Why Your Leads are Ticked Off At You (A Guide to Lead Nurturing)

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The odds of making contact with a lead increases 100x if called within 5 minutes.  (Source: Lead Response Management Study)

The chances of qualifying a lead are 21x better if called within 5 minutes.  (Source: Lead Response Management Study)

Research shows that 35-50% of sales go to the vendor that responds first.  (Source: InsideSales.com)

Only 1 in 50 deals are struck at a first meeting.  (Source: The Marketing Donut)

63% of people requesting information on your company today will not purchase for at least 3 months – and 20% will take more than 12 months to buy.  (Source: The Marketing Donut)

Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost.  (Source: Forrester Research)

Nurtured leads make 47% larger purchases than non-nurtured leads. (Source: Aberdeen Research)

2% of sales are made on the first contact, 3% on the second, 5% on the third, & 10% on the fourth. (Source: The Marketing Donut)

80% of sales are made on the 5th to 12th contact after the first meeting. (Source: The Marketing Donut)

44% of salespeople give up after 1 follow up. (Source: The Marketing Donut)

 

Social Media

93% of businesses and marketers have profiles on social media.  (Source: Beta21)

On average, companies respond to only 30% of social media fans’ feedback.  (Source: Social Bakers)

Approximately 46% of online users rely on social media when making a purchase decision. (Source: Nielsen)

Taken from
http://blog.hubspot.com/marketing/why-your-leads-are-annoyed?utm_campaign=blog-rss-emails&utm_source=hs_email&utm_medium=email&utm_content=13960231

So… do you treat your leads and prospects as carefully as you would a first date
with someone you really like?  Do you understand that this is a crucial part of lead nurturing?

Can you see why your leads are ticked off at you if you give up after the first or second or third try?

They like to be courted, just like you do.

They like to get to know you.  They like to buy when it’s their decision.

Try treating your lead generation system like a caring date scenario, with a great outcome in mind.

They’re not “leads”.  They’re people.

Treat them like someone you really want a relationship with.

It can make a huge difference to your income when you do.

How to Bond with a V.I.P. -Targeting is Key

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Christy Turlington 5

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

What do you do when you meet a V.I.P.? Networking can be nerve-wracking enough without getting dry-mouth when you meet a V.I.P. you’d love to work with. On or off-line.

Below are 5 amazing stealth techniques to create an extraordinary bond in the first 5 minutes of meeting a V.I.P. you want to connect with.

 

1.  Do not treat your prospect as an institution – Especially if they’re beautiful or rich

 

Oprah used to complain about being treated as an ATM machine.

 

Research shows there are two human conditions that are never listened to: people with great beauty or mone.y.  Beautiful and/or wealthy individuals complain of not being listened to – because the beauty or the money freezes most people dead in their tracks.

So… don’t treat them like institutions.

They get bored fast.

To sincerely not care about the beauty or the money, go through a mental list of all the things they don’t know.

 

For example, they don’t know how to orbit space, win the Nobel     Prize, make shoofly pie, win a Gold Medal at the Olympics, etc.  Repeat this until your awe melts down.

 

 

 

2. All interactions work best as an education process.

This instantly changes the energy of the situation – it takes away any element of sale.

Either you’re looking for the education or you’re giving the education. In the case of a V.I.P., you’re looking for it.

Targeting is key.  If possible, you want to find a person you can add value to, so you need an understanding what their needs are.

3. Say you’re seeking advice.  Phrase it like this: 

“I want to find out from someone in your position what I can do to help them and also how I can make my own services, my offer, better.”

“I’m looking for somebody.”  Not “you.”  Somebody.

See the importance of carefully selecting, and targeting, your words?

 4. Keep it in third person. 

Use defusion:  “I’ve got this opportunity and I’m looking for someone…”

You aren’t saying “I want a relationship with you.”  You are saying, “I want a relationship with somebody.”

Then say, “I’m looking for 8 minutes of mentorship – to make it easy, let’s say you and I are working together, how would my service help?”

In their head, they have to visualize working with you, and it going well, but they don’t have their defenses up because you’re not selling them.  You’re asking for education and you’re selling their peer or their friend, not them.

5. Find out how you can help them.  This is critical. 

How can you contribute to Richard Branson’s favorite charity? What introduction would Oprah love to have?  Who do you know who could help them, or their family or favorite cause?

You would be amazed at the value you can add to someone’s life. You just need to make sure you’re describing what you do in the right way, and targeting your words to accurately describe to them how what you do can help them.

Just ask.

We’re not done!  Stay tuned for 5 more techniques in the V.I.P. Series.

How Nordstrom can help you get more clients

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Can I brag?

We just had the first session of a class on Closing –
you know, that’s when you have a Discovery Call
or Strategy Session and you sign a $8,000 client. [Read more…]

Your Secret Sales Weapon That’s Hiding in Plain Sight

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COUPLE AT MOVIESThis story is about how much easier it is to make a sale when you use your Secret Weapon.

Lisa was one of the top sales trainers I knew.

And she was trying to fill her client schedule,
And she was spending a lot of time on the phone.

She heard a lot of:

“Sounds great, I’ll get back to you.”
“Wonderful, I don’t have the money.”
“My partner doesn’t want me to sign up for anything else.”
“I just spent $10,000 on a Guru course, I’m broke.”
“I’ll think about it.”

Sometimes it was so awful Lisa would
jump in her car and head up the
coast, pounding the steering wheel.

And crying.

Now Lisa was a fabulous coach.

And she was terrified of sales.

Every time she picked up the phone
And knew she had to “sell,” her terror got worse.

She has taken sales courses that didn’t feel
right to her.

She had read books about closing, but
she could never maneuver her clients into
that “closing conversation” she read about.

Lisa was running out of options.

Worse, she began confusing her inability to close
with her performance as a coach.

So doubt crept in – about everything.

She was miserable.

Meantime, Lisa was a devoted mother to
Two daschunds and a Siamese cat.

And a great partner to her boyfriend.

And a terrific daughter to her mother,
who asked her when she was getting married
every other phone call..

CatLisa coaxed her cat to swallow
his allergy medicine without scratching her.

She charmed her daschunds into going
outside in the snow, even when they dug
their toes into the doorstep and refused
to budge.

She buttered up her mother so that
she was able to avoid the prying questions and
still enjoy her mom.

She knew just how to get her boyfriend to take her
to a chick flick.  And make him think it was his idea.

What’s the point of all this?

Lisa was brilliant at sales.

She just didn’t know it.

She knew how to be charming, shrewd, and
persuasive.

She knew just when to press the issue, and when
to back off.

She knew how to get exactly what she wanted.

She just never applied any of this to
a prospect conversation.

When she finally started treating her prospects
like they were old friends and family members,
Lisa relaxed.

She found out that there’s a natural rhythm to a
sales conversation, just as there is a natural rhythm
to getting a cat to open its jaws and swallow a pill.

Which she knew how to do.

Lisa had a secret weapon hiding in plain sight,
she just hadn’t been using it.

Finally, Lisa stopped  “selling.”

She stopped making it so hard.
And started talking and listening,
and laughing, and offering suggestions.

Lisa signed her very next client.
And the next.
And the next.

Picking up the phone became as natural
as breathing.

She even looked forward to her
prospect calls.

Lisa doubled her client list in less than six months.

She made it easy.  Because suddenly it was.

And she never looked back.

Want to find out how to do what
Lisa did.

Join us this Thursday.  http://www.yourdesiremap.com/

 

Are you hiding from your own success? Here’s how to succeed as an entrepreneur.

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So.  Are you hiding from your own success?

Seems like a stupid question, doesn’t it.

It’s not.  If you are not enjoying the success you want, right now, you are actually keeping it away.

I’m sorry.  Don’t shoot the messenger.

Here are 5 ways people hide from being successful.

See if any of them ring a bell.

1.  “I really want to be in the spotlight… I think.” If you are ambivalent about being in the spotlight, you’ll never get there.

Many people are shy, or would feel too exposed out there in the limelight.  Or they want extreme success, but “only if it meets their conditions.”

Your success has conditions too.

Do they match up?  Think about it.

2. “I just need one more certification.” Women, especially, fall into this pit. You have everything you need, RIGHT NOW, to make a beyond 6-figure income. Don’t go back to school and put it off.

3.  “I’d love to be super-successful, but I don’t want to be like those other gurus.” Meaning, usually, you don’t want to market like crazy,  put yourself out there, up your game, change your business, and again, market like crazy.

4. “Can’t people just find me? My work stands for itself.”

Not today.  Not ever, in fact.

This means you don’t want to promote yourself, because it feels:

  • Sleazy
  • Cheesy
  • Info-mercially
  • “Just not you”

Borrow a trick from Oprah, Richard Branson, and all the super stars:

Find your professional image, and promote that, not the Inner You.

5.  “I don’t want to seem bossy and overbearing.”

This belief is downright dangerous.

Want to know why more people aren’t following you?

Because you’re not leading them.

You’re not out in front of your market, with a clear powerful message.

So they can’t follow you.

Because you’re not leading.

You’re too busy chasing clients.

And if you chase them, who’s more valuable?

They are.  And they know it.

Become a leader.

This is how to succeed as an entrepreneur.

Give your peeps a good reason to follow you.

You don’t know this, but they’re waiting for you to pick up that torch.

Join me on Thursday for a powerful look at what you can do to break the “just OK” cycle and accelerate the success you really want.

It’s your turn.

Take it.

Want the Real Secrets of a Super Star? Ask Will Smith

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FILM Smith 1Years ago, Will Smith was doing OK as a rising TV star and movie actor.

But he was dead clear about his goal: he wanted to be the biggest movie star in the world.

So he and his manager studied the 10 top-grossing movies of all time.

10 out of 10 had special effects. 9 out of 10 had special effects with creatures. 8 out of 10 had special effects with creatures and a love story.

They found the sweet spot in the market.

So they found a special effects script with creatures and a love story.

Matthew Perry dropped out of “Independence Day” at the last minute, and Smith was in.

It was the highest grossing movie of 1996.

“Men in Black” didn’t do too badly either.

By age 44, Will Smith had accrued $4.4 Billion in box office receipts.

What does this mean for you?

Will Smith’s success is no accident.  He wanted to be a super star.  So, he studied the market and made it happen.

Will Smith, and it might surprise you, Elton John, Paul McCartney, and Mick Jagger plotted their rise to the top.

If you want to go from where you are to the top of your field, take this little test:

  • Have you actually studied your rise to the top?
  • Do you have a juicy, mouth-watering vision, in living color, of what life will be like when you get there?
  • Do you know what the sweet spot is in your market?
  • Do you know what your market craves and can’t get enough of?
  • Do you what draws people to you and makes them want you, you, you?
  • Do you know how to create that? Think Will Smith.  Bruce Willis.  Tom Cruise. Their star power is not an “accident of birth.” Smith studied every actor, like Don Cheadle,who came on “Fresh Prince” to learn the secrets of what made them good.
  • Do you study the stars in your market to see what makes them stand out?
  • Do you know how your market sees you now?
  • Do you know how to reposition yourself for amazing success?
  • Do you have a mentor who can take you there?

And by the way, you need that juicy, mouth-watering vision from the top right now.

Research proves that without a crystal clear picture of your success, you’ll never believe you can get there.

So you won’t have the motivation to get going.

So you stay where you are.

Success is not fairy dust.

It’s more than hard work.

It’s a series of deliberate, planned, calculated, shrewd moves.

If you answered “yes” to 8 out of 10 questions…

World – Stand back!

You’re on your way.

And..

There’s 1 spot left in the Private Profit Accelerator Program for entrepreneurs who are hell-bent on reaching the top.

And finally making the money and enjoying the freedom they’ve dreamed of.

If this is you, and you’ve got butterflies just thinking about it — Good sign.

Send a quick email to annc@annconvery.com with “Ann, I’m interested” in the subject line.

I’ll send you a one-page application so we can see if you’re a good fit for this high-octane ride.

3 Phrases That Keep You Small

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“The problem is…”

That used to be one of Julie’s favorite phrases.

Until her friend Kathy pointed out how good she was at pointing out problems.

Instead of solutions.

That phrase was keeping Julie small.

It was the way she thought.

And the way Julie thought appeared in her life with depressing regularity – knotty problems showed up all over the place.

In fact, some days all Julie could see was problems.

But she was so good at spotting them!

When you actually make up your mind to change your thoughts, your life changes.  Duh.

Julie got rid of that phrase in 8 weeks.

Her business doubled in less than seven months.

She perfected the so-called elevator pitch (which, with the right tweaks, I prefer to call “Speaking Your Business”).

If you’re stuck at a certain level in your business, you’re keeping yourself there.

Here is a way to stop the sabotage and nudge your mind out of the ruts.

3 Phrases that Keep You Small

1. “I don’t have the money”

Sasha sobbed and whined for 10 years about what a great film she could make if she only had $5M.

One day she picked up a $200 digital camera, wrote a script, and shot her first web episode.

Last night she was a finalist for a Shorty award for best Web show.

She has been recently featured in 6 cool blogs here and in Europe for her web series.

She didn’t need the $5M.

She did need to say good-bye to her favorite problem.

Don’t throw money at your problem.

Throw your ingenuity, your creativity, your street smarts.

You will have a far more inventive brain, not to mention a more flexible, creative, and successful business.

2. “I’m too busy”

OK, this is painful.

You don’t have the time because you don’t want the time.

You’re scared of what might happen if you had it.

Either for traumatic reasons which are beyond the scope of this article, or because being busy is safe, and looks productive, so you don’t want to give it up.

John was suffering in his $200K business. He wanted to write novels, not run a business. And the daily trivia was eating him alive.

One day he ran out of the office and signed up at a gym.

He felt incredibly guilty. He worked out for an hour, and sneaked back to his desk.

At first, his employees guessed where he’d been and sneered. His family didn’t understand why he was “goofing off.” But he kept at it.

John had stumbled onto one of the golden secrets of time management: He began to manage his energy, not his time.

Six years later, he has outsourced most of his employee work.
His business hit half a million.
He’s published his third novel.
He takes time for lunch every day.
And he’s still working out.

John is acutely aware of what brings his energy up, and what saps it.

He is a black-belt at energy management.

And all the time he needed magically appeared.

3. “I can’t.”

I hate to tell ya, but this is code for “I won’t.”

There is someone out there with your exact same problem who said “I can…”

And they made it happen – wealth, love, super health, fame, you name it.

They said “I can” and did what it took to get there.

Because when you say “I can’t,” you are telling the world that you’re comfortable with your problems, thank you. You’re not going to budge.

Get your mind out of this highly dangerous rut – now.

Just say “I won’t” instead of “I can’t” and see if you cringe.

Good.

Time for that phrase to disappear – your life is waiting.

Nothing is impossible but the limits you set.  Nothing.

How to Stop Your Clients from Seeing You as “The Help-” And, How To Market To New Clients

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Jean was a credentialed, expert software inventor.
Her software made money, often millions, for her clients.

But she wasn’t making the impact, or the revenue, that equaled her talents.

“They think of me as a service provider,” she sighed.
“I want them to see me as a Trusted Advisor.”

Jean wanted to be essential to the core of her client’s business.

If you want to be a Trusted Advisor, let clients know within the
first two minutes that you impact the bottom line.

THAT is how to market to new clients.

Here’s how Jean, Joe and Diane, all experts in their field, were presenting themselves:

JEAN SAYS:  “I help middle market clients select and implement business systems.”
YOU THINK:   “Where can I get a good cappuccino?”

JOE SAYS:      “I help business owners accomplish their big vision.”
YOU THINK : “I wonder if he knows he has spaghetti on his tie.”

DIANE SAYS: “In this real estate market, staging a house is essential. I help home
owners make that crucial first impression.”
YOU THINK:   “That’s nice (yawn) but I’m not moving.”

The problem for Jean, Joe and Diane was…

1.  Potential clients didn’t see how they added to the bottom line.
2.  They gave their audience no clue that they could generate revenue.
3.  They were therefore perceived as “The Help” – a service provider.
4.  All three experts even used the verb – “I help.”

Here’s how Jean, Joe and Diane repositioned themselves as
Trusted Advisors.

Jean:    “Give me 5 minutes and I can tell any business owner what software
they’re missing that will make them more money.”

Joe:      I wake up CEO’s who are overworked and overwhelmed.  In 3-6 months, my clients see higher revenues and enjoy more freedom.

Diane:  Of the last 5 houses I staged, all 5 sold within 2 to 30 days.  One couple lost $134,000 by not staging sooner.  If you’re losing money right now because of a dead-end house, call me and I’ll tell you the first 3 reasons it’s not moving.

When your clients look at you…

do they see a Service Provider?  Or a Trust Advisor?

You either add to the bottom line, or you don’t.

For many of us, that’s how our clients see it.

There’s nothing wrong with being a
service provider.  In fact, we all are.

But I have never known a professional who
didn’t want to be seen as a Trusted Advisor.

And I have never known a business owner
who didn’t want to be seen as essential to their clients.

So if you want to be seen as a Trusted Advisor…

let your potential clients know within the first two minutes
how you add to the bottom line.

Don’t be the one they call “after they get everything in place.”

Be the one they call to “get everything in place.”

Try it!  It works!

P.S.  And for those of you think don’t think you add to the bottom line,
there are other ways to position yourself as crucial.  Stay tuned.

Copyright © Ann Convery 2012

Are you in love with your service or your market?

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Jo was the answer to an entrepreneur’s prayer.

Her business systems demolished the clutter and produced million-dollar profits for grateful CEO’s.

So why was she hurting for clients?

“It’s one thing to market what you want to sell,” she said with a resigned grin.

 “It’s another thing to market what they want to buy.”
What’s the answer?

Sell them what they want. Deliver what they need.

Some might call this manipulative.

Have you every tried to make a 4-year-old take a bath when she didn’t want to?

What did you finally do to get her in the tub?

  • Coaxing
  • Teasing
  • Wheedling
  • Telling her how much fun baths are
  • Offering chewing-gum bubble bath
  • Threatening her with only one bedtime story
  • Threatening her with no bedtime story
  • Declaring time-outs
  • Plea-bargaining…

 

Giving in and allowing her to finger-paint the tub while you bathe her.

Would you call those efforts manipulative? Or would you call them parenting?

You sell your 4-year-old what she wants. (finger-painting the tub)

While you deliver what she needs. (A bath)

It would need to be part of your marketing plan, to convince that little girl that getting into the tub was worth her while– and it’s the same principle when coming up with your marketing strategy, when approaching a prospect or client.

Jo wanted to market her incredible series of systems. But no one wants a system.

The trap she fell into was

1) Jo fell in love with her service.

2) Then she tried to market what she loved.

She found herself painting incredible word-pictures of how great the systems were…Offering discounts, coaxing, painting dire pictures of bad systems…

And tearing her hair out because “No one got it.”

It finally dawned on Jo that she was not respecting her clients.

They didn’t want incredible systems.

They wanted more money, freedom, fun, and time.

Drilling down, they wanted:

To make more money without more people

To leave work at 6 instead of 10

To have happier repeat customers

To take long weekends

To (gasp!) enjoy their workday

When Jo started respecting her clients, her approach was completely different.

She used a silver bullet:

“Give me 60 minutes and I can tell you how to make more money with less people.”

She used a story:

“When I met Mark, he was working 12-hour days, struggling to meet payroll, and too busy to grow.  Six months later he brought in over half a million, worked 8-hour days, and took his family to Italy for 2 weeks.”

She spoke only to their desires: money, freedom, time, and fun.

She realized her systems were just the bus that got them there.

She began to enjoy marketing, because clients were coming out of the woodwork.

In two months, Jo had a waiting list.

And very happy clients – because she delivered what they needed most.

Are you in love with your service or your market?

Marketing what you want to sell might leave you very frustrated.

Marketing what they want to buy might make you more money.

As long as you deliver what they really need.

Try it. It works!

p.s. Disclaimer: I am not a parent, just an aunt. If I have offended anyone’s parenting style, I sincerely apologize.