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The value that we deliver can typically impact our clients on three different levels.At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc.As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value.When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value.So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.
Sales Ready Lead Starter Kit
Welcome!Be sure to join the audio portion of the meeting. See Audio inthe GotoWebinar control panel.Ask questions by typing questions in the Questions area ofthe GotoWebinar control panel.Sales Ready Lead Starter Kit
Your Host:Craig Klein, CEO, SalesNexus.com 18 years as a sales executive. Hiring, trainingsales people. Developing lead generation andbusiness development campaigns.
Today we‟ll discuss…1. Why traditional sales prospecting isn‟tworking2. How you can fill your funnel with highlyqualified leads3. Easy ways to create email campaigns thatget results4. Sales Ready Lead Starter Kit
Email Marketing to Drive Sales? “I need more leads!” Trouble identifying good prospects Costly/Difficult to connect with prospects Email Marketing Minefield How to build lists? What and When to send? How to drive meaningful results – Qualified Leads!
Traditional Sales Prospecting Networking, Referrals, Trade Shows, Cold Calling Constant search for interested prospects Failure to devote time to this process is the Achilles Heel of all salespeople.ProspectingSelling
Traditional Sales Prospecting Networking, Referrals, Trade Shows, Cold Calling Constant search for interested prospects Failure to devote time to this process is the Achilles Heel of all salespeople. LinkedIn, Web, Social…. Same story!ProspectingSelling
An email is not expected to generate a saleAn email is expected to generateinterest, engagement, a conversation or a “lead”B2B Sales
Creating engaging content that your audience findshelpful, informative and entertainingWhere do I start?Content Marketing
Create Outline of Content Pieces NeededDefine the “Pains” You Solve• One for each of the most common “Pains” your serviceaddresses• Could be blog post, whitepaper, video, ebook, otherpeople‟s content• Emails “sell” the Pain and the Piece.• Click a link to access the content.
Why do they buy?To fix ??? (that‟s the Technical Pain)Because it costs ??? (that‟s the Business Pain)Why do they lose sleep? (that‟s the REAL Pain – emotional!)What is your customer’s Pain?
Three Levels of PainTechnical Pain• Processes• Systems• EmployeesSlow, broken, or manual processesPoor system or employee performanceLack of reliabilityBusiness Pain• Revenue• Costs• CustomersLow revenue / market share / close rateHigh cost of goods sold / labor costPoor delivery of servicesPersonal Pain• Income• Career• Work EnvironmentLow bonuses, commissions, compensationNo recognition, no promotions / career pathHigh workload, poor work–life balance
Pain > Headline/Title > Subject LinePain = Working late to handle billing new clientsHeadline = 3 Ways Inefficient Bookkeeping Kills Profits of NewBusinessesSubject Line Examples…“Working late again to bill new clients?”“You choose – bill new clients or spend time with family?”
Writing the email…• Sell the content, not the solution, not your company, notyour product!• Make them hurt! Make them feel the pain! Remind themhow, when and where it hurts!• Has this happened to you?• Is Pain 4 costing you $$$ / time / jobs / customers ?• Make them click to read the content. Include only “teaser”amount of content in the email
The Numbers• Wanted! 5 great leads a day.• 1 to 3% click rate• 250 emails per day• 5,500 emails per month
Email list challenges…• Messy lists internally• Difficult to buy• List rental• Very expensive• $1.00 per contact or more!Where will I getthat list?
Create your content! A few tips…• Schedule Time to Work on It!• Articles on other sites• Video interview – you or a customer• Customer stories – case studies, testimonials, “don‟t let thishappen to you”• Comparison of options/competitors• Book recommendationsYou can do this!
Follow these 5 Steps!1. Define Your Target2. Define Your Customers‟ Pains3. Create or Find Your Content4. Write the emails5. Download your list – 500 per month!
30 day SalesScripter.com subscription 30 to 45 min. Email Campaign Consultation Identify your target prospect Review of current content and/or find 3rd party content Create 3 emails Download 500 LeadFerret contacts Start Campaign In 30 days, you‟ll have 5 to 20 qualified leadsSales ReadyLead Starter Kit
Bonus! Use SalesNexus and LeadFerret for 12 months! 6,000 contacts Polished content campaign 60 to 200 qualified leads!Sales ReadyLead Starter Kit
$780 1 year SalesNexus Complete Subscription 6,000 contacts with email addresses Polished 3 email campaign 60 to 200 qualified leads$500 before June 11th!Sales ReadyLead Starter Kit