Where's the Contact Sheet?
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Meri
Jan 3, 2011, 8:04:52 PM1/3/11
to Managing the Bottom Funnel
Interested in participating in this exciting new venue, Sharon Drew!
Can't find the "contact sheet" you've invited us to fill out. Can you
point out where it is here in the group space?
Happy New Year! Meri
Can't find the "contact sheet" you've invited us to fill out. Can you
point out where it is here in the group space?
Happy New Year! Meri
Sharon Drew
Jan 4, 2011, 12:40:51 PM1/4/11
to Managing the Bottom Funnel
it seems that i don't need a contact sheet once you're already on
here :) good thing one part of my brain works fine.
here :) good thing one part of my brain works fine.
Sharon Drew
Jan 4, 2011, 12:43:25 PM1/4/11
to Managing the Bottom Funnel
Question for the group:
What's the difference between a name, a lead, and a prospect?
How can we make a name into a lead, a lead into a prospect, and a
prospect a client? Hint: the sales model will only get the folks who
were ready to buy anyway, and ignore all of those who aren't ready or
didn't know they are ready.
I can't wait to hear your thoughts :)
> > Happy New Year! Meri- Hide quoted text -
>
> - Show quoted text -
What's the difference between a name, a lead, and a prospect?
How can we make a name into a lead, a lead into a prospect, and a
prospect a client? Hint: the sales model will only get the folks who
were ready to buy anyway, and ignore all of those who aren't ready or
didn't know they are ready.
I can't wait to hear your thoughts :)
>
> - Show quoted text -
John Locke
Jan 4, 2011, 5:19:18 PM1/4/11
to Managing the Bottom Funnel
Hi Sharon,
Let me say up front I have never been trained in selling, but if I can
get a prospect to come to my office (self motivated and inbound) I can
close 85% of the time because a need, timeline, budget and the
purchaser are all present in that meeting and I have a solution to
meet the need. This is not the case with lead automation, referrals
or cold calls. Once someone is in my office, they have self
qualified and bought a solution to their need...
With Lead Automation positioned as a "radar" type system I have been
fortunate enough to note a direct correlation between visits to
certain pages of content, the number of visits a lead has engaged me
etc. and been able to build a 3 stage behavioral response profile of
my potential clients...
Stage one: Name
Visitor identified - Automated
This is interesting data but does not activate a response from my
sales team.
Stage 2: Lead
Self initiated interaction with key content - Analytics
A few available marketing automation metrics have proven to be very
good indicators that someone is interested in my services, not just
seeking information. For example names mapped to the number of visits
over time, plus visits to a pricing page and or testimonials page are
indicators that I should make contact at least with someone from the
visitor's organization. By filtering "names" who meet certain
behavioral criteria they become leads and are targeted with a
contextual response (automated triggers, alerts etc.).
I use automation to introduce myself to the identified contacts who
visit my site more than 2 times or invite them to a webinar.
Stage 3: Prospect
Secondary Interactions - Behavioral Profiling
If a lead clicks through an invitation or link, or fills out a form,
they become an active prospect in my system and go into a dynamic list
for calls and contextual drip campaigns . Finally, in a call if I can
assess a budget, need or timeline I can score a true opportunity even
if they do not know they are ready to buy.
This is the best way I can summarize how I leverage marketing
automation. Could the process be improved? I am sure it can, but by
integrating timely responses with drip nurturing I have a start based
on visitor analytics plus behavioral profiling and some demographics.
John Locke
FeedFactoryPro.com
Let me say up front I have never been trained in selling, but if I can
get a prospect to come to my office (self motivated and inbound) I can
close 85% of the time because a need, timeline, budget and the
purchaser are all present in that meeting and I have a solution to
meet the need. This is not the case with lead automation, referrals
or cold calls. Once someone is in my office, they have self
qualified and bought a solution to their need...
With Lead Automation positioned as a "radar" type system I have been
fortunate enough to note a direct correlation between visits to
certain pages of content, the number of visits a lead has engaged me
etc. and been able to build a 3 stage behavioral response profile of
my potential clients...
Stage one: Name
Visitor identified - Automated
This is interesting data but does not activate a response from my
sales team.
Stage 2: Lead
Self initiated interaction with key content - Analytics
A few available marketing automation metrics have proven to be very
good indicators that someone is interested in my services, not just
seeking information. For example names mapped to the number of visits
over time, plus visits to a pricing page and or testimonials page are
indicators that I should make contact at least with someone from the
visitor's organization. By filtering "names" who meet certain
behavioral criteria they become leads and are targeted with a
contextual response (automated triggers, alerts etc.).
I use automation to introduce myself to the identified contacts who
visit my site more than 2 times or invite them to a webinar.
Stage 3: Prospect
Secondary Interactions - Behavioral Profiling
If a lead clicks through an invitation or link, or fills out a form,
they become an active prospect in my system and go into a dynamic list
for calls and contextual drip campaigns . Finally, in a call if I can
assess a budget, need or timeline I can score a true opportunity even
if they do not know they are ready to buy.
This is the best way I can summarize how I leverage marketing
automation. Could the process be improved? I am sure it can, but by
integrating timely responses with drip nurturing I have a start based
on visitor analytics plus behavioral profiling and some demographics.
John Locke
FeedFactoryPro.com
Cyrus Kashef
Jan 5, 2011, 10:36:26 PM1/5/11
to sharo...@gmail.com, Managing the Bottom Funnel
Not a formal background in sales.
a name is someone I met (and have their contact info), a referral, or someone that has come to my attention via different marketing avenues
a lead is someone who you interact with (preferably via the phone)
a prospect is someone who you have developed a good rapport with and wants to continue the conversation or wants more information (best determined by buying facilitation questions). Additionally, a prospect is someone who sees you as a valuable resource of information and as a person who is simply "useful" to them.
The best way to convert a name all the way to a prospect is by filtering them thru the buying facilitation process; and from a prospect to a client is by using your respective sales models.
All the best,
Cyrus Kashef, J.D., LL.M.
President
Ethos Wealth Partners, LLC
341 S. Glengarry Road
Bloomfield, Michigan 48301
248.739.1863
cka...@ethoswealth.com
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