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

Google

• 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

Twitter

•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

• Facebook

• LinkedIn

• 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

• LinkedIn

• Facebook

• 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

Upcoming Net Casts

For upcoming Net Casts:

http://salestipaday.com/webinars/

or

http://www.refreshedit.com/index.php/live

Email us to get receive updates of our weekly events

Upcoming

✓Sales Boot Camp for Sales Leads

Contact Chris to be included

Chris@SalesTipADay.com

Special Offer

✓10% off services this week

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Chris@SalesTipADay.com

Includes:-Sales Portals

- Marketing/Sales Plans- Business Coaching

Contact Chris to get your copy

Chris@SalesTipADay.com

Thank You

&

Please Tell A Friend or 2

How to Reach Us:

Kersten:

kersten@RefreshedIT.com

403-775-6969 Ext. 2

Chris:

chris@SalesTipADay.com

403-775-6969 Ext. 1