Jeffrey Gitomer’s Little Book Of Leadership Extra Tactics to Attract Qualified Sales Leads Presented By: Chris Hamilton Sales Tip A Day www.SalesTipADay.com Kersten Kloss Refreshed IT www.RefreshedIT.com
Nov 15, 2014
Jeffrey Gitomer’s Little Book Of
Leadership Extra
Tactics to Attract Qualified Sales Leads
Presented By:
Chris HamiltonSales Tip A Daywww.SalesTipADay.com
Kersten KlossRefreshed ITwww.RefreshedIT.com
Agenda
• Online
• Offline - Real World
• Tactics that can be used with your strategies
Disclaimer
• This is not a “how to” presentation but instead a “Possibilities” presentation
• Not every thing - but a starting point
• Not everything here works for everyone
Purpose
• Find Sales Leads
• Generate Sales Leads
Online
• 71% of all searches
• 40% are Local
• 89% on the 1st page
• 80% of all Google users do local searches
• You Tube is 5th most visited site and 2nd most visited social networking site
Google Statistics
• In 40% of searches a location is used
• 82% of people using a location in their phrase are in buy mode & either:
➡ Browse the site
➡ Contact the business
➡ Or Leave
• 33 people out of 100 will buy a product or service like yours if you are found on Google
Google Places
• Internet Yellow Pages
• Potential 1st page ranking
• Targeted Local Results
• Emphasis for Google
• Claim your listing today
• Several key things need to be done to your listing
Google Merchant
• Sell Stuff online?
•Have a retail location?
•Great way to get high rankings
•Now adding location results with quantities - Want it now!
Google Alerts
You Tube
• 2nd largest search engine
• Multiple dips - blog etc.
• Keep video to 2 to 3 minutes
• Keyword target
• Location target
• 53X more effective
• “How To” works well
Online Video
•Currently 69%
• By 2013 - 90%
• 80% vs. 10%/20%
•Not the wave of the future - It’s the here and now!
•Don’t wait to start
Executives OnlineFrequency which US Executives view work related videos
online
Source: eMarketer.com
Behaviour of Executives
Source: eMarketer.com
Behaviour of Executives after viewing online content
Blogs
• Google loves fresh content
• Speak to your audience
• Should write at least weekly
• Industry thought leader
• Use other forms to engage - Twitter Facebook etc.
Commenting on Blogs
• Great way to get noticed
• Do not be “salesy”
• Leave name and contact info
•Use it to help engage
• Push and pull
• Target on keywords/location
•Use to promote other areas - Blog, seminars events
Twitter Advanced Search
Social Networks
• Flickr
• Connect and Share
SlideShare / Scrib’d
• Upload Presentations
• Upload video (SlideShare)
• Include contact info
Mobile Marketing
• 97.2% of retailers do not use mobile coupons
• 89.3% of retailers do not promote sales or specials
• 27% of Americans who receive alerts go on to buy
• Texts are viewed 70% to 100%
• Mobile coupons are redeemed at 10X’s the rate of normal coupons
Email Marketing
•Use your existing clients
•Get new clients from website
• Targeted
•Continual marketing
The Math
• 100 visitors per day
• 2% sign up
• 6% uptake on offers
•Weekly newsletter or offer
•453 sales leads per year!
Image: jscreationzs
How to Capture Names
• Give something of value
• Top 10’s or lists
• Educational based
• Solve problems
• Coupons
WOM
• Add This
• Tell a Friend
• Email links
Social Netcasts
• Your own TV station
• Build Trust
•Webinars suck
• Add Social CRM
•Deeper visibility
Website Fixes - SEO
• Simple to do
• Meta description acts as advertisement
• Titles & Keywords
• Analytics
• Flash is a killer
• New Content
• CONTACT FORM!!!!!!!
Article Submission
•Written article that can be picked up
•Write a blog?
• Submit twice
• Articles get picked up
Event Listing
•Craigslist
• Kijiji
• EventBrite
• Your website - Blast to world
Press Releases
• Promote events, new products, services
• Free
• Get high search engine results
Your Email
• Add information in your signature line
• Promote products/services
• Entice people to take action
Purpose
•Search results drive visitors
•Visitors become prospects
•Prospects become clients
Real World
Referrals
• Ask
• 40%+ vs. 2%
• 18% for 66%
• All built on trust
•Referral programs on Customer correspondence
Networking
• Meetups
• Chamber Events
• Your own networking events
• Go where the clients are
Write a Book
• Lulu
• Small
• Inexpensive 100/100 $6.80/ea
• Be an industry leader
Public Speaking
• Lots of organizations are looking for speakers
• Free to paid
• Educational in nature
Your Business Card
• Are you using the back?
• Is your card unique
•Can you make it a coupon?
• A Loyalty Card?
Your Voicemail
• Leave product information
• Entice people with offer
• Change frequently
Image: Suat Eman
Seminars
• Hold a seminar
• Educate people
• Free or Paid
• Educational in nature
Customer Appreciate Event
•Hold on a regular basis
•Make it fun
• Bring a friend
Tell Everyone You Know
• Let people know what you do
•Get a 30 second pitch down
•Make it grab attention
• Practice
News
• HARO
• Tv
• Radio
• Newspapers
• Have a story
The Point
This is a marathon, not a sprint!
Final Thought: Go Where The Fish Are
• Figure out your ideal client
• Go where they are
• Give them value
• Make them happy
• Keep them for life
Starting Point
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&
Please Tell A Friend or 2
How to Reach Us:
Kersten:
403-775-6969 Ext. 2
Chris:
403-775-6969 Ext. 1