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1
Top Strategies for Maximizing
Response Rates From Executives
with
2
Introduction:
John Barrows
john@jbarrows.com
© j.barrows LLC 2013
3
Sample Client List
© j.barrows LLC 2013
4
Science vs. Art
© j.barrows LLC 2013
5
Know Your Equation
$ 3,500 = 2
50% = 4
50% = 8
.5% = 1600
© j.barrows LLC 2013
6
Know Your Equation
© j.barrows LLC 2013
7
Defining the Target
8
Your Target Accounts
© j.barrows LLC 2013
9
Your approach
Quality
Quantity
Practice
© j.barrows LLC 2013
10
Quality vs Quantity
© j.barrows LLC 2013
Customized Messaging
22%
Targeted Messaging
8%
Templates
2%
11
Your Target Contact
© j.barrows LLC 2013
12
APPROACH
Less is more
Direct, to the point
Easy to respond to
Referrals
Professional persistence
Having a reason
What Executives DO Respond to
CONTENT
About them/their business
New ideas (challenger)
What others like them are doing
Speaking their language
Results
© j.barrows LLC 2013
13
Our Approach
5 Unique Touches
in 30 Days
83% of high performers have a defined strategy and make 4-8 attempts
* High performers = 110% of quota and represent less than 25% of respondents
* Phone Works – 2011 Inside Sales Metrics
© j.barrows LLC 2013
14
Finding the Reason
© j.barrows LLC 2013
15
Executive quotes about….
Executive priorities
Hiring /Growth
Promotions
New products
New Client
Awards
Mission/Goals/Vision
Finding A Reason
What?
© j.barrows LLC 2013
16
Messaging Matrix
© j.barrows LLC 2013
Quality
Quantity
17
Quote
© j.barrows LLC 2013
18
Acquisition
© j.barrows LLC 2013
19
Alignment
© j.barrows LLC 2013
20
Knowing What Works
© j.barrows LLC 2013
21
Track & Measure
© j.barrows LLC 2013
22
Know Your Equation
$ 3,500 = 2
50% = 4
50% = 8
.5% = 1600
© j.barrows LLC 2013
10% = 80
23
Your Feedback
© j.barrows LLC 2013
John Barrows
john@jbarrows.com
www.jbarrows.com/blog
@JohnMBarrows
www.SalesFromTheStreets.com
Q & A
24
GO
SELL
SOMETHING!!!!!

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John Barrows (CEO, jBarrows) - Top Strategies for Maximizing Response Rates from Executives