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The Power Series Getting New Customers
This document discusses various strategies for getting new customers, including advertising, referrals, cold calling, walk-ins, networking, targeted referrals on LinkedIn, becoming an expert in your field, using YouTube and direct marketing. It provides sales statistics showing that most sales are made after multiple contacts. Effective follow up is key. Referrals from existing customers should be obtained through asking questions and rewarding referrals. When losing a customer, the new company should be contacted to ensure promises were kept.
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The Power Series Getting New Customers
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- 2. The Power Series2020 Feb - Getting New Customers Mar - Selling over the Telephone Apr - Sales Presentations May - Handling Objections/Closing the Sale Jun - Sales Negotiation Jul - Key Account Management Aug - 7 Habits of Highly Successful Salespeople Sept - Selling at your Higher Price Oct - Selling Face to Face Nov - Creating Raving Fans
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- 4. Where do youget new customers from? Advertising Referrals Cold Calling Walk In’s / Phone In’s Networking
- 5. Where do youget new customers from? Advertising Referrals Cold Calling Walk In’s / Phone In’s Networking
- 6. Where do youget new customers from? Advertising Referrals Hot Calling Walk In’s / Phone In’s Networking
- 7. 1. Company -contact details, turnover, etc. 2. Who are the Decision Makers? 3. Who are the Influencers? 4. Who is their current supplier? 5. Why? 6. What is the business worth now? / In the future? 7. When will the decision be made? / Tender due? 8. What experience of us have they had in the past? 9. What is their current project? 10.What are their major challenges? 11.How can we add value to their team? 12.What additional benefits can we offer? What do we need to know?
- 8. Where do youget new customers from? Advertising Referrals Hot Calling Walk In’s / Phone In’s Networking
- 9. Referrals Always ask thequestion Use the Five Card Trick Bring Referrals to your Customers Trade them Reward them Set a weekly goal for referrals
- 10. Where do youget new customers from? Advertising Referrals Hot Calling Walk In’s / Phone In’s Networking
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- 12. Linked In -Targeted Referrals Become the Expert YouTube.com Direct Marketing The Selling Revolution
- 13. “The Rule of7” It takes seven exposures on average for a message to reach a target and for the target to make a purchase.
- 14. Sales Statistics 48% ofsales people never follow up a prospect 25% of sales people make second contact only 12% of sales people make third contact only Only 10% of sales people go beyond three Source: US National Sales Executive Association
- 15. Sales Statistics 2% ofsales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made on the fifth to seventh contact Source: US National Sales Executive Association
- 16. The Itch Beat theCompetition Swap Salespeople Become a Customer First Where do you get new customers from?
- 17. Online reviews Testimonials Where doyou get new customers from?
- 18. Go back andask what the new company promised Confirm by email Go back in six months to see if they have lived up to their promise Keep in touch What do you do when you lose a customer?
- 19. - Close moresales on the phone - Learn how to make appointments over the phone - Get through to the decision maker every time - Professionally handle all objections over the phone - Find out how to design scripts that really work - Become your company’s star telesales specialist Selling over the Telephone Durban 11th Johannesburg 12th Cape Town 13th Power Series March 2020
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