Speed Networker Welcome Module 6: Strategy Session

In the Last Lesson Meeting for Coffee

Homework Review Practice, practice, practice Post Role Play invite in the Facebook Group

In This Lesson Strategy Session

Objectives Build Rapport Probing Questions Identify Needs Problem Building Present Solution Handle Objections

CLIENT STRATEGY SESSION OTHER COMPANY LOGO YOUR COMPANY LOGO

Who We Are Ed Downes Eric Lavigne YOUR COMPANY LOGO

Todays Agenda More leads Lower website bounce rate More consultations More sales Better positioning Better lifetime value of Client More referrals Better tracking metrics

Strategy Session Discovery Questions Areas of Excellence Framework Mapping Challenges Mapping Solutions Big Picture for Success ROI Recap Let’s Do the Math Next Steps

Question #1 Are you getting as many new customers as you need and want calling your business or walking through the door each month?

Question #2 What kind of lead capture system do you have in place to get prospect contact information so that you can follow up with them?

Question #3 What are you doing to nurture prospects in a way that builds trust, authority, and credibility leading to an increase in sales inquiries?

Question #4 What elements does your sales process have in place to ensure you have a sales closing rate above 85%?

Question #5 What are you doing presently to get all of the repeat business, referrals, and client upsells that you need or want each month?

Question #6 What metrics are you tracking each month to determine what is working and not working in your sales, marketing, and operations towards an increase in revenue, decrease in expenses, or to improve your profitability?

Areas of Excellence Framework Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics

Mapping Challenges to Framework Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics Need more customers Website not found Bad reputation Not capturing prospect info We don’t get repeat business We don’t get referrals Website getting leads I don’t bond with prospects No prospect communicatin Don’t know whats working Low sales conversion

Mapping Framework to Solutions SEO PPC Reputation Marketing Autoresponder Series Google Analytics Social Media Mobile Websites & Apps Landing Pages Referral Campaign Customer Reactivation Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics

Big Picture for Success SEO PPC Reputation Marketing Autoresponder Series Google Analytics Social Media Mobile Websites & Apps Landing Pages Referral Campaign Customer Reactivation Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics Need more customers Website not found Bad reputation Not capturing prospect info We don’t get repeat business We don’t get referrals Website getting leads I don’t bond with prospects No prospect communicatin Don’t know whats working Low sales conversion

ROI Recap #1 – Lead Generation ChallengeSolution SEO PPC Lead Generation Need more customers Website not found Total number of people of people searching for a keyword each month

ROI Recap #1 – Lead Generation ChallengeSolution SEO PPC Lead Generation Need more customers Website not found The #1 position for a keyword get’s 41% of the clicks

ROI Recap #1 – Lead Generation ChallengeSolution SEO PPC Lead Generation Need more customers Website not found Cost per click in Google Adwords

ROI Recap #1 – Lead Generation ChallengeSolution SEO PPC Lead Generation Need more customers Website not found Total potential monthly revenue value for a keyword from Google Adwords

ROI Recap #2 – Lead Capture ChallengeSolution Well designed website can have a 25% opt in rate Mobile Websites & Apps Landing Pages Lead Capture Lead Capture Not capturing prospect info Website getting leads

ROI Recap #3 – Lead Nurture ChallengeSolution Insert research here Autoresponder Series Lead Nurture Lead Nurture I don’t bond with prospects No prospect communicatin follow up with your prospects can yield a 20% response rate of sales inquiries

ROI Recap #4 – Sales Conversion ChallengeSolution Prospects always choose the option with more positive customer reviews Reputation Marketing Sales Conversion Sales Conversion Bad reputation Low sales conversion Social Media

ROI Recap #4 – Sales Conversion ChallengeSolution Strong social media will build trust and authority and earn you more sales Reputation Marketing Sales Conversion Sales Conversion Bad reputation Low sales conversion Social Media

ROI Recap #5 – Client Maximization ChallengeSolution A systemized referral program will yield an additional 10-15% to your bottom line Referral Campaign Customer Reactivation Client Maximization We don’t get repeat business We don’t get referrals

ROI Recap #5 – Client Maximization ChallengeSolution A systemized customer re-activation program can increase your bottom line by 20% Referral Campaign Customer Reactivation Client Maximization We don’t get repeat business We don’t get referrals

ROI Recap #6 – Metrics Analytics ChallengeSolution Using metrics and analytics puts you in control of your business profits Google Analytics Metrics Analytics Metrics Analytics Don’t know whats working

Let’s Do The Math Example: If you are #1 for the keyword = “liposuction tampa” You will get 590 monthly searches You will get 320 website visits

Let’s Do The Math 590 New People Search For You Each Month 248 New People Visit Your Site Each Month x 25% or 62 People opt into your web form each month X 20% or 13 respond to your follow up x 80% close rate or 10 New People Buy You Each Month x $1,200 is your average ticket = $11,904 In New Monthly Revenue For You That Was for Only 1 Keyword Per Month…What If We had 6 key words per month?

Let’s Do The Math * Information Provided Directly From Google KeywordsSearchesDollar Value liposuction tampa 590$11,904 breast augmentation tampa 320$6,297 tummy tuck tampa 210$4,132 breast implants tampa 170$3,345 rhinoplasty tampa 140$2,755 cosmetic surgery tampa 110$2,164 MONTHLY TOTAL1540$30,597

Let’s Do The Math Your Monthly Revenue Potential? Total Revenue = $30,597

Let’s Do The Math Your Monthly Investment? Month 1 Investment = $3,750 Ongoing Monthly Investment = $2,500

Next Steps Schedule next meeting Finalize Action Plan Kick Off Project Get New Customers

Homework Practice strategy session Post Role Play invite in the Facebook Group

In The Next Lesson Replay of “7 Step Sales Process” webinar Questions about sales on next call