Turning Strangers into Gold
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Sales is a process, from the sorting of strangers to the cultivation of referrals. Learn about the inverse relationship between sales and marketing, how using change management between strangers, leads, prospects, clients and customers helps increase your revenue. Discover missteps Canadian companies make when expanding into the United States Healthcare markets.
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Turning Strangers into Gold
- 2. Current: Managing Partner of The Empire Builders Group, Subject Matter Expert in Information Systems and Technology Previous: Information Systems Development, Exited Founder, Algorithm Creator, International Business, Process Engineering, Regulatory Compliance Clients: Located in: United States Canada Europe Mexico Including: Global Fortune 50 Fortune 500 Prominent Investors Emerging Growth amy@empirebuilders.com
- 3. Current:Trade Commissioner for Foreign Affairs,Trade & Development Canada Previous: International Sales & Marketing, Product Development, Sourcing and Manufacturing United States: Telecommunications and Systems Integration Clients: Fortune 500 pharmaceutical, financial & manufacturing. Far East: Product Outsourcing & Relocation Clients: US & Chinese OEM’s. Europe: Purchasing & Quality Control Clients : Major Retailers in UK & Europe. Africa: Commodities & Oil Services Clients: Government & Multinationals Vincent.Finn@international.gc.ca
- 4. Strangers Leads Prospects Clients IntensityofMarketing IntensityofSales FAIL: Be Boring FAIL: Miss the Flirt FAIL: Make Buying Hard FAIL: No More Romance amy@empirebuilders.com
- 6. Sorting Big Dollar Strangers Turning them into Leads Strangers Leads Prospects Clients amy@empirebuilders.com
- 10. You’re never boring when there is something in it for me. How do I talk to new friends? Yo! Dinosaurs are SO cool. amy@empirebuilders.com
- 11. They just don’t know how fabulous you are… Vincent.Finn@international.gc.ca
- 12. Would you rather be drinking in the pub instead of smiling and dialing? Vincent.Finn@international.gc.ca
- 14. Strangers become Leads when They Know WhatYou Do You Know Who They Are Strangers Leads Prospects Clients amy@empirebuilders.com
- 20. Not Boring Message Person Engages Segment Targeted Not Boring Message Person Engages Segment Ask or Close When someone engages, follow-up with something interesting to them specifically. amy@empirebuilders.com
- 23. It’s not about getting the purchase order Focus on the next step in the process It takes time Vincent.Finn@international.gc.ca
- 24. The Ultra Custom Product The Over Proposal The Product Ego What Do You Sell? amy@empirebuilders.com
- 26. Expertise You do know emergency rooms in this country are managed by third parties? Proximity Who is taking them to lunch? Vincent.Finn@international.gc.ca
- 29. Strangers Leads Prospects Clients FAIL: No More Romance amy@empirebuilders.com
- 30. • References • Recommendations • Strategic Partners • Champion to the Board • TakeYou to Next Company • ExpandYour Deployment • TellYou the Obstacle Vincent.Finn@international.gc.ca
- 32. Sales Technology Can Help. amy@empirebuilders.com
- 33. Remember Susie? We’d have a record of that And her contact details And our interactions And next steps Seeking Quality amy@empirebuilders.com
- 34. [SPAM] ONE DAY ONLY. 20% OFF SITEWIDE amy@empirebuilders.com
- 35. BUY 5 TO GET A FREE SANTA HAT? ME! ME! ME! amy@empirebuilders.com
- 36. HOMEWORK Strangers Leads Prospects Clients Referrals • Establish today’s count in each category • Use your “target market” designation from Alice and Tom to create a Lead Qualification Criteria amy@empirebuilders.com
- 37. Qualifying, Prospecting and Panning for Gold - AngieYasulitis Pitch Like a Pro and Close - Merom Klein Ask Me Anything - Selling through Partnerships - Vincent Finn Death by Proposal - Too Much Proposal Kills the Deal - Geoff Weber Don't be that Guy, Call in the Morning. CRMs GetYou a Second Date. - Amy Larrimore amy@empirebuilders.com