onto a businesscard forever or keeppushing someoneforward in out CRMJudge them based on(imagined) potentialworth of a...
Problems you’re not aware of• Mental weight   – every “maybe” is an     unclosed door in your     mind• Devaluing yourself...
What is the REAL problem?You have     • You areforgotten      puttingthat you areworking to     professionallive and not  ...
So what is the answer?Design YOUR qualification list• How do "I" FEEL about them? – attitude –   passion level –   appreci...
BENEFITS TO YOU!• Stop chasing money and simply  stay in touch with people you like• Release a lot of mental stress• You c...
Does it work?   • Unanswered questions / no                  closure                   – someone who broke up with        ...
Guruselling.com/videoweekly   info@guruselling.com      (973) 551-9220
Find us anytime:      @datadotcomhttp://data.com/facebook
THANK YOU!   Q&A
3 Steps To Qualify Leads & Decide How To Follow Up With Them In Less Than A Minute @erikluhrs for @datadotcom
3 Steps To Qualify Leads & Decide How To Follow Up With Them In Less Than A Minute @erikluhrs for @datadotcom
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3 Steps To Qualify Leads & Decide How To Follow Up With Them In Less Than A Minute @erikluhrs for @datadotcom

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Leads can come in from any number of places. Don't waste time on dead ends, and definitely don't mistakenly eliminate someone who could have been your star client! What if you could qualify all your leads in seconds, and also learn how to follow up with those leads in the most effective manner. Erik Luhrs will help you do just that.

This webinar will cover:
* The one question that allows you to disqualify prospects and never second guess yourself again
* The one trick that will always help you be motivated to do whatever type of follow up is needed
* One obvious thing - right in front of your face - that you're ignoring that causes your lead qualifying to be too long and often wrong

Presented by Erik Luhrs, who is known as "The Bruce Lee of Sales." He is the creator of The GURUS Selling System(TM) and the author of the book BE DO SALE. He is the only expert in the world on Front-Loaded Lead Generation(TM), Persona-Positioning(TM) and Lead Generation Message Linguistics(TM).

Erik works with elite companies, sales teams and consultants to help them increase their volume of qualified leads, while also cutting their sales cycles in half and doubling conversion rates.
He is also a Master Practitioner of NLP, and certified in The Silva Method and Accelerated Learning. And he has been featured by Selling Power, Entrepreneur, Fox Business News, Sales Gravy, Focus.com, Chief Executive and BNET.

Published in: Business, Technology, Education

3 Steps To Qualify Leads & Decide How To Follow Up With Them In Less Than A Minute @erikluhrs for @datadotcom

  1. 1. 3 Steps to Qualify Leads and DecideHow To Follow Up With Them In Less Than 1 Minute Presented by: Erik Luhrs Jigsaw Thought Leadership Webinar 6/21/2012
  2. 2. Ask your questions via Twitter Tweet: @datadotcom #jigsawcontactsOr in the Question’s box on your screen
  3. 3. Do you spend more timesorting and qualifying leadsthan contacting them andmaking sales?Do you wish leads hadsome kind of code so youcould tell a dud from a studinstantly?Do you struggle trying tofigure out the "right" wayto follow up with leads?
  4. 4. Erik LuhrsWWW.GURUSelling.com
  5. 5. 3 Steps to Qualify Leads and Decide How to Follow Up with Them in Less than 1 Minute
  6. 6. THANK YOU!
  7. 7. 1 – One obvious thing that youre ignoring that causes your lead qualifying to be too long and often wrong 2 – One trick that will always help you be motivated to do whatever type of follow up is needed3 – The one question that allowsyou to disqualify prospects andnever second guess yourselfagain
  8. 8. How did I learn this? They spent very little time sorting through LOTS of leads and very little time following up, and they make LOTS of sales!
  9. 9. OVERVIEW – Refer to your tool www.guruselling.com/4etoolFirstElement 2 – Qualification - ConstitutionSecondElement 3 – Handling a Lead – AssignmentThirdElement 4 – Metrics - Reasons
  10. 10. ISSUENUMBER ONE
  11. 11. • Activity - like send an email• Get replies• Review the reply to see what it says, who its from, are they viable (in our opinion), research the company, etc• Spend days or weeks following up over and over
  12. 12. Problems you’re not aware of • Wasting time you cant get back • Reinforcing bad behavior – practice makes permanent • Completely screwing your dollar per hour/activity ROI
  13. 13. Why you do this…It’s what theytaught you todoThey taughtyou nothingand youcopied others
  14. 14. What is the REAL problem?• You have not PRE-built qualification and follow up into a system - The more you are involved and guess, fruitlessly follow up, etc the more un- systematized you are
  15. 15. Solution? Build a mini-system• Choose an activity –Sending emails
  16. 16. How-To• Break into all phases – send – response – sort – follow up• Automate sending• Build the response levels into the email – 3 different links depending upon interest, industry, problem, etc• Formulate your response ahead of time dependent upon how they responded – Send to webinar OR send to call form OR send to email list• Ultimately you want to do this for all your tactics
  17. 17. BENEFITS TO YOU!• Save time• Can measure effectiveness of more pieces of system• Allow people to sort themselves out more quickly• Know how to follow up because it is already designed that way
  18. 18. How do I know it works? • This is probably what you and your company do already, but in a more general way • Its simply that this piece has fallen through the measurement-cracks • If you’re measuring something then you already do this – If youre not measuring, then youre really screwed up
  19. 19. ISSUENUMBER TWO
  20. 20. What do we normally do?• Look at follow up list• Sigh• Pick up phone, send email...all blah• Find something else to distract us – organize desk – have impromptu meeting – more marketing
  21. 21. Problems you’re not aware of • Putting off sales • You are enabling negative feelings, which makes you less effective all around • Creating an opening for competitors – prospects like attention
  22. 22. Why you do this…• Follow up is not fun• You dont like being blown off or told NO• Follow up feels like a losing battle
  23. 23. What is the REAL problem?You are •You areexpecting a creating itbadoutcome, a by notnon-sale, a doingblow off, etc follow up
  24. 24. Solution? Create excitement through ease and assurity• Reverse engineer – How would you most like to follow up with these people • Design the follow up system to feed that method• EX: You want to call only excited leads that are fully educated and have no barriers to buying? – Use questionnaires – Use videos – Use description of preferred client and their results • These all pre-qualify and anyone who comes all way through is basically poised to buy
  25. 25. BENEFITS TO YOU!• Less time• More fun for you• Easier sales• Better state of mind so you are more effective
  26. 26. Does it work? • This is the basic framework for internet marketers • Their companies may pull in less than yours does, but Ill bet they make a lot more money than you do • So follow the model – it works – that is why they do it • And the people on their list tend to feel very connected to them - very loyal
  27. 27. www.guruselling.com/videoweekly Front-Loaded Lead Generation Weekly Video Training Program
  28. 28. BONUSFirst 5 people to sign up right now get a one-on-oneLead Generation Problem /Solution Session with me www.guruselling.com/videoweekly
  29. 29. ISSUENUMBER THREE
  30. 30. Hold onto a businesscard forever or keeppushing someoneforward in out CRMJudge them based on(imagined) potentialworth of a sale...if itever happensKeep followingup...foreverKeep feeling annoyedand frustrated
  31. 31. Problems you’re not aware of• Mental weight – every “maybe” is an unclosed door in your mind• Devaluing yourself – their money is more valuable then your ease of work / life• Wasting time – chasing "maybe" VS creating YES
  32. 32. What is the REAL problem?You have • You areforgotten puttingthat you areworking to professionallive and not beforeliving to personalwork
  33. 33. So what is the answer?Design YOUR qualification list• How do "I" FEEL about them? – attitude – passion level – appreciation level – belief alignment – action orientation
  34. 34. BENEFITS TO YOU!• Stop chasing money and simply stay in touch with people you like• Release a lot of mental stress• You can clear the deck and re- prioritize• You are in control
  35. 35. Does it work? • Unanswered questions / no closure – someone who broke up with you, even though things were great – holding a grudge against a family member who died – angry about being taken advantage of financially and not being able to do anything about it • Then you finally decided to let go – you feel better instantly – you think better – thinking better leads to better job performance, which leads to...more sales
  36. 36. Guruselling.com/videoweekly info@guruselling.com (973) 551-9220
  37. 37. Find us anytime: @datadotcomhttp://data.com/facebook
  38. 38. THANK YOU! Q&A

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