The 5 steps to Sales Dominance
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The document outlines 5 steps to sales dominance: 1) Process - including tracking call response times, refining pitches, and following up with prospects. 2) Systems - such as using landing pages and CRMs. 3) Structure - including departmentalization and managing inside sales agents. 4) Nurturing - building relationships through content even if prospects are not ready to buy. 5) Branding - developing an emotional story, aesthetic design, and consistency to become a strong brand rather than a commodity. The overall message is that dominating sales requires optimizing processes, systems, structure, nurturing prospects, and building a powerful brand.
The 5 steps to Sales Dominance
- 1. The 5 Steps to Sales Dominance
- 2. 1 - PROCESS
- 4. 44% 33% 7%7% 7% Survey of how quickly most pm’s report they respond to new owner leads....
- 5. 39hrs Average Call Response Time Average # of Call Attempts 1.6 INDUSTRY AVG
- 6. 3K 6 hrs Time Window Analyzed # of companies surveyed Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy
- 7. Less than 5% call back within 15 minutes.
- 8. Less than 1% call back within 5 minutes.
- 10. Download free copy at: http://bit.ly/objection-blocking
- 13. PROSPECT Contact #1 Contact #2 Contact #3 Contact #4 Contact #5 Contact #6 Contact #7 CUSTOMER 43% of Salespeople have given up 68% of Salespeople have given up 80% of Salespeople have given up Low hanging fruit is harvested here You’re really getting to know the prospect and their needs You now “own” mindshare and are the default choice when the prospect is ready You’re the only one to make 6 contacts (Source: Society for Marketing Professionals) PROGRESSION OF A SALE
- 16. Download LeadSimple Follow up plan at: http://bit.ly/followup-plan
- 18. Carmen Small All County Cumberland - Atlanta, GA
- 23. Conversion Rate Cost to Acquire Client Customer Lifetime Value
- 24. 2 - SYSTEMS
- 43. CENTRAL DATA REPOSITORY - Call logs and recordings - Email exchanges - Agent notes - Sales stage - Lead assignment Most of this data cannot be stored anywhere else...
- 45. CRM
- 46. 3 - STRUCTURE
- 50. 1. Clear activities 2. Clear goals 3. Clear schedule
- 51. Target: $60-80k Commission: $250 Salary: 2k / mo
- 52. Target: $60-80k Commission: $250 Salary: 2k / mo 250 appointments 125 deals $31,250 + 24,000
- 53. Target: $60-80k Commission: $250 Salary: 2k / mo 375 appointments 281 deals $70,250 + 24,000
- 55. Activity > Skill Diagnose poor performance Provide structure & onboarding
- 56. 4 - NURTURING
- 57. Lead nurturing: Building relationships with potential clients even if they’re not currently ready to buy.
- 59. Traffic Leads Customers Typical Sales Process
- 60. Traffic Leads Customers Ideal Sales Process Capture Nurture Wow
- 61. Qualified but not ready to buy Stale / Unqualified Sales Qualified 25% 25% 50% (Source: Gleanster Research)
- 62. Leads Interested and ready to talk Prospects + Recycled Qualified & Interested Not ready to buy People move back and forth... and that’s perfectly natural
- 63. EFFECTIVE LEAD NURTURING CAN INCREASE SALES READY LEADS BY (Source: DemandGen) 50%
- 67. Leads Interested and ready to talk Prospects Interested but not ready to buy Customers Won business Suspects People who have heard of you
- 68. Consideration Trying to understand what to look for - establish buying criteria Interest Intrigued with the idea of the product of service you offer Awareness Came across your website, ad, etc. Customers Action Determining who to buy from Leads Prospects Suspects
- 70. Blog Posts Articles Infographics Webinars Guide Video Curated list Research Date Entertaining Education Awareness
- 71. Blog Post: How to screen for good tenants Infographic: Orlando rental price trends in 2015 Webinar: Beginner's guide to investing in real estate Curated list: 7 things every landlord should know Research Data: Dallas rental price trends in 2015 Entertaining Education Awareness
- 72. Guide to real estate investing? How to rent your home out Rent ready checklist for landlords Guides & How To Interest
- 81. Why hire a property manager? What to look for in Property Manager Guide to hiring a property manager Buying Criteria Consideration
- 84. Why choose us? Our Unique Process Case Studies & Testimonials Specials & Promotions Promotional Action
- 92. Landing Page Content Email Copy Email Sequence Timing Required Assets
- 93. 1. Timing 2. Spam 3. Exit Criteria 4. Sales Handoff Key Challenges
- 94. The Cost Of Doing Nothing Right Now
- 97. 5 - BRANDING
- 98. If you are not a brand you are a...
- 101. ● 2014 Ernst and Young Midwest Entrepreneur of the Year Winner. ● Maverick of the Year 2013 ● Management Team of the Year 2013 ● 2013 Executive of the Year by the American Business Association ● International Real Estate Company of the Year 2012. ● Gold Stevie for Company of the Year 2013 Renters Warehouse. ● Inc. Hire Power 2013 & 2014 ● United States Army Honored Employer 2013 ● Inc. 500 | 5000 list of fastest-growing privately held companies ● America’s “Best Places to Work” in 2012, 2014 and 2015 by Outside Magazine.
- 102. “Market leadership means higher revenue, higher profitability, greater velocity & stronger return on capital.” - Jeff Bezos,
- 104. STORY(emotion)
- 105. Kassandra Rose RentLucky - Seattle, WA
- 110. DESIGN(Aesthetic)
- 111. Justin Dean Dean & Dewitt - Tampa, FL
- 122. “The brand is the most important and sustainable asset of any organization.” - John Simmons