Lead Generation 36:12:3 Power Session 10: Lead Conversion.

Lead Generation 36:12:3

Power Session 10: Lead Conversion

Lead Generation 36:12:3 Slide 2

In this Power Session …1) What Is Lead Conversion?

2) Get to Know Them

3) Tips for Getting an Appointment

4) Getting the Most from Internet Inquiries

5) Consultation Prequalification

6) Classify Your Leads

7) Putting It All Together

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Ground Rules1) Arrive on time.2) Form groups quickly.3) Limit side conversations.4) Turn off cell phones and pagers.5) Be comfortable.6) Respect time.7) Respect each other.8) Help each other learn.9) Respect confidentiality.10)Have fun!

IntroductionPower Session 10


Introduction

How You Will LearnLearning Methods

1) Manual• Models/Systems• Exercises/Discussion• Stories

2) Classroom• PowerPoint slides• KWConnect videos• Classmates/Instructor

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(Continued)

Lead Generation 36:12:3 Slide 5Page 4

Introduction

How You Will LearnAccountability Methods

1) Lead Generation Action Plan

2) Accountability Partner/Program

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1. Set Goals

2. Do Key Activities

3. Measure Results

4. Evaluate Process

5. Make Adjustments Accountability

Feedback Loop


EXERCISEWhere You Are Today

1) Lead Generation Activities

2) My aha’s from these activities

3) The most difficult part of these activities

4) What I will do differently in the next 24 hours

Time: 10 minutes

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Why You Are Here

To increase the number of appointments you get!

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You are here!


Introduction

What Will Make This a

Great Training Experience• • •

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What Is Lead Conversion?

LeadsReady, willing, and able to do business now Top priority Get your face-to-face time Enter them in your database

Everyone ElseMay do business with you sometime in the future Enter them in your database Follow up

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What Is Lead Conversion?

Conversions

Inquiry

Lead

Appointment

Agreement

Contract

Closing

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Get to Know Your Leads

Behavioral Styles

Treat people the way they want to be treated.

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Behavioral Styles

Influence

Dominance

Steadiness

Compliance

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Build Rapport

Communicate in a way that is meaningful to the person with whom you are talking.

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Lead Generation 36:12:3 Slide 14Pages 15-17

Tips for Getting an Appointment

10 Tips for Getting an Appointment

1) Ask for the appointment.

2) Be an expert in your market.

3) Be confident in your ability.

4) Have a list of questions and ask them.

5) Listen.

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Tips for Getting an Appointment

10 Tips for Getting an Appointment

6) Come from contribution.

7) Begin with the end in mind.

8) Seek agreement.

9) Respond quickly.

10)Communicate in person.

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Consultation Prequalification

Gather pertinent information prior to your face-to-face consultation with

sellers and buyers.

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Questions to Ask Sellers

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Questions to Ask Buyers

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Common Buyer Questions

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Answers for Objections and Barriers

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Classify Your Leads

Reasons to Classify Potential Customers

1. Determine how quickly you need to hold a consultation.

2. Decide how much to cover in your consultation.

3. Determine what to do for follow-up.

4. Eliminate prospects who are not good business for you.

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Power Session Aha’s

Your Lead Generation Action Plan

Putting It All Together

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Putting It All Together

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The 3-Hour Habit

1) Time block 3 hours every workday before noon.

2) No skipping. If you must erase, then you must replace.

3) Allow no interruptions (unless they truly are emergencies).


Thank Youfor Being Here!

Don’t forget your evaluations!

Lead Generation 36:12:3 Power Session 10: Lead Conversion.

Documents

Transcript of Lead Generation 36:12:3 Power Session 10: Lead Conversion.