Sales Prospect Attraction: 3 Strategies that Really Work › pub › Library › Channel Programs...

Sales Prospect Attraction:3 Strategies that Really Work

Kendra LeePresident

Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com

Who am I & How Can I Help?

� President and Founder, KLA Group

� Celebrating sales excellence since 1995

� Getting our clients more customers thru: – Lead generation and prospecting

– Hiring great sales people

– Developing effective sales training

� A recognized Sales Leader

� Top 25 Influential Leaders in Sales, OpenView Partners

� Top 50 Sales & Marketing Influencer, Top Sales World

� Actual client results

� Average monthly sales increased 74%

� Increased sales pipeline 251%

� Grew main business line more than 60%

[email protected]+1 303.741.6636www.klagroup.com


FREE Accompanying Resources

� A Connected Lead Generation Strategy infographic

� The Campaign Planner etool


Resources Link:http://www.thesalesmagnet.com/tool-kit


Poll:

How often do you cold call?


The cold calling challenge


The StatsThe Stats

TimeTime

VolumeVolume

Get your focus

Industry

Role

Company Size

Department

Region

Issue


Poll:

How confident are you that you have well defined target markets?


Get your grabber

What do you know from:

� Social research

� Current clients

� Industry research

� Market forces


Stop cold calling.


Be ubiquitous.

The Attraction Trifecta


Personal attraction strategies

� Email

� Letters

� Postcards

� Calling




Average bounces: 2-20%

Unsubscribes: up to 5%

Open rates: 15-24.7% or 10-13.2%


Average email list stats

12

http://www.marketingprofs.com/charts/2012/8560/email-open-and-click-rates-benchmarks-trends

https://www.mailermailer.com/resources/metrics/2013/open-rates.rwp

Poll:

What’s the hardest thing about writing prospecting emails?


Connect your prospecting efforts


Digital attraction strategies

�

�

�

�




Digital attraction strategies

�

�

�

�


Most qualified opportunities

The Client Buying Process

Poll:

What roadblocks do you anticipate in using digital attraction strategies?


Collaborative attraction strategies

� Online Events

� Local Events

� Referrals

� Alliance Partners





Typical event results

Typical Enrollment Attendance Leads

Webinar 10-30 40% 10-15%

Lunch & Learn 8-12 80% 10%

Local Speaking 20-35 60% 10-15%

Customer Event 25-200 70% 25-30%

Industry Trade Show 300-500+ 90% Varies

Leverage the Attraction Trifecta


Broaden exposure

Blog to show expertise

Send emails to generate awareness and intersperse calls

Send emails with digital content links

Send a personal

note

Conduct an event with a partner


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FREE Accompanying Resources

� A Connected Lead Generation Strategy infographic

� The Campaign Planner etool

� Bi-monthly newsletter and weekly tip

� How-to sales strategies to drive superior results




Sales Prospecting for ProfitsA Master series for Sales Teams

� Secure more appointments with new prospects using approaches that are comfortable to you

� Get better qualified prospects

� Immediately demonstrate the value in meeting with you

� Be confident when you call, drop in or email

� Increase your sales pipeline 251%

� Grow your average monthly sales 74%


[email protected]+1 303.741.6636www.klagroup.com

Let’s connect.

Kendra Lee, President

KLA Group

[email protected]

+1 303.741.6636

www.klagroup.com

© 2013 KLA Group, LLC. All rights reserved.Except for the inclusion of brief quotations in a review, no part of this presentation may be reproduced or utilized in any form or by any means, electronic or mechanical, including but not limited to photocopying, recording, emailing or by any information storage and retrieval system, without permission in writing from KLA Group.

Kendra Lee

KendraLeeKLA

KLA Group


Sales Prospect Attraction: 3 Strategies that Really Work › pub › Library › Channel Programs...

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