The latest numbers are in! It now costs Home Services companies $403.60 for each and every ‘issued’ lead they give to their salespeople. With an average closing ratio of about 33%, that means is costs $1210.80 for each SOLD lead. Yikes! This number is going up every year!
So, What’s the Solution?
Simply put, the best way to combat these out of control leads costs is to get MUCH BETTER at lead conversion. In this webinar, Tim Musch will detail each of the 5 sales you and your staff need to make to optimize lead conversion. Once identified, we’ll detail exactly what it takes to get much more efficient at each of those 5 sales you need to make. You’ll learn:
- The one painless thing you could do tomorrow that would drive 10-20% more profit to your bottom line
- How you can immediately increase sales without generating more leads or increasing closing ratios
- How to separate your company from ALL your competitors (this is key)
- Specific strategies to turn your unsold leads into profitable business (huge)
- Simple processes to easily create “lifetime” customers (repeat business)
2. 2
Est. July 2011 in Tysons, Virginia
Specialized in Home Services vertical
1,260+ customers; 2,200+ locations
Named one of Inc. 5000’s Fastest Growing Private
Companies 5 straight years
One of 50 companies in North America with
dedicated Google team as a Premier Partner; Yext
Strategic Partner, Yelp Channel Partner
5-time honoree
3. 3
Create the best all-in-one marketing
automation platform that our customers
LOVE and RELY on every day
4. 4
You’ll receive a recording of this webinar on
Monday! Please check your spam folder for
emails from Surefirelocal.com
You can reach our team at any point by
emailing marketing@surefirelocal.com or
using the questions box
5. 5
We are giving away a Google Home
Hub to one lucky attendee at the end
of this webinar!
6. 5
Incremental Sales to
an Optimized Lead
Conversion Process!
The Heart of Your Business
The
An Overview of Technology’s Impact on the Sales/Marketing Process
Presented by Tim Musch – MarketSharp Software
7. About MarketSharp
LOCATED IN LA CROSSE, WI MARKETING &
MANAGEMENT SYSTEMS
FOR THE HOME
IMPROVEMENT INDUSTRY
SINCE 1991
4,207 CLIENTS, 1,248 ACTIVE
SAAS CLIENTS
NUMEROUS INDUSTRY
EDUCATIONAL INITIATIVES
Tim Musch
Director of Business Development
MarketSharp
8. Inquires (Leads) – 2,363,110
Appointment Set – 1,794,839
Leads Issued – 1,499,235
Leads Demoed – 1,237,654
Net Sales – 430,343
Average Sale - $7552.64
Total Sales - $3,250,223,376
2018
A Good Year for MarketSharp Clients
75.9%
83.5%
34.7%
82.5%
NSLI (net sales per lead issued) - $2167.92
22. 5
• Sale #1 – Generate the Inquiry (spark of interest)
• Sale #2 – Convert to an Appointment (huge
and often neglected)
• Sale #3 – Convert to a Complete
Presentation (demo)
• Sale #4 – Convert to Customer (closing sale now
or in the future)
• Sale #5 – Convert New Customer to a
Lifetime Customer and Raving Fan (success!)
Converting Leads is Much More Than Closing Sales!
23. Inquires (Leads) – 2,363,110
Appointment Set – 1,794,839
Leads Issued – 1,499,235
Leads Demoed – 1,237,654
Net Sales – 430,343
Average Sale - $7552.64
Total Sales - $3,250,223,376
2018
A Good Year for MarketSharp Clients
75.9%
83.5%
34.7%
82.5%
NSLI (net sales per lead issued) - $2167.92
24. Inquires (Leads) – 2,363,110
Appointment Set – 1,794,839
Leads Issued – 1,499,235
Leads Demoed – 1,237,654
Net Sales – 430,343
Average Sale - $7552.64
Total Sales - $3,250,223,376
2018
A Good Year for MarketSharp Clients
NSLI (net sales per lead issued) - $2167.92
18.2%
Is There Room for Improvement Here?
35. Speed to Lead
Access This 20 Page Report Now or Later at…
https://marketing.valveandmeter.com/speed
You Won’t Believe
What We Discovered!
Courtesy of…
50. Earning
Acquiring
Showcasing
3 Steps to Maximize Your Online Reputation
Sale #5 – Convert to Lifetime Customer and Raving Fan!
New Important Metric:
PREA (positive review efficiency average)
Positive Reviews Acquired / Completed Jobs
CX - Remarkable!
Enable!
Share!
52. Key 'Takeaways' From Online Review Survey
Research…
• 84% of people trust online reviews as much as a
personal recommendation
• 7 out of 10 consumers will leave a review for a
business if they're asked to
• 90% of consumers read less than 10 reviews before
forming an opinion about a business
• 54% of people will visit the website after reading
positive reviews
• 73% of consumers think that reviews older than 3
months are no longer relevant
• 74% of consumers say that positive reviews make
them trust a local business more
Do Online Review Matter?
Available for free at…
www.marketsharp.com/resources
54. A Lesson In Knowing Your Numbers...
UPS trucks drove 2.5 billion miles last year, but the company says
it’s research found by doing ONE THING saved driving 28,541,472
million miles, and three million gallons of fuel.
Any Idea What It Is?
60. Inquires (Leads) – 2,363,110
Appointment Set – 1,794,839
Leads Issued – 1,499,235
Leads Demoed – 1,237,654
Net Sales – 430,343
Average Sale - $7552.64
Total Sales - $3,250,223,376
Remember This?
75.9%
83.5%
34.7%
82.5%
61. Inquires (Leads) – 2317
Appointment Set – 1760
Leads Issued – 1470
Leads Demoed – 1213
Net Sales – 422
Average Sale - $7552.64
Total Sales - $3,186,493
Typical Company
75.9%
83.5%
34.7%
82.5%
62. Inquires (Leads) – 2549
Appointment Set – 2128
Leads Issued – 1955
Leads Demoed – 1774
Net Sales – 677
Average Sale - $7552.64
Total Sales - $5,113,137
Just a 10% Improvement in Conversion Process
Efficiency Across the Board
Revenue Grows by 62.3%
10%
Improvement
Inquires (Leads) – 2317
Appointment Set – 1760
Leads Issued – 1470
Leads Demoed – 1213
Net Sales – 422
Average Sale - $7552.64
Total Sales - $3,186,493
65. According to Michael Gerber (best
selling author of The E-Myth)…
“In order for any business to succeed,
it must first become a system,
so that the business functions
exactly the same way every
time… down to the very
last detail.”
66. Is Your Technology
House In Order!
Your CRM – The Foundation
Your Website
(conversionabilty)
PPC and SEO
Strategies
Online
Reputation
Management
Access To
KPI’s
(know your
numbers)
Master The Below and
Your Results Will Go
Through the Roof!
Social
Media
Presence
67. As of Last Year There Are 6829 Marketing Technology Solutions To Choose From!
68. No Longer An Option…
ISCRM
Industry Specific Customer Relationship Management
System
70. Over 340 Built-in Success
Elements Ready To Use!
Email Templates
Reports
Forms
Nurturing Campaigns
Marketing Campaigns
Sales/Production
Calendars
Scripts
Turn Data Into Dollars Do the Right
Things…
Consistently!
72. The 8 Questions You MUST Ask Your Business In 2019!
8
1. Is your pricing in order to MAKE SURE you are in a position to make a
reasonable PROFIT in 2019?
2. Are you making sure your company is giving a truly ‘remarkable’ experience to each
and every customer and encouraging them to “make remarks” about you online?
3. Are your web strategies in shape to attract AND convert qualified inquires?
4. Do you have processes and people in place to efficiently move inquiries to
solid, set appointments?
5. Is your sales team equipped to resonate with TODAY’s consumer and their
expectations?
6. What are you proactively doing in an effort to capture ‘future buyers’?
7. Do you have methods in place to accurately track your company’s ‘numbers’
putting you in a position to continually improve your systems and processes?
8. Do you have the technology in place to help your business excel in today’s
marketplace?
73. Take a few minutes
to review and jot
down some
thoughts!
Access in the “Handouts” Section
74. Remember These Two Words?
Remarkable
Profit
Become a 10%-er and Implement Many of the Strategies
Discussed on Today’s Webinar and Your…
…in 2019 Will Truly Be…
75. Reality Thinking…
If You Do What You’ve
Always Done…
You’ll Get What You’ve
Always Got!
Less Than
76. 5
Incremental Sales to
an Optimized Lead
Conversion Process!
The Heart of Your Business
The
An Overview of Technology’s Impact on the Sales/Marketing Process
Presented by Tim Musch – MarketSharp Software
77. 77
Want to learn more? Give us a call at (571) 327-3391 or email marketing@surefirelocal.com
Would you like to learn more about how
Surefire Local and MarketSharp can benefit
your business?
80. 80
Such a pleasure to work with. The
knowledge and experience they have
is amazing.
We have worked with Surefire Local
for over 8 years. Our experience with
their team has been nothing less than
excellent!
Thank You!