how to get more leads in your business
TRANSCRIPT
WHAT ARE SALES LEADS?WHERE ARE THEY?
HOW DO YOU FIND THEM?
INTRODUCTIONS
WHAT IS A SALES LEAD?
THE TWO PRIMARY QUESTIONS…
HOW MANY LEADS DO YOU NEED?
LEAD GENERATION & SALES FUNNEL
DEFINITIONS…
SALES FUNNEL DATA…
ANNUAL PROJECTION EXAMPLE CONTRACT SALES JOB SALES
Projected total annual sales $3,000,000
Estimated annual sales by funnel 65% 35%
Annual revenue goals by funnel $1,950,000 $1,050,000
Recurring revenues by funnel $1,100,000 $750,000
Incremental revenues needed $850,000 $300,000
Average annualized sale by funnel $25,000 $3,000
Sales needed to meet next year’s goals34
Contracts
100
Jobs
Convert to monthly for lead management 3
(2.83)
8
(8.33)
SALES FUNNEL DATA…
MONTHLY PROJECTION EXAMPLE CONTRACT SALES JOB SALES
New sales needed Monthly3
(2.83)
8
(8.33)
Closing rate from estimate/proposal 75% 70%
NEW LEADS needed monthly4
(3.78)
12
(11.90)
Conversion rate from prospects 60% 60%
New prospects needed monthly6
(6.30)
20
(19.84)
Conversion rate from suspects 8% 8%
New suspects needed monthly79
(78.70)
248
(248.82)
EXERCISE – PART 1
ANNUAL PROJECTIONS FUNNEL ONE FUNNEL TWO
Projected total annual company sales $___________________
Estimated annual sales by funnel ___% ___%
Annual revenue goals by funnel $_____________ $_____________
Recurring revenues by funnel $_____________ $_____________
Incremental revenues needed $_____________ $_____________
Average annualized sale by funnel $________ $________
Sales needed to meet next year’s goals ___ ___
Convert to monthly for lead management __ __
EXERCISE – PART 2
MONTHLY PROJECTIONS FUNNEL ONE FUNNEL TWO
New sales needed Monthly ____ ____
Closing rate from estimate/proposal ___% ___%
NEW LEADS needed monthly ____ ____
Conversion rate from prospects ___% ___%
New prospects needed monthly ____ ____
Conversion rate from suspects ___% ___%
New suspects needed monthly ____ ____
PHASES OF A SALES FUNNEL
SALES FUNNELS…
20 PROSPECTS
Per Month
12 LEADS
PER MONTH
8 CLIENTS
PER MONTH
248 SUSPECTS
PER MONTH
60% Converted
8% Converted
70% Closed
6 PROSPECTS
PER MONTH
4 LEADS
PER MONTH
3 CLIENTS
Per Month
79 SUSPECTS
PER MONTH
60% Converted
8% Converted
75% Closed
CONTRACT SALES JOB SALES
34 New Clients
@ $25,000
Next Year
$800K Incremental Sales
100 New Jobs
@ $3,000
Next Year
$300K Incremental Sales
WHERE WILL THEY COME FROM?
LET’S FILL OUR FUNNELS…
20 PROSPECTS
Per Month
12 LEADS
PER MONTH
8 CLIENTS
PER MONTH
248 SUSPECTS
PER MONTH
60% Converted
8% Converted
70% Closed
6 PROSPECTS
PER MONTH
4 LEADS
PER MONTH
3 CLIENTS
Per Month
79 SUSPECTS
PER MONTH
60% Converted
8% Converted
75% Closed
CONTRACT SALES JOB SALES
34 New Clients
@ $25,000
Next Year
$800K Incremental Sales
100 New Jobs
@ $3,000
Next Year
$300K Incremental Sales
Networking Events LinkedIn Email Mail PPC Web Direct Sales Networking Direct MailEmail
HOW DO I GET IN FRONT OF SUSPECTS?
TYPES OF MARKETING DATA…
WHERE DO LEADS COME FROM?
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THE COMPLETE PICTURE…
THANK YOU FOR ATTENDING…
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