“Business As Usual” in Sales:
Poor Prospect List:
Pay for a list but still have no
accurate data about what
industry is hot, which to avoid,
where best payoff will come
from.
Data in the list needs to be
clicked and has high degree
of inaccuracy and still needs
to be sorted and cleaned.
You pay for it and still have to do all
the work if you want it to be effective.
Antiquated Lead Generation:
Get on the phone to the list (or
even worse hire a telemarketing
company and get burned) just to
start filling your pipeline.
Gatekeepers-
Hang ups-
Chasing prospects all over town-
Or you resort to a mailer which means
more money, more time, and no
justifiable results.
Tedious - Ineffective Follow-ups:
You finally get a decent lead only
to find out every other competitor
is also chasing them and your marketing
message falls short of success.
Leads that do come from the database,
whether from ads or calls or mailers need
good marketing material that draws them
closer to you, which is the art of the deal
and missed by 90% of businesses.
Now you have a qualified lead and the
dance begins. Exchanges back and forth
and chasing them until they “buy or fly”.
Leads need nurturing as they only buy on
their timetable, not yours. So unlimited,
effective, trackable, follow-up is needed
which is heavily time intensive and time is
money.
Feast or Famine:
Now comes the sales roller coaster.
You have these new prospects and spend
all your time in “presentation and close mode”
and your prospecting dwindles to nil because
you’re too busy.
We all know what follows this period of
reduced prospecting and that is back onto
the treadmill and the miserable quiet
period of no ripe leads and reduced
foreseeable commissions.
Smart Selling Using a Sales Double
List creation:
Must know industry well enough nationwide to ascertain right from
the beginning which SIC codes to target, including revenue ranges,
employee counts, and geography, and as important, which to avoid.
The successful creation of the right list of prospects is akin to
GPS coordinates needed for a laser guided missile to be effective.
Must update this new list constantly to remove bad numbers, Do Not
Calls, and the other enormous amounts of incorrect data. List
providers like InfoUSA/SalesGenie have always done a sub-par job of
data collection and correction (when is the last time they called you
and updated info?) and with the addition of the current/recent economic
upheaval where quite possibly 20% of the businesses are gone or have
changed hands, data scrubbing is more crucial than ever before.
Must continue to preen list to match targets that are most successful
and most profitable as campaign continues and updated data corrects
your course. EXAMPLE: You’re a Nationwide Insurance Agent and
a competing agency launches the best BOP for restaurants and hits the
market hard, adjust and remove restaurants for the time being from
your current list. A better example is that nearly 20% of your list is
represented by SIC 72 Personal Services and yet after 2 passes through
the list, that specific SIC code has not generated one prospect. The
ratio of lead generated to SIC represented is far too poor and the SIC
should be removed or replaced. When is the last time you or your
software had the time and ability to perform this necessary procedure?
Script and Marketing Message:
A good marketing plan captures the prospects who are ready NOW
as well as gathering data from those who still need nurturing and
education before they are ready to buy. Even better it does the work
for you so you can just stay in Close and Quote Mode.
Our outbound phone calls are still the best and most assertive way to
fill your pipeline with prospects. Due to cultural and technological
changes we’ve entered an era where the buyer is in charge and your
sales message and tactics need to adapt and cater to them.
Multiple websites proclaim cold calling is dead and gone and the more
we hear that, the more we just smile because if we had our way,
SalesDouble.com would be the ONLY service still offering telemarketing
outbound cold calls. Cold calling in a system such as ours is the most
effective marketing available and our client’s successes each day
continue to prove and perfect it.
Ten years ago a mailer had some effectiveness and cost under $1 each
while outbound telemarketing cost near $2 per call/dial. Today those
prices have flipped and telemarketing is far more effective in the
industries we work and provide a much higher ROI. If B2B outbound
telemarketing does not work for your industry then you should not be
a client of ours.
A good opening message is less than 50 words, professionally delivered,
conveying the company and individual whom we represent, and opens
the door to further communication. Hot button salesmanship is still
alive and well as all the prospect cares about is what is in it for them.
Once you release the necessary information according to law, you have
but a few seconds to capture their attention. Each word or phrase after
that must draw them deeper, make them curious, and give them a reason
to grant you permission to proceed. The first contact is crucial in both
presentation and content.
A good script will lead a prospect down multiple paths, capture data,
leave them wanting more, and set up the next step needing to be taken.
One full third of sales will come from what appeared to be weak leads
that we have followed up on over a time period and the script needs to
provide a variety of outcomes based on the prospects input, all of which
keep them in our loop until they are ready and convinced to buy.
Lead Generation Machine:
Ongoing lead generation fills a pipeline that must stay full of rich data
to mine as your product or offering changes and as the leads in the
pipeline mature.
The B2B industries we serve benefit from a variety of mediums beginning
with a phone call from our professional, who knows the industry, to
gauge interest level and isolate pertinent data.
If your industry is not B2B, not conducive to phone contact, or operates
on such small margins that mass media is the only solution, then you
should not be a client of ours. Pizza joints need good mailers, a good
atmosphere, and good pizza; they don’t need our B2B calls.
Professionals and Professional Services need us to isolate the proper
contact, true interest level, and initiate the selling process, and that is
why we are here.
Initial lists are only “so” good and a call to find out who is the current
correct contact, their contact data including correct email, availability,
interest level, and more is how we reach out to businesses to get you in
front of them.
Your Lead Generation Machine needs to work even
when you are not.
You make your money across the table from someone solving their
problem, not randomly dialing or messing with databases. The reason
we talk so much about the Secret 7 is that many salespeople, as with
society at large, are so impatient that even though they realize a
“one call/contact close” is so rare, they never make it past a couple
contacts before moving on to the next “hot prospect” in hopes that
they will be a “one call close”. The string of dead prospect bodies
left behind is a sign that your lead gen machine is not working
“for you” and that is why you need a SalesDouble.
Your Lead Generation Machine must use every possible medium, unless
of course it doesn’t work. At SalesDouble.com we will use any and
every possible method of helping your business succeed. If we thought
a mailer would be more cost effective than a phone call and provide a
better ROI, then we’ll discuss a mailer with you and the same goes for
Blogs, SEO, Trade Journal ads, etc.
The industries we serve need assertive lead generation to stay in front
of the pack and generally waiting for someone’s referral from a blog
read, or website hit #214 to come through, is not an assertive enough
approach to double your income this year.
Follow-up and Follow through:
It is one thing to be so profitable and organized that you utilize
InfoUSA for lists, an assistant to manage the list, an outsourced firm
to generate leads from the list, a marketing company to assure you are
presenting the correct message to the prospect, sales software such as
ACT or SalesForce.com to manage the lead flow process, and then an
assistant again to handle unlimited follow up and follow through until
they are ready to buy or so fed up with your contact that they fly.
That process is an enormous amount of time, energy, and money even
if you are organized and efficient enough to do it. It is another thing
to hand all that over to your SalesDouble for just $119 per week and
have it ALL DONE FOR YOU!
That combination of technology and intelligence is unheard of and
now available when you hire SalesDouble.com.
Sales is a never ending loop and too often the process is short circuited
before the sparks are allowed to fly. Since the average sale requires 7
nurturing, trust building, informative, contacts, and the average
salesperson gives up after just 2, sales are mediocre for the average
company.
Our system of generating a qualified lead, then continual nurturing
using a variety of methods of contact, then handing over to you when
ready for presentation and closing is the “perpetual motion of selling”.
And the coup de grace is that if your attempts to contact fall short or
the sales process timetable needs reset, with the click of just one button
you hand the prospect back over to us to put back into the loop until
the timing becomes perfect.
Again it’s one thing to have a follow up system that tells you when you
need to do something but it’s a whole new ball game to have a follow
up system that does it all for you.
Maintaining a Happy New Client Base Including
New Referrals and Customer Satisfaction Input:
Where is a gold mine of new business and knowledge to help you grow?
Let’s face it; no one wants to hear bad reviews about their performance.
Existing clients need to be touched, informed, questioned, and assured.
Existing clients are also great for new referrals and also up selling of
your product or services.
The problem with most companies is that even if they muster the
chutzpa to see where they need improvement, they do not find the
time to properly address this issue.
Up selling and referrals are best addressed after ascertaining your
clients satisfaction level, however can be successfully achieved
simultaneously.
Once you become a SalesDouble client, the same systems we put in
place for you to generate new leads, can be put in place for you to
assess your new and existing clients satisfaction with your service,
find new products/services they may have need for, and glean new
referral information.
Your SalesDouble does the work, you reap the benefits.