The Perfect 10 In Sales: 10 Days Later

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The Perfect 10 In Sales:

10 Days Later

How to identify, capture, organize, follow up with

and keep the contacts who matter to your business

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Does Your “System”

Look Like This?

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Ideal Relationship Model

Comm

unicate

Feedback

Clients

become

Community

Community

“percolates”

up to leads

One-to-One

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Ideal Relationship Model

Valuable Inf

o

Feedback

Clients

become

Community

Community

“percolates”

up to leads

One-to-One

Qualify

Maintain

Extend

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From Contact to

Client

Identify

Capture

Input & Organize

Follow Up

Keep

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Identify

Establish FOCUS

Who is your IDEAL target?

What are THEIR needs? Find their PAIN.

It’s all about THEM

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Capture

Networking

Email Marketing (friends & contacts)

Internet Marketing

-

Facebook Marketing (Groups)

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LinkedIn (Groups)

-

Blogging

-

Adwords/Yahoo/MSN (outsource SEO)

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Capture:

The Valuable Info Piece

May need an INCENTIVE to capture

Create VALUABLE info for THEIR needs

-

Tell WHAT, but not exactly HOW.

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Special Reports, E-zines, Blog (pick one)

-

Continuous/periodic items of value

Tools - Word (PDF), Pages (PDF), Constant

Contact, iContact, iWeber

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Prioritize/Categorize

Schedule

Use a TOOL

(i.e., CardScan, next page)

Be consistent

Make it easy in/easy out

Delegate, outsource, and/or automate

(i.e, Frizzy to Fabulous example using Constant Contact to follow )

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Follow Up

Keep in Mind: What’s In It For THEM?

What is YOUR focus? Just ONE action per

communication

(i.e., “Sign up,” “call me for free phone

consult”)

Then Meet, Speak or Write with ONLY

that focus.

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Keep

Maintain contact periodically

Send VALUABLE information &/or invites

Don’t SATURATE

Consider THEIR:

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TIME (cell phone, spam, etc.)

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PRIVACY (cc’s)

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CONCERNS

-

FOCUS

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Turn Into

BUSINESS

Convert to that FIRST STEP

Qualify, Qualify, Qualify

Pricing = Profit.

Focus on VALUE

Lower THEIR risk

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Your 10-Day Process

Identify...

Capture...

Input & Organize...

Follow Up...

Keep...

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3 Commitments

What will you do today?

This week?

This month?

Next year?

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Contact Me

Questions, Comments or Suggestions? Email me at

mivi@mivistaconsulting.com

Some of my other workshop titles include:

-

The Perfect 10 in Sales: The First 10 Seconds, The Next 10

Minutes, & 10 Days Later

-

The Empowered Woman’s Business Skills Workshop

-

Sell Yourself First, So You Can Sell Anything

-

Secrets of Body Language for Sales

-

Using Personality Type to Sell Better

-

Selling With Authenticity & Integrity

-

Communicating More Effectively & Powerfully in Writing

-

The Secret To Making A Great First Impression

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Credits

Thanks to the Miami Beach Chamber of Commerce and

the Emerging Leadership Council, Chaired by Jason

Hagopian for sponsoring the series, and to Franchesca

Ramsey, for handling all logistics and marketing.

Participant voices:

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Jason Hagopian, Tsao Design Group

-

Tom Kernan, College Admissions Assistance

-

Roseanna Martino, eLuxeSwap.com

-

Franchesca Ramsey, Miami Beach Chamber of Commerce

-

Jason Loeb, Sudsies

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John Layzell, ActionCoach

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DeAnne Connolly Graham, Welcome Magazine

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References

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