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How to achieve a frictionless sale every time

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Heinz Marketing Inc
Heinz Marketing Inc

Presentation deck from August 11, 2011 webinar

TechnologieBusiness
1 von 19
How To Achieve a Frictionless Sale Every Time Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
[object Object],[object Object],[object Object],Housekeeping
Last Slide First ,[object Object],[object Object],[object Object],[object Object],[object Object]
An example from real estate Source: Hebert Research Sellers Sale Phase 1 Pre-Research 5.5 Months Phase 2 Active Research 1.4 Months Phase 3 Selling 2.4 Months Purchase Phase 1 Pre-Research 7.1 Months Phase 2 Active Research 5.5 Months Phase 3 Buying 4.1 Months Buyers 9.3 Months 16.7 Months
An example from real estate + = Source: Hebert Research, National Association of Realtors ® Lengthy Research Process Before a Transaction ,[object Object],[object Object],Buyers and Sellers Choose Agents Quickly ,[object Object],[object Object],[object Object],FIRST FAST FREQUENT To Contact Prospects In Response to Requests In Their Follow-Up Agents Must Be:
Implications for you… ,[object Object],[object Object],[object Object],[object Object],[object Object]
What is a buying signal today?
Buying signal examples… ,[object Object],[object Object],[object Object],[object Object]
Buying & Changing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The diagnostic path ,[object Object]
Seven questions to answer prior to any presentation/proposal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Needs will vary by role
Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
Early, easy value ,[object Object],[object Object],[object Object],[object Object]
Last Slide Last ,[object Object],[object Object],[object Object],[object Object],[object Object]
Learning Resources ,[object Object],[object Object],[object Object],[object Object]
Other resources
Upcoming Events ,[object Object],[object Object],[object Object],[object Object],[object Object]
Questions?

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How to achieve a frictionless sale every time

  • 1. How To Achieve a Frictionless Sale Every Time Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
  • 2.
  • 3.
  • 4. An example from real estate Source: Hebert Research Sellers Sale Phase 1 Pre-Research 5.5 Months Phase 2 Active Research 1.4 Months Phase 3 Selling 2.4 Months Purchase Phase 1 Pre-Research 7.1 Months Phase 2 Active Research 5.5 Months Phase 3 Buying 4.1 Months Buyers 9.3 Months 16.7 Months
  • 5.
  • 6.
  • 7. What is a buying signal today?
  • 8.
  • 9.
  • 10.
  • 11.
  • 12. Needs will vary by role
  • 13. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
  • 14.
  • 15.
  • 16.
  • 18.