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Sales is tough and if you’re not prepared or have the right tools in place, every day can seem like the first day. So how can you become a top producer rather than dreading coming into the office? During this Small Business Marketing 101 webcast, we'll break down 5 tools every successful sales pro has in their toolbox. We’ll tell you how to uncover new leads for your business. You’ll walk away with: • The number one selling mistake • The mindset successful small business owners must have • A sample schedule for your office
Citation preview
5 Must-Have
V
PRO
Lora UllerichBrand Journalist
@coleinformation
Session Framework
• Stumbling blocks
• Tools for success
• 5 action points
• $50 Giveaway• Dashboard questions• Get Social:
• @coleinformation• Facebook.com/coleinformation
Housekeeping
4
• Cole Information• Published in 1947• Blue Book• Criss-cross directory of addresses
and phone numbers
• Invaluable information for: • Telemarketing• Debt collection• Law enforcement
• Today, web-based lead generation for smallbusiness.
Then & Now
Sales is vital
• Bigger Budget
• Larger sales team
• More Products/Services
• More flexibility
More Sales = More Opportunity
Sales is Tough
•Timing: • The ability to deliver an offer when the
consumer is likely to be most interested. •Relevant:
• Respond to the customer’s unique needs, desires, preferences, attitudes, etc.
•Personalized: • Tailor it to your ideal customer.
Combat the Sales Stigma
Photo by bonkedproducer Flickr Creative Commons License
• Pushy
• Annoying
• Rude
• Dishonest
• Hard to
handle
Tool Elements
• Inform
•Consult
•Resource
Photo by Chris Devers Flickr Creative Commons License
Optimistic MindsetErase
• Negative thoughts
• Doubts words
Replace with • “I can do this”
• “Absolutely”
Current Lead Source
• Target market
• Marketing lists
• Networking groups
Social NetworkingBest Practices• Current picture,
experience
• Regular updates
• Join groups,
discussions
15
16
What Should You Post:• Quotes• Fill in the blank• Questions • Pictures
17
What Should You Post:• Quotes• Fill in the blank• Questions • Pictures
18
• 88% of consumers consult online reviews prior to purchase.
• 88% of consumers trust online reviews as much as personal recommendations.
• 61% will recommend a local business via word of mouth• 37% via Facebook• 12% Twitter• 10 Google+
Source: BrightLocal 2014 Local Consumer Review Survey
Effective CommunicationBuild Relationships• Listen
• Find Solutions
• Educate
• Get Personal
Action Items• Ask open-ended
questions.• What are you trying to
accomplish? • Not every call is sales-
related.• People buy from people
they like & trust.
Gain Focus
• Schedule
• CRMs
• Calendars
• Templates
• Voice mail
Productivity
• “Hi and thanks for calling (your business or service). We
appreciate your message and look forward to meeting
your needs. Right now we are busy providing high quality
service to another customer. We want to provide you with
that same level of service. So please leave your name,
number, a brief reason for your call and most importantly,
your email address as this is the first way we will respond
to your message. Thanks and have a great day.”
Sell Cupcakes…
•Not the recipe.
• Give high-level facts
• Avoid confusion
• Elevator speech
• :30 customer-focused info
Flickr via zigazou76
• Takes 42 hours for follow up
• 1.63 call back attempts
• 50% never called/emailed
• Best practice: 6-9 call back attempts
Bonus: Follow Up
Source: Insidesales.com/responseaudit
Bonus: Follow Through
• Be organized• Make goals
• Daily• Month • Quarterly
• Have a clear vision• Use resources
Five Action Points
• Attitude check
• Lead source
• Communication
• Productivity
• Presentation