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The Power Series Getting New Customers

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The Power Series Getting New Customers

  1. 1. Getting New Customers by Richard Mulvey
  2. 2. The Power Series 2020 Feb - Getting New Customers Mar - Selling over the Telephone Apr - Sales Presentations May - Handling Objections/Closing the Sale Jun - Sales Negotiation Jul - Key Account Management Aug - 7 Habits of Highly Successful Salespeople Sept - Selling at your Higher Price Oct - Selling Face to Face Nov - Creating Raving Fans
  3. 3. Customer Close 40 8 20% Strike Rate 80 16
  4. 4. Where do you get new customers from? Advertising Referrals Cold Calling Walk In’s / Phone In’s Networking
  5. 5. Where do you get new customers from? Advertising Referrals Cold Calling Walk In’s / Phone In’s Networking
  6. 6. Where do you get new customers from? Advertising Referrals Hot Calling Walk In’s / Phone In’s Networking
  7. 7. 1. Company - contact details, turnover, etc. 2. Who are the Decision Makers? 3. Who are the Influencers? 4. Who is their current supplier? 5. Why? 6. What is the business worth now? / In the future? 7. When will the decision be made? / Tender due? 8. What experience of us have they had in the past? 9. What is their current project? 10.What are their major challenges? 11.How can we add value to their team? 12.What additional benefits can we offer? What do we need to know?
  8. 8. Where do you get new customers from? Advertising Referrals Hot Calling Walk In’s / Phone In’s Networking
  9. 9. Referrals Always ask the question Use the Five Card Trick Bring Referrals to your Customers Trade them Reward them Set a weekly goal for referrals
  10. 10. Where do you get new customers from? Advertising Referrals Hot Calling Walk In’s / Phone In’s Networking
  11. 11. Getting New Customers by Richard Mulvey
  12. 12. Linked In - Targeted Referrals Become the Expert YouTube.com Direct Marketing The Selling Revolution
  13. 13. “The Rule of 7” It takes seven exposures on average for a message to reach a target and for the target to make a purchase.
  14. 14. Sales Statistics 48% of sales people never follow up a prospect 25% of sales people make second contact only 12% of sales people make third contact only Only 10% of sales people go beyond three Source: US National Sales Executive Association
  15. 15. Sales Statistics 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made on the fifth to seventh contact Source: US National Sales Executive Association
  16. 16. The Itch Beat the Competition Swap Salespeople Become a Customer First Where do you get new customers from?
  17. 17. Online reviews Testimonials Where do you get new customers from?
  18. 18. Go back and ask what the new company promised Confirm by email Go back in six months to see if they have lived up to their promise Keep in touch What do you do when you lose a customer?
  19. 19. - Close more sales on the phone - Learn how to make appointments over the phone - Get through to the decision maker every time - Professionally handle all objections over the phone - Find out how to design scripts that really work - Become your company’s star telesales specialist Selling over the Telephone Durban 11th Johannesburg 12th Cape Town 13th Power Series March 2020
  20. 20. Slides http://bit.ly/The_Power_Series_44
  21. 21. Getting New Customers by Richard Mulvey

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