3 Hot Tips to Increase your Appointments Booked and Closing Ratio in 2015 !!

1) The Initial “ Discovery Worksheet”

2) Cold Approach E-mail Referral Harvesting

3) Trigger Event / Change of people in the Organization

1) The Initial “ Discovery Worksheet”

-So many times we are prepared for the demo and WEB briefing with our new prospect – We are all excited and jazzed about having the demo with the Ultimate Decision maker . You’ve been trying for weeks to get through to this guy , you finally did and he agreed to meet you on line .and view your fantastic web demo that you’ve slaved over to create

You ask your well crafted Discovery and Needs Analysis questions – They respond with “ I don’t know “ ,“let me check on that “

— Booking a demo a great

What’s better is –

After having built out and managed over 180 technology / high tech Specialized Outbound Lead Generation divisions , training and coaching over 2,500 sales people along the way, I’ve witnessed the ‘Best Practices ‘ of dozens and dozens of ‘Go to market experts and authorities . And ..like a good consultant… I’ve begged , borrowed or stolen almost all of their best strategies

So here’s the Big Idea with this — 5 minutes after your Outbound new business developer books a demo / web briefing , they send over an Advanced meeting agenda . In that AMA you should include an “ Initial Discovery Worksheet”

….And where you’d like to see improvement, what you’re grappling and struggling with

You will be able to customize the demo for their needs , and you can drive a conversation on your ability to reduce losses, save time and improve results .

Using the “Aaron Ross ‘ Predictable Revenue’ approach with your existing Cold Calling 2.0 process , works like a champ— and can get you an additional 20 – 35 meetings Booked per month , all on auto –pilot , with No Cold Calling

What you do you is this :

— Data.com
— Linked-In
— Inside View
— Sales Loft
— Or Cadence

Each day all of your New Business Developers or quota carrying sales people would gather 24 direct Email addresses per day form these sources — 500 per month , per each rep.

d) For every 500 Referral E-mail asking “ Who would be the best point of contact that handles _____________________ .

You would be able to get a 9% – 12% Referral Ratio – This a a direct referral form the Top Officer in the company–500 e-mails sent @ is 60 direct referrals given to you

Say stuff like –

“ Dear ___

I was doing some research on your web site and your industry and boy you guys have really accomplished something , that is awesome.. , I love your technology . It’s really making a big impression in your peer group , that I’m talking with

My Name is . My company is _. We work with organizations like yours to ______ .

Could you direct me to the right person to talk about . So we can explore if these benefits are something you guys would like also ?

Option 2 –

Hey _, hope I’m not bothering you, I just had a a conversation with ______, and they said you are the resident expert and authority in _subject area

I wanted to reach out because our company has a new SAAS App Platform that’s getting a lot of interest and activity from your peer group

We help ____ ( companies exactly like you ) to _ and we do this by

Benefit

Benefit 2

Benefit 3

Let’s explore how our platform can .

Would you be flexible for a quick 10 minute executive web briefing this week or next ?

Option 3

Subject Line – “ Appropriate Person “

Hi There ;

I’m writing in hopes of finding the appropriate person who handles . I also wrote to person X , person Y and person Z in that pursuit , if it makes sense to talk let me know how your calendar looks

Thanks

Why you and your sales team should do this ;

A) You can get 60 Direct Referrals per month to the exact point of contact from the Top Executive in the organization referring you

— That’s golden

B) You can now call and Email all 60 of these Referrals back and Books Meet8ngs and Demos with them and they will be 80% more responsive since you got a Referral from their BOSS !!

C) Out of the 60 Referrals and / Points of Contact –You can now e-mail and make an Intelligent, Warm Outbound Call to them and Book a Meeting or Web based demo with them easily.

— Typically you’ll be able to Book a 30% to 35% conversion rate on the Outbound Call to Booking a demo with the Referral

— That’s 18 – 27 Booked Meetings per month

3) Trigger Event / Change of people in the Organization

Change of people in the organization , into new jobs , new positions is a critical’ trigger Event “

” 80% of people taking on a new role spend
$ 1,000,000.00 on new initiatives within 90 days”

When you have list of decision makers that have just changed their jobs , you can now warm up your cold calls, leverage the knowledge of trigger events going on in their world

— New role
— Fiscal year end
— Venture capital
— Management changes
— Initiatives for the new year
— Mergers and Acquisitions
— New Technology

increasedrevenues.com blog, vancouver

Categories

3 Hot Tips to Increase your Appointments Booked and Closing Ratio in 2015 !!

1) The Initial “ Discovery Worksheet”

2) Cold Approach E-mail Referral Harvesting

3) Trigger Event / Change of people in the Organization

1) The Initial “ Discovery Worksheet”

And the prospect doesn’t show up or is not prepared

You ask your well crafted Discovery and Needs Analysis questions – They respond with “ I don’t know “ ,“let me check on that “

— Booking a demo a great

What’s better is –

Having the prospect show up for the demo

Having the prospect be prepared

And this is HUGE

So here’s the Big Idea with this — 5 minutes after your Outbound new business developer books a demo / web briefing , they send over an Advanced meeting agenda . In that AMA you should include an “ Initial Discovery Worksheet”

….And where you’d like to see improvement, what you’re grappling and struggling with

Start them off with 5 questions about their Pain and problems they’re having that YOUR solution can solve no problem ..

Now they send back to you what they are interested
in , what motivates them to ‘change’ . The prospect will get a selling piece ‘Executive Overview ‘ of the pains and problems we are going to solve , the consequences of these problems if they do nothing

You will be able to customize the demo for their needs , and you can drive a conversation on your ability to reduce losses, save time and improve results .

2) Cold Approach E-mail Referral Marketing –

Using the “Aaron Ross ‘ Predictable Revenue’ approach with your existing Cold Calling 2.0 process , works like a champ— and can get you an additional 20 – 35 meetings Booked per month , all on auto –pilot , with No Cold Calling

What you do you is this :

a) Use Super –Power Tools like

— Data.com
— Linked-In
— Inside View
— Sales Loft
— Or Cadence

Each day all of your New Business Developers or quota carrying sales people would gather 24 direct Email addresses per day form these sources — 500 per month , per each rep.

b) You need to locate the top level decision maker in the organization your want to pursue : CEO , President COO , CTO , General Manager

c) Send them a Twitter sized non-selling Referral E-mail to get the Point of contact who’s in charge of ____________________

d) For every 500 Referral E-mail asking “ Who would be the best point of contact that handles _____________________ .

3) Trigger Event / Change of people in the Organization

Triggering Events , Initiatives and Objectives in
2015 , trigger better Conversations and Conversions .

One if the KEYS to Outbound is calling a new customer at the right time that there’s an Opportunity , makes sense right ?

You have to call them at the window of dissatisfaction and they are searching for alternatives

“ 80% of B2B Purchases are UN-planned and Un-Budgeted”

Change of people in the organization , into new jobs , new positions is a critical’ trigger Event “

” 80% of people taking on a new role spend
$ 1,000,000.00 on new initiatives within 90 days”

When you have list of decision makers that have just changed their jobs , you can now warm up your cold calls, leverage the knowledge of trigger events going on in their world

— New role
— Fiscal year end
— Venture capital
— Management changes
— Initiatives for the new year
— Mergers and Acquisitions
— New Technology

Archives

increasedrevenues.com blog, vancouver

Categories

3 Hot Tips to Increase your Appointments Booked and Closing Ratio in 2015 !!

1) The Initial “ Discovery Worksheet” 2) Cold Approach E-mail Referral Harvesting 3) Trigger Event / Change of people in the Organization

1) The Initial “ Discovery Worksheet”

And the prospect doesn’t show up or is not prepared

You ask your well crafted Discovery and Needs Analysis questions – They respond with “ I don’t know “ ,“let me check on that “

— Booking a demo a great

What’s better is –

Having the prospect show up for the demo

Having the prospect be prepared

And this is HUGE

So here’s the Big Idea with this — 5 minutes after your Outbound new business developer books a demo / web briefing , they send over an Advanced meeting agenda . In that AMA you should include an “ Initial Discovery Worksheet”

….And where you’d like to see improvement, what you’re grappling and struggling with

Start them off with 5 questions about their Pain and problems they’re having that YOUR solution can solve no problem ..

Now they send back to you what they are interested in , what motivates them to ‘change’ . The prospect will get a selling piece ‘Executive Overview ‘ of the pains and problems we are going to solve , the consequences of these problems if they do nothing

You will be able to customize the demo for their needs , and you can drive a conversation on your ability to reduce losses, save time and improve results .

2) Cold Approach E-mail Referral Marketing –

Using the “Aaron Ross ‘ Predictable Revenue’ approach with your existing Cold Calling 2.0 process , works like a champ— and can get you an additional 20 – 35 meetings Booked per month , all on auto –pilot , with No Cold Calling

What you do you is this :

a) Use Super –Power Tools like

— Data.com — Linked-In — Inside View — Sales Loft — Or Cadence

Each day all of your New Business Developers or quota carrying sales people would gather 24 direct Email addresses per day form these sources — 500 per month , per each rep.

b) You need to locate the top level decision maker in the organization your want to pursue : CEO , President COO , CTO , General Manager

c) Send them a Twitter sized non-selling Referral E-mail to get the Point of contact who’s in charge of ____________________

d) For every 500 Referral E-mail asking “ Who would be the best point of contact that handles _____________________ .

3) Trigger Event / Change of people in the Organization

Triggering Events , Initiatives and Objectives in 2015 , trigger better Conversations and Conversions .

One if the KEYS to Outbound is calling a new customer at the right time that there’s an Opportunity , makes sense right ?

You have to call them at the window of dissatisfaction and they are searching for alternatives

“ 80% of B2B Purchases are UN-planned and Un-Budgeted”

Change of people in the organization , into new jobs , new positions is a critical’ trigger Event “

” 80% of people taking on a new role spend $ 1,000,000.00 on new initiatives within 90 days” When you have list of decision makers that have just changed their jobs , you can now warm up your cold calls, leverage the knowledge of trigger events going on in their world

— New role — Fiscal year end — Venture capital — Management changes — Initiatives for the new year — Mergers and Acquisitions — New Technology

Archives

1) The Initial “ Discovery Worksheet”

2) Cold Approach E-mail Referral Harvesting

3) Trigger Event / Change of people in the Organization

Now they send back to you what they are interested
in , what motivates them to ‘change’ . The prospect will get a selling piece ‘Executive Overview ‘ of the pains and problems we are going to solve , the consequences of these problems if they do nothing

— Data.com
— Linked-In
— Inside View
— Sales Loft
— Or Cadence

Triggering Events , Initiatives and Objectives in
2015 , trigger better Conversations and Conversions .

” 80% of people taking on a new role spend
$ 1,000,000.00 on new initiatives within 90 days”

When you have list of decision makers that have just changed their jobs , you can now warm up your cold calls, leverage the knowledge of trigger events going on in their world

— New role
— Fiscal year end
— Venture capital
— Management changes
— Initiatives for the new year
— Mergers and Acquisitions
— New Technology