Sales Reps, get them on the phone

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Sales Reps, get them on the phone

  1. 1. Ignite Your Growth 2012: Small Business Success Summit
  2. 2. Cory & Scarlett – Crew & Remington
  3. 3. Convert Sales:Get them on the Phone
  4. 4. Convert Sales: Get them on the Phone• Lead Capture – Done the Right Way• CRM – Proper Database Management• Online Schedulers – Get them to come to You• Following up with Leads – Inbound Harvesting• Email – Templates that Work
  5. 5. Lead Capture:Done the Right Way
  6. 6. Lead Capture• Online web forms• QR codes• Events• Networking• Walk ins• Referrals• Call ins• etc
  7. 7. Call to ACTION???
  8. 8. A little better
  9. 9. Call to Action
  10. 10. Call to Action
  11. 11. Call to Action
  12. 12. Call to Action
  13. 13. Landing Page – from ppc
  14. 14. Infusionsoft’s Lead Capture
  15. 15. CRM:Proper database management
  16. 16. CRM: Where do your leads go?• Sticky notes• Excel spreadsheets• Email inbox / folders• Outlook contacts• CRM – (salesforce, act, goldmine, etc)• Infusionsoft - CRM
  17. 17. CRM: Got to be Organized Segment based on Person Type• Lead• Prospect• Customer• Client• Partner• Affiliate• Vendor
  18. 18. Infusionsoft
  19. 19. Sales CRM: Opportunity Management• New Lead• LVM 1-2-3• Initial Interest• Educate• Validate• Decide• Closed – Won• Closed – Lost• Long-Term-Nuture
  20. 20. Infusionsoft
  21. 21. Online Schedulers:Get them to come to You
  22. 22. Online Schedulers• Get them to come to you• Make your time Valuable• Eliminates/Minimizes need of Secretary• Ease of use for both parties• Eliminates unnecessary calls
  23. 23. Following up with Leads: Inbound Marketing
  24. 24. Lost Opportunity 10,000 (audience) 90 Responders Fall through the cracks  Never any follow-up  100 (responders) Theyll buy somewhere else  Its all about TIMING  10 (customers)
  25. 25. Take Advantage of Lost Opportunities 10,000 (audience) 100 90 85 80 75 (responders) 10 5 5 5 5 (customers) (new) (new) (new) (new) 30 New Customers – No Additional Cost
  26. 26. One Step FurtherX 10,000 (audience) Automate EducationX 100 (responders) 90 85 Automate 80 Follow Up 10 5 5 5 (customers) (new) (new) (new) Automate Workflow
  27. 27. It’s all about the Follow-up 3 Basic Must have Campaigns• New Lead Campaign• New Customer Campaign• Long-term Nuture Campaign
  28. 28. Email:Templates that Work
  29. 29. Email: What affects open rates?• Subject line• Time of day you send• “From” address• Personalization• RELEVANCY !!! -tip: When the subject line is relevent to the recipient, the copy isn’t as important
  30. 30. Email: 2 Types of Emails• Educational • Call to Action• Great Value • Raise your hand• No call to action • Buy this• No sales pitch vs. • Attend this event• Tips & Tricks • Schedule this appt• Business building tips • *straight to the point• *no newsletters • *don’t need to be Shakespeare
  31. 31. Email: 2 types of Calls to Action• Click a link • Reply to email• Register • Get a response• Information Packets • Engage more• Watch Video vs. communication• Fill out webform• Order
  32. 32. Send an Email• After every call, appt, meeting, task, etc.
  33. 33. Email: Templates for different Scenarios• Ask for an appt• Missed appt• No Response – never was able to connect• Reengage – lead went dark on you• LVM’s• Information packets• Bad contact
  34. 34. Missed Appointment
  35. 35. Reengage
  36. 36. Can’t seem to Connect
  37. 37. LVM
  38. 38. No Response
  39. 39. Bad Contact Info
  40. 40. Information - Click
  41. 41. Information - Click
  42. 42. Cory Bendixen Office: 480.499.6669 Mobile: 801.318.6881cory.bendixen@infusionsoft.com

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