Presentation to San Francisco Executives Association - Double Your Sales Leads

ZOOM SALES & MARKETINGLead Generation Strategy Session

Contact: Bruce Rossiterbrossiter@zoomsales.biz • Santa Clara office (TechMart building) 408-260-5249• San Jose office 408-456-6920

Zoom offers a free 1½ hour Lead Generation Strategy session .

This is normally offered at $450.

Bruce Rossiter

• President

– Zoom Sales & Marketing - Sales Lead Generation

– Zoom Industries – Private Equity Acquisition Company

• Silicon Valley American Marketing Association

– Chairman & Host of the Emerging Media Morning Forum

– Former member of the Board of Directors

• Certified Social Media Strategist

Your Presenter:

LEADSLEADS

DOUBLE YOUR SALES

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

OUR GOAL TODAY

Double your sales leads

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Zoom Sales & Marketing’s Expertise

• Sales Lead Generation - from traditional to digital

• Sales and marketing strategies to win

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Questions to help establish a common ground

• How many of you have enough leads?

• How many use the telephone to cold call?

• How many require your sales reps to cold call instead of using trained callers?

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The fast lanes for telephone sales lead generation mastery

• Today we will primarily deal with Telephone prospecting

• We will look at Social Media for sales lead generation at a different time(or I can consult with you individually).

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The telephone produces results quickly

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Three problems in telephone prospecting

Problem #1: Turning the pervasive fear of “no” into

a positive feeling:

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The glass is neither half-full or half-empty - it’s constantly

being refilled

Turning around the fear of “no”

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Remembering the saying

Turning around the fear of “no”

“He who has begunHas half done.

Dare to be wise;Begin”

Horace

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Get your desktop “Calling Ready”

Salesforce.com

Outlook for “lookup”

Contact info to enter into SFDC

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

Welcome each “no” as bringing you that much closer to “yes”.

Turning around the fear of “no”

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

Start with the easy calls

Turning around the fear of “no”

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Instead of looking at a dial with a hollow feeling in your tummy, look at its true value, even when the caller says “No.”

Turning around the fear of “no”

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Problem #2: Reaching a decision maker

• Can you page him 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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Problem# 3: Getting through gatekeepers

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Getting through electronic gatekeepers

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Dealing with the 3 death questions from “people” gatekeepers

• “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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It Takes 8+ 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 many messages?

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Finding Pain Points and Knowing What to Do With Them

Key Factors

1. Pain comes from questioning using the consultative approach

2. Pain comes from similar people with similar challenges. Have pre-thought out a list of these pain points you can ask your contact if they are experiencing these as well.

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

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Handling objections

Welcome objections - the person you’re speaking with is engaged.

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Many companies require their sales reps to make cold calls.

This is a big mistake.

Untrained telephone callers do not do well at telephone prospecting

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The numbers show you why

Sale reps hate to cold call

Your numbers may vary, but even making 5 calls per day, every work-day of the year, still can be beat by 8x

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Outcomes for a typical assignment

Number of Appointments

In a 3½ month trial, using the client’s:• Average order size,• 19 appointments,• Appointments-to-sales close rate, • Net profit margin, and• After deducting Zoom’s costs,

the client netted $53,000*

* This is a calculated amount based upon affirmation of assumptions

with the client.

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Smaller companies can now meet their projections

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Here is a teaser about why we all need to pay attention to what we do in the Social

Media area…

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If we wait to implement social media, our competitors will show us how …. after they have served

themselves most of the pie.

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Wrapping Up• Our emphasis has been on telephone prospecting.

• We looked at how to overcome the fear of the telephone and why to outsource this function in order to significantly multiply our leads.

• We examined how to handle voicemail and to handle objections.

• We saw that telephone lead generation can be used as a specific process that allows us to double or triple our sales or meet our sales projections.

• We reserved for a different day the topic of how to use Social Influence Marketing to greatly improve our sales lead generation process

(or contact me directly).