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Coaching Call #1 . April 2, 2013. Mindset. Can make or break you Make selling a game Almost anyone can learn to sell Responsibility for success is yours You must set reasonable goals for yourself and put those goals in writing

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coaching call 1

Coaching Call #1

April 2, 2013

mindset
Mindset
  • Can make or break you
  • Make selling a game
  • Almost anyone can learn to sell
  • Responsibility for success is yours
  • You must set reasonable goals for yourself and put those goals in writing
  • Define the tasks required to achieve your goals (set reasonable goals)
  • Consistently perform the tasks you defined to achieve your goals
  • You must keep track of your efforts and measure success and failures
  • Stop doing what does not work and improve what is working. i.e. if what you are doing does not work, stop doing it and move on (hurry up and fail)
  • No crime in failing
rejection
Rejection
  • Sales is a numbers game – don’t take it personally
rejection1
Rejection
  • Sales is a numbers game – don’t take it personally
  • Pre-qualify leads
  • Don’t waste time on the wrong types of leads
  • Don’t be afraid to walk away from unqualified leads
  • Bad leads will not become good customers
  • First focus your resources on leads you can close today then nurture the others in order of priority (time permitting)
  • Each part of the sales funnel will produce stats that you must track to learn what sales process works best for you
set the tone
Set The Tone
  • Begin on a positive note (smile even through the phone – don’t beg)
  • Be sure of yourself
  • Speak with authority
  • Be assertive
    • The four basic personality traits
      • Autonomous
      • Aggressive
      • Nurturing
      • Assertive = All three of the above in equal proportions
set the tone1
Set The Tone
  • Be polite, respectful, confident and natural
  • Use the lead’s first name
  • Make the call brief to respect the lead’s time and make them want to speak to you again (Leave them wanting more)
  • Listen as much as possible while controlling the direction of the conversation
  • The lead must like you to buy from you
  • The lead must trust you
  • The lead must see themselves in the conversation
  • The lead must see a strong value proposition (what is in it for them/ROI)
avoid this mistake
Avoid This Mistake
  • Do not allow any particular lead to become your main focal point
    • Avoid this by having a steady stream of leads
  • Learn to fire the lead and move on
poll 1
Poll #1
  • Do you keep track of your marketing efforts?
poll 2
Poll #2
  • Do you know which of your marketing efforts produce the best results?
you cannot measure what you do not track
You cannot measure what you do not track
  • Productive lead generation is the result of following a consistent process that is tracked.
  • You must have the right systematic approach in place to succeed.
  • Discipline and standardization is required
organization time mgmt
Organization & Time Mgmt.
  • Set aside a predefined period of time each day to work on lead generation activities
  • Do not allow yourself to be side tracked during your scheduled lead gen time
lead gen time
Lead Gen. Time
  • Build a database of leads
lead gen time1
Lead Gen. Time
  • Build a database of leads
  • Use a sales funnel to monitor the progression of your leads from 1st contact to final sale
lead gen time2
Lead Gen. Time
  • Build a database of leads
  • Use a sales funnel to monitor the progression of your leads from 1st contact to final sale
  • Meeting prospective leads
  • Speaking at events
  • Asking for referrals
    • From current clients & those in sales funnel
  • Out Bound Calling
  • Out Bound emails
lead gen time3
Lead Gen. Time
  • Conduct follow ups that push potential leads through the sales funnel
  • Do not do anything during your scheduled lead time other than generate leads
  • Lead gen time is not for admin or other work, it’s for the SOLE purpose of generating leads
lead gen time4
Lead Gen. Time
  • Do not allow the lead to dictate to you when to send the lead additional information
    • When your scheduled lead gen time is up you can focus on providing follow up materials that were asked for by the potential lead.
    • Prioritize you response and follow up communication by first focusing on the “A” list of leads first
  • You track and analyze data during another time, not now (this falls under admin time)
poll 3
Poll #3
  • Please select the forms of marketing you are currently using
    • In person meetings
    • Network events
    • Speaking Engagements
    • Referrals you have asked for
    • Outbound Calls
    • Outbound Emails
polls 4 9
Polls #4-9
  • Please tell us how many times you have conducted the following in the previous 30 days
      • In person meetings
      • Network events
      • Speaking Engagements
      • Referrals you have asked for
      • Outbound Calls
      • Outbound Emails
during the sales presentation
During The Sales Presentation
  • Engage the lead to speak to you about their business
  • The sales process is about them NOT you
  • Ask the following questions
    • Are they or have they done any marketing
    • If so, what type of marketing
    • What about their competition?
      • Are their competitors missing marketing opportunities that they could take advantage of?
    • Do they have any experience working directly with a online reputation marketing consultant?
    • Try to establish a common personal interest (sports they like etc.)
during the sales presentation1
During The Sales Presentation
  • Ask what each new client is worth to them
    • Initial value
    • Lifetime value
  • Discuss ROI
  • Know your product
  • Convey the value proposition
    • This is an investment that pays dividends
    • This is an insurance policy
    • They insure assets such as equipment, bldgs. Etc.
    • Yet they have no insurance on their most important asset (Their Reputation)
during the sales presentation2
During The Sales Presentation
  • Discuss Harvard study – Each addl. star rating in Yelp = an increase in revenues of 5%-9%
  • Discuss Cone influence study 1 bad review at top of results equates up to an 80% likelihood that the person seeing the negative review will not call them. (would they?)
  • Speak in ways that the potential lead can see themselves in the conversation
    • Can you see how your business would benefit by each additional star rating you gain in Yelp?
    • Would you call a business after reading a bad review if that business had only a couple of reviews?
    • Would you like to have an opportunity to engage a problem client before that client vented the frustration publically?
    • Etc., Etc. Etc..
record key points
Record Key Points
  • Record the key points of each phase of the sales funnel
    • Schedule follow ups
    • Record results each follow up
    • Annotate the progression of each lead through the sales funnel