Connecting with Home Owners & Converting Leads into Cash - - PowerPoint PPT Presentation

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

 Logo  Business Card  Truck  Brochure

Level 2

 Website  Social Media  Trade Show

Level 3

 Marketing Strategy

 Promotion  Public Relations  Advertising

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

Selling Tactics & Strategies

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

Tactics & Strategy

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

People hate to be sold, but people LOVE to BUY

Tactics & Strategy

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

Tactic & 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

Attitude, Enthusiasm & Goals

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?

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?

Examples of Success Goals

• Exposure
• Adding to Mailing

List

• Networking
• Collecting Leads
• Setting

Appointments

• Sales

Importance of Lead Generation

Follow-Up

• Phone Call immediately

after lead is collected

• Schedule meeting with prospect
• Send letter or info via email, or

standard mail within a week of show

• Send handwritten thank you card
• Vary your contact methods, i.e.

phone, direct mail, e-mail, etc.

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
• f the month, i.e. 1-31
• Insert Tabs for the next two

upcoming years, i.e. 2013 and 2014

Follow-Up

Outlook

Thank you for attending this seminar. The attention you give your business will help it to grow and prosper.