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Sales Ready Lead Starter Kit



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Sales Ready Lead Starter Kit

  1. 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. 2. Your Host: Craig Klein, CEO,  18 years as a sales executive. Hiring, training sales people. Developing lead generation and business development campaigns.
  3. 3. 2013 Sales Growth Webinar Series
  4. 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. 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. 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. 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. 8. Sales Time… • Finding • Connecting • Qualifying Prospecting Selling
  9. 9. Sales Time… • Automate Identifying Qualified Prospects • Maximize Time Selling Prospecting Selling
  10. 10. Sales Time… • Automate Identifying Qualified Prospects • Maximize Time Selling Unlimited Qualified Leads! Prospecting Selling
  11. 11. How?! 2 Ingredients… 1. A really big list 2. Emails that catch the attention of qualified buyers
  12. 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. 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. 14. Creating engaging content that your audience finds helpful, informative and entertaining Where do I start? Content Marketing
  15. 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. 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. 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. 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. 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. 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
  21. 21. The Numbers • Wanted! 5 great leads a day. • 1 to 3% click rate • 250 emails per day • 5,500 emails per month
  22. 22. 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?
  23. 23. LeadFerret search • Title • Revenue • Employees • SIC Code • Location 500 contacts with emails ea. month
  24. 24. 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!
  25. 25. 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!
  26. 26.  30 day 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
  27. 27.  Bonus!  Use SalesNexus and LeadFerret for 12 months!  6,000 contacts  Polished content campaign  60 to 200 qualified leads! Sales Ready Lead Starter Kit
  28. 28.  $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

Editor's Notes

  • The value that we deliver can typically impact our clients on three different levels.At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc.As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value.When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value.So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.
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