Lead gen – Free Tax Appraisal E-shot Client Recruitment Lead gen – Free Tax Appraisal E-shot The idea of these campaigns is to take away the ickyness of a cold call – it is always easier to have a point of introduction

Lead Gen – Free Tax Appraisal E-shot We email out batch e-shots to our database offering a free, no obligation Tax Appraisal to see if there are any schemes or ideas that we can recommend that will reduce the prospects tax or vat bill This also helps us to clean, maintain and improve the quality of the data base leads (remember that data is constantly changing) and Unfortunately we often purchase lists and the data is not always reliable Insert link to eshot template Lead Gen – Free Tax Appraisal E-shot

Our system will generate a report based on the response of the prospect: To view the report go to https://accountsdirect.my.salesforce.com/00OD00000075e3e The 2nd report is more targeted and based on campaigns rather batch emails Https://accountsdirect.my.salesforce.com/00OD00000075e4c Check both The 2nd report which is based on campaigns and is sent to around 100 targetted people per sending and results are more measurable and generally produces a better quality lead but we are restricted in what we can send This prospects on this list should be called first The first report is based on sending tens of thousands of emails out and results are not as easy to measure, for instance we can say if the email has been opened and read, but not how many times The difference is simply the sophistication of software Response Reports

Database– Cleaning If the email is not delivered, the lead is deleted If we receive a request to unsubscribe the lead is deleted After all we don’t want to mither people who are not interested, however a confirmation that the prospects details have been removed from our system does go out with some information about us, you never know Database– Cleaning

Prospect does not open email If the prospect does not open the email, the prospect remains on the database for future campaigns, but no contact is made at this time We send out various emails to promote different products, TV shows, Events and offer general information We also email regular keep in touch emails (KIT) where we give examples of how we work with different clients Prospect does not open email

If the prospect opens the e-shot they are listed on the E-shot read report and go further up the list each time they open it – These prospects need to be called in order of importance, i.e. number of times the- mail was opened Tracking the number of openings only works with campaigns, so simply call every one on the batch list and call them in order on the campaign list Prospect opens e-mail

E-Shot Opened – Review Not Specifically Requested These Leads types are the ones you are most likely to be calling based on this Campaign The script is simple – introduce yourself and say that you noticed that they showed some interest in a free tax appraisal – do they have 5 minutes now to complete the appraisal or ask when would be the best time Hello is that Mr Jones /John? Oh Hi its Bill calling from Accounts Direct I noticed that you had a look at our email where we were promoting a free tax appraisal to properly introduce our company Have you got five minutes now to complete the appraisal or would you prefer me to call you back at a better time Once I have finished the report, our accountants will have a look at it and give you some ideas that may save you tax If you want to discuss anything further you can easily contact them direct Always Change the Lead Record Type to Tax Appraisal – Prospect if it has not already been done E-Shot Opened – Review Not Specifically Requested

Set up the VAT Review Record and complete There will be one of four responses 1- OK go ahead with Review Now Set up the VAT Review Record and complete Go into the Lead Create a new review from the related records Select Tax Appraisal – Prospects as the record type and complete as many fields as possible Save when complete Let SE know if there are technical problems or you do not understand the fields E-Shot Opened

E-Shot Opened – Review Not Specifically Requested 2 Reappoint to Another Time Reappoint and set up a task – share the task with yourself to make sure it is you that calls As always ensure you update the Salesforce Lead fields so that the automatic responses are triggered Go to the lead and under activities create a new task, note the reason for the call and set the date Share the task with yourself and this will ensure that the task is listed on your profile Change the Lead Record Type to Tax Appraisal – Prospect and update the first response field with the relevant event E-Shot Opened – Review Not Specifically Requested

E-Shot Opened – Review Not Specifically Requested 3 – The Prospect is not Interested Update the Salesforce Fields with the reasons why and or the general response fields Change the rating to cold Update the first call response field and the general notes E-Shot Opened – Review Not Specifically Requested

E-Shot Opened – Review Not Specifically Requested 4 – The prospect does not know what you are talking about or denies opening or responding to the email (people do forget or are on automatic pilot) Simply tell him what we are doing, i.e. offering a free tax appraisal to introduce our company and/or offer to resend the e- mail and follow points 1-3 E-Shot Opened – Review Not Specifically Requested

Prospect Requested Tax Appraisal Where the prospect has requested a free tax appraisal – a task will be generated – Follow the same procedure as previous instructions except when calling – introduce yourself and say you are calling to go through the tax review they requested You can expect some people to have forgotten that they requested it Prospect Requested Tax Appraisal

The Tax appraisal consists of various questions Completion of the fields on the Tax Appraisal record will trigger various information sheets to be sent to the prospect The final email after 2-3 days of receiving information sheets will be a quote for our fees based on the information you have entered The Tax Appraisal

If the prospect asks any specific questions or issues either transfer call to Stuart or advise the prospect that you will get one of the accountants to call them back – set up a task, finish the review and update the Lead records The Tax Appraisal

Once the quote has been given, a task will be set to the lead owner – you will have the choice of following up the quote to close the deal or to assign the deal to sales If you do wish to try to close the sale, put a note on the task to this effect and ask the lead owner to share the task with you When you assign a task you simply put the users name in the Assigned To field This means that it is only the assigned user that will have access to the task – an assigned user can only be an account holder To share a task simply look up your Name in the Name (contact) field and tick the External Task field and also the Send Reminder field underneath it Phone Email External Task Related To *Search scope Related To Lookup (New Window) Send Reminder The Tax Appraisal

Ensure all keep in touch and follow ups are performed simply by managing and updating salesforce Tick the KIT box on the lead Share it with you Check calls are being made either by you or sales Don’t be scared to ask sales for an update or check the report Lead Management

The sale process has 4 commissionable levels and is payable when the first instalment is received after sign up. 1 lead gen (Campaign manager) 2 Warm up & fact Find (Tax review 7 follow ups) 3 Closing 4 Managers override To ensure you receive these commission make sure that Opportunity records have been set up and completed properly Ensure that sales create the oppourtunity and that you have been included Where you sign the deal Change ownership of the lead to accounts department, convert the lead, open opportunity – you are the deal maker If still unsure ask someone in sales or your manager to show you Commissions

In order to understand the spirit in which we offer these free Tax Appraisals please familiarise yourself with the CBB http://campaignforbetterbusiness.org/ The more you know, the more you will earn Check these sites regularly The CRM Resource Site - http://crmresource.link/wp-login.php?redirect_to=http%3A%2F%2Fcrmresource.link%2F TeamZone - http://theteamzone.englanderproductions.co.uk/wp-login.php?redirect_to=http%3A%2F%2Ftheteamzone.englanderproductions.co.uk%2F Steven Englander Blog Site - http://stevenenglander.co.uk/blogs/ Essential Research

We sub contract our marketing to a company called DSE Enterprises Ltd (http://dseenterprise.com/) This company manage our on line campaigns, and social media. They email to our database and also acquire leads and emails (sometimes all they get is the email withouth any other contact details So sometimes you may have to simply email the prospect to let us have further contact details Sometimes you will be able to track the firm from the email via google If you have any ideas for products or selling methodologies let us know Email Sendings

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