more sales your ideal business partner
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More Sales
7 Simple Steps
First work out how many sales leads you want
Second Generate them using a system that works
For example
Step 1- What’s your monthly profit goal?
For exampleStep Sales Lead Calculator Example
1 Profit Goal per month £6,000
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Step 2- What’s your monthly overhead cost
For example
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
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Step 3- Calculate required gross profit by adding step 1 & 2 together
For example
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
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Step 4- What is your average sales value – (Average monthly sales divided by average number of invoices generated per month)
For example
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
4 Average sales value £2,000
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6
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Step 5- Calculate the number of sales invoices needed to deliver the goal - Divide step 3 by step 4
For example
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
4 Average sales value £2,000
5 Number of sales invoices 9
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Step 6- What’s your conversion rate. For example if you win 1 in 4 it would be 25%
For example
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
4 Average sales value £2,000
5 Number of sales invoices 9
6 Conversion rate 25%
7
Step 7- Calculate the number of sales leads required by dividing step 5 by step 6
For example
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
4 Average sales value £2,000
5 Number of sales invoices 9
6 Conversion rate 25%
7 Number of sales leads 36
How To Generate 36 Leads
7 Simple Steps
Step 1- Decide how may leads you want per month
For example 36 leads per month
Lead Generation Activity
1 Client Referrals 2
2 Networking Events 4
3 Web Site 4
4 Seminars/Training Events 6
5 Referral Partners 4
6 Direct Mail 2
7 Social Media 6
8 PR – Articles 2
9 PR – Case Studies 2
10 Joint Venture 4
Total 36
Step 2- Decide on the lead generation activities and results you want from each activity
For example
Output template
Input template
Step 3- Develop the processes
For example
Id WHAT WHO WHEN HOW
(1)Investigate networking groups
Marketing Assistant
Setting up the process Carry our a internet search
(2) Select the best groupsMarketing Assistant
On completion of the networking list
Select the best networks that suit the target audience profile
(3) Seek out attendeesMarketing Assistant
Before each eventBefore each event speak to the organiser and obtain the attendee list
(4) Attend the event Networker On the dateSelect people on the attendee list to see during the event. Ask questions from the top ten prospect template. Ask if the attendee knows any of your top 10
(5) Obtain referrals NetworkerDuring the conversation with other networkers
Before moving onto the next person show the connection the list of people you know. This is to obtain referral for people you know, who will then seek out referral for you
(6) Obtain business card NetworkerDuring the conversation with other networkers
Ask for the person you are talking to for their business card. If they are a hot prospect ask for a future appointment. At the end of the event complete the prospect score card
(7) Enter data into CRMMarketing Assistant
On return of the networker to the office
Obtain the prospect score card and business card from the networker and input into the CRM system
(8) Make an appointmentMarketing Assistant
After sending out a communication
Select one of the three options from the process and obtain an appointment
(9) Attend appointment Salesman On the appointment date Use the needs analysis presentation process
Each process has resources
allocated to it
Step 4- Make it idiot proofFor example
Hi, my name is Jane. My job is to run our 12 lead generation processes and manage our
senior people to deliver 36 leads per month for the sales team to
convert into new business. I report my results to my director
who reports to the board
Your team delivers the results
Step 5- Train your team to run the processes
Your Lead Generation Training Manuals
Be in control and then ….
Step 6- Use a dashboard to control the results
Step 7- Improve the processes to make them more effective
and then ….
Work on your Lead conversion processes
3.1 Lead Conversion
3.1.1 Sales strategy and planning
3.1.2 Appointment making
3.1.3 Appointment needs presentation & proposal
3.1.4 Sales appointment presentation
3.1.5 Follow up and tracking
3.1.6 Customer service
We have some good news
Marketing Sales Operations Finance
Leadership & management
Market research
Market Reach
Lead Generation
Lead Conversion Production
Office management
ManagementSystems
Finance
Health & Safety
We can systemise your whole Business for you
Over 100 process maps
5 Core Processes
Over 100 How to do it training manuals
A control dashboard
Over 100 templates & tools
A business development programme
and when complete you can……
Focus on the bigger picture
Or even have a stress free holiday
It doesn’t cost a fortune
We can make it fit your budget
If you think process mapping can add value
to your business then let me arrange an
appointment so you can learn more
Call me on 07896 246 224