The Key to Winning
So you Can Make
The key to winning more business is implimenting an out of the box strategy to impact your selling process. A creative approach that will leverge your ability to overcome a decision makers overwhelming desire to stay with the status-qua. We create a positive and dynamic introduction giving you a stronger edge to present your unique proposition to your potential new account.
Simple vs Complex
Is there a difference in a firm that specializes in complex service and products and a firm that doesn't? Clients who have a simple product or service would be wasting time and money to utilize my service.
In the same way a client who has a complex product or service would not receive the full set of services needed to successfully prospect for a complex offering with another firm that specilizes in the simple. A simple product competes in a crowed market. Almost every firm aleady uses the simple product and decision makers are not senior level executives and the products or services are commodities that compete on price.
We specialize our services for the more complex longer sales cycle type of product and service offerings. More time is required to identify the right persons, acquire important information about the firm and create conversations with the C-Level type of decision makers. It also requires multiple touches and consistant follow up.
We help implement sales strategies that generate higher probability sales opportunities, set more appointments with companies like your existing clients and increase return on money invested to produce new accounts.
Choose the Right Leads
Marketing 101 simply states that companies that look most like your existing customers are more than likely to buy from you than those who do not. Most marketing efforts don't have a specific well defined target in mind and 9 times out of 10 hit it a target they should have never been pursuing in the first place and get stuck chasing a non-buyer.
Speak to the Right Person
You want your expensive salespeople closing business with qualified customers, not educating raw leads, talking to people who don’t want to talk to them, or worse, talking to tirekickers and other unqualified prospects. It makes much more sense to have low-cost SDRs (Sales Development Rep) talking to leads and passing just the right ones onto sales. When sales reps can focus on closing business with qualified decision makers, the economic gains are astounding. According to some industry rules-of-thumb: A 5% increase in selling time can yield a 20% increase in revenue, a 1% increase in pipeline value can yield a 25% increase in revenue, and a 15% decrease in the length of the sales cycle can yield a 30% increase in revenue.
Say the Right Thing
What to say? The more you say the worst it will be. A good telemarketing script should have a solid proven structure and limited to 24 seconds. The point is not to sell the product or service but to sell an appointment to a qualified person. Call disqualify then move on to the next call qualify and set the appointment. Both are equally important.
Discover the Right Time
Any marketing effort, whether it's direct mail, magazine ads, email campaigns or phone solicitatation, only 3 percent of your perspective market are ready to buy at the time you initiate a connection. Part of the SDR's job is not only qualify buyers as real but to discover when they are ready and capable of purchaseing your offer.
Touches!! Common sense marketing says that multiple consistent messages or “touches” delivered repetitively get the best results. Voicemail, Email, Fax and in rare circumstances snail mail can be your touch options. Using simple tools, at the same time you are leaving a voicemail you can be sending an email and launching a fax. Your target gets commonly themed consistent messages delivered simultaneously.
Does that have an impact? When those touches are copy written correctly they really do. Simple stuff easy to do so let's get started doing the basics and it is very likely we will experience the significant and profound results you want.
Have the Right Strategy
How Often do I call? Let me explain the basics of call sequencing that will maximize the number of phone conversations. I never care about the results of one call nor research a company before calling them. I focus more on the effeciency of my calling then I do of the effectiveness of my calling. Here is a good calling sequence and how those three principles fit into it. Day one, I call into company and identify the decison maker. Day two, I call them three times and if on the first two they don't pick up, I don't leave voicemail. If they don't pick up on call three I do leave a voicemail. Three days later repeat sequence and leave a touch. (fax, vm, email). Then on day eight I repeat the cycle again. To have a reasonable chance of connecting with a decision maker I must expect to make between 9-15 dials. Again focusing on effeciency because being effective isn't going to help if I talk to fewer people.