Presentation to San Francisco Executives Association - Double Your Sales Leads


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Presentation to San Francisco Executives Association - Double Your Sales Leads

  1. 1. Zoom offers a free 1½ hour Lead Generation Strategy session . <br />This is normally offered at $450.<br />ZOOM SALES & MARKETING<br />Lead Generation Strategy Session<br />Contact: Bruce Rossiter<br /><br /><ul><li> Santa Clara office (TechMart building)</li></ul> 408-260-5249<br /><ul><li> San Jose office </li></ul> 408-456-6920 <br />
  2. 2. Your Presenter: <br />Bruce Rossiter<br />President <br />Zoom Sales & Marketing - Sales Lead Generation<br />Zoom Industries – Private Equity Acquisition Company<br />Silicon Valley American Marketing Association<br />Chairman & Host of the Emerging Media Morning Forum<br />Former member of the Board of Directors<br />Certified Social Media Strategist<br />
  3. 3. DOUBLE YOUR SALES<br />LEADS<br />LEADS<br />The Quality of Your Sales Leads is Vital To Your Selling Strategy <br />
  4. 4. OUR GOAL TODAY<br />Double your sales leads<br />
  5. 5. Zoom Sales & Marketing’s Expertise <br />Sales Lead Generation - from traditional to digital<br />Sales and marketing strategies to win<br />
  6. 6. Questions to help establish a common ground<br />How many of you have enough leads?<br />How many use the telephone to cold call?<br />How many require your sales reps to cold call instead of using trained callers?<br />
  7. 7. The fast lanes for telephone sales lead generation mastery<br />Today we will primarily deal with Telephone prospecting<br />We will look at Social Media for sales lead generation at a different time<br />(or I can consult with you individually). <br />
  8. 8. The telephone produces results quickly <br />
  9. 9. Three problems in telephone prospecting<br />Problem #1: <br />Turning the pervasive fear of “no” into a positive feeling:<br />
  10. 10. Turning around the fear of “no”<br />The glass is neither half-full or half-empty - it’s constantly being refilled<br />
  11. 11. Turning around the fear of “no”<br />Remembering the saying <br />“He who has begun<br />Has half done.<br />Dare to be wise;<br />Begin” <br /> Horace <br />
  12. 12. Get your desktop “Calling Ready”<br />Outlook for “lookup” <br /><br />Contact info to enter into SFDC<br />
  13. 13. Welcome each “no” as bringing you that much closer to “yes”.<br />Turning around the fear of “no”<br />
  14. 14. Turning around the fear of “no”<br />Start with the easy calls<br />Prospects coming from a referral are some of the best qualified leads<br />
  15. 15. Turning around the fear of “no”<br />Instead of looking at a dial with a hollow feeling in your tummy, look at its true value, even when the caller says “No.”<br />
  16. 16. Problem #2: Reaching a decision maker<br />Can you page him please?<br />Is there someone sitting near his office that can see if he’s there?<br />Can you give me his “business” mobile number?<br />
  17. 17. Problem# 3: Getting through gatekeepers<br />
  18. 18. Getting through electronic gatekeepers<br />
  19. 19. Dealing with the 3 death questions from “people” gatekeepers<br />“What’s this regarding?”<br />“Is he or she expecting your call?”<br />What company are you with (or what do you do)?”<br />
  20. 20. It Takes 8+ Attempts to Reach Someone Through Voicemail on Average <br />How many do most make prior to quitting?<br />3 Attempts<br />Reason it takes so many messages?<br />FAIL TO LEAVE A COMPELLING MESSAGE<br />
  21. 21. Finding Pain Points and Knowing What to Do With Them<br />Key Factors<br />Pain comes from questioning using the consultative approach<br />Pain comes from similar people with similar challenges. Have pre-thought out a list of these pain points you can ask your contact if they are experiencing these as well.<br />People need to resolve pain to justify spending money.<br />
  22. 22. Handling objections<br />Welcome objections - the person you’re speaking with is engaged. <br />
  23. 23. Untrained telephone callers do not do well at telephone prospecting<br />Many companies require their sales reps to make cold calls. <br />This is a big mistake.<br />
  24. 24. Sale reps hate to cold call<br />The numbers show you why<br />Your numbers may vary, but even making 5 calls per day, every work-day of the year, still can be beat by 8x<br />
  25. 25. Outcomes for a typical assignment<br />Number of Appointments<br />In a 3½ month trial, using the client’s:<br /><ul><li> Average order size,
  26. 26. 19 appointments,
  27. 27. Appointments-to-sales close rate,
  28. 28. Net profit margin, and
  29. 29. After deducting Zoom’s costs, </li></ul>the client netted $53,000*<br />* This is a calculated amount based upon affirmation of assumptions with the client.<br />
  30. 30. Smaller companies can now meet their projections<br />
  31. 31. Here is a teaser about why we all need to pay attention to what we do in the Social Media area… <br />
  32. 32. If we wait to implement social media, <br />our competitors will show us how …. after they have served themselves most of the pie.<br />
  33. 33. Wrapping Up<br />Our emphasis has been on telephone prospecting. <br />We looked at how to overcome the fear of the telephone and why to outsource this function in order to significantly multiply our leads. <br />We examined how to handle voicemail and to handle objections.<br />We saw that telephone lead generation can be used as a specific process that allows us to double or triple our sales or meet our sales projections.<br />We reserved for a different day the topic of how to use Social Influence Marketing to greatly improve our sales lead generation process<br /> (or contact me directly).<br />