Sales 101

–Johnny Appleseed

“As a founder, you have to be a salesperson from

Day 1.”

Feb. 6: Lead Generation, Cultivation, Organizationwith OnePageCRM"

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Feb. 27: Sales Optimization with DesignQuotes"

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March 20: After Sending a Proposal"

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Stop by facebook.com/QuoteRoller for that week’s webinars!

Lead Generation

1. Content Marketing + SEO

2. F.O.R.D.

3. Referral Economy

4. Qualifying Leads

5. Organizing Leads

Content marketing + SEO"

1. Optimize Title Tags

2. Don’t Stuff your Keywords

3. Make sure your link profile is natural

4. Do your research - yes we want a high Alexa, but what do we want to be known for? via advice from Pretty Klicks creative agency

F.O.R.D."

Family + Occupation + Recreation + Dreams via advice from Webics design team

Referral Economy• Ask your clients to refer at moment of success

• Other companies we should talk with?

• Affiliate Program - your free services or cash

• B2B: You scratch my back…

• Start referring your clients!

• Push social media referrals — 55% of people check out social media before making a purchase

• Don’t keep it a secret! Quote Roller > Settings > Referrals > 20% commission

Qualifying Leads“A qualified lead is a potential customer who has

expressed interest in a product or service, and meets general buying criteria.”"

• Why will what you offer benefit the customer? How can your offer help save them money? Time? What can we offer better than the competition?

• Get more info + make a call

• Your business must suit the client

• Answer these questions: Can my company meet the client timeframe? Can my company complete project & make a profit? Will this project move my company forward?

• 13 Awesome CRMs to Try! http://www.quoteroller.com/services-integrations/

Sell Smarter, Faster1. Socratic Questioning

2. Needs-based sales

3. Automate

4. Customize

5. Show off

6. Offer options

Socratic Questioning

Hark, ye, open-ended questions!"

• Tell me about your business. How do you process that? Who is in charge of that? How much time do you spend doing that? Are you interested in improving X?

• Continue with: That’s interesting, tell me more!

Figure out needs!"

• What is a challenge that your company’s facing? What are you currently doing to address that? If you could, what is one thing you would do to change X right now?What else could you tell me to better understand your company?

Ask follow-up questions with active listening:"

• What I hear you’re saying is…

Frame questions anticipating resistance:"

• I understand than X normally does that. Why? What would make you consider another?If you had someone to fix X, would that solve that problem?

• You said our price is too high. Why? What would make you consider our service?What kind of service do you expect at that price?

Reveal the wonder of out-sourcing:"

• How much time do you spend doing X? How does that affect your day-to-day? What would you rather be working on?

1. Automate, don’t boilerplate

2. Restate client needs

3. Tailor solutions to needs

4. Then show off (what you can do for client needs)

5. Offer options

Needs-based Sales

More testimonials at: http://blog.quoteroller.com/category/client-tales/

“Type a quote here.”

Negotiate to CLOSE

1. Clear, Cool CTA

2. Using Price to Create Value

3. Prepare for Objections

1. Have one, clear CTA

2. Lead to action

3. Adds a value

4. Say it Loud!

5. The devil is in the details

Call to ActionIf you don’t ask for it, the answer is No.

Prep for Objections• Know right away when

your client opens your proposal, comments on, or signs

• Know which sections they are looking at most

• Scorecard helps you improve for next time

Price vs. Value

• Price smooths Supply vs. Demand

• Price is a statement of Your Value

• Price differentiatesvia advice from Blumer & Associates CPAs

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Check out Blog.QuoteRoller.com for more Sales tips

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