lead generation 36:12:3 power session 10: lead conversion
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Lead Generation 36:12:3
Power Session 10: Lead Conversion
Lead Generation 36:12:3 Slide 2
In this Power Session …1) What Is Lead Conversion?
2) Get to Know Them
3) Tips for Getting an Appointment
4) Getting the Most from Internet Inquiries
5) Consultation Prequalification
6) Classify Your Leads
7) Putting It All Together
Page 1
Power Session 10
Lead Generation 36:12:3 Slide 3
Ground Rules1) Arrive on time.2) Form groups quickly.3) Limit side conversations.4) Turn off cell phones and pagers.5) Be comfortable.6) Respect time.7) Respect each other.8) Help each other learn.9) Respect confidentiality.10)Have fun!
Page 3
IntroductionPower Session 10
Lead Generation 36:12:3 Slide 4Page 4
Introduction
How You Will LearnLearning Methods
1) Manual• Models/Systems• Exercises/Discussion• Stories
2) Classroom• PowerPoint slides• KWConnect videos• Classmates/Instructor
Power Session 10
(Continued)
Lead Generation 36:12:3 Slide 5Page 4
Introduction
How You Will LearnAccountability Methods
1) Lead Generation Action Plan
2) Accountability Partner/Program
Power Session 10
1. Set Goals
2. Do Key Activities
3. Measure Results
4. Evaluate Process
5. Make Adjustments Accountability
Feedback Loop
Lead Generation 36:12:3 Slide 6
EXERCISEWhere You Are Today
1) Lead Generation Activities
2) My aha’s from these activities
3) The most difficult part of these activities
4) What I will do differently in the next 24 hours
Time: 10 minutes
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IntroductionPower Session 10
Lead Generation 36:12:3 Slide 7
Why You Are Here
To increase the number of appointments you get!
Pages 6-7
IntroductionPower Session 10
You are here!
Lead Generation 36:12:3 Slide 8
Introduction
What Will Make This a
Great Training Experience• • •
Page 8
Power Session 10
Lead Generation 36:12:3 Slide 9Page 9
What Is Lead Conversion?
LeadsReady, willing, and able to do business now Top priority Get your face-to-face time Enter them in your database
Everyone ElseMay do business with you sometime in the future Enter them in your database Follow up
Power Session 10
Lead Generation 36:12:3 Slide 10Page 9
What Is Lead Conversion?
Conversions
Inquiry
Lead
Appointment
Agreement
Contract
Closing
Power Session 10
Lead Generation 36:12:3 Slide 11Page 11
Get to Know Your Leads
Behavioral Styles
Treat people the way they want to be treated.
Power Session 10
Lead Generation 36:12:3 Slide 12Page 12
Behavioral Styles
Influence
Dominance
Steadiness
Compliance
Power Session 10
Get to Know Your Leads
Lead Generation 36:12:3 Slide 13Page 13
Build Rapport
Communicate in a way that is meaningful to the person with whom you are talking.
Power Session 10
Get to Know Your Leads
Lead Generation 36:12:3 Slide 14Pages 15-17
Tips for Getting an Appointment
10 Tips for Getting an Appointment
1) Ask for the appointment.
2) Be an expert in your market.
3) Be confident in your ability.
4) Have a list of questions and ask them.
5) Listen.
Power Session 10
Lead Generation 36:12:3 Slide 15Pages 18-21
Tips for Getting an Appointment
10 Tips for Getting an Appointment
6) Come from contribution.
7) Begin with the end in mind.
8) Seek agreement.
9) Respond quickly.
10)Communicate in person.
Power Session 10
Lead Generation 36:12:3 Slide 16Page 27
Consultation Prequalification
Gather pertinent information prior to your face-to-face consultation with
sellers and buyers.
Power Session 10
Lead Generation 36:12:3 Slide 17Pages 28-31
Consultation Prequalification
Questions to Ask Sellers
Power Session 10
Lead Generation 36:12:3 Slide 18Pages 32-42
Consultation Prequalification
Questions to Ask Buyers
Power Session 10
Lead Generation 36:12:3 Slide 19Pages 42-46
Consultation Prequalification
Common Buyer Questions
Power Session 10
Lead Generation 36:12:3 Slide 20Pages 47-51
Consultation Prequalification
Answers for Objections and Barriers
Power Session 10
Lead Generation 36:12:3 Slide 21Page 52
Classify Your Leads
Reasons to Classify Potential Customers
1. Determine how quickly you need to hold a consultation.
2. Decide how much to cover in your consultation.
3. Determine what to do for follow-up.
4. Eliminate prospects who are not good business for you.
Power Session 10
Lead Generation 36:12:3 Slide 22
Power Session Aha’s
Your Lead Generation Action Plan
Putting It All Together
Page 55-56
Power Session 10
Lead Generation 36:12:3 Slide 23
Putting It All Together
Page 57-58
Power Session 10
The 3-Hour Habit
1) Time block 3 hours every workday before noon.
2) No skipping. If you must erase, then you must replace.
3) Allow no interruptions (unless they truly are emergencies).
Lead Generation 36:12:3 Slide 24
Thank Youfor Being Here!
Don’t forget your evaluations!
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