02-03-14 ADTRAN Live: Sales Prospect Attraction Strategies

Sales Prospect Attraction:
3 Strategies that Really Work
Kendra Lee
President
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Who am I & How Can I Help?
President and Founder, KLA Group
Celebrating sales excellence since 1995
Getting our clients more customers thru:
– Lead generation and prospecting
– Hiring great sales people
– Developing effective sales training
A recognized Sales Leader
Top 25 Influential Leaders in Sales, OpenView Partners
Top 50 Sales & Marketing Influencer, Top Sales World
Actual client results
Average monthly sales increased 74%
Increased sales pipeline 251%
Grew main business line more than 60%
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
[email protected]
+1 303.741.6636
www.klagroup.com
FREE Accompanying Resources
A Connected Lead
Generation Strategy
infographic
The Campaign Planner
etool
Resources Link:
http://www.thesalesmagnet.com/tool-kit
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Poll:
How often do you cold call?
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
The cold calling challenge
The Stats
Volume
Time
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Get your focus
Company
Size
Industry
Role
Department
Issue
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Region
Poll:
How confident are you that
you have well defined target
markets?
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Get your grabber
What do you know from:
Social research
Current clients
Industry research
Market forces
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Stop cold calling.
Be ubiquitous.
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
The Attraction Trifecta
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Personal attraction strategies
Email
Letters
Postcards
Calling
Resources Link:
http://www.thesalesmagnet.com/tool-kit
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Average email list stats
Average bounces: 2-20%
Unsubscribes: up to 5%
Open rates: 15-24.7% or 10-13.2%
http://www.marketingprofs.com/charts/2012/8560/email-open-and-click-rates-benchmarks-trends
https://www.mailermailer.com/resources/metrics/2013/open-rates.rwp
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
12
Poll:
What’s the hardest thing about
writing prospecting emails?
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Connect your prospecting efforts
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Digital attraction strategies
Resources Link:
http://www.thesalesmagnet.com/tool-kit
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Digital attraction strategies
Most qualified
opportunities
The Client Buying Process
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Poll:
What roadblocks do you anticipate
in using digital attraction strategies?
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Collaborative attraction strategies
Online Events
Local Events
Referrals
Alliance Partners
Resources Link:
http://www.thesalesmagnet.com/tool-kit
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Typical event results
Typical
Enrollment
Attendance
Leads
10-30
40%
10-15%
Lunch & Learn
8-12
80%
10%
Local Speaking
20-35
60%
10-15%
Customer Event
25-200
70%
25-30%
300-500+
90%
Varies
Webinar
Industry Trade
Show
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Leverage the Attraction Trifecta
Broaden exposure
Send emails
to generate awareness
and intersperse calls
Blog to show expertise
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Send a Conduct an
personal event with
note
a partner
Send emails with
digital content links
+
+
=
$
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
FREE Accompanying Resources
A Connected Lead
Generation Strategy
infographic
The Campaign Planner
etool
Bi-monthly newsletter
and weekly tip
How-to sales strategies
to drive superior results
Resources Link:
http://www.thesalesmagnet.com/tool-kit
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
Sales Prospecting for Profits
A Master series for Sales Teams
Secure more appointments with
new prospects using approaches
that are comfortable to you
Get better qualified prospects
Immediately demonstrate the value
in meeting with you
Be confident when you call, drop in
or email
Increase your sales pipeline 251%
Grow your average monthly sales 74%
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com
[email protected]
+1 303.741.6636
www.klagroup.com
Let’s connect.
Kendra Lee, President
KLA Group
[email protected]
+1 303.741.6636
www.klagroup.com
Kendra Lee
KendraLeeKLA
KLA Group
© 2013 KLA Group, LLC. All rights reserved.
Except for the inclusion of brief quotations in a review, no part of this presentation may be
reproduced or utilized in any form or by any means, electronic or mechanical, including but not
limited to photocopying, recording, emailing or by any information storage and retrieval system,
without permission in writing from KLA Group.
Copyright ©2014 by KLA Group, LLC. v3.7. www.klagroup.com