increasedrevenues.com blog, vancouver

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

• 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

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

• 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”

• You should say “ Hey thanks the opportunity to show you this new breakthrough leading app to your company . What we don’t want to do is regurgitate some canned pitch over you . we want to customize the web briefing for your exact circumstances and wanted to understand what’s really important to you regarding ___________ and what you really value about _________ ? “

….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 _____________________ .

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

• 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