6. Business Challenges
1. Reaching the
decision maker
2. Converting
prospects to clients
3. Budgets cut
4. Getting qualified
leads
5. Making time to
follow-up
7. Discuss Today
• Why the shape of your funnel matters
• The damage when your funnel is clogged
• Get the “right” people in your funnel
• How to create real velocity in your sales
funnel
• Identify your Ideal Clients and fire the
others
8.
9.
10.
11.
12. You Will…
• Increase your conversion rate
• Have the best people in your pipeline
• Shorten time moving prospects to clients
• Work with only qualified leads
• Calendar 3 meetings in 7 days
16. Typical Demand Generation
• Companies that promise to deliver
“qualified leads” to your inbox
• Companies that sell you lists
• Website visitors
• Social media
• Downloads
• Blogs
25. The Role of Marketing
– Advertising
– Conferences
– Email campaigns
– Website presence
– Direct mail
– Marketing automation
26. The Role of Sales
Getting in front of the “right” people
27. But You Might Say…
– Prepare for the meeting
– Craft questions to ask
– Overcome objections
– Uncover the real issue
– Decide team roles
– Propose
– Present
– Close
– Follow-Up
28. If You Don’t Get to The Right People
Nothing else matters…
29. Joanne’s Point of View
Generating Qualified leads is the most
important step in your sales process
37. Who Is Your Ideal Client?
• Collaborative
• Listens
• Values our work
• Respects deadlines & deliverables
• Keeps promises
• Sense of humor
• Open to new ideas
• Budget authority
58. Why Referrals Work
• Pre-sold
• Credibility and trust
• Sales time shortens
• Competition goes away
• Time with clients increases
• No “hard” costs
59. Why Referrals Work
What percent of the time do you get a new
client?
30%
100
50% 80
70% 60
40
90% 20
100% 0
60. You Need a Targeted Strategy
• Written referral sales plan
• Weekly written referral goals
• Methods to track and measure referrals
• Accountability for results
Some of you know me and some don’t. Some are NMCC graduates and are here for a refresher. Some have heard me speak and want to hear the message once again—can never hear about referral too often or too much. Some of you I don’t know yet. I’m going to change that right now!
Maybe you feel like this or your customers do
Transition: When you adopt referral marketing you address all of these issues. Let’s find out why/how
Don’t have to be a follower-find your own direction. You will hear my opinions today—may be different than you’ve heard before or different than the way you’ve worked before—agree or not. Know what works--share
How do you do they’re “qualified?”Lists—one Partner told me that lists they get are a waste—people not there anymore, wrong contact information, not qualified
Try to make lists sound qualified--NO
Shannon—I think I took this from the web—needs to be replaced
Shannon—need new image—maybe someone who look like has authority
Shannon—This slide’s a mess. Need new image (s) Can also break into two slides if you think it has more impact.
Shannon—image showing a perfect client
Joanne – not sure if this violates any copyright. Check with your contact and let me know how to proceed.Shannon—got this from the web and love it. If we can’t keep, I’ll connect with my person at Cartoon Resources, and maybe we can come up with something
Shannon—something showing opposites—This is a lead in to the next slide
Shannon—replace image
Shannon—replace image
Shannon—replace image
Shannon—a build
Shannon—Can you create a chart here? Maybe a checklist of criteria with the actual criteria too small to read, but enough detail so people can see it’s a chart.
Shannon—image of firing someone
Shannon—need image here. This is tougher—I want to show a cost to do business with a PITA—costs a lot more than we imagine
Shannon—need image
Pre-sold: Know who we are and the work we do delivers solid business resultsTrust: Referred by a respected sourceShortens: Eliminate prospecting—demand gen occurs through people you knowCompetition: What?Face-time—Where we want to beCosts: No line item on a profit and loss statement for referrals
Ask: When you receive a qualified referrals—your ideal client and wants to talk to you.STAND UP AND CLAP—STAY STANDING
A plan is not a plan unless it’s written. If all you do is write and put in a drawer you will have a 70% better chance of achieving your plan than if you never wrote it.
YES—stand upNO—stand up
I close the gap (use hands)Consistently hear—forget, no mining referrals, nice when they happen. What if you made them happen—every, single day?Referrals work whether:New project within existing customerNew business unit within existing customerBrand new customersCollaborating with other partners
