This document provides strategies for improving lead follow-up and converting more prospects into customers. It finds that most companies stop following up after only a few contacts, missing out on substantial potential sales. Following up consistently with prospects through multiple communications over time is important, as many will not be ready to buy until later. The document outlines setting up an organized lead tracking system and follow-up process, including various automated follow-up methods. It presents a case study of a company that doubled their sales by fixing their follow-up failures through better lead segmentation, cross-sell opportunities, and an automated referral program.
Followup is essential for building trust and relationships with prospects that can evolve into sales. Consistent followups are needed to convert more leads as 60% of sales come from long-term prospects that require 5-6 followups. Tools like followup alerts, enquiry history checklists, and lead scoring and routing can help salespeople effectively follow up and not lose 70% of leads due to lack of consistent followups.
Follow Up or Go Home: 15 Tips For CRE Sales BrokersRonald H. Cohen
All good prospecting efforts are wasted without good follow-up. Here are some fundamental tips of the trades for all the soldiers pounding the pavement for deals every day.
The Key to Sales Success - Effective Follow-upPaul Kirch, PRC
Paul Kirch, CEO of Actus Sales Intelligence, and host and founder of BOSS Academy Radio, shares follow-up strategies that work to drive more sales and provide more success to the sales person or any other professional leveraging them. This is a slide presentation of the Webinar hosted by the Southwest Marketing Research Assocation (SWMRA.org). To watch the replay, visit: https://youtu.be/y5rReL-DSfk.
80% of all sales require 5 follow ups and yet most salespeople and business owners follow up 1-2 times.
Our system helps small business owners and sales people AUTOMATE their follow up so they can get clients on AUTO PILOT!
50+ email marketing hacks & best practices to double your response ratesHeinz Marketing Inc
The document outlines 25 email marketing hacks and best practices to double response rates. It discusses planning campaigns strategically based on objectives and customer needs. It also discusses optimizing emails through testing elements like subject lines, calls to action, and mobile formatting. Additionally, it recommends measuring email performance through various metrics and integrating email with other marketing channels and sales efforts.
I will reveal the "8 Steps to Creating A Proposal that wins clients like AT&T, Legal Zoom and Hitachi." Writing a winning marketing proposal is key to winning new business. Over the years, I have written many bad and good ones, but learned over time how to write winning proposals. This video training will give you all the elements to have in your winning proposal. From the logical progression, to the best way to tell your story. For more information on growing your business, go to http://JasonSwenk.com/playbook/
If you would like the EXACT MARKETING PROPOSAL TEMPLATE that I used, go here... http://jasonswenk.com/get-proposal-template/
Doubling your sales teams productivity and active selling timeHeinz Marketing Inc
This document is a presentation by Matt Heinz, President of Heinz Marketing Inc, about how to double a sales team's productivity and active selling time. The presentation covers quantifying success, creating clear customer profiles, mapping the sales process, firing lots of bullets or outreach, and the buyer's journey. It also discusses seven traits of outstanding sales professionals: revenue responsibility, focus, being customer centric, accountability, technology competence, an agile mentality, and empathy. The presentation concludes by offering guides and recipes from Matt Heinz in exchange for contact information.
Followup is essential for building trust and relationships with prospects that can evolve into sales. Consistent followups are needed to convert more leads as 60% of sales come from long-term prospects that require 5-6 followups. Tools like followup alerts, enquiry history checklists, and lead scoring and routing can help salespeople effectively follow up and not lose 70% of leads due to lack of consistent followups.
Follow Up or Go Home: 15 Tips For CRE Sales BrokersRonald H. Cohen
All good prospecting efforts are wasted without good follow-up. Here are some fundamental tips of the trades for all the soldiers pounding the pavement for deals every day.
The Key to Sales Success - Effective Follow-upPaul Kirch, PRC
Paul Kirch, CEO of Actus Sales Intelligence, and host and founder of BOSS Academy Radio, shares follow-up strategies that work to drive more sales and provide more success to the sales person or any other professional leveraging them. This is a slide presentation of the Webinar hosted by the Southwest Marketing Research Assocation (SWMRA.org). To watch the replay, visit: https://youtu.be/y5rReL-DSfk.
80% of all sales require 5 follow ups and yet most salespeople and business owners follow up 1-2 times.
Our system helps small business owners and sales people AUTOMATE their follow up so they can get clients on AUTO PILOT!
50+ email marketing hacks & best practices to double your response ratesHeinz Marketing Inc
The document outlines 25 email marketing hacks and best practices to double response rates. It discusses planning campaigns strategically based on objectives and customer needs. It also discusses optimizing emails through testing elements like subject lines, calls to action, and mobile formatting. Additionally, it recommends measuring email performance through various metrics and integrating email with other marketing channels and sales efforts.
I will reveal the "8 Steps to Creating A Proposal that wins clients like AT&T, Legal Zoom and Hitachi." Writing a winning marketing proposal is key to winning new business. Over the years, I have written many bad and good ones, but learned over time how to write winning proposals. This video training will give you all the elements to have in your winning proposal. From the logical progression, to the best way to tell your story. For more information on growing your business, go to http://JasonSwenk.com/playbook/
If you would like the EXACT MARKETING PROPOSAL TEMPLATE that I used, go here... http://jasonswenk.com/get-proposal-template/
Doubling your sales teams productivity and active selling timeHeinz Marketing Inc
This document is a presentation by Matt Heinz, President of Heinz Marketing Inc, about how to double a sales team's productivity and active selling time. The presentation covers quantifying success, creating clear customer profiles, mapping the sales process, firing lots of bullets or outreach, and the buyer's journey. It also discusses seven traits of outstanding sales professionals: revenue responsibility, focus, being customer centric, accountability, technology competence, an agile mentality, and empathy. The presentation concludes by offering guides and recipes from Matt Heinz in exchange for contact information.
The document discusses six levels of managing sales performance and provides tips to help sales reps get back above quota. It recommends starting with defining key aspects of the sales process like stages and metrics. It also suggests regularly reviewing metrics like closed business, pipeline, leads, and activities with reps. Additional tips include focusing reps on numbers and habits within their control, peer shadowing, and contests to drive consistent performance. Addressing personal issues and putting reps on specific plans can also help get them back on track to meet quotas.
Raincamp More Clients, More Referrals, More Income (Without Spending More M...Heinz Marketing Inc
Presentation deck from Dec 2, 2009 presentation at Raincamp San Francisco. Tips for getting more traffic, customers, referrals and income (for free) using tools you already have.
Your Marketing Funnel is a Hot Mess - 8 Strategies for Improvement - check out the SlideShare presentation by Erin Sagin, PPC Evangelist & Community Manager at Wordstream and Michal Leszczynski, Content Marketing Manager at GetResponse.
You can access the webinar recording on GetResponseTV - http://bit.ly/GR-Funnel-Webinar
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)Heinz Marketing Inc
The document provides tips on how to find, influence, and convert more prospects into customers. It recommends engaging prospects early before they become active buyers through publishing your own content. It also stresses understanding your customers, products, and objectives. Additionally, it suggests practicing customer-centric selling daily as sales and marketing is too important to leave solely to sales and marketing teams. The document outlines developing a marketing plan by defining customer targets, their interests and goals, where to find them, and how to best engage them. It also provides examples of developing content calendars and strategies for repurposing content.
Email Deliverability Tips from the ExpertsGetResponse
Email Deliverability as presented by GetResponse Compliance and Deliverability Team. Learn about the do's and don'ts of email deliverability. Find out how to manage subscribers' expectations and your email list to maintain high sender reputation and good relations with your audience.
This slide covers the horrible costs of NOT nurturing leads, the benefits of doing it right and statistics that show why sales people's follow up is becoming more inadequate to get the sale.
This document provides 12 tips for building and managing a larger sales pipeline, including differentiating between lead and opportunity stages, using a lead management system, focusing on great content, and calculating pipeline needs based on assumptions about products, opportunity close rates, and costs per lead. It also discusses prospect engagement strategies like drip marketing, networking, and targeted messages, as well as alternatives to cold calling like referrals, social media engagement, and answering questions.
This document discusses keys to sustaining traction for startups. It emphasizes systematizing processes, quantifying goals, creating customer profiles, automating workflows, and establishing review cycles. It also stresses the importance of controlling costs, hiring slowly, continuously learning, and avoiding common mistakes like building sales teams too quickly. Metrics and assumptions for lead generation, opportunities, and sales pipelines are presented for planning purposes. Templates provided include custom messages by role and industry for prospect outreach. The overall message is that sustaining startup momentum requires establishing repeatable, scalable, and predictable systems rather than relying on serendipity.
The power series seven habits of highly successful salespeople 2020Richard Mulvey
This document outlines a 10-week Power Series on sales skills and habits. Week 7 focuses on the 7 habits of highly successful salespeople. It discusses the importance of product knowledge, customer knowledge, prospecting daily, using CRM tools, being mobile, careful listening, self-care, and developing a winning attitude. Specific tips are provided for each habit, such as hosting events to build customer knowledge and keeping data updated in a CRM system. The presentation emphasizes skills like roleplaying, public speaking, and tracking progress to improve selling abilities.
How to get Personal with Marketing AutomationGetResponse
Webinar presentation by Kath Pay of Holistic Email Marketing for GetResponse. Find out what are the best ways to personalize your email marketing campaigns, how to leverage touch points through marketing automation, and see real life business examples of using marketing automation in action.
The document provides tips on finding and converting more prospects into customers. It recommends engaging prospects early through content publishing and understanding customer needs. It also stresses the importance of a customer-centric approach using various engagement channels to move prospects through stages from initial contact to purchase. The prospect engagement funnel illustrated shows how different channels can be used at each stage to gradually progress prospects toward becoming active opportunities and customers.
The document provides an overview of best practices for sales and marketing alignment. It discusses using a funnel/bowtie approach to prospect engagement with different channels at each stage. It also recommends calculating lead needs based on assumptions of conversion rates and costs. Additional best practices covered include developing customer profiles and personas, diagnostic selling, content strategy, trade show tactics, and ensuring sales and marketing are aligned with shared goals.
Sales automation - How to work less and sell more... and be more human while ...Salesflare
The robots are coming.
Embrace them. Automate. And be more human again.
---
As presented at the Sales Summit 2017 by Salesflare Co-Founder Jeroen Corthout
Find out exactly how to leverage power of targeted social marketing campaigns so you no longer have to chase down agents or wonder when the next lead may come in. In these slides, I will share with you how to get qualified exclusive leads (that are home buyers in your area) in your inbox consistently every. single. week. with predictability.
DMEXCO Presentation - Stranger Danger! How you should (and shouldn't) treat n...GetResponse
"Stranger Danger! How you should (and shouldn't) treat new leads" presentation by Michael Leszczynski, Content Marketing Manager at GetResponse. Delivered at DMEXCO 2015 i Koeln, Germany.
How to find and close more business (without spending a thing)Heinz Marketing Inc
1) The document provides tips for finding and closing more business without spending money, including engaging prospects early by participating in their communities to build trust, using research tools to customize outreach, and publishing valuable content to attract new prospects.
2) It discusses calculating sales and pipeline needs by making assumptions about average sales price, close and opportunity rates, and cost per lead.
3) The document recommends listening to prospects on social media to identify early-stage buying signals, participating as a peer to teach reps how to interact directly with customers, and using different types of social content like proactive, reactive and participatory posts.
This document discusses strategies for customer retention and re-engagement. It recommends analyzing customer engagement data to understand when customers are most likely to disengage. Targeted "nudge" messages with incentives can be sent at key points to encourage continued engagement. Case studies show proactive re-engagement and retirement of unengaged subscribers can increase engagement and sales while improving email deliverability. Regular review and optimization of re-engagement processes is advised based on measurement of results from each message.
This is a talk I gave at the Los Angeles Customer Success Professionals Meetup about using a number of "white hat" social engineering strategies to foster engagement and optimize communication with customers.
Workshop presentation given to Kingston Chamber of Commerce members on developing automated email marketing campaigns to provide a more continuous and consistent flow of business.
Matt Heinz, President of Heinz Marketing, will present on moving beyond simple sales operations to more strategic and proactive sales enablement. He will share best practices from leading organizations that drive lower costs and higher conversions. Attendees will learn how to master sales fundamentals, advanced concepts, and will receive implementation guidelines for launching and growing a sales enablement strategy. Marketing has a direct responsibility to manage the sales enablement process.
Gain more customer by Fix follow up failure - Co nhieu khach hang hon bang ch...Hapec Media
Co nhieu khach hang hon bang cham soc khach hang! "67% nguoi mua noi khong ngay hom nay se san sang de mua hang trong nam toi" - Gartner Research.
"80% dau moi khach hang bo di se mua hang trong 2 years". —Sirius Decisions.
Ban se can mot ke hoach cho viec cham soc khach hang neu ban co tu 3 cau tra loi yes cho nhung cau hoi duoi day:
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-up can have on their business
This document discusses the importance of follow-up for businesses and provides strategies for improving follow-up processes. It notes that most companies stop following up after only a few touches and that the majority of sales occur after multiple follow-ups. The document then outlines best practices for automating follow-up sequences for both new and existing customers. It also presents a case study of a business that doubled its sales by fixing its follow-up processes.
The document discusses six levels of managing sales performance and provides tips to help sales reps get back above quota. It recommends starting with defining key aspects of the sales process like stages and metrics. It also suggests regularly reviewing metrics like closed business, pipeline, leads, and activities with reps. Additional tips include focusing reps on numbers and habits within their control, peer shadowing, and contests to drive consistent performance. Addressing personal issues and putting reps on specific plans can also help get them back on track to meet quotas.
Raincamp More Clients, More Referrals, More Income (Without Spending More M...Heinz Marketing Inc
Presentation deck from Dec 2, 2009 presentation at Raincamp San Francisco. Tips for getting more traffic, customers, referrals and income (for free) using tools you already have.
Your Marketing Funnel is a Hot Mess - 8 Strategies for Improvement - check out the SlideShare presentation by Erin Sagin, PPC Evangelist & Community Manager at Wordstream and Michal Leszczynski, Content Marketing Manager at GetResponse.
You can access the webinar recording on GetResponseTV - http://bit.ly/GR-Funnel-Webinar
How to Find, Influence & Convert More Prospects Into Customers (Loopfuse)Heinz Marketing Inc
The document provides tips on how to find, influence, and convert more prospects into customers. It recommends engaging prospects early before they become active buyers through publishing your own content. It also stresses understanding your customers, products, and objectives. Additionally, it suggests practicing customer-centric selling daily as sales and marketing is too important to leave solely to sales and marketing teams. The document outlines developing a marketing plan by defining customer targets, their interests and goals, where to find them, and how to best engage them. It also provides examples of developing content calendars and strategies for repurposing content.
Email Deliverability Tips from the ExpertsGetResponse
Email Deliverability as presented by GetResponse Compliance and Deliverability Team. Learn about the do's and don'ts of email deliverability. Find out how to manage subscribers' expectations and your email list to maintain high sender reputation and good relations with your audience.
This slide covers the horrible costs of NOT nurturing leads, the benefits of doing it right and statistics that show why sales people's follow up is becoming more inadequate to get the sale.
This document provides 12 tips for building and managing a larger sales pipeline, including differentiating between lead and opportunity stages, using a lead management system, focusing on great content, and calculating pipeline needs based on assumptions about products, opportunity close rates, and costs per lead. It also discusses prospect engagement strategies like drip marketing, networking, and targeted messages, as well as alternatives to cold calling like referrals, social media engagement, and answering questions.
This document discusses keys to sustaining traction for startups. It emphasizes systematizing processes, quantifying goals, creating customer profiles, automating workflows, and establishing review cycles. It also stresses the importance of controlling costs, hiring slowly, continuously learning, and avoiding common mistakes like building sales teams too quickly. Metrics and assumptions for lead generation, opportunities, and sales pipelines are presented for planning purposes. Templates provided include custom messages by role and industry for prospect outreach. The overall message is that sustaining startup momentum requires establishing repeatable, scalable, and predictable systems rather than relying on serendipity.
The power series seven habits of highly successful salespeople 2020Richard Mulvey
This document outlines a 10-week Power Series on sales skills and habits. Week 7 focuses on the 7 habits of highly successful salespeople. It discusses the importance of product knowledge, customer knowledge, prospecting daily, using CRM tools, being mobile, careful listening, self-care, and developing a winning attitude. Specific tips are provided for each habit, such as hosting events to build customer knowledge and keeping data updated in a CRM system. The presentation emphasizes skills like roleplaying, public speaking, and tracking progress to improve selling abilities.
How to get Personal with Marketing AutomationGetResponse
Webinar presentation by Kath Pay of Holistic Email Marketing for GetResponse. Find out what are the best ways to personalize your email marketing campaigns, how to leverage touch points through marketing automation, and see real life business examples of using marketing automation in action.
The document provides tips on finding and converting more prospects into customers. It recommends engaging prospects early through content publishing and understanding customer needs. It also stresses the importance of a customer-centric approach using various engagement channels to move prospects through stages from initial contact to purchase. The prospect engagement funnel illustrated shows how different channels can be used at each stage to gradually progress prospects toward becoming active opportunities and customers.
The document provides an overview of best practices for sales and marketing alignment. It discusses using a funnel/bowtie approach to prospect engagement with different channels at each stage. It also recommends calculating lead needs based on assumptions of conversion rates and costs. Additional best practices covered include developing customer profiles and personas, diagnostic selling, content strategy, trade show tactics, and ensuring sales and marketing are aligned with shared goals.
Sales automation - How to work less and sell more... and be more human while ...Salesflare
The robots are coming.
Embrace them. Automate. And be more human again.
---
As presented at the Sales Summit 2017 by Salesflare Co-Founder Jeroen Corthout
Find out exactly how to leverage power of targeted social marketing campaigns so you no longer have to chase down agents or wonder when the next lead may come in. In these slides, I will share with you how to get qualified exclusive leads (that are home buyers in your area) in your inbox consistently every. single. week. with predictability.
DMEXCO Presentation - Stranger Danger! How you should (and shouldn't) treat n...GetResponse
"Stranger Danger! How you should (and shouldn't) treat new leads" presentation by Michael Leszczynski, Content Marketing Manager at GetResponse. Delivered at DMEXCO 2015 i Koeln, Germany.
How to find and close more business (without spending a thing)Heinz Marketing Inc
1) The document provides tips for finding and closing more business without spending money, including engaging prospects early by participating in their communities to build trust, using research tools to customize outreach, and publishing valuable content to attract new prospects.
2) It discusses calculating sales and pipeline needs by making assumptions about average sales price, close and opportunity rates, and cost per lead.
3) The document recommends listening to prospects on social media to identify early-stage buying signals, participating as a peer to teach reps how to interact directly with customers, and using different types of social content like proactive, reactive and participatory posts.
This document discusses strategies for customer retention and re-engagement. It recommends analyzing customer engagement data to understand when customers are most likely to disengage. Targeted "nudge" messages with incentives can be sent at key points to encourage continued engagement. Case studies show proactive re-engagement and retirement of unengaged subscribers can increase engagement and sales while improving email deliverability. Regular review and optimization of re-engagement processes is advised based on measurement of results from each message.
This is a talk I gave at the Los Angeles Customer Success Professionals Meetup about using a number of "white hat" social engineering strategies to foster engagement and optimize communication with customers.
Workshop presentation given to Kingston Chamber of Commerce members on developing automated email marketing campaigns to provide a more continuous and consistent flow of business.
Matt Heinz, President of Heinz Marketing, will present on moving beyond simple sales operations to more strategic and proactive sales enablement. He will share best practices from leading organizations that drive lower costs and higher conversions. Attendees will learn how to master sales fundamentals, advanced concepts, and will receive implementation guidelines for launching and growing a sales enablement strategy. Marketing has a direct responsibility to manage the sales enablement process.
Gain more customer by Fix follow up failure - Co nhieu khach hang hon bang ch...Hapec Media
Co nhieu khach hang hon bang cham soc khach hang! "67% nguoi mua noi khong ngay hom nay se san sang de mua hang trong nam toi" - Gartner Research.
"80% dau moi khach hang bo di se mua hang trong 2 years". —Sirius Decisions.
Ban se can mot ke hoach cho viec cham soc khach hang neu ban co tu 3 cau tra loi yes cho nhung cau hoi duoi day:
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-up can have on their business
This document discusses the importance of follow-up for businesses and provides strategies for improving follow-up processes. It notes that most companies stop following up after only a few touches and that the majority of sales occur after multiple follow-ups. The document then outlines best practices for automating follow-up sequences for both new and existing customers. It also presents a case study of a business that doubled its sales by fixing its follow-up processes.
Matt Heinz, founder and president of Heinz Marketing Inc, presented on secrets for success in professional services firms. The presentation discussed how customers have changed and are now busier, self-educated, skeptical, distrustful, and jaded. It also reviewed lessons from "The Challenger Sale" about how the way companies sell is now more important than what they sell. Additionally, it outlined seven traits of successful services selling: revenue responsibility, focus, customer centricity, personal accountability, technology competence, an agile mentality, and empathy. The presentation concluded by discussing habits to build customer trust and respecting customers.
The document outlines the top 10 reasons why sales may be adversely affected for North East businesses: 5 sales mistakes - failing to follow up on leads, trying to sell too quickly, talking more about themselves than the customer's needs, being greedy by not providing value upfront, and lacking a genuine desire to help. 5 marketing mistakes - not changing website content, lack of awareness of competitors, no consolidated list of reasons to choose the business, failing to get prospects thinking, and lacking proof of the business's quality. Each issue is accompanied by a proposed solution.
This document discusses how traditional marketing approaches are broken and ineffective given today's fragmented media landscape and tight budgets. It argues that businesses need a new approach focused on engaging a smaller number of high-value customers in meaningful relationships to get "more from less". Specifically, the key points are: 1) traditional channels like TV, mail and phone no longer work individually; 2) budgets are shrinking yet marketing needs to reach more people; and 3) long-term customer engagement is needed over transient promotions to build loyalty and increase customer lifetime value.
This document discusses how social media and digital content can be used strategically as part of a business's content marketing strategy. It notes that 70% of buyers complete their purchase decision process online before contacting sellers. It emphasizes that content should be customer-centric and add value by addressing customers' problems at each stage of their buying journey. The document provides tips for developing a content marketing plan, creating useful content, and defining success metrics to track whether the strategy is effective.
The document provides advice on how to scale a SaaS business by focusing sales efforts on larger enterprise deals. It recommends establishing a professional sales team to target larger customers as what works for smaller deals may not translate to the enterprise level. Going upmarket allows companies to generate more revenue from fewer customers and increase lifetime customer value. Customers are advised to double their average deal size to drive more significant growth. The document also outlines the typical departments and headcount allocation for a 100-person, $10M ARR SaaS company planning to reach $20M ARR.
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
Growth Hacking by Jordan Schlipf for Startupbootcamp Alumni CEO Summit 27 & 2...Startupbootcamp
Jordan Schlip - Partner at Founder Centric - gave a workshop about Growth Hacking at Startupbootcamp Alumni CEO Summit on 27 & 28 June '14 in Berlin.
Jordan Schlipf twitter: https://twitter.com/jordups
Jordan Schlipf linkedin: http://uk.linkedin.com/pub/jordan-schlipf/74/551/b8
Founder Centric: http://www.foundercentric.com/
Startupbootcamp: www.startupbootcamp.org
This document discusses how marketing can adopt principles from Formula One racing to generate sales leads and win business faster. It recommends focusing on attracting customers by understanding their needs, providing relevant content, connecting with customers across all stages of the buying process, and optimizing digital presence so the business can be easily found online. The key is aligning sales and marketing teams to work together, measuring performance at each stage of the customer journey, and continually refining strategies based on data.
Marketing & Brand Awareness presentation by Liberty County Chamber/CEO, Leah Poole and City of Hinesville Public Relations Director, Brittany Denney, from the June 2017 Lunch & Learn Workshop.
This document summarizes a presentation given by the Public Relations Director of the City of Hinesville and the CEO of the Liberty County Chamber/CVB on marketing, brand awareness, and social media strategies. Some of the key points discussed include: establishing relationships with customers through social media; using data to understand customers; marrying traditional and new marketing techniques; focusing on quality over quantity; and the importance of reviews, branding, and developing a long-term social media strategy rather than expecting immediate returns. Useful apps, books, and tips on social media best practices were also provided.
Social Selling and Social CRM Seminar with Shane GibsonShane Gibson
The document provides advice on using social media for business purposes. It argues that social media is not just for marketing but for talking to customers and adding value through frequent contact to build trust over time. It suggests that social media can save time, provide immediate customer data, and make salespeople more knowledgeable advisers. The document provides tips on engaging authentically in social media communities by contributing value rather than just pitching and being consistent, fearless, and not a spammer. It advocates aligning social media with business goals and identifying target audiences and platforms to implement listening, engagement, and relationship-building strategies.
Technology Talks - mapping the user journey and buyer persona marketingSarah Pooley
This document discusses improving the customer journey and experience. It emphasizes understanding customers through buyer personas and mapping all touchpoints. A poor customer experience can quickly lose trust and business. The key is to personalize at each touchpoint across online and offline channels. Consistency of messaging and a seamless omnichannel experience are important to engage customers and maximize conversions. Data should be used to continually refine and improve the customer journey.
Technology Talks - mapping the user journey and buyer persona marketingSarah Pooley
Understanding the touchpoints between you and your potential customers is crucial to competitive advantage. One way to do so is mapping user journeys and defining buyer personas
This document discusses how to fix follow-up failure by creating an effective lead nurturing and customer retention program. It provides examples of common follow-up mistakes companies make and explains how automating follow-up through a marketing system can help convert more leads into sales, generate repeat business from existing customers, and grow a business without adding staff. A case study is presented of a company that was able to double its sales within months by fixing its follow-up processes and organizing customer data in a centralized system.
Product instructions: The missing piece of the customer experience webinarSharon Burton
The total customer experience is critical to the success of a company; it relates tightly to customer loyalty and increased sales. Companies with better customer experience see their revenues improve through increased spending from existing customers and reduced customer churn.
Product instructions are part of the Use cycle of the customer experience but how do you know if they are meeting the needs of your customers?
Learn more about:
• What your customers think about your product instructions:
o 95% of your customers are using the product instructions
o 71% of your customers think if the instructions are confusing or incomplete, the overall quality of the product is poor
o 71% of your customers think clear instructions means a company cares about them
• What good product instructions include and why
• 5 signs your product instructions are hurting the customer experience
This document provides marketing advice from Dan Kennedy. It emphasizes focusing marketing efforts on generating leads, developing the right message for your target market, and using the proper media to deliver your message. The key is to have the right message for the right market delivered through the right media. It also stresses the importance of follow up sequences through autoresponders and direct mail to convert leads into customers and increase sales. The overall message is that effective marketing requires generating quality leads and guiding them through a process to become customers.
Similar to Fix Sales Lead Follow Up Failure with Ghost Chili Promotions (20)
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
https://rb.gy/usj1a2
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
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Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
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3. Hi! I’m Rhett Hott with
Ghost Chili Promotions, an
Infusionsoft Referral Partner.
Ghost Chili Promotions
affiliates have:
•Over 20 years experience in
the promotional product
industry
•Over 150 years of combined
marketing experience
•Work with small mom and pop
companies as well as large
corporations such as Napa and
Samsung
5. Follow-up Evaluation
1. Is your lead tracking system disorganized
(stacks of business cards, scribbled on
notebooks, etc.)?
2. Does it take you longer than a day or two to
get back to prospects and clients?
3. Have you ever forgotten to follow-up?
4. Have you ever gotten too busy to follow-up?
5. Have you ever let a hard earned lead slip
through the cracks?
6. Follow-up Evaluation
6. Do you think people will call you back if
they're really interested in working with you?
7. Are you afraid of coming across as pushy if
you follow-up too many times?
8. Do you mark leads as "dead" before you
have contacted them at least 7 times?
9. Do you send the same sales and marketing
information to all of your new leads?
10. Do you spend a lot of time educating
prospects instead of selling?
7. Score & Results
• Give yourself 1 point for every “yes” response
• If you scored more than 3 points, you need to:
Fix Your Follow-up Failure
8. Why don’t companies follow up?
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-
up can have on their business.
9. Follow-up Failure is Expensive
67% of the prospective buyers that tell
you “no” today will be ready to buy in
the next year.
—Gartner Research
80% of leads you consider to be
“dead” will buy within 2 years.
—Sirius Decisions
10. How many times should I follow up?
• 2% of sales close on the 1st call
• 3% of sales close on the 2nd call
• 4% of sales close on the 3rd call
• 10% of sales close on the 4th call
• 81% of sales close after the 5th call
11. When do most companies stop?
• 48% quit after the 1st call
• 24% quit after the 2nd call
• 12% quit after the 3rd call
• 6% quit after the 4th call
• 10% quit after the 5th call
13. Traditional sales and marketing process
Day
Week
Year
10
50
2,500
Closed
1
5
250
Warm Leads
1
5
250
Cold Leads
8
40
2,000
$500
$2,500
$125,000
Total Leads
Sales
($500 / deal)
14. What happens with the
2,000 cold leads that your
sales efforts don’t focus on?
THEY TURN TO DUST!
15. Fixing follow-up results In…
Day
Week
Year
No Contact Leads
8
40
2,000
Nurture
(convert 20%)
1
8
400
$500
$4,000
$200,000
Sales
($500 / deal)
% ROI Increase
260%
16. It’s time to stop letting your
prospects and customers slip
through your fingers.
17. What is follow-up?
• Educating prospects
• Nurturing relationships
• Maintaining ongoing contact
• Building relationships
• Providing long-term value
• Staying top of mind
• Differentiating yourself from the competition
18. How should I follow up?
• Email
• Direct Mail (Flat)
• Direct Mail (Dimensional)
• Phone
• Voice Broadcast
• Fax
• SMS / Text
23. Ex. 2: New Customer
1. Send a “thank you” email or letter.
2. Email a customer satisfaction survey.
3. Email valuable tips.
4. Present cross-sell and/or upsell offer.
5. Ask for a referral.
6. Make “thank you” call.
7. Offer subscription to communications.
8. Put them in a customer nurture sequence.
24.
25. Case Study: All About Spelling
• Online retailer that sells educational materials
to help parents teach spelling
• Owned by Greg and Marie Rippel
• Quit their jobs and started the business out of
their home in Wisconsin
• Were prisoners to their business and suffered
from “multi-systems” chaos
26. CASE STUDY
“We are very customer service
oriented, so customer follow-up was
our top priority.
When a customer had a question, we
might have to check the shopping cart,
email system, paper system, and more
just to find the answer.”
—Marie Rippel
28. Initial Analysis
CASE STUDY
• Traffic: Solid SEO but they weren’t
capitalizing enough on high-traffic pages
• Lead Capture: Decent thanks to a newsletter
form on the website but they couldn’t
differentiate between people in the database
• Conversion: 50% drop off between stages
• Customer Marketing: No upsells, no referral
program
29. The Plan
CASE STUDY
1. Get organized (segment customers and
prospects in the database).
2. Change newsletter opt-in to free report offer
on the website.
3. Integrate the shopping cart / e-commerce into
a follow-up system.
4. Add upsells to follow-up process.
5. Create an automated referral program.
6. Automate process to save time and money.
30. The Results
CASE STUDY
• Grew their opt-in list from 5,863 to 10,632
contacts, thanks to free report offer.
• Doubled the # of purchases from 599 to 1,232.
• Increased the average order size by 16%.
• Increased overall sales 149% in 3 months.
• Generated 49 sales from referral partners.
31. CASE STUDY
Since everything is centrally located, I
don't have to worry about anything
slipping through the cracks.
This has freed me up to work on
product development. We win and our
customers win. I love it.”
—Marie Rippel
32. Fix YOUR Follow-up Failure
• Convert more leads into sales.
• Get repeat sales from customers.
• Grow your business without growing staff.
33. Fix YOUR Follow-up Failure
• Make a commitment.
• Create a follow-up program.
• Find a system to automate your follow-up.
34. For more information:
Contact your Ghost Chili Promotions Affiliate or
contact us on our website at:
www.ghostchilipromotions.com
We’ll help you stand out!
Editor's Notes
Use this slide as an opener while people settle into their seats. Reiterate the title of the presentation and what will be covered.
Insert your picture into the image. Edit the slide with your information. Keep it brief (you can use the attendee handouts for a more in-depth bio) tie bullet point experience into what got you to the point that you can stand up in front of them and educate an audience.
Note – if possible, for the ascetics of the presentation, use a sepia tone photo of yourself.
Today we’re here to talk about something that is near and dear to the heart of all business owners – sales! We all know that sales don’t just appear out of thin air. It’s takes time and energy and MONEY to generate leads. Many of you may even have dedicated marketing resources focused on generating leads for your sales team. Our focus today will not be on how you generate leads, but rather on something that is much more important. It’s about what happens to your leads. Are they turning to dust????
You see, a common mistake that many businesses make is that they think in order to sell more, they need to generate more leads. This is true, but can be an expensive road to take. A better solution is to convert more of your leads into buyers. How do you do that? The answer is through effective follow-up marketing.
But most businesses just aren’t that great at following up with leads and customers. There are a lot of reasons for this (which we’ll explore shortly). But first, I’d like to ask you all a few questions about your own follow-up practices. So get out a pencil and let’s get started.
Read questions to attendees.
Alright, it’s time to tally up your score. Give yourself 1 point for every “yes” response. If you scored more than 3 points, you need to fix your follow up failure.
Don’t beat yourself up. Most companies do a poor job of following up with leads and customers. Let’s explore those reasons.
(read list)
Okay, so we know why companies don’t follow. But seriously, is it REALLY that big of a deal? Follow-up doesn’t really matter THAT MUCH. . .does it?
Well. . .follow-up does matter! Why?
Because, let’s face it. . .people don’t buy on your schedule. They buy when they are ready to buy. If you don’t capture the sale at the exact right time, you are letting valuable leads slip through your fingers…and that’s expensive!
The key to capturing that sale is making sure you are on the top of their mind when they are ready to buy. That only happens though effective follow-up.
Let’s take a second to look at the traditional marketing and sales process.
1. The first step is to capture the attention of your target audience through a marketing campaign. (click to show campaign image). You can do this through online advertising like PPC or SEO, or through more traditional media such as newspaper ads, direct mail, and more. Let’s assume you run an ad to offering a free quote for A/C repair.
2. If your are successful at capturing attention, a certain number of people will respond by requesting a free quote. Those people are leads. (click to show lead image)
3. Once you connect with these leads to deliver the quotes, your sales reps will probably start to cherry pick the leads that are most likely to buy and start actively working them. These people are called opportunities.
The other half of your leads will fall out of your funnel and vanish as if they never existed.
4. Of the opportunities that the sales team are working, only some of them will convert into the buyers. The remaining opportunities fall away.
You can see along the way, the money you spent prospecting to now dead leads has deteriorated the value of your marketing efforts. The key is to keep the leads alive with follow-up.
Let’s put this into some numbers and see what happens…
In a typical day you may have 10 leads resulting in one lead that closes right away, 1 lead you consider a warm or hot lead that sales reps are actively working with and about 80% or 8 leads are cold leads, meaning they have yet to be qualified. Over a year period this leaves you with about 2000 leads that typically end up in lead graveyard.
If you can’t quickly and easily qualify these 2000 leads where do they go? Unfortunately, in most cases they are vanishing into thin air and ending up with the competition.
So what happens when you fix your follow-up failure?
What if you could convert 20% of the leads you once let turn to dust?
This would give you 400 more sales
Let’s say our average sales price is $500. This is $200,000 in additional revenue. This means for the same campaign (the same dollar spent) you have more than doubled your sales. Like panning for gold and making sure you collect every nugget.
By not following up, you are simply letting the gold slip through your fingers.
So, who is ready to learn more about follow-up and how to fix the follow-up in your business?
Let’s look at what follow-up is. Follow-up is good old-fashioned hospitality and relationship building. Think about the local barber of the old west and the trust and bond he built with local patrons over time. Follow-up is: (see slide)
Follow-up is NOT a constant bombardment of sales calls.
Effective Follow-up Is a Combination of Media and Different Touch Points (see slide)
Let’s see some examples of follow-up in action. Look at a website before follow-up. You can see, a traditional website captures date on actual sales and let’s all other traffic disappear.
Let’s see some examples of follow-up in action. Look at a website before follow-up. You can see, a traditional website captures date on actual sales and let’s all other traffic disappear.
Now let’s look at your existing customers. Without follow-up not only are you missing on opportunities for upsells, you are also unaware if you have unsatisfied customers that could help you improve your business.
With follow-up you can segment your unhappy customers and happy customers and provide a different course of follow-up that is appropriate for each. This can be one step in an overall customer loyalty program.
Now that you’ve seen examples of follow-up, I’d like to show how it works in a real small business. This is a small business called All About Spelling.
According the Marie, their business relied heavily on customer follow-up and even made it a priority in their business but follow-up was a very time intensive, labor intensive process for Greg and Marie.
According the Marie, their business relied heavily on customer follow-up and even made it a priority in their business but follow-up was a very time intensive, labor intensive process for Greg and Marie.
My friends at Infusionsoft aimed to double “All About Spellings” revenue in less than 3 months simply by fixing their follow-up failure. Remember, Marie already said they made customer follow-up a priority so this was a very lofty goal to say the least.
Here is the plan Infusionsoft devised to fix their follow-up failure and automate follow-up to reduce the complexity of their #1 priority. (see slide notes)
Not only did they double their sales, the automation of their follow-up allows them to concentrate on other areas of their business, such as product development.
So you are still asking yourself, can fixing my follow-up really improve my business?
By putting proper follow-up for prospects and customers in place, and automating wherever possible, you can convert more leads into sales, get repeat sales from customers and grow your business without growing your staff. In short, capture your prospects and customers and don’t let them get away from you.
Now the key is putting proper follow-up in to your business. To do this, dust off your boots and just get started by:
Making a commitment to put proper follow-up in your business
Scheduling time to set-up a follow-up program for both prospects and customers
Finding a system that will help you automate your follow-up program
If you want to learn more about my recommendations for follow-up in your specific business, please add your name and email to a list I am circulating and I will follow-up with you via an email campaign that gives you more follow-up tips you can put into practice.