How To Attract Sales Prospects - Tactics to Help Find Qualified Clients

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Jeffrey Gitomer Little Book of Leadership Extra Webcast - May 25Do you want to learn about numerous free or inexpensive tactics you can use to draw qualified sales leads to you?On May 25th at 1 PM EST, Chris Hamilton from Sales Tip A Day and Kersten Kloss from Refreshed IT will show you a whole bunch of online and real world tactics you can use to attract potential clients.In this web cast you will learn:- What 1 thing influence 66% of all sales, yet only 18% of sales people and companies do- How to book up to 20 X's more meetings- How to find more qualified sales leads- How to close more business in less time - One tactic that will drive hundreds of sales leads per year

Transcript of How To Attract Sales Prospects - Tactics to Help Find Qualified Clients

  • 1. Jeffrey Gitomers Little Book Of Leadership Extra
    • Tactics to Attract Qualified Sales Leads

Presented By: Chris Hamilton Sales Tip A Day www.SalesTipADay.com Kersten Kloss Refreshed IT www.RefreshedIT.com 2. Agenda

  • Online
  • Offline - Real World
  • Tactics that can be used with your strategies

3. Disclaimer

  • This is not a how to presentation but instead a Possibilities presentation
  • Not every thing - but a starting point
  • Not everything here works for everyone

4. Purpose

  • Find Sales Leads
  • Generate Sales Leads

5. Online 6. Google

  • 71% of all searches
  • 40% are Local
  • 89% on the 1st page
  • 80% of all Google users do local searches
  • You Tube is 5 thmost visited site and 2 ndmost visited social networking site

7. Google Statistics

  • In40% of searchesa location is used
  • 82% of peopleusing a location in their phrase are in buy mode & either:
    • Browse the site
    • Contact the business
    • Or Leave
  • 33 people out of 100will buy a product or service like yours if you are found on Google

8. Google Places

  • Internet Yellow Pages
  • Potential 1st page ranking
  • Targeted Local Results
  • Emphasis for Google
  • Claim your listing today
  • Several key things need to be done to your listing

9. Google Merchant

  • Sell Stuff online?
  • Have a retail location?
  • Great way to get high rankings
  • Now adding location results with quantities - Want it now!

10. Google Alerts 11. You Tube

  • 2nd largest search engine
  • Multiple dips - blog etc.
  • Keep video to 2 to 3 minutes
  • Keyword target
  • Location target
  • 53X more effective
  • How To works well

12. Online Video

  • Currently 69%
  • By 2013 - 90%
  • 80% vs. 10%/20%
  • Not the wave of the future - Its the here and now!
  • Dont wait to start

13. Executives Online Frequency which US Executives view work related videos online Source: eMarketer.com 14. Behaviour of Executives Source: eMarketer.com Behaviour of Executives after viewing online content 15. Blogs

  • Google loves fresh content
  • Speak to your audience
  • Should write at least weekly
  • Industry thought leader
  • Use other forms to engage - Twitter Facebook etc.

16. Commenting on Blogs

  • Great way to get noticed
  • Do not be salesy
  • Leave name and contact info

17. Twitter

  • Use it to help engage
  • Push and pull
  • Target on keywords/location
  • Use to promote other areas - Blog, seminars events

18. Twitter Advanced Search 19. Social Networks

  • Facebook
  • LinkedIn
  • Flickr
  • Connect and Share

20. SlideShare / Scribd

  • Upload Presentations
  • Upload video (SlideShare)
  • Include contact info

21. Mobile Marketing

  • 97.2% of retailers do not use mobile coupons
  • 89.3% of retailers do not promote sales or specials
  • 27% of Americans who receive alerts go on to buy
  • Texts are viewed 70% to 100%
  • Mobile coupons are redeemed at 10Xs the rate of normal coupons

22. Email Marketing

  • Use your existing clients
  • Get new clients from website
  • Targeted
  • Continual marketing

23. The Math

  • 100 visitors per day
  • 2% sign up
  • 6% uptake on offers
  • Weekly newsletter or offer
  • 453 sales leads per year!

Image: jscreationzs 24. How to Capture Names

  • Give something of value
  • Top 10s or lists
  • Educational based
  • Solve problems
  • Coupons

25. WOM

  • Add This
  • Tell a Friend
  • Email links

26. Social Netcasts

  • Your own TV station
  • Build Trust
  • Webinars suck
  • Add Social CRM
  • Deeper visibility

27. Website Fixes - SEO

  • Simple to do
  • Meta description acts as advertisement
  • Titles & Keywords
  • Analytics
  • Flash is a killer
  • New Content
  • CONTACT FORM!!!!!!!

28. Article Submission

  • Written article that can be picked up
  • Write a blog?
  • Submit twice
  • Articles get picked up

29. Event Listing

  • Craigslist
  • Kijiji
  • LinkedIn
  • Facebook
  • EventBrite
  • Your website - Blast to world

30. Press Releases

  • Promote events, new products, services
  • Free
  • Get high search engine results

31. Your Email

  • Add information in your signature line
  • Promote products/services
  • Entice people to take action

32. Purpose

  • Search results drive visitors
  • Visitors become prospects
  • Prospects become clients

33. Real World 34. Referrals

  • Ask
  • 40%+ vs. 2%
  • 18% for 66%
  • All built on trust
  • Referral programs on Customer correspondence

35. Networking

  • Meetups
  • Chamber Events
  • Your own networking events
  • Go where the clients are

36. Write a Book

  • Lulu
  • Small
  • Inexpensive 100/100 $6.80/ea
  • Be an industry leader

37. Public Speaking

  • Lots of organizations are looking for speakers
  • Free to paid
  • Educational in nature

38. Your Business Card

  • Are you using the back?
  • Is your card unique
  • Can you make it a coupon?
  • A Loyalty Card?

39. Your Voicemail

  • Leave product information
  • Entice people with offer
  • Change frequently

Image: Suat Eman 40. Seminars

  • Hold a seminar
  • Educate people
  • Free or Paid
  • Educational in nature

41. Customer Appreciate Event

  • Hold on a regular basis
  • Make it fun
  • Bring a friend

42. Tell Everyone You Know

  • Let people know what you do
  • Get a 30 second pitch down
  • Make it grab attention
  • Practice

43. News

  • HARO
  • Tv
  • Radio
  • Newspapers
  • Have a story

44. The Point This is a marathon, not a sprint! 45. Final Thought: Go Where The Fish Are

  • Figure out your ideal client
  • Go where they are
  • Give them value
  • Make them happy
  • Keep them for life

46. Starting Point 47. Upcoming Net Casts

  • For upcoming Net Casts:
  • http://salestipaday.com/webinars/
  • or
  • http://www.refreshedit.com/index.php/live
  • Email us to get receive updates of our weekly events

48. Upcoming

  • Sales Boot Camp for Sales Leads

Contact Chris to be included Chris@SalesTipADay.com 49. Special Offer

  • 10% off services this week

Contact Chris to find out more Chris@SalesTipADay.com

  • Includes:
  • Sales Portals
  • Marketing/Sales Plans
  • Business Coaching

50. Contact Chris to get your copy Chris@SalesTipADay.com 51. Thank You& Please Tell A Friend or 2 52. How to Reach Us:

  • Kersten:
  • [email_address]
  • 403-775-6969 Ext. 2
  • Chris:
  • [email_address]
  • 403-775-6969 Ext. 1