WHAT DIFFERENTIATES YOU BUSINESS FROMTHE MOST SUCCESSFUL IN YOUR INDUSTRY?

ANSWER - YOU NEED MORE MEETINGS WITH PROSPECTS THAT LEAD TO BETTER OUTCOMES

TAKING THE FIRST STEP IS CRITICAL . BEGIN THE KIND OF CHANGE THAT CREATES SIGNIFICANT RESULTS

HERE ARE TWO GIFTS FROM OUR TEAM TO YOURS TO GET STARTED (a free 1½ hour strategic sales lead or sales management analysis session)

MANAGEDFORCE

TEAM-EVALOne hour sales team evaluation and strategy assessment

ZOOM SALES & MARKETING

Lead Generation Strategy Session

Contact: Greg HolsenGreg.holsen@managedforce.com

Contact: Bruce Rossiterbrossiter@zoomsales.biz

LEADSLEADSDOUBLE YOUR SALES

T h e Q u a l i t y a n d R e s u l t s o f Y o u r S a l e s L e a d s i s V i t a l T o Y o u r S e l l i n g S t r a t e g y

Bruce Rossiter

• President – Zoom Industries – Private Equity Acquisition Company– Zoom Sales & Marketing - Sales Lead Generation

• Silicon Valley AMA– Chairman & Host of the Emerging Media Morning Forum– Board of Directors

• Certified Social Media Strategist

Greg Holsen

• Principal & Founder– ManagedForce – Transforming sales teams to compete

with the global top 2%. • Founder

– Quorum Forum – Best Practices for Selling Professionals• Appearances

– Good Morning America, – 60 Minutes, and – Numerous local media outlets

Your Presenting Team

D o u b l e Y o u r S a l e s L e a d s

We show you how this translates into double your income

Using traditional and digital sales and marketing processes.

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The Three Lanes for Sales Lead Generation Mastery

• Telephone prospecting

• Email prospecting

• Social Media prospecting

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Will start with the telephone to

create more leads.

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Two important call strategies

1. Make as many dials as you can in a set time period.

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Two important call strategies continued

2. Pursue each call in-depth.

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Consultative Versus “Features and Benefits” Selling Psychologist + Consultant

Think more like a Newspaper Reporter• Who• What • Why• Where• When• How

Your Offering

ProspectNeeds

ConsultativeFeatures & Benefits

“Let Me Tell You”

“Tell Me More About That”

Product Focused Need Focused

Higher MarginLower Margin

D o u b l e Y o u r S a l e s L e a d s

Dealing with the three most prevalent problems in telephone prospecting

1. Turning the pervasive fear of “no” into a positive feeling:

D o u b l e Y o u r S a l e s L e a d s

There are a few techniques I’ve found very helpful to make sure I pick up the phone and start calling:– Remembering the saying

“He who has begun

Has half done.

Dare to be wise;

Begin” Horace

Turning around the fear of “no”

D o u b l e Y o u r S a l e s L e a d s

Looking at things from a

positive frame of mind

Turning around the fear of “no”

D o u b l e Y o u r S a l e s L e a d sD o u b l e Y o u r S a l e s L e a d s

One successful practice -Welcome each “no” as bringing you

that much closer to “yes”.

Turning around the fear of “no”

D o u b l e Y o u r S a l e s L e a d s

Prospects coming from a referral are some of the best qualified leads

• They prospect knows and trusts the referral source.

• You probably will have learned more about the basis for a call from your referral source, so you are better prepared.

• The likelihood of the prospect needing your product or service is much higher based upon the referring source’s estimates.

Start with the easy calls

D o u b l e Y o u r S a l e s L e a d s

Another Successful Practice• Calculate the value of each dial and then enjoy

picking up the phone and counting all the money you make with each dial, irrespective of it being a “no”.

• We will show you how to calculate this dial-value at the end of the presentation.

Turning around the fear of “no”

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2. Reaching a decision maker when you’re not ready to leave a voicemail message

• Can you page him/her please?

• Is there someone sitting near his office that can see if he’s there?

• Can you give me his “business” mobile number?

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3. Getting through the electronic gatekeepers

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It Takes 8-14 Attempts to Reach Someone Through Voicemail on Average

3 Attempts

FAIL TO LEAVE A COMPELLING MESSAGE

How many do most make prior to quitting?

Reason it takes so long?

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Leaving Successful Voicemails

The result of your emails is highly depended on these six factors:

1. Your ability to created firm, controlled excitement in your voice.

2. Your timing in regard to their need.

3. How compelling your voicemail is to them.

4. How long it is

5. How often you contact them.

6. Getting admin support.

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Dealing with the 3 Death Questions

• “What’s this regarding?”

• “Is he or she expecting your call?”

• What company are you with (or what do you do)?”

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Getting a prospect’s attention with a better value proposition

Key Factors

1. Focus on the competitive pains in YOUR PROSPECTS industry

2. How will what you do increase revenue for the prospect?

3. Can it pay for itself?4. Know your competitors and how

they sell!5. It is best to guide the prospect to

having THEM tell you what your unique value proposition really is .

6. They have heard the sell – help them understand the core “why” by focusing on what others saw in your product that induced them to buy.

D o u b l e Y o u r S a l e s L e a d s

The Important Call

What to know about this technique

Pro: It can net as high as 80% callbacksCon: 1 out of 10 executives will be a little miffed at your use of the

technique.

This technique should be used when you have something that is critical to the prospects business.

How the Call Works

First understand the method of delivery.. Quick yet relaxed delivery with authority and no level of undo excitement.

What is said:

Bruce, ’ Greg Holsen –(Pause) important we talk – call me at 408-xxx-xxxx. (Hand Up)

If executive gets miffed say I told you it was important but it wasn’t urgent. If you give me a half a minute I’ll tell you why I called and you can determine if I should have made the call.

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The 1st mistake: Not Researching Before Making the CallIf you call a prospect without knowing what they do, then you're wastingeverybody's time.

The 2nd Mistake: Opening the Call with "How Are You?"Asking "How are you?" when making a cold call is like sending a 30 secondadvance warning for a nuclear strike. You might think you're beingconsiderate, but all you're doing is alerting the poor prospect to theirimpending "death by cold call“.

The 3rd Mistake: Technical Jargon and AcronymsIt's easy for salespeople to flaunt industry jargon and buzzwords, but itoften alienates and confuses prospects.

The 4th Mistake: The One-Way ConversationThere are three kinds of communicators: the bore: they talk aboutthemselves, the gossip: they talk about others and the brilliantconversationalist... they talk about you.

The 5th Mistake: The Premature Meeting InvitationCalling a stranger and asking for a face-to-face meeting in the first 30

seconds is like asking somebody out on the first date. a date right afterbeing introduced

Ways to

Make

Sure Your

Cold Call

Stays

Cold

Source: Michael Schell

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Finding Pain Points and Knowing What to Do With Them

Key Factors

1. Pain comes from questioning• Consultative Approach

2. Pain comes from similar people with similar challenges

3. People need to resolve pain to justify spending money.

4. Don’t miss pain – if it uncovered it is DEADLY to miss it in the sales process.

5. Run the Pain Funnel

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Handling Objections

Welcome objections -

• That means that the person you’re speaking with is engaged.

• Ask them if they’ll consider your proposition if you can successfully address the objection.

• Make a list of likely objections and their best answer.

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Articles about handling objections.

• Objection-handling process: The overall process for handling objections

• LACE: A four-part handling method.

• Tip the bucket: Ask for all remaining objections.

• Types of objection: Common categories of objection.

• Objection-handling techniques and methods

• Boomerang: Bouncing back what they give you.

• Objection Chunking: Taking a higher or lower viewpoint.

• Conditional Close: Make closure a condition for resolving their objection.

• Curiosity: Don't be sad, be curious.

• Deflection: Avoid responding to objection, just letting it pass.

• Feel, felt, found: A classic way of moving them.

• Humor: Respond with humor rather than frustration.

• Justification: Say how reasonable the objection is.

• LAARC: Listen, Acknowledge, Assess, Respond, Confirm.

• LAIR: Listen, Acknowledge, Identify objection, Reverse it.

• Objection Writing: Write down and cross out objections.

• Pre-empting: Handle them before they happen.

• Pushback: Object to their objection.

• Reframing: Change their cognitive frame.

• Renaming: Change the words to change the meaning.

• Reprioritize: So ones you can't handle are lower.

• Writing: Write down objections then cross them off as you handle them.

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Handling “Just send me your information and I’ll look at it”

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Using direct mail or an Email to warm up a prospect

If your list of prospects satisfy the opt-in requirement, sending out emails that have a call to action can substantially warm up leads.

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• Crafting the title to your email will make a major difference in you open rate, as will who you list in the “From” line.

• Experts believe that the open rate from tweaking these two variables can make a difference of 50% in the open rate. See http://bit.ly/hZ0Pbr

The importance of the “Subject: or title of the email and the “From” line

D o u b l e Y o u r S a l e s L e a d sD o u b l e Y o u r S a l e s L e a d s

Using Email in launching a new social media enhanced website

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Using Social Media to Generate Sales Leads

The main purpose of a well is to designed social media enabled website is to drive prospects to you instead of you having to search them out as you do with telephone calls and emails.

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Thought Leadership

The maid way to establish yourself as a company or person sought out by prospects is to have developed a significant presences as a thought leader. This means, at the heart, blogging.

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Why is a blog important?

In a nutshell, a blog allows several things to occur:• Show your expertise through your writings, • Develop trust when readers experience you as an expert,• Reader’s to engage with you through their comments,• Unlike newsletters, blogs can be linked to hundreds if

not thousands of other sites and platforms,• Blogs increase your websites visibility and ranking,• Blogs help you dominate the results on a Google search,• Unlike ads, blogs live on for years, constantly giving you

exposure in the topic areas of your articles.

D o u b l e Y o u r S a l e s L e a d sD o u b l e Y o u r S a l e s L e a d s

Most small businesses do not blog

Websites 2.0 that are Social Media Enabled

Websites Web 2.0 Blog

1 No No

2 No No

3 No No

4 No No

5 No No

6 No No

7 No No

8 No No

9 No No

10 No No

11 No Yes

12 Yes Yes

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• “I don’t have time to blog” is the most often response when discussing initiating a blog.

• Yet we have time to go to networking events once and sometimes twice a week to hunt for prospects. Blogging is networking on steroids.

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The numbers tell the story

• If a person goes to 1 networking event a week to meet prospects, the net result for a month would probably look like this:– Met 7 new people per event, with two that look

like good ones to stay in touch. That means 2 prospects per week or 8 prospects per month or 96 per year.

– The actual number of closed business from these prospects ranges from 1 to 2, on average.

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The investment of time networking events is prohibitive from a sales yield standpoint

• If one goes to 48 networking events a year and the average event lasts 1.5 hours plus travel back and forth of 1 hour, the investment of time is 2.5 hours * 48 or 120 hours.

• If the billing rate for the principal going to these events is $125/hour, the investment to get 1 to 2 sales was $15,000.

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The payoff from social media for this same investment is much greater

“I'm not Irish but I'm a pretty lucky person. This is a good day to start this blog. I've been chasing around in the digital education market for some time now and have so much to share. My venue arrived this week in the form of this blog. Now I have room to grow! I feel like I've climbed out of the box. Every day I read about something new in digital education. Avid research is something I really enjoy. Figuring out the puzzle of tech tools is fun for me. I can make it easy for you. Stop by often!”

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Or one could write 24 researched articles, one every two weeks and publish 100 conversational ones.

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• By spending this time blogging instead of exclusively networking, one can reach thousands of prospects instead of few hundred.

• The quality of the prospects will be much higher than from networking. Instead of meeting networkers who are looking for business, you’ll find prospects who are looking for suppliers like you.

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Influencer Marketing targets Influencers to pass on the message to their network.

D o u b l e Y o u r S a l e s L e a d sD o u b l e Y o u r S a l e s L e a d s

eCairn’s readership increased 1000% when they started optimizing their blogs

• Readership increased from 150 average users to 1,500 average

readers.

• eCairn had two blogs that spiked at over 6,000 readers.

• Their traffic rank puts them at 30,000 out of 234 million blogs.

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Video is a growing influence in digital marketing

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D o u b l e Y o u r S a l e s L e a d s

In 3 Years More People Will Be watching The Internet Than

Reading It.

People are watching 2

billion videos a day on

YouTube and uploading

hundreds of thousands

of videos daily. In fact,

every minute, 24 hours

of video is uploaded to

YouTube.

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Y o u T u b e i s b i g g e r t h a n Y a h o o

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ONEToTHREE

RULE:123

Ideally How Many Videos Should I Produce Per Month?

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D o u b l e Y o u r S a l e s L e a d s

TO

P 1

2 V

IDEO

HO

STI

NG

SIT

ES

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If we don’t all adapt to our practices to embrace Social Media methods, our competitors will teach us how. But only after they own most of the market.

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Automates the distribution process and saves time.

Video properly optimized

with keywords, unique Title

tags and Meta content

often times get first page

rankings within hours.

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D o u b l e Y o u r S a l e s L e a d s

As promised, here are two demonstrations that show the power of telephone marketing

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Zoom’s “Zcalculator program”Uses industry and Zoom’s experiential caller-results algorithm and company

supplied information.

Of interest to us today is to show:

• Overall sales generated from a program

• The value or worth of each individual dial

D o u b l e Y o u r S a l e s L e a d s

Calculating the Value of 1 Dial

Dials-to-Contacts: 10%

Contacts-to-Appointments: 20%

Appointments-to-Sales: 25%

Pre-tax profit margin: 35%

Average Annual Order Amount ("AAOL") 15,000$

If a caller makes 1 dials to reach a decision maker,

this results in 0.1 contacts,

which result in 0.02 appointments,

which result in 0.005 sale(s),

times the AAOA, produces $75 in sales per dial,

times the pre-tax profit margin produces $26.25 in value to you for each dial

Table 1

Calculating the value of each dial

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What can this process do for your company in reaching its goals?

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Smaller companies now know what to do to meet their projections

Year 1 Year 2 Year 3

Company's Projected Sales $1,000,000 $1,500,000 $2,000,000

New sales from Zoom's Program $379,078 $712,555 $964,299

Recurring sales from each prior year's sales $208,626 $380,401

Total Sales from Zoom's Program $414,693 $756,135 $1,013,982 Less: Zoom Program expenses ($35,615) ($43,580) ($49,682)

Net sales from the Program $379,078 $712,555 $964,299

Percentage contribution to projected sales 41% 50% $0

Maximum Cumulative Net Loss (Month loss occurs in adjacent cell) No Loss NA

Yearly Return on expenses of the Program 349% 521% 612%

Number of Dials 5,529 7,122 8,041

Number of Contacts 553 712 804

Number of Appointments 111 142 161

Number of new Clients per year 28 36 40

Number of Callers at Year End 1 1 2

Revenue earned from 1 Dial $182

Sales & Caller Calculator

"Your Company"

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Wrapping Up• Our emphasis has been on telephone prospecting and social media

prospecting, with some assistance from email.• A combination of telephone calling and emailing can double or

more ones sales, • Social Media generates leads by establishing oneself as a thought-

leader in your industry.• Blog writing is the primary tool.• One can leverage blogging significantly over traditional networking

meetings. The audience will be mostly seekers of your services, not seekers of clients like your doing.

• We observed how Influencer Target Marketing can increase one’s blog readership by 1000%.

• Finally we looked at how to calculate one’s per-dial value and the value to a company of running such a program to meet their projections.

D o u b l e Y o u r S a l e s L e a d s

Thank you for joining us todayBruce RossiterPresident and CEO

Zoom Sales & Marketing

408-260-5249

brossiter@zoomsales.biz

Greg Holsen Principal & Founder

ManagedForce

(408) 260-5326

www.managedforce.com

greg.holsen@managedforce.com