How to Go From Business Card to Client

1. From Business Card to Big Deal Tom Wieczorek sales automation specialists South Elgin IL specializing in databases for marketing & sales 8/11/2010 1 Copyright 2010 - Sales Automation Specialists - All rights reserved

3. You collect a bunch of business cards

4. You (sorta) remember who would be a good prospect

5. After the event you dump the batch of cards on your desk

6. And . . . there they sit!8/11/2010 2 Copyright 2010 - Sales Automation Specialists - All rights reserved

7. Did you know that MOST leads are never followed up? “What if you took 80% of the cash in your wallet right now and ran it through the shredder? That, in essence, is how many companies treat their … leads. A recent report by Sales & Marketing Management magazine indicated that “80% of the leads generated will never be followed up. If you haven’t already followed up on every single one of your past…leads, you could be losing sales by the second.” – www.promatshow.com 8/11/2010 3 Copyright 2010 - Sales Automation Specialists - All rights reserved

9. Letting potential sales slip through the cracks?

10. Missing out on valuable business opportunities?

11. Not identifying valuable relationships with other “power partners”?8/11/2010 4 Copyright 2010 - Sales Automation Specialists - All rights reserved

12. How about an easy and (fairly) foolproof method of snagging new sales? 8/11/2010 5 Copyright 2010 - Sales Automation Specialists - All rights reserved

13. How about an easy and (fairly) foolproof method of snagging new sales? WOW! 8/11/2010 6 Copyright 2010 - Sales Automation Specialists - All rights reserved

14. USE A DATABASE!!!!! 8/11/2010 7 Copyright 2010 - Sales Automation Specialists - All rights reserved

15. What!!!!!!! You’re not using a database?????? 8/11/2010 8 Copyright 2010 - Sales Automation Specialists - All rights reserved

17. Tag them as:

18. A real possible sales prospect

19. A suspect that may need to be vetted in the future8/11/2010 9 Copyright 2010 - Sales Automation Specialists - All rights reserved

21. A real possible sales prospect

22. A suspect that may need to be vetted in the future

23. A vendor – you might buy from them

24. A good “power partner” candidate

25. A “connector” – they “get it”8/11/2010 10 Copyright 2010 - Sales Automation Specialists - All rights reserved

27. A real possible sales prospect

28. A suspect that may need to be vetted in the future

29. A vendor – you might buy from them

30. A good “power partner” candidate

31. A “connector” – they “get it”

32. A loser! Toss it!8/11/2010 11 Copyright 2010 - Sales Automation Specialists - All rights reserved

34. ACT!

35. Outlook

36. Goldmine

37. Zoho

38. Whatever!8/11/2010 12 Copyright 2010 - Sales Automation Specialists - All rights reserved

40. (We’ll focus on Prospects today)

41. For firms that have a long sales cycle – it’s a good idea to use “drip marketing”8/11/2010 13 Copyright 2010 - Sales Automation Specialists - All rights reserved

42. The Sales CycleHow long does it take to make a sale? 8/11/2010 14 Copyright 2010 - Sales Automation Specialists - All rights reserved

43. Once the Prospect is in your database, you can easily – efficiently and effectively – maintain contact until you make a sale – without being a pest or a pain in the 8/11/2010 15 Copyright 2010 - Sales Automation Specialists - All rights reserved

46. A phone call – but it could be a:

47. Postcard

48. Email

49. Free sample

50. Etc.8/11/2010 17 Copyright 2010 - Sales Automation Specialists - All rights reserved

53. Make sure you always include a link to your website!8/11/2010 19 Copyright 2010 - Sales Automation Specialists - All rights reserved

55. Offer to add them to your newsletter mailing list (remember to let them opt in – to avoid spam laws)8/11/2010 20 Copyright 2010 - Sales Automation Specialists - All rights reserved

58. You learned about their hobbies, children, likes/dislikes, preferences, etc.8/11/2010 22 Copyright 2010 - Sales Automation Specialists - All rights reserved

59. These periodic communications are “drip marketing” – an ongoing, automated way of staying in touch and in contact in order to avoid sales from slipping through the cracks. 8/11/2010 23 Copyright 2010 - Sales Automation Specialists - All rights reserved

60. The database provides a way of managing all of the potential sales in your pipeline – without getting too frazzled and frustrated 8/11/2010 24 Copyright 2010 - Sales Automation Specialists - All rights reserved

61. It also lets you select out the “winners” from the “losers” – so that you can concentrate your efforts on that “low hanging fruit” that’s out there 8/11/2010 25 Copyright 2010 - Sales Automation Specialists - All rights reserved

63. ACT! – some automation (new features coming out in the fall)

64. InfusionSoft – highly automated

65. Others 8/11/2010 26 Copyright 2010 - Sales Automation Specialists - All rights reserved

66. Q & A 8/11/2010 27 Copyright 2010 - Sales Automation Specialists - All rights reserved

67. Thank you! 8/11/2010 28 Copyright 2010 - Sales Automation Specialists - All rights reserved