IT Marketing Roadshow5 BIG Sales Breakthroughs

Yes, A 70% Close Rate IS PossibleWhen Prospects Are Properly

Targeted, Attracted, Qualified And Educated (A Function Of Marketing)

Closing 70% Or More Of The Prospects You Meet With Should Be

Relatively Easy

Critical Point!Your Sales Process Doesn’t START When You Get An Appointment; It Starts With How You Attract That

Prospect In The First Place.

Why Most Sales Training Fails

“Your sales strategy should START with selecting and researching a defined target market, which then DIRECTS your business model, including the services you offer, the manner in which you deliver them, packaging, pricing, customer service and, of course, your marketing, so that you are truthfully the best, most attractive option to your chosen target market, eliminating the competition and putting yourself into a category of one.”

Why Most Sales Training Fails

• It focuses on TACTICS for selling rather than building products and services for a specific target market that they want to BUY.

• It often fails to arm the salesperson with a value proposition, message and key differentiators required to get an appointment, unseat an incumbent provider and command premium rates.

• It fails to properly position you as more than “just another” salesperson.

• It relies heavily on MANUAL prospecting and cold calling, thereby making it incredibly inefficient.

Why Most Sales Training Fails

§ HAVE ONE. Most business owners and even “professional” salespeople are far too casual about how they approach selling.

§ Reduce VARIABLES.

§ Eliminate dependency on TALENT.

Breakthrough #1:Process And Systems

Manage By The Numbers:3 Numbers To Watch

(And One To Manage By)

1. Business Results (sales, profits, market share, wallet share)

2. Sales Objectives (appointments, proposals, referrals, etc.)

3. Sales Activities (prospecting calls, follow-up touches, etc.)

Sales Objectives And ActivitiesFor Telemarketing

§ Dials

§ Contacts§ Appointments SET

§ Appointments SAT

Sales Objectives And ActivitiesFor Inside Sales Pros:

§ “Fully Integrated” Client (Ascension Ladder)

§ Increase In Client Spend/Profit§ Proposals Generated/Closed

§ Dollar Amount Of Each Proposal

Sales Objectives And ActivitiesFor Outside Sales Pros:

§ “Meaningful Conversations”

§ New Appointments§ Proposals Generated/Closed

§ Average Dollar Amount/Profit Per Contract

List all known objections and then create marketing pieces and sales “sound bites” to overcome them.§ Content: articles, free reports, buyers’ guides. Can be delivered via

written word, audio, video.§ Testimonials and case studies.§ FAQ sheet.§ Risk reversal; you don’t have to be the BEST, but the least RISKY.

Breakthrough #2:Handling Objections In Advance

Breakthrough #2:Handling Objections In Advance

A: Quite simply, we invest two to three times more money into hiring and training high-­‐‑quality service technicians. In fact, our technicians are required to go through 58 hours of training before they are permitted to touch any of our clients’ networks and invest over 100 hours of training per year on average on not only technical expertise, but in customer service, communication and company standards. We also hire more techs per client than the average IT services company, which gives them the ability to invest more time on serving each client rather than being pressured to implement a quick fix and rush on to the next client to maximizeprofitability. All of this costs more, but we made a decision a long time ago that we would rather explain our price once tonew clients rather than apologize for poor service forever. But I think our clients say it best:

Fast Response, Competence, Quality Service And Peace Of Mind – All At A Reasonable Price!Prior to working with the ASC Group, we had multiple problems with our previous IT company, including poor service, inefficient hardware and software, questionable IT recommendations and lax backup protocols. Why did I tolerate it? Because their services were “cost-­effective” (that’s code for “cheap”). However, I realized this other company’s “cost effective” service wasn’t a bargain after a mistake they made caused a HIPAA breach and exposed us to potential fines and penalties in the thousands of dollars. After several months of dealing with that bureaucratic nightmare, we finally got the issue resolved. Now I know that true “cost-­effective” is NOT the cheapest service, but rather an effective service at a reasonable price. You get what you pay for – which is why we chose and stay loyal to the ASC Group. Since turning our IT management over to them, I have complete peace of mind that they are continually monitoring our IT system and have protocols in place to protect us against cyber hackers, viruses, malware, spam and data breaches that are all too common in today’s world. Knowing that they are watching out for us allows me to sleep easier at night. But the ASC Group is more than just competent;; they are a delight to work with and continue to impress me and my entire staff by going above and beyond the call of duty. They don’t talk over our heads with geek-­speak and truly understand what it means to deliver quality customer service. For example, last year we had a water leak in the ceiling in our IT closet where our brand-­new server was. We contacted Alan and Terry and they were at our office within 30 minutes, pulled all the IT equipment out of the closet, dried it off and reinstalled it the next day. Thanks to their fast response, we didn’t lose any equipment and avoided a big, expensive disaster.

On A FAQ Sheet: “I see that your services cost a little more than some of the other providers I’ve talked to; why is that?”

-­ Glyn Lewis, Marietta Podiatry