cc14 - kendra lee - keynote 2
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#connectcon14 @connectmembers facebook.com/connectmembers
L ve Me, Love My Product
Kendra LeePresident of KLA Group
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
The traditional sales process
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Internet buyers achieve
50-80% buying readiness
before contacting a sales
person
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
The challenge
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1. Before prospects conduct internet searches
2. While prospects investigate online
3. When you finally meet
Three buyer influence opportunities
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Before theinternet search
Love …Influence …
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
Love my ideas
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
Love my ideas digitally
Social NetworkingBlogging
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
Love my ideas collaboratively
Online EventsLocal EventsAlliance Partners
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
How does this work for you?
Targeting
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Your goal:
Be heard…
Be present…
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Before theinternet search
Admiration
Love … Inspire …Influence …
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Before theinternet search
During online investigation
Admiration
Love … Inspire …Influence …
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Show your flexibility,
breadth and depth
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
Love our offerings
1. Talk about the problems
3. Tout real results
2. Make educational offers
4. Be patient and responsive
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Before theinternet search
During online investigation
Admiration
Confidence
Love … Inspire …Influence …
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
Good-bye price comparison
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
Why do they want to meet with you?
Your ideas
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• Don’t blow it!
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Before theinternet search
During online investigation
First sales meeting
Admiration
Confidence
Trust
Love … Inspire …Influence …
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
Love our partnership
• Avoid transaction temptation• Demonstrate interest• Invest the time
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Before theinternet search
During online investigation
First sales meeting
Admiration
Confidence
Trust
Love … Inspire …Influence …
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
#connectcon14 @connectmembers facebook.com/connectmembers
Prospects will
love you
andlove your product
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• Email PowerProspecting ebook• Increase your access rate
• Stop getting deleted
• Get more email replies
• Close more than your peers
Copyright ©2014 by KLA Group, LLC. v2.0. www.klagroup.com
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FREE Resources
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klee@klagroup.com +1 303.741.6636www.klagroup.com
Resources:www.klagroup.com/sf/doemailright
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Let’s connect.
Kendra Lee, President
KLA Group
klee@klagroup.com
+1 303.741.6636
www.klagroup.com
© 2014 KLA Group, LLC. All rights reserved.Except for the inclusion of brief quotations in a review, no part of this presentation may be reproduced or utilized in any form or by any means, electronic or mechanical, including but not limited to photocopying, recording, emailing or by any information storage and retrieval system, without permission in writing from KLA Group.
Kendra Lee
KendraLeeKLA
KLA Group
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