Outbound Sales Presentation NGCOA Canada 2016 Whistler

Jeff Ciecko - @CKGolfSolutions

#NGCOACanada

Do You All Want To Make More Money $$$??

Make More Money…have an outbound sales strategy!

About - CK Golf• Cell Phone & Photos Policy

• @ckgolfsolutions

• About Me + What is location independent?

• How I got into Social Media, Internet Marketing & Sales

• The Five Pillars of Internet & Marketing

• Prospecting = Filling the Sales Funnel

• Sales generates…

• What’s your job title vs What’s your job?

Sales/ MarketingQuestion: What is your outbound sales strategy?

Question: Do you follow #hashtags for people talking about golf or weddings in your area?

Question: How many tournaments have you called this week that have not returned in the past 2 - 5 years?

Question: If an event does not book, how many times do you follow-up with them?

Question: Last month you sent an e-newsletter with a wedding promotion, how many people clicked the link?

Outbound SalesSales is not a dirty word!

There are only two types of sales strategies!

Why I love the Internet?

Why I love Sales?

“I can sell anything that I totally believe in, but I'm a horrible salesman of something I don't believe in.” ~ Nick Woodman

Wolf of Wall Street

Simplifying Sales

Outbound Sales involves using different tools to engage and move people through the sales funnel.

You use the data that consumers are putting out on these channels to move them through the sales funnel.

Once they are in the Sales Funnel, they are in for life!

Sales & Marketing Co-Exist

Is Marketing Helping Sales?

Is Sales Following-up With The Leads That Marketing Generates?

Marketing & Sales

Marketing should work hard to generate leads that convert to sales. 

79% of leads do not convert to sales.

Of the leads that do get passed to salespeople, 73% never actually get contacted!!

(HubSpot, 2016)

Words to Live By!

“If you do the same thing over and over again, how can you expect different results?”

~ Albert Einstein

The Soft Sell

We’re too Nice!!

Easy Prospects!

Know Your Customer

Sales"For every sale you miss because you're too

enthusiastic, you will miss a hundred because you're not enthusiastic enough."

~ Zig Ziglar

Pillars of Prospecting

Homework

Revenues Are Leaking Out

We’re Going to Fill the Sales Funnel

Getting StartedCreate Your Own CRM (customer relationship management) system and build your list!

Building Your Funnel1. Newsletter clicks

2. Networking events

3. Referral program

4. Rotary Club’s

5. Chambers of Commerce

6. Board of Trade

7. LinkedIn

Step #1A

1. Load your sales funnel with 40 prospected and qualified leads

2. Prepare your “personal email” to each prospect on your list!

3. Week 1 - Begin with the first 10 people in your sales funnel

Step #1BSample Personal Email

• 3 – 5 Word Subject Lines• Plain text• 1st line is about them• 2nd line is how you can help• 3rd line is a call to action (one per email)• 4th line is your salutation• 5th line is your signature (text only)

Step #1CSample Personal Email

Subject: Your Golf Tournament

Hello [First Name]

We have been working with several organizations in [Industry/Position/Area], helping them plan and execute their Charity Golf events, one of the key issues they’re struggling with is [problem we solve].

This past year we helped numerous companies to [drive attendance, organize their event, plan their menu], resulting in [major tangible benefit]. 

If this is something you’re challenged with too, I would love to set up a quick call. I think our [Golf Course Name] team of event professionals can help. 

Have a great day, 

Jeff Cieckowww.ckgolf.cajeff@ckgolf.ca 604-506-2226

Step #1D

1. Send the first email to NEW prospects 1 - 10

2. You now have 10 people in your sale funnel

Step #2A

1. Send the first email to NEW prospects 11 - 20

2. Week #2 - Send your second (new) email to prospects 1 - 10

3. You now have 20 people in your sale funnel

Step #2BRe: Your Golf Tournament [Planning 2017] ~ new

Dear [First Name],

I work a lot with [Industry] and follow a lot of the industry news and developments. Recently I noticed that [insert something relevant to them, their industry or their personal interests] .

This lead me to think that [business opportunity/issue] may be a priority for you. I thought you may be interested in how we helped [insert brands] [business result] without [typical costs etc.].

If that sounds like something that may be of interest to you lets set up a quick call. How does [time 1] or [time 2] look on your calendar?

I am looking forward to your feedback,

P.S. If there’s someone else in your organization that you would prefer I talk to please let me know. Thank-you!

Jeff Cieckowww.ckgolf.cajeff@ckgolf.ca 604-506-2226

Step #3A1. Send the first email to NEW prospects 21 - 30

2. Week #3 - Send your second (new) email to prospects 11 - 20

3. Prospects 1 - 10 are now in the phone call stage of the Sales Funnel

4. You now have 30 people in your Sales Funnel

Listen, Understand, Act

Step #3BPhone Questions:

• Is having this at a local course important to you?• How important is the food aspect of this event?• If the weather doesn’t favour the outdoor concept

for this event what contingency plans have you looked at?

• With the other locations have you factored in chair rentals, serving it right servers and fees etc.?

Step #3CCritical Phone Questions:

• Have I missed anything?• Do you have any questions for me?• Based upon what you have shared with

me, would you mind if I shared with you how I think we could help you?

Step #3DRe: Follow-up

Dear [First Name],

I hope you are well and enjoying some [personal acitivity]?

I wanted to follow-up my voicemail I just left you with an email. I know how busy you are and was not sure of the best way to reach you.

The golf [event/ tournament/ wedding] season is getting closer. Now is a great time to get things locked in so our team can start preparing to make your [event/ tournament/ wedding] a truly memorable one.

We can’t wait to become partners in your success!

Let’s set a time to chat on the phone if that is easiest for you. Tuesday mornings, Wednesday afternoons or anytime on Thursday next week are great for me.

Thanks,Jeff

Jeff Cieckowww.ckgolf.cajeff@ckgolf.ca 604-506-2226

Step #4A1. Send the first email to NEW prospects 31 - 40

2. Week #4 - Send your second (new) email to prospects 21 - 30

Week #4 - Prospects 11 - 20 are now in the phone call stage

3. Prospects 1 - 10 are now 4th stage

4. You now have 40 people in your Sales Funnel

Step #4BFourth Week Sales Copy

Re: Follow-up [Planning 2017]

Dear [First Name],

I know you are busy with [Company] and but I think it would be worth your while for us to connect for lunch [coffee] and have a chat how we can help your business. Recently I noticed that [insert something relevant to them, their industry or their personal interests] .

This lead me to think that [planning for a way to celebrate, entertain or impress your customers] may be a priority for you. I thought you may be interested in how we helped [insert brands] [business result] without [typical costs etc.].

If that sounds like something that may be of interest to you lets set up a quick meeting at our place for lunch [coffee]. How does [time 1] or [time 2] look on your calendar?

I am looking forward to your feedback,

Cheers,

Jeff Cieckowww.ckgolf.cajeff@ckgolf.ca 604-506-2226

Cold LeadsStep 4 is complete with prospects 1 - 10,

what’s next?

Cold Leads Are Not Dead Leads

After week 4 give them a rating:

A = monthly

B = bi-monthly

C = every six months

D = once per year

How to Succeed• Accountability

• It’s not a task

• Review outbound sales efforts

• Time allocation

• Set Goals

• Celebrate sales

Grow Your Revenue

Outbound Sales is the only way to do that!

"Begin by always expecting good things to happen."~ Tom Hopkins

Thank You!!• Web: ckgolf.ca

• Twitter: @CKGolfSolutions

• facebook.com/ckgolf

• Instagram: ckgolfsolutions

• 604-506-2226 | jeff@ckgolf.ca

Questions?