Business owners know the most basic plan for business success is making daily sales. This means, you must sell something people need or want, and you must get in front of the right people to make sales every day.
Real Business Steroids:
- A Great Product or Service;
- Location or Fast Delivery;
- Steady Daily Sales;
A Common Problem, No. 3;
- Locating Prospects;
- Converting Prospects into Buyers.
The manual lead generation process consumes valuable time. Mostly a routine, repeatable set of processes, that can be replicated using automation software, otherwise known as ‘Robots’. Freeing your human staff to do what robots cannot.
- Identifying Good Prospects;
- Qualifying Prospects into Leads;
- Buying Cycle Engagement;
- Converting Leads into Buyers.
Our Robots Can;
- Bring a Steady Flow of; Leads
- Offer Incentives to Buy; Bribes
- Offer Buyer Appreciation; Gifts
- Offer Remarketing; Bribes / Gifts
A Simple Formula
Would you like a ‘Robotic’ lead system for your business?
The answer for most businesses is a resounding ~ YES.!!
‘Robots’ Convert Prospects to Leads
‘Robots’ Then Get Leads to;
- Visit a Salespage;
- Signup for a Newsletter;
- Join a health club;
- Join a webinar;
- Set an Appointment;
- Pick up the phone and call.
Some Options for Input, and the Resulting Action
- Start: Simple, make them look;
- Delivery: Select one or more;
- Price is Right: Cannot lose;
- Prospect Action: Select one;
There’s no question that giving your prospects value upfront, for example, Gift Certificates, etc. is going to outperform other methods of attraction.
However, it is important to have a clear strategy to move prospects from receiving free gifts, to becoming qualified leads, and ultimately turning those leads into buyers that actually make purchases from your company.
As an example, the following simple strategy brings unlimited member growth to our marketplace. While in turn, this allows us to next send our qualified members to visit our merchant clients on-demand.
Members: Our simple goal is to grow a membership that trusts our brand.
Trust: With our help, they find reliable and trustworthy merchants.
Rewards: They keep receiving free ‘Mahalo Dollars‘ to spend in our rewards store.
If you need a similar solution, Mahalo.Market can help.
- Start: We offer a bribe;
- Delivery: We use all methods;
- Play a Game: They cannot lose;
- Action: Prospect joins program;
- Members: Receive Offers;
The Mahalo.Market Advantage
Our rewards program is a driver that allows us to build a growing list of members so we can remarket and advertise our merchant clients.
Special Offers: Members receive special offers from our merchant advertisers.
Buyer Rewards: When goods are purchased from our merchants, we gift ‘Mahalo Dollars‘ with each purchase, thereby increasing the member’s Mahalo Dollar account balance. These are credits they spend in our Mahalo Dollar Store on premium products.
Surveys: Members also earn ‘Mahalo Dollars‘ for completing surveys that help us to determine what products and services they may be interested in. Thereby grouping our members into ‘qualified leads’ for our merchants.
Disabled Access: Another traffic driver to our marketplace, our PAL program provides ‘Merchant Protection from disabled access-related lawsuits. While substantially increasing sales in the disabled market.
Prospects or Leads
- What is Prospect?
- Using Ideal Customer Profiles;
- The BANT System;
- Buyer Profiles;
- Buyer Personas;
- Buyer Personas Q+A;
- What s a Lead?
- 3rd Party Lead-Gen;
What is a Prospect?
A ‘Potential Buyer’ who closely matches a hypothetical ‘Target Buyer’, as defined by an ‘Ideal Customer Profile’, Buyer Persona, or other buyer profiling formulas used by professional sales teams.
Startups often use ‘Ideal Customer Profiles’ (re; “ICP”), to define ‘Target Buyers’ by factors such as;
B2B; Budget, Location, number of employees, revenue, customer base, etc.
If prospects don’t meet all the merchant-defined stats, they are disqualified, so as to send your sales personnel ‘only‘ qualified leads that are a good fit. Saving sales staff time and sales-related costs.
Using Ideal Customer Profiles
Companies that use such profiles are generally more successful…
…210% – Website traffic increase;
…124% – More website sales;
…97% – More website leads;
…71% – Exceeded revenue goals;
…83% – B2B plan to use Personas;
…82% – Improved value proposition;
…56% – Higher-quality leads;
…44% – B2B marketers use Personas;
…36% – Shortened the sales cycle;
The BANT System… is one of the oldest and most used ‘Lead Qualification Systems’.
|BUDGET||..||What is the prospect’s budget?|
|AUTHORITY||Does the prospect have decision-making authority? Are they an influencer?|
|NEED||What is the prospect’s business need?|
|TIME……………..||In what time frame will the prospect be implementing a solution?|
Developed by IBM in the 1950s, this method has stuck because it is easy to remember and provided an easy way to teach new salespeople how to sell.
Once sales have been generated, a more accurate “Buyer Profiles”, can be created based on the ICP, market research, and ‘real data’ about your ‘existing customers’. An ICP helps to define problems you’re solving, to align your product/services with specific buyer needs.
Are used to define different buying patterns within the ‘Buyer Profile’. Often referred to as marketing personas; these are semi-fictional, generalized models of your target buyers that match the demographics, goals, motivators, and challenges target buyers are facing. Or ‘Ideal Customer Profiles’.
For example, your ICP may be companies with less than 10,000 employees, where your buyer personas may include the ‘IT Director’, or the ‘Head of Operations’. You should address each differently.
Often a better approach:
Buyer Personas consider how these personas consume information, and attempt to define their ideal buying process.
Buyer Personas Q+A
If you want to build a good Buyer Persona, these questions will help.
- Personal demographics
- Educational background
- Career path
- Industry or markets served
- Size of company (revenue, employees)
- Job role or title
- Whom do they report to? Who reports to them?
- How is their job measured?
- What a typical day looks like?
- What skills are required to do the job?
- Required knowledge and tools
- What are the biggest challenges?
- What are they responsible for?
- What does it mean to be successful in their role?
- How do they learn about new information
- Which publications or blogs do they read?
- Which associations and social networks
- How do they prefer to interact with vendors?
- Do they use the internet to research vendors?
- Describe a typical purchase
What is a Lead?
Specifically, a “Lead” is anyone that has expressed some interest in ‘your type of product or service’. A ‘Hot Lead‘, has shown interest in your specific product or service.
Interest can be expressed in many ways.
- Completing a webform
- Phone solicitations
- Social Media Campaigns
The best practice is to qualify ‘Leads’ by getting answers to specific questions designed to;
3rd Party Lead-Gen
Many companies offer a ‘Lead Generation Service’ designed to acquire new leads for you. They each offer a variation of ‘Lead Quality’ that a merchant must access before hiring them.
Some third-party lead generation companies don’t qualify the leads they sell, thus wasting your money and time. Third-party lead-gem services are also costly.
A customized system for generating your own leads allows you to ensure your salespeople are prospecting the right people, and that your marketing effort is more cost-effective.
The Sales Dept. Role
Consider the simplified sales process;
- Sales Prospecting: the process of reaching out to a prospect.
- Lead Qualification; weeding out the low-quality leads
- Follow-up; the process of connecting via various communication methods;
- Sales Activity; many related processes including socializing, presentations, etc.