Connecting with Home Owners & Converting Leads into Cash Simply Clear Marketing, Inc.
Simply Clear Marketing, Inc. Mission: Connect small businesses with customers
• #1 Marketing Strategy • #2 Sales Strategy
Why are we here?
Word of Mouth Use my company for your next project! We’re great, I promise!
Elements of Marketing Public Relations Promotions Advertising
Public Relations What is Public Relations? The professional maintenance of a favorable public image by an organization Relationship Management Philanthropic News Worthy
“ Either write something worth reading about or do something worth writing about.” - Benjamin Franklin
Promotions What are you actively involved in? Local Organizations- Networking Groups Strategic Partnership Social Media Facebook, Twitter, Pinterest, Houzz, Hootsuite Trade Shows
Advertising Traditional Methods: TV- Radio- Newspaper-Direct Mail Newer Methods: Inbound Marketing vs Outbound Marketing Search Engine Optimization Social Media Ads Mobile Marketing In 2012, more people bought a smartphone than a PC
Messaging What do you wish everyone knew about your business? What is your Unique Selling Proposition?
Three Levels of Messaging How do you send your message to prospects? Level 1 Level 2 Level 3 Logo Website Marketing Strategy Business Card Social Media Promotion Public Relations Truck Trade Show Advertising Brochure
Qualifying Why is that important to qualify your prospects and clients? Who is your ideal client? Defined A, B & C clients How many of your ideal clients are available in the market? Clear Client Profile
When I say Sales what do you think of?
Dollar Generation: Sales A sales person is someone who assists someone else in the process of getting what they want or need.
Attitude, Enthusiasm & Goals
Product Knowledge
Sales Strategies Appointment First Impression Needs Analysis Presentation Overcoming Objections Close Selling Tactics & Strategies
Be prepared to make a good first impression Make sure to appear at ease Shake Hands Make Eye Contact Attire Build Rapport/establish your expertise Rapport: relation; connection, especially harmonious or sympathetic relation Selling Tactics & Strategies
Needs Analysis Are you conducting a needs analysis with each customer? Make sure you aren’t leaving money on the table…. Tactics & Strategy
Presentation Present and highlight a product that could solve a problem that someone has Finding a pain point is important What do you have that can solve a problem that your client has? Mirror your prospect Conduct the presentation in person as soon as possible Tactics & Strategy
People hate to be sold, but people LOVE to BUY
Overcoming Objections What is an objection? An objection is a hurdle that a buyer puts in place to detour the sale Common Objections Answers to Objections Tactics & Strategy
When handling an objection always restate that objection to the person Example - “So it sounds to me that you are concerned the Television might be too large for your living room.” Get to the true objection Price is NEVER a reason why someone doesn’t buy If they believe that it is too expensive, they have not been sold on the true value of the product Tactic & Strategy
Close the Sale Ask for the order If you don’t ask for money you aren’t going to get it Ask for a referral or two Tactic & Strategy
What does your attitude say to other people? Are you approaching your day with enthusiasm When you are in someone’s home are you the voice of your company? Peoples’ homes are their sanctuaries; are you respectful to their project and are you giving it the time, attention and respect that each homeowner deserves? Attitude, Enthusiasm & Goals
What are your goals? Specific and Measurable Closing Ratios What could you do if you achieved your goals? Do you have personal goals as well as professional goals? Goals
Examples of Success Goals o Exposure o Adding to Mailing List o Networking o Collecting Leads o Setting Appointments o Sales
Importance of Lead Generation
Follow-Up Phone Call immediately o after lead is collected Schedule meeting with prospect o Send letter or info via email, or o standard mail within a week of show Send handwritten thank you card o Vary your contact methods, i.e. o phone, direct mail, e-mail, etc.
Follow-Up Call them • week after lead is collected • month after • two months • three months • six months • nine months • twelve months • Follow-up at least 6-10 times • Idea: Don’t stop contacting until they say STOP
Follow-Up Tracking Ideas: Index Cards • Insert Tabs with each month of the year, i.e. January- December • Insert Tabs with each day of the month, i.e. 1-31 • Insert Tabs for the next two upcoming years, i.e. 2013 and 2014
Outlook
Thank you for attending this seminar. The attention you give your business will help it to grow and prosper.
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