5 Must-Have

V

PRO

Lora UllerichBrand Journalist

@coleinformation

Session Framework

• Stumbling blocks

• Tools for success

• 5 action points

• $50 Giveaway• Dashboard questions• Get Social:

• @coleinformation• Facebook.com/coleinformation

Housekeeping

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• Cole Information• Published in 1947• Blue Book• Criss-cross directory of addresses

and phone numbers

• Invaluable information for: • Telemarketing• Debt collection• Law enforcement

• Today, web-based lead generation for smallbusiness.

Then & Now

http://www.colecommunity.com/

Sales is vital

• Bigger Budget

• Larger sales team

• More Products/Services

• More flexibility

More Sales = More Opportunity

Sales is Tough

•Timing: • The ability to deliver an offer when the

consumer is likely to be most interested. •Relevant:

• Respond to the customer’s unique needs, desires, preferences, attitudes, etc.

•Personalized: • Tailor it to your ideal customer.

Combat the Sales Stigma

Photo by bonkedproducer Flickr Creative Commons License

• Pushy

• Annoying

• Rude

• Dishonest

• Hard to

handle

Tool Elements

• Inform

•Consult

•Resource

Photo by Chris Devers Flickr Creative Commons License

Optimistic MindsetErase

• Negative thoughts

• Doubts words

Replace with • “I can do this”

• “Absolutely”

Current Lead Source

• Target market

• Marketing lists

• Networking groups

Social NetworkingBest Practices• Current picture,

experience

• Regular updates

• Join groups,

discussions

15

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What Should You Post:• Quotes• Fill in the blank• Questions • Pictures

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What Should You Post:• Quotes• Fill in the blank• Questions • Pictures

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• 88% of consumers consult online reviews prior to purchase.

• 88% of consumers trust online reviews as much as personal recommendations.

• 61% will recommend a local business via word of mouth• 37% via Facebook• 12% Twitter• 10 Google+

Source: BrightLocal 2014 Local Consumer Review Survey

Effective CommunicationBuild Relationships• Listen

• Find Solutions

• Educate

• Get Personal

Action Items• Ask open-ended

questions.• What are you trying to

accomplish? • Not every call is sales-

related.• People buy from people

they like & trust.

Gain Focus

• Schedule

• CRMs

• Calendars

• Templates

• Voice mail

Productivity

• “Hi and thanks for calling (your business or service). We

appreciate your message and look forward to meeting

your needs. Right now we are busy providing high quality

service to another customer. We want to provide you with

that same level of service. So please leave your name,

number, a brief reason for your call and most importantly,

your email address as this is the first way we will respond

to your message. Thanks and have a great day.”

Sell Cupcakes…

•Not the recipe.

• Give high-level facts

• Avoid confusion

• Elevator speech

• :30 customer-focused info

Flickr via zigazou76

• Takes 42 hours for follow up

• 1.63 call back attempts

• 50% never called/emailed

• Best practice: 6-9 call back attempts

Bonus: Follow Up

Source: Insidesales.com/responseaudit

Bonus: Follow Through

• Be organized• Make goals

• Daily• Month • Quarterly

• Have a clear vision• Use resources

Five Action Points

• Attitude check

• Lead source

• Communication

• Productivity

• Presentation