“Business As Usual”
in sales
Smart Selling Using
A Sales Double
POOR PROSPECT LIST:
Pay for a list but still have
no accurate data about
which industry is hot, which
to avoid, where the best
payoff is coming from.
ANTIQUATED LEAD
GENERATION METHODS:
Get on the phone to the list
(or even worse hire a tele-
marketing company and get
burned) just to start filling
your pipeline.
Gatekeepers-
Hang-ups-
Chase prospects all over town.
PROSPECT LIST CREATION:
Hits the Hot Ones Right Out
of the Gate. Knowing the
industry well enough
nationwide to ascertain right
from the beginning which
SIC codes to target
Running at prime efficiency
the list is updated and
evaluated for performance
constantly.
Like a laser guided missle
the list is preened to hit
high value targets.
TEDIOUS, INEFFECTIVE, FOLLOW-UPS:
You finally get a decent lead only to find
out every other competitor of yours is
chasing the same prospect and your
marketing message fails to win them over.
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.
RINSE AND REPEAT
SCRIPT AND MARKETING MESSAGE:
A good marketing plan captures the prospects who
are ready NOW as well as...
A good opening message is less than 50 words,
professionally delivered, conveying.....
A good script will lead a prospect down multiple
paths, capture data, leave them wanting more, and
set up.....
LEAD GENERATION MACHINE:
Ongoing lead generation fills a pipeline that must
stay full of rich data to mine...
Your lead generation machine neds to work even
whey you are not.
Your lead generation machine must use every viable
medium, unless of course it doesn’t work.
FOLLOW-UP AND FOLLOW-THRU:
It is one thing to be so profitable and organized...
Sales is a never ending loop and too often the process
is short circuited before the sparks really start to fly.
MAINTAINING A HAPPY CLIENT BASE INCLUDING
NEW REFERRALS & CUSTOMER SATISFACTION INPUT.
Where is a gold mine of new business and knowledge
to help you grow?