1. 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

2. Lead Gen – Free Tax Appraisal E-shot
We 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

3. Our system will generate a report based on the response of the prospect:
To view the report go to
The 2nd report is more targeted and based on campaigns rather batch s
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 s out and results are not as easy to measure, for instance we can say if the has been opened and read, but not how many times
The difference is simply the sophistication of software
Response Reports

4. 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

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

6. 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

7. 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 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

8. 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

9. 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

10. 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

11. 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 (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

12. 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

13. 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 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

14. 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

15. 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
External Task Related To
*Search scope
Related To Lookup (New Window)
Send Reminder
The Tax Appraisal

16. 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

17. 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

18. In order to understand the spirit in which we offer these free Tax Appraisals please familiarise yourself with the CBB
The more you know, the more you will earn
Check these sites regularly
The CRM Resource Site -
TeamZone -
Steven Englander Blog Site -
Essential Research

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

20. Go and Sell