1. WhiteHat SALES TRAINING – MULTI TOUCH SALES STRATEGY

2. WhiteHat – Sales Training The Secret Is In The Follow Up – 48% of sales people never follow up a lead.  Only 2% of sales are made after the second contact  Only 5% of sales are made on the third contact  Only 10% of sales are made on the fourth contact  80% of sales are made on the fifth to twelfth contact Don’t just rely on email as the only point of contact with a lead. You need a multi-touch strategy

3. WhiteHat – Sales Training  48% of sales people never follow up with a prospect. So if you follow up at least once, you are already ahead of your competition.  25% of sales people make a second contact and stop.  12% of sales people only make three contacts and stop. 88% Of Businesses Don’t Follow Up More Than Three Times If you are not having success – you are probably quitting too soon Follow Up – Follow Up – Follow Up

4. WhiteHat – Sales Training The Decision Funnel 1.Outbound Marketing to get an inbound response 1.Sending out emails, letters, postcards, telephone calls to get a call back or return email 2.Marketing Conversations: Under 5 minutes 1.Brief chat – aim is to get through to a decision maker, so you can have a sales conversation 3.Sales Conversation: 5 to 15 minutes 1.With a decision maker, Aim is to get to a presentation 4.Presentation 1.Set the right expectation so client understands what is being offered how it addresses their issues and what to expect 5.Proposal 1.Success is directly related to the number of proposals out with clients at any one time 6.Signed Contract

5. WhiteHat – Sales Training The Decision Funnel 1.Outbound Marketing to get an inbound response 2.Marketing Conversations: Under 5 minutes 3.Sales Conversation: 5 to 15 minutes 4.Presentation 5.Proposal 6.Signed Contract This gives us 6 touch points with the client. These two sets of activities could be done by two different groups of people. The aim of each meeting is only to setup the next meeting

6. Outbound Marketing: Conversations Refer back to “Tip & Go” Training Formula. ◦GGive Value ◦OOffer Decision Each conversation asks for a decision from the prospect: ◦Marketing Conversation: Ask for a conversation with the decision maker ◦Sales Conversation: Ask for the opportunity to do a presentation ◦Presentation: Ask for the opportunity to do a proposal ◦Proposal: Ask for them to sign the contract At each level we give value and offer a decision. This must be clear and explicit. It is not up to the prospect to figure out what to ask. Be clear what decision you are going to ask them to make before you talk to them. WhiteHat – Sales Training

7. Outbound Marketing: Media Variety At Different Touch Points (different modalities) ◦Important no to rely on only email ◦Email, postcards, letters, calling ◦The more you contact the prospect, the better chance of talking to a decision maker ◦Start with the right data: Decision Maker, Email, Phone Verify The Data ◦The lead data supplied is public data, not perfect data ◦Sometimes the data is wrong, the owners name may not be correct, the email may not be one that is used often, the telephone number may be incorrect ◦Call the business and confirm the information, before doing anything else. ◦Base your contact on one problem and offer only one solution. Eg You might call to discuss reputation marketing with a business and ask for the decision maker, if he is not available ask for his contact details so you can send some information, do not get distracted by talking about all the different things you have to offer. Concentrate one solution, in this case the contact information of the decision maker. Then move on to the next prospect. WhiteHat – Sales Training

8. Assumption: You understand and have applied the “TIP & Go Strategy” 1 st Touch2 nd Touch3 rd Touch4 th Touch5 th Touch Confirm Data DM: Name, email, phone Send EmailSend A Postcard or Letter Call ThemSend An Additional Email, Postcard or Letter Do not get put into the ‘sales bucket’ Send the email the same day Send the postcard the same day as the email Call 2 – 3 days after your initial email Send the same day as the 2 nd call Approach from a non ‘sales’ tactic: Concerned Customer Referral Partner Survey State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information) State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information) State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information) State the problem Tell their story Offer 2 decisions (continue to next stage or provide more information) WhiteHat – Sales Training