Conducting a Winning Strategy Session By Ed Downes

Pillar Framework Traffic Capture Nurture Conversion Maximize Scale

Traffic PPC Retargeting FB SEO

Capture Landing Page Lead Magnet Opt In Form

Nurture Email Follow Up

Conversion Reputation Social Media

Maximize Upsell Cross Sell Reactivate Referrals

Scale Set Up Analytics Measure What Works Retire Non-Performing Elements Expand Performing Elements

Strategy Session Sales Process Sales Process Key Concepts Scheduling the session Areas of Excellence Probing questions Mapping Pain to Solutions ROI & Closing Objection handling

Build rapport Quick hello Ask how their day is going Be excited and interested in them

Confirm contact info Ask: In case we get disconnected, what is the best number to reach you back? Ask: What’s your name? Ask: What company are you from? They might not be in your database If you get disconnected, you will be glad you routinely do this phone lead capture!

Verify source You want to know how they found you? Ask: So, what made you call us today? Response: Your free report offering a session

Determine interest Ask: What in the free report caught your eye? You want to know exactly what is attracting prospects in your marketing ;)

Describe strategy session “Well, that is great. The way we do these strategy sessions is that we will spend about 45 minutes together in person or on the phone. We will walk through various areas where “niche” businesses like yours need help getting traction. Then together, we build a tactical action plan for your business that will get you traction and make you more profitable in the coming year. How does that sound?”

Confirm decision makers One quick thing before we schedule our session. I know many businesses have multiple decision makers, is that your case? If yes: It is best if we schedule a time when bot decision makers are present, what is a good time for that? If no: Great, let’s schedule our session Find a mutual time *This eliminates one of the most common objections: “I have to talk to my business partner” (that objection has to be dealt with here, it is impossible to get past this in the strategy session!)

No show contract Minimizes no shows or cancellations by 50% Say: Before we get of the phone, I want to ask you something. I know your time is very valuable and so is mine. Would you mind, that if you need to cancel or reschedule that you will let me know so I can use the time for someone else?

Close the call Confirm date and time of the session Thank them for their time Get off the phone Document the meeting in your calendar Email a confirmation of the meeting Ask: “By the way, to help me prepare, I need two pieces of information? “What is your sales closing rate? And What is your average ticket sales amount? (you will use this info later)

Strategy Session Sales Process Sales Process Key Concepts Scheduling the session Areas of Excellence Probing questions Mapping Pain to Solutions ROI & Closing Objection handling

Areas of Excellence Review Used to organize Strategy Session Maps Challenges to Solutions Easy to understand

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

Discovery Questions Probing discovery questions 6 questions Map to the 6 Areas of Excellence Lead Traffic Lead Capture Lead Nurture Sales Conversion Client Maximization Metrics and Analytics

Sales Process Key Concepts Module 5: Sales Process Sales Process Key Concepts Scheduling the session Areas of Excellence Probing questions Mapping Pain to Solutions ROI & Closing Objection handling

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?

Sales Process Key Concepts Module 5: Sales Process Sales Process Key Concepts Scheduling the session Areas of Excellence Probing questions Mapping Pain to Solutions ROI & Closing Objection handling

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

Big Picture for Success SEO Lead Generation PPC Lead Capture Mobile Websites & Apps Landing Pages Lead Nurture Autoresponder Series Social Media Sales Conversion Reputation Marketing Client Maximization Referral Campaign Customer Reactivation Metrics Analytics Google Analytics

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

Sales Process Key Concepts Module 5: Sales Process Sales Process Key Concepts Scheduling the session Areas of Excellence Probing questions Mapping Pain to Solutions ROI & Closing Objection handling

Let’s Do The Math Walk the prospect through the math Numbers from Google and prospect Helps prospect to understand potential revenue Builds perceived value for your services Preemptively eliminates money objection in most cases

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 62People 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 MONTHLY TOTAL 1540 $30,597 Keywords Searches Dollar 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 TOTAL 1540 $30,597 * Information Provided Directly From Google

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

Sales Process Key Concepts Module 5: Sales Process Sales Process Key Concepts Scheduling the session Areas of Excellence Probing questions Mapping Pain to Solutions ROI & Closing Objection handling

Most Common Objections I need to talk to my business partner Eliminated on the “Scheduling the Session” I don’t have time Eliminated in the “Next Steps” That is too much money Eliminated in the “Let’s Do The Math”

Questions