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What separates high growth property management companies from the rest of their peers in the middle of the pack? Better marketing? More leads? Better sales? Yes, yes and yes.
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DOMINANTFollow Up Strategies
DOMINANT FOLLOW-UP STRATEGIES
Thanks for joining us!We’ll be starting in a few minutes
Jordan MuelaCEO, LeadSimple
Janice DinhamSales Manager, All Property Management
WEBINAR SPONSOR:
Q & A
#LEADSIMPLE
OUTLINE FOR TODAY
Follow Up Tactics Guaranteed To Work10
3 Fundamental Principles of Sales Success +
THE BULK OF LEADS WILL FLOW TO THE COMPANIES WITH THE MOST EFFICIENT SALES FUNNEL
FACT
VIRTUOUS CYCLE OF CONVERSIONConversion Rate
Cost Per Contract
Profit Margin
Marketing Budget
Lead Volume
$10% 40%30%
CONVERSION RATE20%
CO
ST
PE
R C
ON
TR
AC
T
$100
$200
$400
$300
$500
$600
Close Rates Drive Lead Costs
Conversion Rate
Cost Per Click / Cost Per Lead
TIME
YOUR SUCCESS AND SURVIVAL DEPEND ON MAINTAINING A HIGH CLOSE RATE
BOTTOM LINE
FUNDAMENTAL CONCEPTS3
FOCUS ON THE TOP OF THE FUNNEL 1
60%
18%
50%
82%
100%
38%
OPPORTUNITY
TYPICAL FOCUS
New
Contacted
Meeting Scheduled
Meeting Completed
Verbal Commitment
Contract Signed
60%
26%
71%
82%
100%
54%
New
Contacted
Meeting Scheduled
Meeting Completed
Verbal Commitment
Contract Signed
20%98%
86%
+40%
OPTIMIZEDSALES FUNNEL
QUESTION:ARE YOU A SALES PERSON OR AN ORDER TAKER?
PERSISTENCEPAYS OFF
2
PROSPECT
Contact #1
Contact #2
Contact #3
Contact #4
Contact #5
Contact #6
Contact #7
CUSTOMER
43% of Salespeople have given up
68% of Salespeople have given up
80% of Salespeople have given up
Low hanging fruit is harvested here
You’re really getting to know the prospect and their needs
You now “own” mindshare and are the default choice when the prospect is ready
You’re the only one to make 6 contacts
Odds of agent continuing to call
QUESTION:HOW MANY CALLS DO YOU MAKE BEFORE GIVING UP?
POLL QUESTION:
How many times do you call a lead that isn't returning your calls?
5%
26%
23%
45%
POLL QUESTION:
How many times do you call a lead that isn't returning your calls?
LEADS ARE PEOPLE
3
50%of sales happen
(Source: InsideSales.com)
the 5thtouchAFTER
50% OF LEADS ARE QUALIFIED BUT NOT READY TO BUY
(Source: Gleanster Research)
“Companies that excel at lead nurturing generate
50% more sales at33% lower cost.”(Source: Forrester Research)
50%
LEADS COSTS33%
QUESTION:ARE YOU BUILDING OR BURNING YOUR LONG TERM LEAD DATABASE?
10 FOLLOW UPTO WORKTACTICS GUARANTEED
GET THERE FIRST
1
Reasons Why4
2
1 Presence - The prospect is likely at their computer and with a phone nearby when they hit submit.
4
3Rapport - Fast responses build confidence and rapport starting things off on the right foot.
First Movers Advantage - First to contact, first to frame the conversation and get a shot to close the deal.
Engagement - The prospect is thinking about their need and ready to mentally engage with you when they hit submit.
USE A FOLLOW UP SCHEDULE
2
LeadAnswers
Schedule Meeting
Assign Lead
Yes
Yes
Yes
Yes
No
No
First 30 Minutes After New Lead Arrives
@ 5 Minutes: Called Lead?
LeadAnswers
Notify Manager
Leave Voice Mail
Send Email
Schedule Follow up
@ 30 Minutes: Called Again?
No
No
Reassign Lead To A Different Agent
No
0-1 min 20 min 30-60 min 1-2 hrs#1 #1 #2 #3
#4
#5
#3
Lead Follow up Schedule11 Touch / 22 Day Model
#5
#4
DAY 1
DAY 4
DAY 5
DAY 8
DAY 14
DAY 15
DAY 22
#2
#6
TRACK ACTUAL CONTACT ATTEMPTS
3
People respect what you inspect.
Chet HolmesAuthor of “The ultimate Sales Machine”
ORIGINAL Contact Info
TRACKEDContact Info
(123) 123-1234 (919) 939-3535 ext. 203
LEVERAGE EMAIL TEMPLATES
4
Intro Email
No Contact - Day 3
No Contact - Day 7
Schedule Meeting
Meeting Reminder
Management Agreement
TRACK EMAIL OPENS
5
TIME YOUR FOLLOW UP ATTEMPTS
6
Mon Tue Wed Thu Fri SatSun
Best Day To
Call vs
EmailEmail Open Rate
Contact Made By Phone
Best Opportunity
12pm8am 4pm 8pm10am 2pm 6pm
Best Time To
Call vs
EmailEmail Open Rate
6am
Contact Made By Phone
Best Opportunity
GET AGREEMENT ON NEXT STEPS
7
CHANGE UP HOW YOU REACH OUT
8
ADD MORE VALUE BEFORE THE SALE
9
FAQ vsCLIENT TESTIMONIALS
MANAGEMENTAGREEMENT
USE A CALL DOWN LIST TO FOLLOW UP
10
?But What About Drip . . .
MONTHLY
webinar.leadsimple.com
WEBINAR(Second Thursday of Each Month)
webinar.leadsimple/first-to-call-first-to-close/
Why being fast isn't good enough & how to guarantee you come in first.
First To Call, First To Close: The Science Of Responding Faster
November 14th, 11am PT / 2pm ET
leadsimple.com/sales-course