WhiteHat SALES TRAINING MULTI TOUCH SALES STRATEGY

Transcription

1 WhiteHat SALES TRAINING MULTI TOUCH SALES STRATEGY

2 The Secret Is In The Follow Up 48% of sales people never follow up a lead. Only 2% of sales are made after the second contact Only 5% of sales are made on the third contact Only 10% of sales are made on the fourth contact 80% of sales are made on the fifth to twelfth contact Don t just rely on as the only point of contact with a lead. You need a multi touch strategy

3 48% of sales people never follow up with a prospect. So if you follow up at least once, you are already ahead of your competition. 25% of sales people make a second contact and stop. 12% of sales people only make three contacts and stop. 88% Of Businesses Don t Follow Up More Than Three Times If you are not having success you are probably quitting too soon Follow Up Follow Up Follow Up

4 The Decision Funnel 1. Outbound Marketing to get an inbound response 1. Sending out s, letters, postcards, telephone calls to get a call back or return 2. Marketing Conversations: Under 5 minutes 1. Brief chat aim is to get through to a decision maker, so you can have a sales conversation 3. Sales Conversation: 5 to 15 minutes 1. With a decision maker, Aim is to get to a presentation 4. Presentation 1. Set the right expectation so client understands what is being offered how it addresses their issues and what to expect 5. Proposal 1. Success is directly related to the number of proposals out with clients at any one time 6. Signed Contract

5 The Decision Funnel 1. Outbound Marketing to get an inbound response 2. Marketing Conversations: Under 5 minutes 3. Sales Conversation: 5 to 15 minutes 4. Presentation 5. Proposal 6. Signed Contract This gives us 6 touch points with the client. These two sets of activities could be done by two different groups of people. The aim of each meeting is only to setup the next meeting

6 Outbound Marketing: Conversations Refer back to Tip & Go Training Formula. G Give Value O Offer Decision Each conversation asks for a decision from the prospect: Marketing Conversation: Ask for a conversation with the decision maker Sales Conversation: Ask for the opportunity to do a presentation Presentation: Ask for the opportunity to do a proposal Proposal: Ask for them to sign the contract At each level we give value and offer a decision. This must be clear and explicit. It is not up to the prospect to figure out what to ask. Be clear what decision you are going to ask them to make before you talk to them.

7 Outbound Marketing: Media Variety At Different Touch Points (different modalities) Important no to rely on only , postcards, letters, calling The more you contact the prospect, the better chance of talking to a decision maker Start with the right data: Decision Maker, , Phone Verify The Data The lead data supplied is public data, not perfect data Sometimes the data is wrong, the owners name may not be correct, the may not be one that is used often, the telephone number may be incorrect Call the business and confirm the information, before doing anything else. Base your contact on one problem and offer only one solution. Eg You might call to discuss reputation marketing with a business and ask for the decision maker, if he is not available ask for his contact details so you can send some information, do not get distracted by talking about all the different things you have to offer. Concentrate one solution, in this case the contact information of the decision maker. Then move on to the next prospect.

8 Assumption: You understand and have applied the TIP & Go Strategy 1 st Touch 2 nd Touch 3 rd Touch 4 th Touch 5 th Touch Confirm Data DM: Name, , phone Do not get put into the sales bucket Send Send the the same day Send A Postcard or Letter Send the postcard the same day as the Call Them Call 2 3 days after your initial Send An Additional , Postcard or Letter Send the same day as the 2 nd call Approach from a non sales tactic: Concerned Customer Referral Partner Survey State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information) State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information) State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information) State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information)