1. Welcome!
Be sure to join the audio portion of the meeting. See Audio in
the GotoWebinar control panel.
Ask questions by typing questions in the Questions area of
the GotoWebinar control panel.
Sales Ready Lead Starter Kit

2. Your Host:
Craig Klein, CEO, SalesNexus.com
 18 years as a sales executive. Hiring, training
sales people. Developing lead generation and
business development campaigns.

3. 2013 Sales Growth
Webinar Series

4. Today we‟ll discuss…
1. Why traditional sales prospecting isn‟t
working
2. How you can fill your funnel with highly
qualified leads
3. Easy ways to create email campaigns that
get results
4. Sales Ready Lead Starter Kit

5. Email Marketing to Drive Sales?
 “I need more leads!”
 Trouble identifying good prospects
 Costly/Difficult to connect with prospects
 Email Marketing Minefield
 How to build lists?
 What and When to send?
 How to drive meaningful results – Qualified Leads!

6. Traditional Sales Prospecting
 Networking, Referrals, Trade Shows, Cold Calling
 Constant search for interested prospects
 Failure to devote time to this process is the Achilles Heel of all sales
people.
Prospecting
Selling

7. Traditional Sales Prospecting
 Networking, Referrals, Trade Shows, Cold Calling
 Constant search for interested prospects
 Failure to devote time to this process is the Achilles Heel of all sales
people.
 LinkedIn, Web, Social….
 Same story!
Prospecting
Selling

8. Sales Time…
• Finding
• Connecting
• Qualifying
Prospecting
Selling

9. Sales Time…
• Automate Identifying Qualified Prospects
• Maximize Time Selling
Prospecting
Selling

10. Sales Time…
• Automate Identifying Qualified Prospects
• Maximize Time Selling
Unlimited Qualified Leads!
Prospecting
Selling

11. How?!
2 Ingredients…
1. A really big list
2. Emails that catch the attention of qualified
buyers

12. Email Marketing - What doesn’t work?
 Sales Pitches – “save 25%”, “Buy Now”, “Our Solution is
Best”, “You need our product because…”
 Long, wordy diatribes…
 Repetition

13. An email is not expected to generate a sale
An email is expected to generate
interest, engagement, a conversation or a “lead”
B2B Sales

14. Creating engaging content that your audience finds
helpful, informative and entertaining
Where do I start?
Content Marketing

15. Create Outline of Content Pieces Needed
Define the “Pains” You Solve
• One for each of the most common “Pains” your service
addresses
• Could be blog post, whitepaper, video, ebook, other
people‟s content
• Emails “sell” the Pain and the Piece.
• Click a link to access the content.

16. Why do they buy?
To fix ??? (that‟s the Technical Pain)
Because it costs ??? (that‟s the Business Pain)
Why do they lose sleep? (that‟s the REAL Pain – emotional!)
What is your customer’s Pain?

17. Three Levels of Pain
Technical Pain
• Processes
• Systems
• Employees
Slow, broken, or manual processes
Poor system or employee performance
Lack of reliability
Business Pain
• Revenue
• Costs
• Customers
Low revenue / market share / close rate
High cost of goods sold / labor cost
Poor delivery of services
Personal Pain
• Income
• Career
• Work Environment
Low bonuses, commissions, compensation
No recognition, no promotions / career path
High workload, poor work–life balance

18. Pain > Headline/Title > Subject Line
Pain = Working late to handle billing new clients
Headline = 3 Ways Inefficient Bookkeeping Kills Profits of New
Businesses
Subject Line Examples…
“Working late again to bill new clients?”
“You choose – bill new clients or spend time with family?”

19. Pain > Headline/Title > Subject Line
• Pain 1 = Subject 1
• Pain 2 = Subject 2
• Pain 3 = Subject 3
• Pain 4 = Subject 4
• Pain 5 = Subject 5
Example: 4 Ways to „avoid pain #1
Example: How XYZ Corp. Fixed Pain #3

20. Writing the email…
• Sell the content, not the solution, not your company, not
your product!
• Make them hurt! Make them feel the pain! Remind them
how, when and where it hurts!
• Has this happened to you?
• Is Pain 4 costing you $$$ / time / jobs / customers ?
• Make them click to read the content. Include only “teaser”
amount of content in the email

24. The Numbers
• Wanted! 5 great leads a day.
• 1 to 3% click rate
• 250 emails per day
• 5,500 emails per month

25. Email list challenges…
• Messy lists internally
• Difficult to buy
• List rental
• Very expensive
• $1.00 per contact or more!
Where will I get
that list?

26. LeadFerret
search
• Title
• Revenue
• Employees
• SIC Code
• Location
500 contacts
with emails ea.
month

29. Create your content! A few tips…
• Schedule Time to Work on It!
• Articles on other sites
• Video interview – you or a customer
• Customer stories – case studies, testimonials, “don‟t let this
happen to you”
• Comparison of options/competitors
• Book recommendations
You can do this!

30. Follow these 5 Steps!
1. Define Your Target
2. Define Your Customers‟ Pains
3. Create or Find Your Content
4. Write the emails
5. Download your list – 500 per month!

31.  30 day SalesScripter.com subscription
 30 to 45 min. Email Campaign Consultation
 Identify your target prospect
 Review of current content and/or find 3rd party content
 Create 3 emails
 Download 500 LeadFerret contacts
 Start Campaign
 In 30 days, you‟ll have 5 to 20 qualified leads
Sales Ready
Lead Starter Kit

32.  Bonus!
 Use SalesNexus and LeadFerret for 12 months!
 6,000 contacts
 Polished content campaign
 60 to 200 qualified leads!
Sales Ready
Lead Starter Kit

33.  $780
 1 year SalesNexus Complete Subscription
 6,000 contacts with email addresses
 Polished 3 email campaign
 60 to 200 qualified leads
$500 before June 11th!
Sales Ready
Lead Starter Kit