Implementing and Executing a Highly Effective Sales Process Tom Erb

Transcription

1 Implementing and Executing a Highly Effective Sales Process Tom Erb

2 22/1 Average Ratio of Voic s to Live Connects

3 Then and Now % less effective doing the same thing 6:1 22: Today

4 What Are Our Options? 1. Make more calls 2. Get the prospect to call us back 3. Get the prospect to answer the phone

5 Sales is a game of Chess, not War

6 Identify suspect companies and contacts A Proven, Repeatable Sales Process Close wins and losses Work opportunities through pipeline stages Implement 10-week sales contact schedule Qualify prospects and targets Add opportunities to sales pipeline

7 Focused Prospecting Goals

8 Where to Identify Suspects Run Advanced Search Most likely contacts Geographic area Industry Save Search Receive Daily/Weekly alerts Run position and geography search Save the search Receive daily alerts

9 How do I get the prospect to answer the phone?

10 By creating a compelling Value Proposition

11 Value Proposition: The unique value a business offers to its customers

12 The unique value a What is your Value Proposition? business offers to its customers Who am I competing with? What are their strengths and weaknesses? What makes us different/better? Is it quantifiable? What gives us credibility? What s important to the client? How can I clearly state this in seconds?

13 Display Your Company Name ABC Staffing Anonymous vs. Company Name The rest of the tips dependent on company name

14 24% decline in US Postal Volume past 10 years Competition has shifted away from direct mail Creates brand awareness and builds credibility Be creative stay away from mass mail look Send them a letter

15 Prep them with an Builds credibility, brand and name recognition The best times to prospects are 8 am and 3 pm

16 Optimize your LinkedIn profile Your LinkedIn Profile is a credibility reinforcement Should be used as a marketing tool, not a resume Increase in likelihood your LinkedIn profile will get viewed if you include a photo: 11x

17 Use Content Marketing Marketing, Blogs, Whitepapers, Webinars, Seminars Designed to position you and your company as subject matter experts in staffing and talent management

18 How many contacts to make a sale? 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% 1st Contact Most sales people give up after the 2 nd or 3 rd call 2% 3% 5% 2nd Contact 3rd Contact 10% 4th Contact 80% 5-12 Contacts

19 Suspect/ Prospect Contact Schedule 1 Value Prop Mailing 2 Value Prop / Intro Voice Mail/ Follow Up 3 Follow up Voice Mail 4 Follow up w/client Quote 5 Follow up Voice Mail 6 "In your area" 7 "In your area" Voice Mail 8 Content - Blog 9 Persistence Voice Mail 10 Backing off

20 Suspects Qualified Solution Developed Prospects Proposal Presented Negotiate & Close Targets Fulfillment Won or Lost Contact Status Pipeline Stage

21 Pipeline Stages and Probabilities

22 We have reason to believe there is a chance to do business Minimum Activity: Phone, or in person conversation

23 We have developed a competitive solution that helps them achieve their goals Minimum Activity: 1 or more in person meetings

24 Our solution has been presented Proposal could include a formal proposal, presentation, staffing agreement, or statement of work Minimum Activity: 1-2 in person meetings

25 We are in negotiating stage Proposal has been presented Agreement is in their hands

26 Contract is signed We are in the process of filling, or waiting for, their first order

27 Results A GIANT woohoo in the last week, I ve signed contracts with BOTH {Company A} AND {Company B} both success stories from the sales process beginning with the mailer. There are a lot more success stories that have happened and that are in process but I thought these well worth mentioning!

28 Results This is a response I got from my week 10 backing off that I sent yesterday. I ve never talked to Susie and she s never responded to my s. Until now. Just a reminder to stick with the plan and do what you say you re going to do. Because sometimes it works.

29 Results I landed my biggest client ever using your process. It s so much easier making calls because I feel like I have a reason. I love it because I know exactly what to do next. I will never sell another way again.

30 Identify suspect companies and contacts A Proven, Repeatable Sales Process Close wins and losses Work opportunities through pipeline stages Implement 10-week sales contact schedule Qualify prospects and targets Add opportunities to sales pipeline

31 Tom Erb tallannresources.com blog.tallannresources.com