Slides from the Power Series Business Breakfast - Getting New Customers

1. Getting New
Customers
by Richard Mulvey

2. The Power Series 2020
Feb - Getting New Customers
Mar - Selling over the Telephone
Apr - Sales Presentations
May - Handling Objections/Closing the Sale
Jun - Sales Negotiation
Jul - Key Account Management
Aug - 7 Habits of Highly Successful Salespeople
Sept - Selling at your Higher Price
Oct - Selling Face to Face
Nov - Creating Raving Fans

3. Customer
Close
40
8
20% Strike Rate
80
16

4. Where do you get
new customers from?
Advertising
Referrals
Cold Calling
Walk In’s / Phone In’s
Networking

5. Where do you get
new customers from?
Advertising
Referrals
Cold Calling
Walk In’s / Phone In’s
Networking

6. Where do you get
new customers from?
Advertising
Referrals
Hot Calling
Walk In’s / Phone In’s
Networking

7. 1. Company - contact details, turnover, etc.
2. Who are the Decision Makers?
3. Who are the Influencers?
4. Who is their current supplier?
5. Why?
6. What is the business worth now? / In the future?
7. When will the decision be made? / Tender due?
8. What experience of us have they had in the past?
9. What is their current project?
10.What are their major challenges?
11.How can we add value to their team?
12.What additional benefits can we offer?
What do we need to know?

8. Where do you get
new customers from?
Advertising
Referrals
Hot Calling
Walk In’s / Phone In’s
Networking

9. Referrals
Always ask the question
Use the Five Card Trick
Bring Referrals to your Customers
Trade them
Reward them
Set a weekly goal for referrals

10. Where do you get
new customers from?
Advertising
Referrals
Hot Calling
Walk In’s / Phone In’s
Networking

11. Getting New
Customers
by Richard Mulvey

12. Linked In - Targeted Referrals
Become the Expert
YouTube.com
Direct Marketing
The Selling Revolution

13. “The Rule of 7”
It takes seven exposures on
average for a message to reach a
target and for the target to make a
purchase.

14. Sales Statistics
48% of sales people never follow up a prospect
25% of sales people make second contact only
12% of sales people make third contact only
Only 10% of sales people go beyond three
Source: US National Sales Executive Association

15. Sales Statistics
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on
the fifth to seventh contact
Source: US National Sales Executive Association

16. The Itch
Beat the Competition
Swap Salespeople
Become a Customer First
Where do you get
new customers from?

17. Online reviews
Testimonials
Where do you get
new customers from?

18. Go back and ask what the new
company promised
Confirm by email
Go back in six months to see if they
have lived up to their promise
Keep in touch
What do you do when
you lose a customer?

19. - Close more sales on the phone
- Learn how to make appointments over the phone
- Get through to the decision maker every time
- Professionally handle all objections over the phone
- Find out how to design scripts that really work
- Become your company’s star telesales specialist
Selling over the Telephone
Durban 11th Johannesburg 12th Cape Town 13th
Power Series March 2020

20. Slides
http://bit.ly/The_Power_Series_44

21. Getting New
Customers
by Richard Mulvey