5 Must Have Sales Pro Tools
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Sales is tough and if you’re not prepared or have the right tools in place, every day can seem like the first day. So how can you become a top producer rather than dreading coming into the office? During this Small Business Marketing 101 webcast, we'll break down 5 tools every successful sales pro has in their toolbox. We’ll tell you how to uncover new leads for your business. You’ll walk away with: • The number one selling mistake • The mindset successful small business owners must have • A sample schedule for your office
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5 Must Have Sales Pro Tools
- 1. 5 Must-Have
- 2. Lora Ullerich Brand Journalist @coleinformation Session Framework •Stumbling blocks •Tools for success •5 action points
- 3. Housekeeping • $50 Giveaway • Dashboard questions • Get Social: • @coleinformation • Facebook.com/coleinformation
- 4. 4 • Cole Information Then & Now • Published in 1947 • Blue Book • Criss-cross directory of addresses and phone numbers • Invaluable information for: • Telemarketing • Debt collection • Law enforcement • Today, web-based lead generation for small business.
- 6. Sales is vital More Sales = More Opportunity •Bigger Budget •Larger sales team •More Products/Services •More flexibility
- 7. Sales is Tough •Timing: •The ability to deliver an offer when the consumer is likely to be most interested. •Relevant: •Respond to the customer’s unique needs, desires, preferences, attitudes, etc. •Personalized: •Tailor it to your ideal customer.
- 8. Combat the Sales Stigma Photo by bonkedproducer Flickr Creative Commons License •Pushy •Annoying •Rude •Dishonest •Hard to handle
- 9. Tool Elements •Inform •Consult •Resource
- 10. Photo by Chris Devers Flickr Creative Commons License
- 11. Optimistic Mindset Erase • Negative thoughts • Doubts words Replace with • “I can do this” • “Absolutely”
- 12. Current Lead Source • Target market • Marketing lists • Networking groups
- 13. Social Networking Best Practices •Current picture, experience •Regular updates •Join groups, discussions
- 15. 15
- 16. 16 What Should You Post: •Quotes •Fill in the blank •Questions •Pictures
- 17. 17 What Should You Post: •Quotes •Fill in the blank •Questions •Pictures
- 18. 18 •88% of consumers consult online reviews prior to purchase. •88% of consumers trust online reviews as much as personal recommendations. •61% will recommend a local business via word of mouth •37% via Facebook •12% Twitter •10 Google+ Source: BrightLocal 2014 Local Consumer Review Survey
- 19. Effective Communication Build Relationships • Listen • Find Solutions • Educate • Get Personal Action Items • Ask open-ended questions. • What are you trying to accomplish? • Not every call is sales-related. • People buy from people they like & trust.
- 20. Gain Focus •Schedule •CRMs •Calendars •Templates •Voice mail
- 21. Productivity •“Hi and thanks for calling (your business or service). We appreciate your message and look forward to meeting your needs. Right now we are busy providing high quality service to another customer. We want to provide you with that same level of service. So please leave your name, number, a brief reason for your call and most importantly, your email address as this is the first way we will respond to your message. Thanks and have a great day.”
- 22. Sell Cupcakes… •Not the recipe. •Give high-level facts •Avoid confusion •Elevator speech •:30 customer-focused info Flickr via zigazou76
- 23. Bonus: Follow Up •Takes 42 hours for follow up •1.63 call back attempts •50% never called/emailed •Best practice: 6-9 call back attempts Source: Insidesales.com/responseaudit
- 24. Bonus: Follow Through •Be organized •Make goals •Daily •Month •Quarterly •Have a clear vision •Use resources
- 25. Five Action Points • Attitude check • Lead source • Communication • Productivity • Presentation
Editor's Notes
- Today we’re talking about 5 Must-Have Sales Pro Tools —how to reach and surpass your sales goals in 5 easy steps. Small Business Marketing 101 webinar series Thanks for joining us My name is Lora, I’m the brand journalist for Cole Information.
- $50 Amazon GC,
- Before we get started, a little background about our company.
- It doesn’t matter if you’re in insurance, real estate or the home services industry, if you make more sales, you have more $, you have more opportunity: You have a bigger budget for marketing, advertising & sales. You can hire more sales people to promote your products/services You have the ability to invest and promote additional products & services. There’s more flexibility to test products and markets to see where you could have success For a bigger budget for marketing & sales, You know this co-worker. They are top notch when it comes to making the sale. Their phone is ringing off the hook, their calendar is fulll of prospect meetings and every day it seems they’re reaching new heights and making more money.
- In sales, timing is everything. It’s what we call opportunistic/trigger marketing Timing is (definition above) Trigger mail helps accomplish this by coordinating your offers with life events: Births Marriages Moves Holidays Major purchases—new car, boat, etc. When you coordinate your offers around these triggers, it heightens the chances that a prospect will find immediate value in your marketing message. It also needs to be relevant—delivering an offer that responds to the customer’s unique needs, desires, preferences, attitudes & attributes Personalized: delivering an offer that’s tailored to a recipient
- At the same time, there seems to be a certain stigma of being in sales—it’s kind of like being a used car salesman. People think: You’re pushy Annoying Rude Dishonest Loud & hard to deal with So much so that people want to you avoid you like the plague—however, that couldn’t be farther from the truth. So how can you as an honest, hardworking sales advisor combat the stereotype, deliver a solution to your customers & also make your own sales & goals?
- The elements included in the 5 must have tools really come down to these three things: Inform Consult resource Today, we’re going to give you the 5 Must have sales pro tools your tool box that you can become the person your co-workers envy. The tips we provide during today’s presentation: Doesn’t involve a sales pitch, rather you’re arming them with need to know information. You’re consulting them and showing value of your product You’re also providing resources and additional information via websites, testimonials, etc. in today’s Google days, often consumers know more about the product they’re searching for than the sales folks do, so it’s important to give them the resources they need to make an informed decision. You’ll become top notch when it comes to making the sale. Your phone will ringing off the hook, your calendar is full of prospect meetings and every day it seems you’re reaching new heights and making more money.
- Doesn’t it seem like some days you go into your office & you feel like this? It’s call having a bad attitude! Being pessimistic…thinking of marketing, telemarketing & making appointments as challenging, rather than an opportunity.
- The first tool is your mindset—and developing a positive one goes a long way to sales success. So, let me ask, do you have a defeatist attitude coming into your work day? Or a sales call? Or do you approach each sales call with an open mind? You must get rid of your negative thoughts or beliefs & the doubts or you’ll never succeed. Sales is a numbers game—and I recently saw that on average, it takes 80 sales calls to get one sale. That’s a lot of calls and if you have a defeatist attitude you’ll miss the one lead you could possibly close. Doubt words and phrases—”maybe” “sometimes” “perhaps” I don’t know” –sound weak! They’re limiters & undermine your credibility and in fact, fact, to what you’re saying or what you’re selling—other than, you “probably” shouldn’t listen to whatever is it you’re pitching. Replace those words & phases with power words—absolutely, I know so, yes! When you have confidence in yourself, your product/service and your company—you will have no issued w/ getting rid of negative thoughts/doubt words. Try being an ambivert—they’re not extroverts nor introverts, rather in between. A new study published in the journal Psychological Science suggests closing the sale involves knowing when to be assertive and enthusiast when it’s required & at the same time, they can be quiet when it’s necessary. They looked at both introverted & extroverted sales folks and found in a three-month period, ambiverts made 24% more in sales revenue than introverts, and 32% more in revenue than extroverts. Here’s why: ambiverts embody traits from both sides of the personality spectrum–in a sense, they have a built in ‘governor’ that regulates their exuberance–they don’t trip over the obstacles that handicap their more extroverted counterparts. “The ambivert advantage stems from the tendency to be assertive and enthusiastic enough to persuade and close, but at the same time, listening carefully to customers and avoiding the appearance of being overly confident or excited,” said the author of the study.
- 2nd…Before being able to effectively market, a business will need to know who is primarily going to buy their products. This is their target market. There are a number of aspects to consider when assessing a target market, including age, sex, race, ethnicity, income and so on. Getting to know customers better will help in creating a marketing plan, which will likely lead to more sales. Also, keep your lists updated—both your current customers & also your prospects that’s because the United States Postal Service says 17% of Americans move each year and one out of every 6 families moves into a new neighborhood. Data decays. That’s why lists from a company like Cole Information is so vital—many of our products either allows you unlimited downloads or the opportunity to only download new information regularly. We update our lists every 30 days Another lead source is networking groups. I have friends in real estate who say they do the bulk of their business by regularly keeping in touch with these people—the mortgage specialists, the insurance agents, contractors, landscapers, home stagers, etc. LinkedIn and other social media sites. This is a great way to Before being able to effectively market, a business will need to know who is primarily going to buy their products. This is their target market. There are a number of aspects to consider when assessing a target market, including age, sex, race, ethnicity, income and so on. Getting to know customers better will help in creating a marketing plan, which will likely lead to more sales.
- Your second must have sales tool is the lead source. Open forum that’s social and where you can listen. Best practices Opportunities At the same time, be honest about social media’s effectiveness. Small businesses might be investing a lot in a social media campaign in order to gain more leads and get a name out there. Therefore, it’s important to constantly evaluate the effectiveness these outlets are having. If potential customers liked a Facebook page in high numbers in January but not in May, it might be time to make a change. The slightest adjustment, like when a business is posting content, could make all the difference.
- Consistent message across the board—both traditional & digital Use social media to amply your voice—often these are free tools which can help you develop a personality & a voice. At the same time, be honest about social media’s effectiveness. Small businesses might be investing a lot in a social media campaign in order to gain more leads and get a name out there. Therefore, it’s important to constantly evaluate the effectiveness these outlets are having. If potential customers liked a Facebook page in high numbers in January but not in May, it might be time to make a change. The slightest adjustment, like when a business is posting content, could make all the difference. Use tools like Hootsuite, tweetdeck Google Alerts as well as social media spaces themselves—FB particularily– to schedule posts, alert you to trending stories and issues that relate to your business, service or industry and help you respond in a timely manner to conversations and what people are saying to you. You can literally respond, post, update in as little as 10-20 minutes a week.
- Mercury insurance group has a great page I came across & as you can see they’ve got 2,536 likes… Not only that, they have 89 people talking about this. I called and talked to their public relations person—Jessica-- and here’s what she told me for how they created this level of fan engagement: They plan their posts a month in advance and typically schedule them out. Their topics are based on environmental triggers—for instance in California, it’s wildfire season, so posts like that topic, legistlation, markets & any promotions that they’re running. They try to post ¾ times a week. . “How can you extend that with things other than direct product pitches? It’s all about the connection, and anyone with a local footprint has the opportunity to make a local connection.” Need more ideas: inbound marketing agents has 40 ideas that I’ll provide in the follow up email. http://www.inboundmarketingagents.com/inbound-marketing-agents-blog/bid/289931/40-Ideas-for-Engaging-Social-Media-Content-You-Should-Be-Posting Ask yourself: why should people care about this? How does this relate back to my business/service.?
- Mercury insurance group has a great page I came across & as you can see they’ve got 2,536 likes… Not only that, they have 89 people talking about this. I called and talked to their public relations person—Jessica-- and here’s what she told me for how they created this level of fan engagement: They plan their posts a month in advance and typically schedule them out. Their topics are based on environmental triggers—for instance in California, it’s wildfire season, so posts like that topic, legistlation, markets & any promotions that they’re running. They try to post ¾ times a week. . “How can you extend that with things other than direct product pitches? It’s all about the connection, and anyone with a local footprint has the opportunity to make a local connection.” Need more ideas: inbound marketing agents has 40 ideas that I’ll provide in the follow up email. http://www.inboundmarketingagents.com/inbound-marketing-agents-blog/bid/289931/40-Ideas-for-Engaging-Social-Media-Content-You-Should-Be-Posting Ask yourself: why should people care about this? How does this relate back to my business/service.?
- Your online reputation matters and consumers trust online reviews. 88% of consumers consult online reviews before they purchase local services (BrightLocal , Local Consumer Review Survey 2014) FACT 6: Consumers trust what they read online 88% of consumers trust online reviews as much as personal recommendations (BrightLocal , Local Consumer Review Survey 2014) 61% have recommended a local business to someone they know by word of mouth (vs. 72% in 2013) On social media, 37% have used Facebook, 12% Twitter & 10% Google+ to make local business recommendations
- Building relationships with potential clients and customers. This involves: Listening to your customer/prospect’s problem. One way to do this is open-ended questions. “What do you mean by that.” Finding solutions As a subject matter expert, they educate when they can. Are personal—use their strengths to their advantage. For example the Gallup Strenghtfinder is one of many tests you can take to figure out your personality. For me, my top strength is wooing or winning others over, it’s also communication, positivity, etc. By knowing my strengths, I can use those to my advantage & reach out to people & build relationships.