Sales Prospect Attraction: 3 Strategies that Really Work
Transcript of Sales Prospect Attraction: 3 Strategies that Really Work
Sales Prospect Attraction:3 Strategies that Really Work
Kendra LeePresident
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Who am I & How Can I Help?
� President and Founder, KLA Group
� Celebrating sales excellence since 1995
� Getting our clients more customers thru: – Lead generation and prospecting
– Hiring great sales people
– Developing effective sales training
� A recognized Sales Leader
� Top 25 Influential Leaders in Sales, OpenView Partners
� Top 50 Sales & Marketing Influencer, Top Sales World
� Actual client results
� Average monthly sales increased 74%
� Increased sales pipeline 251%
� Grew main business line more than 60%
[email protected]+1 303.741.6636www.klagroup.com
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
FREE Accompanying Resources
� A Connected Lead Generation Strategy infographic
� The Campaign Planner etool
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Resources Link:http://www.thesalesmagnet.com/tool-kit
Resources Link:http://www.thesalesmagnet.com/tool-kit
The cold calling challenge
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
The StatsThe Stats
TimeTime
VolumeVolume
Get your focus
Industry
Role
Company Size
Department
Region
Issue
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Poll:
How confident are you that you have well defined target markets?
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Get your grabber
What do you know from:
� Social research
� Current clients
� Industry research
� Market forces
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Personal attraction strategies
� Letters
� Postcards
� Calling
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Resources Link:http://www.thesalesmagnet.com/tool-kit
Resources Link:http://www.thesalesmagnet.com/tool-kit
Average bounces: 2-20%
Unsubscribes: up to 5%
Open rates: 15-24.7% or 10-13.2%
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Average email list stats
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http://www.marketingprofs.com/charts/2012/8560/email-open-and-click-rates-benchmarks-trends
https://www.mailermailer.com/resources/metrics/2013/open-rates.rwp
Poll:
What’s the hardest thing about writing prospecting emails?
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Digital attraction strategies
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Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Resources Link:http://www.thesalesmagnet.com/tool-kit
Resources Link:http://www.thesalesmagnet.com/tool-kit
Digital attraction strategies
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Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Most qualified opportunities
The Client Buying Process
Poll:
What roadblocks do you anticipate in using digital attraction strategies?
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Collaborative attraction strategies
� Online Events
� Local Events
� Referrals
� Alliance Partners
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Resources Link:http://www.thesalesmagnet.com/tool-kit
Resources Link:http://www.thesalesmagnet.com/tool-kit
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Typical event results
Typical Enrollment Attendance Leads
Webinar 10-30 40% 10-15%
Lunch & Learn 8-12 80% 10%
Local Speaking 20-35 60% 10-15%
Customer Event 25-200 70% 25-30%
Industry Trade Show 300-500+ 90% Varies
Leverage the Attraction Trifecta
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Broaden exposure
Blog to show expertise
Send emails to generate awareness and intersperse calls
Send emails with digital content links
Send a personal
note
Conduct an event with a partner
FREE Accompanying Resources
� A Connected Lead Generation Strategy infographic
� The Campaign Planner etool
� Bi-monthly newsletter and weekly tip
� How-to sales strategies to drive superior results
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Resources Link:http://www.thesalesmagnet.com/tool-kit
Resources Link:http://www.thesalesmagnet.com/tool-kit
Sales Prospecting for ProfitsA Master series for Sales Teams
� Secure more appointments with new prospects using approaches that are comfortable to you
� Get better qualified prospects
� Immediately demonstrate the value in meeting with you
� Be confident when you call, drop in or email
� Increase your sales pipeline 251%
� Grow your average monthly sales 74%
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
[email protected]+1 303.741.6636www.klagroup.com
Let’s connect.
Kendra Lee, President
KLA Group
+1 303.741.6636
www.klagroup.com
© 2013 KLA Group, LLC. All rights reserved.Except for the inclusion of brief quotations in a review, no part of this presentation may be reproduced or utilized in any form or by any means, electronic or mechanical, including but not limited to photocopying, recording, emailing or by any information storage and retrieval system, without permission in writing from KLA Group.
Kendra Lee
KendraLeeKLA
KLA Group
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com